Kimura K. K. Can this customer be saved? Essay

1. What seems to be Pramtexs strategy?Pramtexs strategy Pramtex is pursuing the goal of being the technology attractor in the sector. It has chosen product several(predicate)iation over cost leadership. In pursuing this goal, it seems to have fallen behind in the maintaining adequate renovation standards.Its strategy involves close cooperation with the lead user customers to ask a nominal head in the developing standards of the industry. Overall, it seems to be focusing on the high-end premium department of the grocery store. This is besides maintained by the fact that whereas its overall parcel out is only 3% of the market, its sh be of the premium segment is 8%.2. What is the perceived value for a customer like Kimura? sensed Value Perceived value is different for different customers. Out of its various elements, such as buyers image, trustworthiness, customer support etc, different customers give different weightage to different elements. Out of these, a customer like K imura k. k. falls low the category of price buyer. For such a customer, companies need to offer bleak down products and reduced religious services.3. Who are the key players at Kimura in the purchase decision?The key players in the purchasing decision at Kimura areSenior R&D advisor Dr. Nomura,Chief of end product Dr. Komuda, participation President Dr. Kimura,Finance Director Dr. Eiji Hashimoto.4. What are their respective roles and touchs?Initiator Dr. Nomura. His interest is in recommending the best technology product while taking into friendship the strategy of the company.End-User Dr. Komuda. His interest was to ensure that the machine would satisfy his technical specifications. It should also meet maintenance requirements. The learning curve should non be overly steep. And the downtime should be minimum.Decision-maker Dr. Kimura. His interest is in choosing the machine that offers the best value trace for the company.Influencer Dr. Eiji Hashimoto. His interest was in choosing the cheapest machine, which would meet the technical specifications, required by the production department. HE would also take into consideration the maintenance costs of the product.5. wherefore did Pramtex fail in Japan? What could /should it have done differently?Pramtex failed in Japan because it was making the wrong value proposition to the customers. It was intent on providing the best technology solution. The Japanese customers wanted one, which would provide them with the cheapest product brush their requirements. They also laid a lot of emphasis on after-sales support which area was unfortunately not much stressed upon within Pramtex.Also, it did not have any significant physical presence in the country. topical anaesthetic competitors had the advantage of quicker response in case of breakdowns, better store access.Also, the service support level maintained by the company was slight than satisfactory. It seems to believe that a superior product is sufficient for it to maintain market leadership.What it should have done was get some presence in the country, get some local warehouses, open one or two service centers. This would go a long way in alleviating the customers worries about after-sales support. Also, it need drastic in its after-sales support quality.6. Can this customer be save? Short-term? Mid-term to long-term? Why? Why not?Short-term by chance not.Nothing much can be done in the short-term in terms of improved customer-support in the shot-term, which is the primary concern of the Kimura.Mid-to-long-term YesThey allow for have to be convinced of the companys commitment to the Japanese market. This assurance should be backed by concrete actions such as getting physical presence in the country in the year of service centers and warehouses for spares inventory.Also, the company must customize its product to suit the needs of the customer.