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PV Case Study Analysis

The document discusses an executive postgraduate program at the Indian Institute of Management Kozhikode. It provides details about a student named Neha Anish Rankawat, including their organization, industry, designation, years of work experience. It also includes 3 questions and answers related to evaluating alternative actions for a company to gain favorable evaluation on a project and policies and processes to improve marketing programs.

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Neha Rankawat
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19 views

PV Case Study Analysis

The document discusses an executive postgraduate program at the Indian Institute of Management Kozhikode. It provides details about a student named Neha Anish Rankawat, including their organization, industry, designation, years of work experience. It also includes 3 questions and answers related to evaluating alternative actions for a company to gain favorable evaluation on a project and policies and processes to improve marketing programs.

Uploaded by

Neha Rankawat
Copyright
© © All Rights Reserved
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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INDIAN INSTITUTE OF MANAGEMENT KOZHIKODE

EXECUTIVE POST GRADUATE PROGRAMME

Name Neha Anish Rankawat


Roll No. EPGP-15A-040
Current Organization VYMO
Industry FinTech
Designation Presales Solution Consultant
Years of Work Experience 10
1. What could be the reasons for the unfavorable evaluation of PV technologies by Greg Morgan?

Answer: BJ Solar, had much lower bid prices for their products than PVT's, even though PVT's products
were better in terms of efficiency, trustworthiness, and productivity. Solenergy promised to put more effort
into keeping costs down. The change in the first cost was big. Solenergy said that with a proactive quality
control program and an extended maintenance plan, possible performance problems could be found before
they happen. This would make up for the fact that the cheaper inverters didn't work as well.

2. Evaluate alternative course of actions available to PVT to gain favorable evaluation by Solenergy
for the Barstow Project?

Answer: Rubenstein and Salvatori suggested the four following different ways to move forward:

1. Offer to give the company an extra 10 years on top of the original guarantee at no extra cost. With a 10-
year warranty instead of the competition's 5-year guarantee, PVT already has a big advantage over them.
After getting a 5-year head start, Solenergy should have had plenty of reason to believe in PVT.

2. Give a free promise of 99.9% uptime.

If the product breaks down more often than expected or costs more to fix than expected, this could cut into
their profit. It could also affect future deals with Solenergy and other clients, since other customers might
want the same perks.

3. Quickly bring out a new product that will soon be available. It will have a higher capacity of 1.25 MW
and be 98.5 percent efficient. Because they are focused on keeping costs low and cutting up-front costs,
putting out a new product won't help them save money. They also like the idea of low-cost converters. It
won't help to give them an answer that costs the same in this case.

4. Have an appropriate talk with Morgan to confirm the results of the evaluation that were reported. Since
the review was done by someone inside Solenergy and Salvatori got the story through his network, Morgan
might get angry if he is asked to confirm directly. Over the course of the year, it could also change the way
Solenergy works with other companies.

To sum up, PVT shouldn't move on a report that hasn't been checked out. Instead of asking Morgan for
approval directly, PVT should get in touch with him to show him their value propositions and talk about the
project in person.
3. What short term and long-term policies and processes should PVT develop and implement to
effectively improve its marketing programs?

Answer:

Short-Term: PVT should reconsider its existing policy of comparing equipment performance and
specifications to those of competitors." Look at the costs of making the goods to see if there are ways to
lower the price. More often and regularly look at the needs of its business area and key customers to avoid a
similar problem happening again.

Long-Term: Collaborate with customers to develop new products that best meet their requirements on both a
short and long term basis" Before quoting RFP, you should look at the customer's evaluation factors. Always
keep an eye on your rivals and give similar goods at lower prices. PVT can offer a range of prices to meet
the wants of different types of customers.

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