| Case Title |
Safe Elevators:
Customer Retention Model |
| Case Author(s) |
Aishwarya Pasricha
|
| University |
T. A. Pai Management Institute
(TAPMI), Manipal, India |
| Abstract |
Safe Elevators, an OEM of elevators, faces tough price competition
from third party maintenance providers in the market for annual maintenance
contracts (AMCs). AMCs are very lucrative and service quality and reputation
play an important role in securing orders for new elevators. A management
trainee has proposed a discount scheme to attract customers for its proposed
long term (5 years) AMCs. He has developed a spreadsheet model for working
out the breakeven discount rate, as a function of the probability of retaining
a customer without such a discount. |
| Available In |
MIP Case Collection |
| Publisher |
T. A. Pai Management Institute (TAPMI),
Manipal, India |
| Publisher Case No. |
1997-99-01 |
| Distributor(s) |
T. A.
Pai Management Institute (TAPMI), Manipal, India
|
| Pub/Rev Date |
04/01/1999 |
| ISBN |
|
| Case Length |
4 |
| Teaching Note |
No |
| Pub TN Ref No. |
|
| Pages (TN) |
|
| Issues |
Services Marketing, Spreadsheet
Modeling, Decision Analysis |
| Organisation(s) |
|
| Countries |
India |
| Industry |
Industrial Products, Tools &
Machinery |
| Period Covered |
1997-1999 |
| Level |
Postgraduate |