精选MBA全套中文教程-生产与运作原理-第一部-t0104.doc

MBA全套中文教程-生产与运作原理-第一部-t0104 DMC product test plan Dominic motor and control equipment company (DMC), since the discovery of oil from northern Canada in 1973, will occupy the oil pump motor more effective market 50%. Although the company is a major supplier of Canada market motor and control equipment, and enjoys a high reputation in the quality of the products, but DMC executives believe the companys success in the market is mainly attributed to the company in 1974 to hire a salesman. He is aggressive and talented and can speak oil peoples language. He has sold motor equipment in Texas and has experience in electrical control engineering in oil field. At the time, DMCs competitors did not have a similar technology salesman in the field, so the company could build an early foothold and gain a strong market position. In early 1985, however, DMC suffered a possible loss of market because of a Hamilton Oil Corporation product pilot program. Hamilton is currently the largest Canadian oil company, owns and manages more than 30% of the national production wells, Hamilton Electrical Engineering Department John Richs presided over the motor testing plan, he believes the DMC motor is in third place, after Giuseppe to cry and Canada, general motor engine company products. So in March 1985, DMCs top managers decided that if it wanted to keep its share of the well pump market, the company would have to take some action. Company background All motor series products provided by DMC company from small to large to less than 1 horsepower to 2000 horsepower, the company also produces electrical control and distribution system for automatic control and protection of the engine. In 1984, DMCs sales were approximately $323 million, with sales of various products as follows: -- -- -- -- -- -- -- -- -- --- Sales (million dollars) sales unit -- -- -- -- -- -- -- -- -- --- The control panel and 72 Motors less than 1 horsepower 126500000 1-200 horsepower motor 8522000 2502000 40700 horsepower