Industrial Scale

In: Business and Management

Submitted By jeep1983
Words 449
Pages 2
-Executive Summary
Industrial Scale has been producing a balance beam scale for many years and they are the leader in that market. Recently, Wilson Inc has begun to manufacture a similar scale that has been copied from the Industrial Scale model. Wilson Inc offers deeper discounts to contractors and has managed to gain a 27% market share. Industrial Scale is not concerned about its competition the way its sales manager wishes that it were.
-Assessment
Industrial Scale manufactures a relatively simple device and has been doing so for many years. Up until recently it has claim to 90% of its market. This device represents $600,000 in yearly sales which is 15% of the total company sales. The units are long lasting, so most purchases are not due to replacement.
Wilson Inc, has emerged in the last 5 years, and copied Industrial Scales design (the copy rights have long expired). The Wilson design is a more simplified version which does not include a recent improvement which has been incorporated by Industrial Scale. The price of the two scale are the same, however, Wilson offers 20% discounts to contractors compared to Industrial scales 10%.
The sales manager of Industrial Scale has convinced himself that Wilson Inc is not a threat. But, he decides to see what can be done about reducing cost. Cost could be reduced by a few percent internally or by lowering the quality of the good. Also, a new design has been made, but it will increase cost by 8% or $100. They currently sell roughly 400 units per year at a price of $1500 and a cost to them of $1250. They are considering a cost increase of 5%.
Industrial Scale has a sale team that focuses on calling larger contractors and placing advertisements in trade papers. Wilson Inc does not advertise and simply provides a mail order service. Industrial Scales, financials are also in order, with no long term debt and a well…...

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