Ge v westinghouse in large turbine generators
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GE v Westinghouse in Large Turbine Generators PowerPoint PPT Presentation


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GE v Westinghouse in Large Turbine Generators. GE’s Moves in 1963. GE’s Moves. Price book Simplified pricing including examples Make it easy to determine GE’s bid Lower book prices Create public “multiplier” = 0.76 to discount book prices No exceptions to book x multiplier

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GE v Westinghouse in Large Turbine Generators

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Ge v westinghouse in large turbine generators

GE v Westinghouse in Large Turbine Generators

GE’s Moves in 1963


Ge s moves

GE’s Moves

  • Price book

    • Simplified pricing including examples

      • Make it easy to determine GE’s bid

  • Lower book prices

  • Create public “multiplier” = 0.76 to discount book prices

  • No exceptions to book x multiplier

  • Price protection clause

    • Audit from KPMG

  • Publish list of orders and quotes


Westinghouse s response

Westinghouse’s Response

  • Adopt GE book

  • July 64: Announce price increase

  • Publish orders and quotes

  • 64-75 same multiplier/same book prices

    • High demand period


Key take aways

Key Take Aways

  • Don’t give up

  • Clarity of pricing/threats

  • Commitment in the form of price protection

  • Steps to show mutual trust

  • Game theory matters in turning around an unpromising business landscape.


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