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Team Carrier : the following information is available at your disposal through marketing research.

Manipal Academy of Higher Education :

Intends to invest on Air conditioning solutions.o Estimated number of units to be purchased : 14o Infra spending in last 3 years : 17000000 , 5100000 , 23000000

Management style : Unitary and highly negotiating management Rooms to be air conditioned : Conference hall

Invenger Technologies Ltd

Software services provider Total employee strength : 670 P/L Acc balance for last 3 years : 120000000,80000000 , 43000000 Management style : Professionally managed Rooms to be air conditioned : unknown

Auchan supermarkets

Intends to retail individual AC units (upto 2Tonne) Intends to start consumer electronics and durables super market Under loss since 2 years , owing to highly competitive retailing market Management style : highly price conscious , highly negotiating , professionally managed No of AC units sold (total) in 2011-2012 in mangalore : 21000

tasks

Research about current product line up of carrier Analyze the above customers Position products based on the above analysis

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Invenger Technologies Ltd

Software services provider Total employee strength : 670 P/L Acc balance for last 3 years : 120000000,80000000 , 43000000 Management style : Professionally managed Rooms to be air conditioned : conference hall , employee working area in a new building Central air conditioning preferred Power costs and service are of primary concern Budget is flexible (VFM based) Technical department has rated Carrier 7.2 / 10

Note : existing units were supplied by Blue Star , Service and product quality is found adequate but

power costs are astronomical with existing units.

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Auchan supermarkets

Intends to retail individual AC units (upto 2Tonne) Intends to start consumer electronics and durables super market Under loss since 2 years , owing to highly competitive retailing market Management style : highly price conscious , highly negotiating , professionally managed No of AC units sold (total) in 2011-2012 in mangalore : 21000 Expected margin per unit : 7-9% (minimum) The management expects Carrier to include auchan as official retailer in media. Special discounts sought during festival seasons. Expects to market 7000-8000 AC units in first year , sales share is expected to grow at 10%

PA.

Note : Toshiba offers 11% margin , blue star 8% , LG 8.25% , Panasonic 9.1% , Samsung 6.2%

(rejected) , voltas 6.75% (rejected)