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Pramtex Deal Analysis and Strategy

This document outlines the participants and context surrounding a deal between Pramtex Ltd, an Australian company that develops optical disk manufacturing systems, and Kimura K.K, one of its Japanese customers. The major players involved are identified, including representatives from both companies as well as others who influenced the deal. Issues that arose included cost concerns, product dissatisfaction, and cultural differences that impacted the customer relationship. Potential solutions focused on improving customer service, understanding the Japanese work culture, customizing products to specifications, and opening a local service center to better support Asian clients.

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JOHN VL FANAI
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81 views4 pages

Pramtex Deal Analysis and Strategy

This document outlines the participants and context surrounding a deal between Pramtex Ltd, an Australian company that develops optical disk manufacturing systems, and Kimura K.K, one of its Japanese customers. The major players involved are identified, including representatives from both companies as well as others who influenced the deal. Issues that arose included cost concerns, product dissatisfaction, and cultural differences that impacted the customer relationship. Potential solutions focused on improving customer service, understanding the Japanese work culture, customizing products to specifications, and opening a local service center to better support Asian clients.

Uploaded by

JOHN VL FANAI
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd

Room 5

Kartikeya Agarwal - MBA21102


Ashrika Gupta - MBAA21013
John VL Fanai - MBA21099
Ankit Verma - MBA21082
Ponuku Siri - MBAA21039
Nilay Kaushik - MBA21111
Rahim - MBA21114
Sakshi- MBA21123
Prabhat Singh - MBA21112
Mayank Sharma - MBA21109
Shivam Shukla - MBAA21048
Srijan Negi - MBA21133
Rishabh Dev Gupta - MBA21117
Chandan Tyagi -MBA21257
Anurag Shelar- MBAA21009
Room 5

Major Participants in the deal


Pramtex (Gaining the deal)
Dr. Shariff ( President of Pramtex ) : Offered 10% discount for the new deal
John Reef (Product Manager) : Active throughout the whole deal with Kimura K.K
Dr Max Scorse ( R & D) : Was a friend of Dr. Nomura
Dr Nomura ( Senior R&D advisor) : Supported Pramtex to get the deal
Kimura K.K (customer)
Hashimoto (Financial Advisor) : Against the deal because of the cost
Dr. Komoda(Chief of Production) : Dissatisfied with the product.
Kerry and Doug : Engineers sent to Japan to repair the machine.
Mr. Yukata Kimura (President of Kimura K.K) : Wasn’t very sure about the deal
because of the investment
Decision Making Unit
Initiator : Max Scorse ( He showed the prototype to Dr. Nomura )
Gatekeeper - Ms Yamashita ( Secretary)
Decision maker - Mr. Kimura(Head of Kimurra K. K Company)
Influencer - Mr Nomura, Mr. Hashimoto, Mr. Kimura (Current President), Dr. Shariff
User - Dr Komoda and his team
Buyer - Kimura K.K Company
Room 5 SITUATIONAL ANALYSIS SOLUTION

Company ● Improvement on Customer Relationship

• Pramtex Lts based in Sydney, Australia Management.


● Understanding the work culture in Japan.
• Developed and marketed various system for manufacturing the
● Customer can be taken back into confidence
latest generation of high capacity optical disks.
via changes in price and services
• Their strategy was to concentrate on leading-edge technology
● Pramtex Ltd can open a service
Customers
center/warehouse for their Asia operations
• Kimura, Sony, Panasonic, Potential Japanese Market,Chinese client
in Japan..
Competitors ● Knowledge Transfer sessions from Dr Max
● SGY - Offering lines at the lower end of the market
Scorse, to the employees of Pramtex
Collaborator ● Develop a machine that can be customized
● Vietnamese Company only with specifications needed by the client,
Context needed customizations only so that cost
● 8% market share and 12% profit from Advanced storage devices decreases plus giving spare parts so that the
● Australia based company incidence does not happen again.
● Client base from Asia

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