CARPENTER, MARANGOS & CO.

Management Consultants
Delivering solutions

Case Studies
1 Better Utilisation of Time 1
2 Innovative New Product
3 Building Distribution
4 Countering Scepticism
5 Better Utilisation of Time 2
6 Recapturing Market Share

Text Box: CASE STUDY 4 - Countering Scepticism For two years the client had attempted to sell an advanced hyper lubricant into garages and bus companies in the UK. Two major barriers faced them: Firstly- the scepticism towards additives in the UK was a serious problem, Few can believe the claims of additives- no matter how hard the client stated their product was not an additive. Secondly - the clients were worried about their warranties. Our advice was to stop selling-in, where the return on investment was in a serious loss situation and to instead use any investment capital available in paying the MIRA. Motor Industry Research Authority, an independent and world wide respected body, to test the product and to prove the claims. These tests have now been given the go-ahead and will be carried out in 1998.

 

  
 

 

 

 

 

 

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