Imd-3-2176 © 2010
Nie, Winter; Wang, James; Lu, Abraham Hongze.
Succeeding the redefining of its development technique and rearranging itself as a source of light business, Han's Laser diversified into supplying commercial options (instead of simply services and items) for other markets. This led it into the fast-growing LED and solar markets. It likewise went into the realty market and made a little venture internationally with a little stake in an Italian business.
The business likewise executed a brand-new service policy, where the business would supply service totally free of charge for the very first year after which it would provide the possibility of acquiring a VIP stress-free strategy with a yearly charge equivalent to 3 % to 5 % of the value of the device. The modification in service policy that the business executed likewise leads to a conversation about how sales can deal with resistance from essential clients.
Subjects: Chinese entrepreneurs; Laser equipment; Client-focused; R&D with Chinese characteristics; Venture capital in China; Relationship between private businesses and SOEs in China
Settings: China ; Laser Equipments ; US$256 million ; 2000-2009
Related Case Solutions & Analyses:
Pudong New Area of Shanghai
Loctite Corporation
Sara’s Options
Thin Political Markets: The Soft Underbelly of Capitalism
Developing Financial Insights: Using a Future Value (FV) and a Present Value (PV) Approach
Butler Lumber Co., Chinese Version
GE and the Shadow Banking Landscape
Ambuja Cements and Holcim India Merger
Spin Master Toys: Going Public – The IPO Process
Accounting for the iPhone Upgrade Program (A)
