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A 

º V
p  ± Vice President (Exports) at Belfry Industries

I. Self - sufficient
II. Cost efficiency
III. Investing in Automation

º
 ± Commercial Manager

º Problem faced while purchasing a laptop

Not available in India, therefore had to go through the gruelling process
of getting the laptop into India
Had to suffer the import duty capitalization cost and an increased
payback period
 Daffodil͛s  


in Bangalore.
Radii Pai, Chief Officer
º| deals wi h |ndian Marke hrough
͞Genesis |ndia͟

?    Agen or dis ribu or of

u

 ʹ Hong Daffodil
Kong based
Company

    Agen or dis ribu or of

Daffodil

   
 Sellers of Daffodils

]
 |   
º Cherian gives his specifications to System¶s Manager of Oregano systems
º Suggestion from Systems Manager of Oregano
º Order is placed
º Delay in delivery of products and problems in the delivered products
Promise of delivery of package in 10 days but after 3 weeks only Daffodil-Province
delivered.
After weeks hand scanner delivered which is not A4 scanner
Engineer, Shyam Naik unable to install the scanner
7 days later printer arrives without the cable
º Cherian compalins to Daffodil chief Officer, Radii Pai, who sends an
engineer from Genesis India
º Solution given by the engineer
º Printer cable broght by Raghu Iyar, an engineer and problem stated by him
º Daffodil-Matrix arrives without the fax card
º Fax card arrives without the required software
 
|   A |
º Daffodil had entered Indian market without adequately studying the Indian
computing environment.
º Their vision was narrow as they only wished to be the provider of
computing platform and were not system integrators.
º They did not understand the difference between the Indian and US market

º 
V  


Here Daffodil marketed its PC for home use.
Customers aware of Daffodil¶s marketing strategy and the way the
channels were structured.
Here, a menu of software was readily available and integrators who
provided that kind of support.
Cost of these services was also low

º | V  

India was a new market for laptops, thus needed complete information on how
the product works.
Customers needed PC as a peripheral in a larger computer environment.
Customers wanted the whole package from one person.
º m 


 

Daffodil¶s Marketing Manager, Vijay Vani, argues that they are only providers
of the computing platform and not system integrators. Therefore, Cherian
should approach Microsoft¶s agent in India for software support.
p 
 ’
º He wants the Daffodil agent to load software on the laptop and create disk
capability necessary to make Windows work.
º This is a part of hardware engineering so Daffodil should provide the
software that supports its gadgets.
º Oregano¶s Systems Manager is given the specifications yet he recommends
a laptop which does not support the specifications.
º Mawware providing the software so it should co-ordinate with Microsoft
to provide a software that is compatible with the hardware.