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Abstract
This case is about product management and "systems selling". A specialised paint system has been established as market leader and eventually meets with competition. The manufacturer fails to monitor market conditions, in particular, changes in the pattern of customers buying direct and through distributors. Questions are also raised concerning product liability and proof of shoddy workmanship.
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Abstract
This case is about product management and "systems selling". A specialised paint system has been established as market leader and eventually meets with competition. The manufacturer fails to monitor market conditions, in particular, changes in the pattern of customers buying direct and through distributors. Questions are also raised concerning product liability and proof of shoddy workmanship.