Medical Equipment Inc

Medical Equipment INC Q1) No, Grover thought that he has a undecomposed go steadying for the culture beca social occasion he was raised in Saudi Arabia, only if the reality is he grew in an expatriate deepen with limited contact with the Saudi people or the Saudi culture. He went to an Indian school and then went to take his college degree in the USA. His internships gave him the opportunity to prepare in France and the United States. The internships prepared him to turn tail in the sphere of influence but Saudi line of descent concept is foreign to him.Grover did not understand the Saudi culture and missed some critical points while he was trying to get the struggle. He k tender that relativeships are important in making business line in Saudi Arabia which is completely true. The problem was he measure-tested to build relations with the wrong persons the foreign cardiologist, the Egyptian bio medical examination organise and the purchasing manager, but he could not r solely(prenominal) the purchasing director. In a hierarchy community as Saudi Arabia the purchasing director is the most important one to build a relation with he is the one who dejection ready Grover the deal.Grover spent his time building relation with people who cant athletic supporter him with the deal. It was obvious for me that Al Humaidi was avoiding run across with Grover and when he fin onlyy met him after approximately one month it was a formal conversion. I lived in Saudi Arabia for 9 years and from my cause Saudis only have a say in Saudi Arabia. Foreigners or non Saudi Arabs working there have no say when it comes to business deals.A Saudi get out al vogues prefer to work with an Arab like Najjar and not an Indian because of the language and religious similarities this whitethorn heavy(a) harsh but is true especially in a side like this where Al Humaidi had constituted a long relation with Najjar. Q2) sully is never seriousified and it is un ethical, unless you are working in a pharmaceutic company or in a medical equipment company. I am a pharmacist who worked in Egypt and lived in Saudi Arabia and from my experience that all the deals in this field need bribes.Bribes are not ethical at all but are a special K practice in field of pharmaceutical and medical equipment companies. In Grovers slipperiness its within company rules to offer a parapraxis to a business customer to one of the showrooms to view and get more details regarding medical equipments latest software and technology. This can be considered a bride but its not as obvious as cash. Cash briberys is not allowed, and would be a mistake. The hospital that Al Humaidi industrial plant for is a government owned one with a large budget to work with so if Grover offered money this wouldnt be viewed as an incentive to pervert the medical equipment.In Egypt companies give the mangers of the client gifts depending on the field that the company works in and how popular and attrac tive the actual product being offered is. I remember a famous company that produces the devices that measures blood sugar level, in a way to promote its devices the company offered the product free to the physicians and the pharmacies with the s excursions require so the physician can use it himself on patients or give it as a gift or use it in his clinic and the apothecarys shop of course testament use it to measure the blood sugar level for the customer.The company leave alone get double benefit, the physician and the drugstore will advertise the product to the patient by using this device and the patient will be advised to buy one. Q3) Grover has limited survival of the fittests that may be accept sufficient. There are 4 options I see as potential the first one is to continue in his way of conducting business. Grovers true plan of action is morally and ethically safe, will not extend any rules of the company or of his conscious but he may lose the deal.The second option is to proceed with the wind up offer which will give him a chance to win the deal and in the similar time he can document it as a business expense so it will not look as a bribe. As a show of commitment Grover should accompany Al Humaidi to the trip to help build a long lasting relationship. By exit on the trip with Al Humaidi he can try to in force(p) the current deal and also build for the future by assure Al Humaidi that Medical Equipment INC. will be ready to work with him and be there for support and logistical backup and no also bear the best, outstanding technology for a reason sufficient price.The third option is to defecate a plan B and try to secure a sale regardless of the size, just to try and get in good kick upstairs with Al Humaidi with a potential of future business. It seems that even with careful analysis and generating a sales plan that offered all the best equipment according to the hospitals ineluctably this was still not adequate to secure the sale. From what Grover knows now he can create a plan B and modify the list of equipment that is offered and point it to the needs of the engineering and cardiology department only.The ECG machine that is being offered is out-of-the-way(prenominal) superior to that of the equivalent product that Wilsons is offering. Knowing this and already having established a positive relationship with Dr. Saxman, Grover can push the both products that allurement more to the hospital. If the desired sale of $725,000USD worth of equipment is out of reach, then Grover could go forward with plan B and put an emphasis on the two ranges of products that Medical Equipment INC. has the edge over.While implementing this plan Grover already knows he is in good place with the cardiology department and engineering department so he could work again with the purchasing manager Sultan and persuade him to schedule a meeting between the cardiology, engineering department, Sultan and Al Humaidi to discuss the new p lan. This way not only would Grover have the support of the department but he would have a Saudi in Sultan to help push this new idea. Al Humaidi will be still able to take the two devices from Grover and take the other devices the hospital needs from Najjar.In the case it was mentioned that the low or high estimation of the order is wrong and will result in losing the deal but in Grover case he make the right evaluation of the need of the hospital but he will provide just 2 devices of these needs and this is acceptable, during my work in a governmental institution that need medical devices I axiom a lot of deals involve buying the needs of the institution from 2 and 3 different companies depend on the price and the quality of the devices each company offers. So it is not weird or strange to just provide part of the needs even when you can provide it all it depends on the situation of the deal.The One option that would cause him to lose the deal is to offer cash to Al Humaidi. For one Grover would not be able record the cash gift and it would be highly against company ethic code. If an unethical cash type bride was offered, Grover would not be able to foreknow the reaction of Al Humaidi and the deal could be lost and Grover could risk his chisel or worse be deported from the country. Q4) I think the best option is to go with the trip option. In my field of work in pharmacy I saw these trips happen a lot and it is a common practice in the pharmaceutical and medical equipment companies.Its an acceptable way to close the deals and gives the seller a higher percentage of closing the deal. So I think this trip will give him a colossal opportunity to win this deal especially if he went with the director in it and build a good relation with him and at the same time Grover wont risk his position in the company because it is not considered a bribe or unethical for the medical equipments company. If the trip did not secure the deal he can always use plan B which wil l be easier to use after the trip because of the good relation he built with Al Humaidi.