Subject category:
Marketing
Published by:
Ivey Publishing
Version: 2001-01-11
Length: 23 pages
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Abstract
ISG manufactures a very successful line of medical imaging workstations. Despite severe financial problems in the recent past, the company has survived by developing superior products and concentrating on a specific market niche. The company''s development has been aided by an alliance with a powerful U.S. distributor which has lately begun to sour. With a host of new products awaiting introduction and plans afoot for a major expansion into Europe and Japan, the company''s North American sales director must examine his alternatives for repairing or replacing his present distribution system.
About
Abstract
ISG manufactures a very successful line of medical imaging workstations. Despite severe financial problems in the recent past, the company has survived by developing superior products and concentrating on a specific market niche. The company''s development has been aided by an alliance with a powerful U.S. distributor which has lately begun to sour. With a host of new products awaiting introduction and plans afoot for a major expansion into Europe and Japan, the company''s North American sales director must examine his alternatives for repairing or replacing his present distribution system.