$1.$ Is there a serious problem at Fortis? If so$,$ describe it$.$ What are the symptoms and the causes?$$

$2.$ Describe the amount and nature of the price pressure that Fortis faces. Why is that so$?$ What can Fortis do about it$?$

$3.$ How would you describe Fortis' strategy? What is the role of Fortis' product line $($equipment$,$ tools, and strapping$)$ and service$/$support in that strategy?$$

$4.$ Evaluate Exhibit $8$ in the case: is this good news or bad news about account management at Fortis? What are the implications for implementation of Fortis' strategy?$$

$5.$ What is the relationship between Fortis$$ customer base, sales force, and pricing approach? Under what conditions should the field sales force have the kind of pricing authority implied by price$-$flex?$$

$6.$ What should George Reynolds do$?$ Should he pass$-$on the increased raw material costs to customers? Should he institute price$-$flex?