Kimura Kk Case

Paramex lost its contract with Kimura K. K. because of various reasons.

First amongst those reasons was pricing:

• Kimura K. K. stated, multiple times, that Paramex’s pricing was not in line with their budget

• Mr. Hashimoto stated that they were also getting an offer from Paramex’s competitor, Singulus, that was 20% less than their cost

• Even after bringing this issue to John’s attention and asking for a second quotation, Mr. Kimura told John that it was not very different from the first one. He stated “I know that you have great technology and a solid reputation but technology is not everything.

The second reason was reliability:

• When Mr. Hashimoto had given John all the specifications Mr. Kimura would need done to the Spartacus, John failed to return his call with the new quote, which disappointed Mr. Hasimoto.

• After Dr. Komoda stressed how important having the machines delivered on time (end of July) was and the major deal with Disney, the machines still arrived several days late

• The part not working in the machine and Paramex not being able to get anyone out there until days later when Kimura K. K. had a major deadline to meet

To save Kimura K. K. as a customer, I would utilize the Consultative and Enterprise relationship model. Paramex’s technology is already respected and trusted, so all that needs to be worked on is sales tactic. For example, Mr. Hashimoto had stated that Singulus “gave the red-carpet treatment to Komodo and his team during their last visit”, and the other more appealing offers given to them. Paramex can show reliability by meeting deadlines and communicating on a consistent basis so that Kimura K. K. feels that they are in good hands. Also, in terms of pricing, I would offer a better deal