transition to exclusively selling medical equipment‚ Ohmeda must incorporate more direct and specialized selling into its channel mix. Given the aggressive revenue growth targets‚ the best channeling mix for Ohmeda is 75% direct sales / 25% dealer sales and 75% specialization / 25% geographical. This optimal strategy will allow Ohmeda to increase revenue‚ meet target customer needs‚ challenge competition‚ and capitalize on the strengths of the Ohmeda products. Business Strategy Ohmeda’s business
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strategy calls for growth in high technology product lines and the current dealership channel is more suited to goods that require less education and information. In summary‚ the market trends combined with our changing corporate strategy will require Ohmeda to change the distribution channel and structure of the sales force. In the short run‚ this will require a transition period and an investment to reorganize Ohmeda’s sales force for long term growth. In the long run‚ we believe this consolidating
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Executive Summary: As Ohmeda divests its supplies and gas businesses to focus exclusively on medical equipment‚ we recommend restructuring the distribution system to phase out the majority of dealers and develop a highly knowledgeable direct sales force with additional representatives. As Ohmeda concentrates on high-tech medical devices‚ its target customer will increasingly be hospital-based medical practitioners responsible for sophisticated‚ specialized procedures and who seek products that are
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In order to achieve its target of 11% annual growth in a comparatively slower growth industry environment‚ Ohmeda has to aggressively gain market share for its high-tech products over the next 5 years; some of which have recently not been successful in their market launches. Ohmeda must shift its channel strategy to a primarily specialized‚ direct sales force that can effectively communicate the value of its high tech products to the industry’s opinion leaders. The current approach of selling to
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BOC CASE Yimin Tu 1. Using Kimmel et al.’s (2011) principles of control activities (described in Figure 6)‚ identify the internal control weaknesses that contributed to the BOC fraud incident. BOC has no independent internal verification. Bank managers had insider authority to make loans and transfer funds without controls. The former general manager at BOC Kaiping branch made loans and transferred fund to Ever Joint to pull in profits for himself. There is no second person to verify and supervise
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research based on activities of BOC Gases Fiji Limited and the notes received during our course. _________________ ABSTRACT BOC (FIJI) LIMITED BOC (Fiji) is a member of the Linde Group‚ a leading global gases and engineering company‚ which serves customers in more than 50 countries. Many people come in contact with BOC Fiji every day‚ because our products and services touch almost every area of business and domestic life. BOC services the industrial market
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Executive Summary Linde Bangladesh Limited (formerly BOC Bangladesh Limited) a multinational organization that has been present in the country for nearly 60 years with continuous expansion in operations and business‚ providing global solutions with a local outlook. With a modest appearance at the beginning‚ all the products of Linde Bangladesh Limited are now part and parcel of all the industrial and economic activities of the country. The selected topic of this internship report is “A Comprehensive
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INTERNSHIP REPORT A Study on Mushfi Zaman Mitu Roll No: 02 Batch: 16th (Sec: A) Dept. of Management University of Dhaka March‚ 2014 INTERNSHIP REPORT A Study on Mushfi Zaman Mitu Roll No: 02 Batch: 16th (Sec: A) Dept. of Management University of Dhaka Supervised by Dr. Md. Abbas Ali Khan Professor Dept. of Management University of Dhaka March‚ 2014 III Certificate of Approval This is to certify that this internship report titled “A Study on Human Resource Management Practices of Linde
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Good morning class‚ today I’m going to be discussing Australia. Australia has changed since the days of the early settlers who farmed and cultivated this great brown land‚ most of which is largely desert and thus‚ most of Australia’s growing population now reside in the urban cities that fringe the coastline. These images of vast country‚ dry desert‚ country towns and cities are the images that I will be analysing in my talk today through the poems‚ Country Town and William Street. The first
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e * Medical Technologies: Industry trends | | | | * Point-of-care testing (POCT) is defined as medical testing at or near the site of patient care. The driving notion behind POCT is to conduct the test conveniently and immediately for the patient. * POCT is accomplished through the use of transportable‚ portable‚ and handheld instruments (for instance‚ blood glucose meter‚ nerve conduction study device) and test kits (such as CRP‚ HBA1C‚ Homocystein‚ HIV salivary assay). Cheaper
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