For this Discussion Board I have supplied a case study, for which I have provided a link.$$ The case study is called, "Problems with Gemini Wireless, Inc.", and gives you a scenario about air conditioner companies.$$ The function of the case study is to get you to think critically about the problems presented.$$ Even though it's not specifically stated, you are to include some of the course concepts that you have encountered$--$ANY OF THEM$--$as you consider your responses.

PROBLEMS WITH GEMINI WIRELESS, INC.

As soon as Scott Palmer$$s secretary told him that Joanne Baker from Gemini Wireless,

Inc. was on the phone, he knew he was in for a long day. Obtaining the rights to

maintain Gemini Wireless information systems had helped him earn top sales

commissions last year, his first at HorizonCyber. But a month ago, Joanne informed

Scott of the purchasing department$$s new, more aggressive competitive bid policy, and

said it would apply it to the acquisition of a new information security system for Gemini$$s

future expansion project.

Scott nevertheless submitted his $$929,000$ proposal with great confidence. After two

weeks of unreturned phone calls, however, Scott got the feeling his confidence had

been sorely misplaced.

$$Hi$,$ Joanne. Long time, no hear. What$$s up$?$

Joanne got right to the point. $$Scott$,$ I$$ve got a problem you can solve.$$

$$What do you mean?$$

$$You know we have to look hard at a number of different vendors on projects of this

size. And your bid is well above the competition$$s$.$ Karoki came in under $$890,000,$ and

Okita Limited at a little over $$897,000.$

$$Well$,$ Joanne, you get what you pay for in this world. You know that HorizonCyber has

a very successful relationship with your company. And don$$t forget our superior

customer service and experienced technicians.

Joanne interrupted. $$Scott$,$ you don$$t have to sell me on your HorizonCyber,$$ she said.

$$And you understood what the new bidding policies meant when we announced them.

We$$re under the gun to cut costs, so we have to look at other suppliers.

Actually, Scott had always wondered just when HorizonCyber$$s fixed$-$price policy would

meet strong resistance from a customer, but he had not expected complaints from

Gemini Wireless. That company has had a solid business relationship with

HorizonCyber for over $15$ years. Scott told Joanne he appreciated her problem and her

frankness about the other bids.

$$Look$,$ Scott,$$ she said, $$You know Okita$$s solid, and so is its performance. And its

managers know there$$s a lot of potential business in the new project we are going to

pursue. Everybody in the industry knows that we have several plans in the discussion

phase. So it$$s really a question of your attitude toward the future, not just the quoted

price on the current project.$$

BROWERS MGMT $350$

Joanne said the deadline for final bids was in two weeks. Scott hung up$,$ and went

straight to Frank Smith, his regional manager. He briefed him on the conversation with

Joanne, finally suggesting that HorizonCyber rebid at $$907,000.$

Frank held firm on the original proposal. $$Scott$,$ you$$ve done great work in a year, really

first rate. But if you$$d been working for us a little longer, you$$d understand why we don$$t

dicker with our prices, even slightly. There$$s a lot more to this business than price,$$

Frank continued. $$We aren$$t just selling our systems, we are also selling quality service

and reliability. Of course, we want Gemini$$s long$-$term business, but we can$$t let every

customer nickel$-$and$-$dime every bid. Do that, and you might as well be selling $20$th

century technology. We$$re excellent at what we do$.$ We can$$t stay ahead of the curve if

our pricing doesn$$t reflect quality. I$$m not going up the line to argue for an exception to

a policy that$$s been around a lot longer than either of us have.$$ Frank looked resolute.

$$This is an established company, and a successful one.$$

What would you do if you were Scott? You have several issues to solve with this case

study, as well as different perspectives. Consider the topics we have covered in class

and propose a minimum of THREE solutions. This is a critical thinking exercise that

hopefully put your creative thinking to work