Alloy Rods Corporation

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ppt on "Alloy Rods Corporation" case study.
http://hbr.org/product/alloy-rods-corp/an/586046-PDF-ENG?Ntt=Alloy%2520Rods

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  • 1.  
  • 2.
    • Materials for Skyscrapers, Ships, Bridges, Power Plants and Pipelines
    • Welding Industry and Supplies - $1.6 Billion Industry
    • Over 70% of sales through Distributors
    • Important Purchasing Criteria:
      • Product Quality
      • Demand Creation
      • Communication with Factory
      • Price
    • Consumable Welding Electrodes – 5 Basic Product Group:
      • Flux Cored Wire Electrodes: Growth Rate expected 2%
      • Low Hydrogen Coated Stick Electrode: No Growth expected
      • Stainless Steel Electrodes: Growth Rate expected 2%, Sold in 3 forms
      • Mild Steel Coated Stick (for SMAW)
      • Mild Steel Solid Wire Electrodes (for GMAW): Growth Rate expected 1%
  • 3.
    • 3 types of welding processes:
      • Shielded Metal Arc Welding
      • Gas Metal Arc Welding
      • Flux Cored Arc Welding
        • Gas Shielded
        • Self Shielded
    • Choice of Electrodes in Large Companies
      • Electrode Brand
      • Product Quality
      • Line Breadth
      • Delivery
      • Availability
    • Cost Breakdown for a welding Job – Power and Equipment (2 – 5%), Electrodes (8 – 15%), and remaining Labor and Overhead (80 – 85%)
  • 4.
    • PRIMARY BUSINESS PURPOSE : High Quality, High Tech Welding filler
      • Develop
      • Manufacture
      • Market
    • Emphasis on Sales via Distributors and Retailers
    • SECONDARY BUSINESS PURPOSE : Sale of Product and/or Manufacturing Technology via
      • Technical Assistance
      • Trademark License
      • Joint Venture Agreements
    • Leader in
      • Product Quality
      • Technical Qualities
      • Product Innovativeness
  • 5.
    • In 1985, Major Company in Industry – Manufacturing only Welding Electrodes
    • Prices ↑ than Competitors, Alloy charged for freight while competitors absorbed freights Promotions – Distributors (Major Sales)
    • Independent Welding Supply Distributors – 75% Sales (Direct 13%, Independent Wholesalers 41%, Company Wholesalers 21%)
    • Estimate: Top 50 distributors – 80% of Company sales, Of the top 50 – 20 sold to Lincoln
    • Sales force: Called both Distributors and End Users
    • Field Sales (21) – Distributor Relations, Direct Accounts, and Account Development
  • 6.
    • World’s Largest – Manufacturers (Welding Electrodes and Equipment)
    • 60% of Sales – End Users
    • Sales force – More than 200
    • Size and Aggressiveness - Distributors
    • Name Recognition and Good Reputation
    • “ Outer Shield” – Compete directly with Alloy’s Dual Shield
    • Wide Range of Diameters, Priced 25% ↓ Dual Shield
  • 7.
    • Market Trends:
      • 1982 -1983 – Economic Recession, Industry sales - ↓ 30%
      • End Users and Major Welding Users moved operations Abroad ( due to Cost Advantage)
      • Materials Efficiency of Wires Increased (
      • Industry Dynamics Changing, Buyer Power High, Level of Competition increased
  • 8.
    • Customers –Welding Electrodes End Users (Ranged from One Person Mechanical Contracting Shop to Major Steel Fabricators)
    • Product Loyalty varied
    • Distribution – Easier with bulk orders rather than customized
    • Buying Process –
      • Small/ Medium Size Companies: Owner, Plant, Welder
      • Large Companies – Welding Engineers
      • More of Technical Specifications in Case of Large Companies while More of Relationship based selling in Small
      • Both differ drastically and thus, handling customers differs which is very essential for handling competition
  • 9.
    • Direct Salesperson (21 field salespeople):
      • Maintaining Distributor Relationship
      • Handling direct accounts
      • Developing new accounts
    • Wholesalers (1 company owned + 3 independent):
      • Buying from Alloy at discount and then reselling to authorized distributors
      • Taking orders, shipping products and billing distributors
    • Distributors (500 independent welding supply distributor):
      • Performing product demonstrations for customers
      • Supplying to the end-users the required product
  • 10. Type of Product Annual Sales Channel Network and Pricing Lincoln Electric Co. Welding electrodes and equipment (average quality) $ 365 mn Trained engineers, lower price range, max 5% discount to distributors Hobart Electrodes, welding and Generators (average quality) $ 120 Mn Salesperson & company-owned stores; inconsistent pricing Airco Industrial gases, medical equip, welding equip and stick electrodes NA Independent distributors McKay Strongest stainless steel electrodes and low-hydrogen & gas-shielded flux-cored electrodes $ 30 Mn Distributors Tri-Mark Highest-quality flux-cored electrodes $ 16 mn Independent distributors
  • 11.
    • Direct Salespeople (200 trained engineer graduates):
      • Approaching the customer, understanding his needs and telling a better way to do it
    • Distributors (1000):
      • Buy from Lincoln at discount (5%) and sell to the end users
  • 12.
    • New product:
      • Wide range of diameters
      • 25% lesser price than “ Dual Sheild” prices
    • Threat or not?
      • Vertically integrated electrode supplier
      • Electrode form only 8% to 15% of total welding cost
      • Welding engineers not like to shift the process
      • Selling direct to the end-users
      • Lack of consistency of product quality
      • Maximum discount offered to distributor is 7% compared to 28%
  • 13.
    • Distributors:
      • Order takers
      • Low switching cost
      • Long sales cycle
    • In the distributor survey 1980 Alloy was rated poorly on factors like Communication, sales representation and training
  • 14. . Flux Low Hyd Stainless Mild steel coated + solid Industry Sales 100 72 51 204 Market Share 23% 22% 13% 11% Alloy Sales 23 15.84 6.63 22.44 Price to Dist 0.771 0.498 2.38 0.537 Margin lost 0.11565 0.0747 0.357 0.08055 Sales in pound 29.83139 31.8072289 2.78571429 41.7877095 Loss 3.45 2.376 0.9945 3.366 . Direct Sales Indirect Sales Percentage of Sales 15% 85% Actual Sales 9.75 55.25 Number 21 500 Productivity 0.464 0.1105 Cost 7.833 10.1865
  • 15.
    • Bring into play more direct salespeople for major accounts and distributors for small companies:
      • Fulfill the gap between company & end users
      • Help compete with Lincoln sales force
      • However it can disturb the current distributors
    • More focus on Field training seminars
  • 16.
    • Use higher margin given to distributor as factor for pushing them to develop accounts: try and create artificial scarcity for Lincoln product
    • Impart training to distributors to make them technically sound to understand the customers needs better
  • 17.