Case 10 for marketing

User Generated

NGN869

Business Finance

Description

MOXYCHEM Case

  • What should Josh do about the Boise Situation? Should he try to find out Boise plans to bid on the Farley Contract and, if so, what it’s strategy is?
  • What should Josh do about the Mohawk account?
  • Describe Josh with Marsha. Where should he go with this account in the future?

Unformatted Attachment Preview

View History Bookmarks People Window Help U.S. [2] Sun 8:52 F x newconnect.mheducation.com/flow/connect.html Selling: Building Partnerships - Castleberry and Tanner, 10e, ETHICAL AND LEGAL ISSUES IN SELLING Page ய -பபப பயாயப பப பபபப பபப - VW LEM UT UULUVULLE PASMEVE " what Boise intends to do about it." "Marsha, if I told you Boise's strategy, as if I knew it, why would you ever trust me with your information?" "C'mon. I'm your biggest customer. We have to stick together." "Well, I don't know Boise's strategy." "Try to find out. And while you're at it, I think I can get the Mohawk Paper account away from Durcon if you'll give me just a 5 percent discount on those products." Durcon wasn't one of Josh's distributors and the Mohawk Paper account was big, at least $100,000 per month, but Josh also knew he was as low as he could go with Hudgins on price. Maybe he could get by with sending some product as "free samples"? Questions 1. What should Josh do about the Boise situation? Should he try to find out if Boise plans to bid on the Farley contract and, if so, what its strategy is? А Previous Highlight < Previous Section Next Section > Next Highlights B. W 24 MacBook Pro 11 . 510 F11 20 F3 F2 F6 F4 # 3 $ 4 % 5 18+ & 7 o 6 ។ o Р E R U T Y Coil . ف غ ع E к lew History Bookmares People Window Help U.S. (%) Sun 8:52 PE X . vconnect.mheducation.com/flow/connect.html lling: Building Partnerships - Castleberry and Tanner, 10e, ETHICAL AND LEGAL ISSUES IN SELLING Page case 2.2 MoxyChem MoxyChem manufactures and distributes chemicals in the western United States, Mexico, and Canada. Usually the company sells to a distributor, which sells to the customer that uses the chemicals. Hudgins ChemSupply is the biggest distributor in Idaho and represents nearly 15 percent of Josh Carter's annual sales. Recently Josh acquired a new account in the same area, Boise Chemicals, which has the potential to be just as large. His most recent meeting with Marsha Hudgins, owner of Hudgins ChemSupply, though, went like this: "Look, Boise Chemicals underbid us on the Canuck contract by 10 percent. You must be offering Boise a better price than us, and I want to know why," said Marsha. Josh knew that Boise bid that job with no profit in order to win the Canuck contract, with plans to grow margins once it was able to prove better service. Moreover, the price Josh quoted Boise was actually 5 percent more than Marsha's. "Marsha, I'm not giving Boise a better price it doesn't buy as much as you do from us, so I can't." "Huh. You'll have to do better than that. You know that the Farley solvents contract is coming up, and it is going to be big. I want to know what Boise intends to do about it." A Next Section > Next Highlight Previous Highlight < Previous Section B. W 24 MacBook Pro F10 20 F5 F6 F2 F3 F4 $ % & 7 V 9 Edit View History Bookmarks People Window Help U.S. (43) Sun 8:52 PM 0 s://newconnect.mheducation.com/flow/connect.html g - Selling: Building Partnerships - Castleberry and Tanner, 10e, ETHICAL AND LEGAL ISSUES IN SELLING Page 496 / 49€ "Well, I don't know Boise's strategy." "Try to find out. And while you're at it, I think I can get the Mohawk Paper account away from Durcon if you'll give me just a 5 percent discount on those products." Durcon wasn't one of Josh's distributors and the Mohawk Paper account was big, at least $100,000 per month, but Josh also knew he was as low as he could go with Hudgins on price. Maybe he could get by with sending some product as "free samples"? Questions 1. What should Josh do about the Boise situation? Should he try to find out if Boise plans to bid on the Farley contract and, if so, what its strategy is? 2. What should Josh do about the Mohawk account? 3. Describe Josh's relationship with Marsha. Where should he go with this account in the future? < Previous Section Previous Highlight Next Section > A A Next Highlight UR В. w 24 MacBook Pro 6 F10 F1 m2 3. 80 09 F5 FZ F6, F4 F3 % 5 3 ON { Z 6
Purchase answer to see full attachment
User generated content is uploaded by users for the purposes of learning and should be used following Studypool's honor code & terms of service.

Explanation & Answer

...


Anonymous
I use Studypool every time I need help studying, and it never disappoints.

Studypool
4.7
Trustpilot
4.5
Sitejabber
4.4

Related Tags