Team Carrier : the following information is available at your disposal through marketing research.

Manipal Academy of Higher Education : Intends to invest on Air conditioning solutions. o Estimated number of units to be purchased : 14 o Infra spending in last 3 years : 17000000 , 5100000 , 23000000 Management style : Unitary and highly negotiating management Rooms to be air conditioned : Conference hall

Invenger Technologies Ltd Software services provider Total employee strength : 670 P/L Acc balance for last 3 years : 120000000,80000000 , 43000000 Management style : Professionally managed Rooms to be air conditioned : unknown

Auchan supermarkets tasks Research about current product line up of carrier Analyze the above customers Position products based on the above analysis Intends to retail individual AC units (upto 2Tonne) Intends to start consumer electronics and durables super market Under loss since 2 years , owing to highly competitive retailing market Management style : highly price conscious , highly negotiating , professionally managed No of AC units sold (total) in 2011-2012 in mangalore : 21000

Manipal Academy of Higher Education : o o Intends to invest on Air conditioning solutions. Estimated number of units to be purchased : 14 Infra spending in last 3 years : 17000000 , 5100000 , 23000000 Management style : Unitary and highly negotiating management Rooms to be air conditioned : MBA department (classrooms and staff rooms) 10 rooms ( 10000 sq ft each) Budget allotted : 470000 (negotiable upto 550000)

Note : Computer labs were Air Conditioned in 2008 -2009 , the units purchased were from Blue Star for a price 19800 / unit. Service costs have been astronomical of late.

Invenger Technologies Ltd Software services provider Total employee strength : 670 P/L Acc balance for last 3 years : 120000000,80000000 , 43000000 Management style : Professionally managed Rooms to be air conditioned : conference hall , employee working area in a new building Central air conditioning preferred Power costs and service are of primary concern Budget is flexible (VFM based) Technical department has rated Carrier 7.2 / 10

Note : existing units were supplied by Blue Star , Service and product quality is found adequate but power costs are astronomical with existing units.

Auchan supermarkets Intends to retail individual AC units (upto 2Tonne) Intends to start consumer electronics and durables super market Under loss since 2 years , owing to highly competitive retailing market Management style : highly price conscious , highly negotiating , professionally managed No of AC units sold (total) in 2011-2012 in mangalore : 21000 Expected margin per unit : 7-9% (minimum) The management expects Carrier to include auchan as official retailer in media. Special discounts sought during festival seasons. Expects to market 7000-8000 AC units in first year , sales share is expected to grow at 10% PA.

Note : Toshiba offers 11% margin , blue star 8% , LG 8.25% , Panasonic 9.1% , Samsung 6.2% (rejected) , voltas 6.75% (rejected)