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Sullivan Auto World Case

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Case Background

Company History

… hate doing this part he he he….

Products, Services, and Personnel

Sullivan Ford Auto World operated both the Sales and Service departments. The Sales Department’s functions include sale of cars/trucks and used vehicles. It is also involved in trading of a buyer’s previously-owned vehicles and buying of well-maintained used cars at auction for sale. The department is composed of a sales manager, seven sales people, office manager, and secretary. However, one sales staff has given notice of his resignation.

The Service Department is composed of a service manager, parts supervisor, nine mechanics, and two service writers.

Infrastructure and Facility

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companies and investments in financial instruments. Fourth, the currency turmoil affects U.S. imports and exports as well as capital flows and the value of the U.S. dollar; the U.S. deficit on trade was rising as these countries import less and export more. Fifth, the crisis is causing economic turmoil that is exposing weaknesses in many financial institutions in Asia; some have gone bankrupt. The economic problems of the troubled Asian economies are adversely affecting the United States, Japan, and others.

Target Market/Segment

Based on population size, the auto industry was seeing the rapid retreat of the Depression Generation (those born from 1925 to 1945) from the marketplace. The same time period shall see the arrival of Generation Y (born from 1977 to 1994) into the automotive market, as well as, Generation X (born from 1966 to 1976) moving into their peak earning years.

Therefore, selling efforts and promotions should be directed at Generation X. However, since this generation would still be raising their families, they would buy cars that cost reasonably which means that they can afford to purchase vehicles that fall between the low-end to middle-low end models.

Positioning

Sullivan Ford Auto World should position itself as a distributor of low-end to middle-low end models of Ford cars to capture its target market. It can sell its low-end models to Generation Y and Generation X, with both generation

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