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Case
-
Reference no. 9-578-170
Subject category: Marketing
Authors: Benson P Shapiro (Harvard Business School); Craig E Cline (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1978
Version: 5 October 1994
Length: 16 pages
Data source: Field research
Topics: Business conditions; Competitive bidding; Decision making; Pricing; Target markets
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Abstract

Provides the background on Cumberland Metal Industries' entry into the automotive components market as a supplier of emission control equipment parts. Cumberland Metal must decide what bid to quote on Beta Motor's 1978 model year business. The company previously had a three-year contract for 100% of Beta's business, but it is now faced with a competitive situation in which a small market share, yet one greater than 50%, is a virtual certainty.
Location:
Maryland
Industries:
Automotive parts & accessories; Manufacturing; Primary metals
Size:
Small, USD22 million sales
Other setting(s):
1976
Teaching note
-
Reference no. 5-583-103
Subject category: Marketing
Authors: E Raymond Corey (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1983
Version: 19 January 1990
Length: 5 pages
Data source: Field research
View full details
Teaching note
-
Reference no. 5-584-096
Subject category: Marketing
Authors: Benson P Shapiro (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1984
Version: 11 October 1994
Length: 17 pages
Data source: Field research
View full details
Compact case
Supplement
-
Reference no. 9-578-171
Subject category: Marketing
Authors: Craig E Cline (Harvard Business School); Benson P Shapiro (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1978
Version: 7 October 1994
Length: 2 pages
Data source: Field research
Topics: Business conditions; Competitive bidding; Pricing; Target markets
View full details
Compact case
Supplement
-
Reference no. 9-578-172
Subject category: Marketing
Authors: Craig E Cline (Harvard Business School); Benson P Shapiro (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1978
Version: 7 October 1994
Length: 2 pages
Data source: Field research
Topics: Business conditions; Competitive bidding; Pricing; Target markets
View full details
Compact case
Supplement
-
Reference no. 9-578-173
Subject category: Marketing
Authors: Craig E Cline (Harvard Business School); Benson P Shapiro (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1978
Version: 7 October 1994
Length: 2 pages
Data source: Field research
Topics: Business conditions; Competitive bidding; Pricing; Target markets
View full details

About

Abstract

Provides the background on Cumberland Metal Industries' entry into the automotive components market as a supplier of emission control equipment parts. Cumberland Metal must decide what bid to quote on Beta Motor's 1978 model year business. The company previously had a three-year contract for 100% of Beta's business, but it is now faced with a competitive situation in which a small market share, yet one greater than 50%, is a virtual certainty.

Settings

Location:
Maryland
Industries:
Automotive parts & accessories; Manufacturing; Primary metals
Size:
Small, USD22 million sales
Other setting(s):
1976

Related

Teaching note
-
Reference no. 5-583-103
Subject category: Marketing
Authors: E Raymond Corey (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1983
Version: 19 January 1990
Length: 5 pages
Data source: Field research
View full details
Teaching note
-
Reference no. 5-584-096
Subject category: Marketing
Authors: Benson P Shapiro (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1984
Version: 11 October 1994
Length: 17 pages
Data source: Field research
View full details
Compact case
Supplement
-
Reference no. 9-578-171
Subject category: Marketing
Authors: Craig E Cline (Harvard Business School); Benson P Shapiro (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1978
Version: 7 October 1994
Length: 2 pages
Data source: Field research
Topics: Business conditions; Competitive bidding; Pricing; Target markets
View full details
Compact case
Supplement
-
Reference no. 9-578-172
Subject category: Marketing
Authors: Craig E Cline (Harvard Business School); Benson P Shapiro (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1978
Version: 7 October 1994
Length: 2 pages
Data source: Field research
Topics: Business conditions; Competitive bidding; Pricing; Target markets
View full details
Compact case
Supplement
-
Reference no. 9-578-173
Subject category: Marketing
Authors: Craig E Cline (Harvard Business School); Benson P Shapiro (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1978
Version: 7 October 1994
Length: 2 pages
Data source: Field research
Topics: Business conditions; Competitive bidding; Pricing; Target markets
View full details