In 1988, optical distortion, Inc was ready to re-enter your unique product, contact lenses for chickens. Tests showed that the lens is significantly reduced aggression and poultry feed costs, resulting in potentially huge savings for egg producers. In later years (A) case, golf egg producers have become so small that if a major manufacturer could sustain significant cost advantage, many small producers may be forced out of business. In this case, only for the seller company must decide whether to focus on closing the sale aggressive large manufacturer which may require all facilities of the company for the next year, or take the time to spread the word more vulnerable smaller producers. However, he faces a challenge to convince farmers that the savings that appear "too good to be true", in fact, real. The fact is short and can be used in conjunction with optical distortions, Inc (A). In addition to ethical issues, it also raises questions about the sales strategy and the diffusion of innovation, and can be used to study the strategy of negotiation. "Hide
by Patrick J. Kaufmann Source: Harvard Business School 3 pages. Publication Date: August 4, 1988. Prod. #: 589011-PDF-ENG
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