Two cases: Mediquip and Palladium Door

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Two cases Mediquip & Palladium Door

Mediquip
What is the role of the Salesman in this situation? What should the Marketing Function be doing? [hint: Consider how the customer is organized to buy vs. how Mediquip is organized to sell.] How is the selling effort affected by the internal ‘politics’ in the potential customer’s organization? When, Why, and on What Date; did Mediquip Lose the Sale? Suggest a better Marketing Strategy for MediQuip

Solution in 2.5 pages + exhibits.

Palladium Door Company:

Analyze Palladium’s current situation and the performance of its distribution network. What should the company do? Why? [hint: Remember the 80/20 rule]
Solution in 2.5 pages + exhibits.

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