1. Presented by: (Group-1)
Bhavana Shah
Mounika
Swetha
Sai Mahesh
Harsha Vardhan
What should Priyanka Do? And
Why?
A
Presentation
On

2. B2B
Players:
 Ultra Tech Machine Tools Ltd (UMT) acts as a supplier
to GT Corporation Ltd(GTC).
 Almost 2 Decades of relationship
UMT:
- Nikhil Varma (accounts manager)
- Priyanka (North Regional Manager)
GTC:
- Megha (decider role)

3.  Issue(UMT to GTC) : proposal of Rs.21.7 lack
CNC lathe
machine(model HL-333)
Reason for keeping hold of UMT proposal is
“PURCHASING POLICY”
- GTC is in cost pressure
- She shortlisted 3 companies proposals
1. Kerui (18.2 lakhs)
2. Sujing (19.7 lakhs)
3. Umt (21.7 lakhs)

4.  UMT follows fixed price policy.
 Nikhil narrated conversation to Priyanka
 Nikhil said “if we say yes to the discount, the order is
ours” to priyanka.
 Priyanka said “No”
 Priyanka said to Nikhil “come back to me tomorrow
and tell me what else you can do without touching the
fixed-price policy”

5.  Among the 3 alternatives, Priyanka should select “C
option”
- Install earlier version of software and reduce the
range of applications that the machine can be used.
- Rebranding it as HL-333A
- Reduce the post installation on site support from 2
weeks to 1 week.
- Reduce the warranty period from 1 year to 6 months.