Kimura KK

Pramtex
High end emerging technology
Superior product Spartacus
Want to partner with DVD optical media makers

Why is Kimura imp

Order size – 64 machines possibly (total capacity of 4300000 divided by 16000 per
day into 5 days givens 64 maches) – this comes from desire to double the capacity by
Kimura
Entry into Jap market and influence Soni and Matsushita

Kimura needs
Lower price prodt than Spartacus
Easier to operate, service, maintainence
Timely delivery
Reliable after sales
Good engagement and relationship

Key persons in Kimura, roles

Kimura – decision maker - final
Nomura – advisor – either previous or still present.Previously favoring
Komoda – prodn man – person affected – complainer
Hashimoto – finance guy – previously against – presently more against

Can the customer be saved

Short term – one month
Maint of 3 machines
3 machines for Taiwan
Steps – relationship structure of Kimura a/c
Fire john
Protocol engagement
Sharif with Kimura
Jim with Hashimoro
Max with Komada
Availability of spares
Place a technician + plus spares in Osaka (self + supplier)
Offer a lighter version of the machine with reduction of the price

Medium – 6 to 12 months
New product development as per market needs – cheaper simpler version
Realign organization structure
Product support organization
Sales organization
Create clear roles of engagement
Geographic focus
Escalation channels
After sales support
Market and competitor mapping
 Guarantee on machine availability for 95% of time
Lower cost of ownership
All of this to be offered by Sharif