Abstract This paper examines the buying behavior of corporate clients and the processes of selling to clients. The paper uses the company PDI as a research example, the methodology used are interviews, company website, company brochure and press releases. The paper describes the factors in selecting a company to provide products and services, including the value proposition, reputation, pricing and the benefits.
From the Paper "The company that will be discussed in this paper is PDI. PDI has been in operation since 1987 and was originally formed as a division of a medical advertising agency, DF Communications. In early 1990, the founder traded his equity position in DF Communications for full ownership of PDI and created an entrepreneurial company focused on developing innovative solutions for the pharmaceutical industry. Over the years, PDI successfully provided sales and marketing solutions for 19 of the top 20 pharmaceutical manufacturers and implemented many "firsts" that revolutionized the way prescription drugs were sold and marketed. "
Abstract An examination of 20 sites of automobile manufacturers seeking to understand how car manufacturers use marketing strategies to attract customers. The investigation also reveals the best and worst Internet sites that the industry has to offer. The websites of various manufacturers and dealers allow the consumer to see the makes and models available and the retail price of the car. This leads to a well-informed consumer that will not be taken advantage of when they arrive at the dealership. The marketing strategies that the automobile industry uses include price comparisons, online quotes, online financing, brochures, customization, pictures and video of the exterior and interior of the vehicle. All of these strategies create a confident and well-informed consumer.
From the Paper "Honda manufactures automobiles under the brand name Honda and Acura. Hondacars.com provides consumers with a very simple black and white home page and allows viewers to locate a dealer, view models, and a page for owners? that provides information about vehicle maintenance and parts and services. The site provides 360? view of new vehicles through the use of photos and videos. This allows the consumer to view the interior and exterior of the vehicle with a few clicks of the mouse. The site also allows the consumer to customize a vehicle and view the MSRP. The Honda site is well designed and provides the consumer with relevant information. The simple design of the site provides for easy navigation and easy access to information that matters."
Abstract Recommends a getting-back-to-basics approach for the industry based on how it finds, sells & executies its business. Describes redesigning the way services companies sell and manage. Problems of the big 5 consulting firms. Historical background of the industry. Approaches to information technology projects. Why projects fail. Table of Contents. Sample brochure.
From the Paper "The information systems consulting industry has fallen on hard times. People inside of this industry say that it is because of the economy and the meltdown of the dot-com companies. The reality is that these same people brought much of this problem on themselves through their own self-defeating behavior, and refusal to practice some business basics.
Instead of simply building web-sites and solving the immediate problems identified by their clients, they instead built "end-to-end solutions" that were intended to save the client from getting..."
Abstract A recent National Federation of Independent Business (NFIB) small business survey revealed that of approximately 1.6 million small businesses to launch Web sites, most wasted more money than they made. In many cases, the reason for this is that most of the Web sites were little more than electronic brochures gathering dust on the Internet. The paper shows that when the survey was published, more than 65 percent of small-business Web sites did not allow customers to buy on-line, substantially reducing their effectiveness. The paper shows too, that according to researchers and small business experts, small businesses like these would undoubtedly benefit from investing in e-commerce to make their sites fully functional and profitable.
From the Paper "The Internet and e-commerce present enormous opportunities to small businesses, as they provide access to world markets, achieving the kind of market presence and penetration that has traditionally been exclusively available to larger companies (NSW, Enos). However, there is much more involved in e-commerce than simply creating a Web site.
One of the most important things to consider when investing in e-commerce is client relationships. A good online experience from both a marketing and a sales point of view makes a huge difference in successful e-commerce strategies."
Abstract The paper looks in detail at ways information consultancy companies can provide better solutions for their clients. It highlights the requirements for a successful business as well as showing the pitfalls many firms encounter. The paper analyzes the importance of evaluating the user's requirements, planning the project properly as well as hiring capable and experienced personnel to manage the projects.
Introduction
The Problem
Historical Perspective
Why Projects Fail
Securing User Requirements
Containment of Cost
Getting Quality Work
Communication
Planning
Resistance to Change
The "Should Be" Condition
The Sales Perspective
Contractually Speaking
Managing the Project
Conclusion
References
Attachment I: Sample Brochure
From the Paper "The information systems consulting industry has fallen on hard times. People inside of this industry say that it is because of the economy and the meltdown of the dot-com companies. The reality is that these same people brought much of this problem on themselves through their own self-defeating behavior, and refusal to practice some business basics.
Instead of simply building web-sites and solving the immediate problems identified by their clients, they instead built "end-to-end solutions" that were intended to save the client from getting crushed in the new global economy (King, 2001, p. 64). They created an atmosphere of fear and in many cases oversold their capabilities. When it came time to deliver, their output very often fell short of client expectations."
Tags: business, economy, sales, software, development
Abstract This paper examines the various methods of communication used by law firms in Australia - modern and classic. These include corporate persona, e-mail, websites, sponsorship, intranet, brochures and seminars.
From the Paper "Arguably one of the most important assets of any institution is their ability to communicate with their designated market. Law firms in Western Australia are no different. For a firm to succeed they must establish appropriate mechanisms through which they can communicate, both internally and externally. Traditionally the preferred methods of communication where; written correspondence, telephonic conversations, and to a certain extent facsimile . Today, as one venture's into the technological era new mediums are being presented, permitting a more effective level of communication, with respect to time, cost and ease of use. These new methods of communication that allow a more effective transfer of information come in the form of the internet, namely web pages and electronic mail (e-mail). On top of the abovementioned revolutionary communication devices law firms are increasingly communication to the general public in less conventional ways, this includes the deliberate and complex construction of "corporate persona", an increased involvement in sponsorship and via the provision of free seminars for employees and clients. Law firms in Western Australia are at a unique time period where they must confront, understand and embrace more effective and less traditional means of communication. The transition is currently underway and one can now identify that the most effective means of communication while having their flaws, come in the form of e-mail, web pages, corporate persona, seminars and sponsorship."
Abstract This paper presents a detailed examination of a specific case study in engineering ethics in Ontario, Canada. The writer discusses that in the case, one company (both of which will remain anonymous) alleged that another was distributing advertising brochures that made claims of engineering abilities and capabilities known to be false in violation of the Code of Ethics. The process for determining the nature of the ethical violation is the focus of this paper.
From the Paper "Engineering, in all its many incarnations, is one of the most creative and potentially constructive applications of human ingenuity possible. Engineers build bridges. They design homes, airplanes, and spacecraft. Engineers probe the inner workings of the biological world and design more innovative computational systems. In short, engineers are the individuals upon whom much of society depends; they take ideas and turn them into practical applications, creating and constructing all of the physical elements of society that we too often take for granted. In Canada the importance of engineers is understood and rigorously enforced. In neighboring United States, engineers are favored but are not controlled or taught how to control themselves. Engineering ethics - dealing with issues like safety, liability, and integrity - is considered optional. This is not the case in Canada."
Abstract This paper discusses the illusions and expectations that tourists to Las Vegas come to the city with. It then compares these illusions and expectations with the reality of the experiences of these same visitors. The paper bases its arguments on Roger Kimball's "Existentialism, Semiotics, and Iced Tea." The paper provides examples from occurrences in Las Vegas.
From the Paper "A very recent example was when, several weeks ago now, unsuspecting tourists happened to be visiting Las Vegas at the same time the NBA All Star teams, replete with rowdy entourages and various ill-mannered hangers-on, rolled into town and behaved in ways that spoiled the atmosphere and therefore ruptured, for a time, the Las Vegas illusion. One may be sure Las Vegas spin-masters were put right to work after this occurred, prettying up as much as possible any ugly leftover details (the worst of these being a nightclub shooting in which the manager of the place was shot by a basketball star or someone in his entourage (no one is talking) and is now paralyzed. Tourists in town for whatever reason that weekend, or even a few weekends afterward, might have heard or read something or other about the shooting itself, but not about its now-paralyzed and unable to work again victim. That story just broke last week, and on a Wednesday."
Abstract This paper evaluates the issues that resulted when software company, Visual Ways, acquired a new division through acquisition of Game World. Visual Ways specializes in creating digital and print advertisements, catalogues and brochures for original equipment manufacturers (OEM) of heavy machinery. The paper notes that their focus is on being able to describe complex machinery through visual methods on paper and to create 3-D image display for the web and also for all audio visual material. The paper further notes that their clients are generally manufacturing companies specializing in heavy manufacturing and construction equipment and they have been able to successfully grow for the past 20 years both within the US and globally.
Outline:
Introduction
How the Problem Emerged and was Identified
How the Decision for Improvement Emerged
How the Organizational Change was Planned
Success of the Organizational Change at Visual Ways
Lessons Learned
If This Decision Had to be Redone
From the Paper "In recent times, many OEMs are also looking for new ways to market their products as well as work with customers to identify better work flow and supply chains. About six month back two OEMs approached Visual Ways to inquire if they could animate some of the workflow processes within their manufacturing divisions. While there are many commercial off the shelf products for this purpose, the OEMs felt that they could get better service and support from Visual Ways as past experiences were good and Visual Ways already had many of the graphical know how of the equipments used."
Abstract This paper describes that the target market for Allstate Insurance Company, in their saturated, mature insurance market, is everybody. The paper first analyzes the competition and business cycle to reveal a cash cow position. The paper then recommends an aggressive marketing plan to win market share by setting quantifiable sales goals for Allstate agents, who must operate as small business entrepreneurs.
Table of Contents:
The Company
Allstate's Products and Services
Allstate's Industry and Competitors
Organizational Structure
The Current Market Situation
SWOT Analysis
Marketing Goals and Objectives
Budget
Tracking the Progress of the Marketing Plan
Marketing for the Individual Agent
Window Sign Advertising
Radio and television advertising
Placemat Advertising
On Hold Advertising
Newspaper Advertising
Newsletters and Brochures Mailing companies
Advo Bulk Mailing
Mail inserts
Circulars
Door Hangers
Magazine Display Rack and Counter Displays
Lead Hunter's
Summary
From the Paper "Despite these consistent revenue streams, Allstate has seen dramatic fluctuations in their net income. The main culprit was heavy hurricane-related losses in 2005, though 2007 also saw significantly higher losses than the year previous, cutting into the net income. All the same, the past two years have seen strong improvement in earnings per share over any of the previous five years. The losses on policies have generally been the sole culprit for fluctuations in net income. Operating expenses have remained steady over the past five years."
Tags: fluctuations, maturity, entrepreneurs, goals, gap
