Submitted by: Submitted by rodsalema
Views: 349
Words: 1758
Pages: 8
Category: Business and Industry
Date Submitted: 11/03/2012 05:44 AM
KIMURA CASE STUDY RODRIGO SALEMA MST15001180
1. What is value for a customer like Kimura KK?
After reading the case we can clearly see that a customer like Kimura praises the
customer interaction, he likes to be well treated as some of the competitors had done in the past
"Some of your competitors have been very persuasive...Singulus gave the red carpet treatment
to Komoda and his team during their last visit to Germany...they helped us start our business in
the USA five years ago..." It´s all about the customer relationship. There has to be a clear
consolidated customer management. Mr.Kimura wants to be treated like a special client, he
needs to trust the partnership with Pramtex and its suppliers regarding the completion and
manufacture of its final product, the "Spartacus" He expects not just the sale, there has to be a
before and an after. (Good customer service, it's a constant interaction process and not a static
one.)
Obviously when buying a product it´s important for it to be above the competition,
"Spartacus was the turnkey of the Rolls Royce.." Obviously Mr.Kimura praised and saw the
Spartacus as a competitive advantage, "Pramtex’s equipment would minimize the learning and
start-up curve.." Despite the fact that they sold state of the art solutions that were above what
was needed, Mr Kimura was looking for a partner who he could fully trust and not just a simple
supplier. This was not accomplished as we could read through reading the case. (lack of
professionalism and maintenance, right after the first breakdown) After the sale of their first
machines they decreased their attention to Mr.Kimura, attention that was high valued by the
client.
2. Who are the key players at Kimura in this purchase? What are their respective roles
and interests?
There are many key players in all of this process. Firstly, we have Mr. Kimura, which is
the President of the company and the one who has the final decision power. His interest is
clear,...