JCB

Paper Summary:

Discusses the manufacturing and marketing, full-service firm specializing in hydraulic equipment. Examines the expertise and resources a JCB retail dealer needs. Shortage of trained and skilled technicians. Issue of ongoing profitability. Markets. Impact of the retail market and rental chains. Customer service. Importance of communication skills and a proactive sales force.

From the Paper:

"Managing for the Future at JCB

JCB, a company created over 50 years ago by Joseph Cyril Bamford, is a manufacturing and marketing firm that specializes in the development and production of hydraulic excavators, materials handlers, wheel loaders, mini-excavators, skid steer and high speed agricultural tractors (About us, 2001). In addition to sales of new and used equipment, JCB also offers its customers service via its franchised and company-owned dealerships, parts replacement, a range of attachments, and financing via leasing, lease purchases with or without options, installment sales contracts, and rentals (The best back-up , 2001). In brief, JCB is a full service firm with a carefully defined and expanding niche market for state-of-the-art hydraulic equipment."

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