BRITISH COLUMBIA BOX

LIMITED CASE STUDY

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 Which machine do you suppose BC box purchased? Why?

ANDREWS BALE
Advantages
• The vacuum feed and ink Advantages
wash-up system was better • Offered free installation
than Bale. • Has more experience in numerical controlled
• Giving 8 extra features. functions.
• CNC machine adjustments can • Figured in Boxboard container journal and
be done at office located on TAPPI conference.
the outskirts of Vancouver. • Final bid was lower than Andrews by
• Successful value chain. $20,000.
• Installation as well as training
personnel would be free.
• Saving more money for BCB
Disadvantages
for long run.
• Low capacity feeder.
• Bale wash-up has a reputation of
Disadvantages less than 100 percent mark.
• Higher final price. • Negative feedback of the existing
• Lack on the trust factor. Bale die cutter.
• Bale matrix display is better • No personal training is given in
than Andrews. case of technology failure.
• The extra features give no
surety for
AddBCB usefulness.
a footer

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 Key Events of the Buying Process
Recognition of the Problem

Description and Specification of

product

Supplier Search

Addressal the Proposal

Selection of Supplier

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 3. Discuss the members involved in the different stages of buying process.

M Initiator 1
Mr. Paul Flynn, Vancouver Plant Manager who was looking for a new Flexo Folder
gluer machine.

2 Plant Workers(Training for the new machine), Plant Superintendent and Quality
Users control Supervisor.

Mr. Wood, Plant Industrial Engineer(He favored the Bale machine), Mr. Ray
Influencers
3 Dover, Sales Manager (He could generate an additional 1,000,000 in sales with the
new machine.) Jack, Maintenance Supervisor. Archie, Factory Superintendent.
Dick Bateman- Bale representative
4 Jim Castrelli- Andrews Salesperson
Suppliers
Mr. Dunnell- Rhone Salesperson

Canadian Division General Manager, Manager of Engineering services( They

Approvers
5 visited the plants to see the machines in actions).
BCB Vice President of Finance( to review the quotations submitted by suppliers)

Purchasing departments.
Buyers and 6 Purchasing agent for the Canadian Division(He was conveying information on
Gatekeepers price reduction from Bale to Flynn.)
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 LEARNINGS

• Having good implementation framework.

• Organising the solution based on requirement.
• swot analysis.
• Evaluation of the alternatives.
• Assumptions to be kept.

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