Medical Equipment Inc

checkup Equipment INC Q1) No, Grover thought that he has a good understanding for the culture be safari he was raised in Saudi Arabia, except the reality is he grew in an expatriate compound with limited contact with the Saudi flock 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 probability to work in France and the United States. The internships prepared him to work in the field but Saudi business line concept is foreign to him.Grover did non understand the Saudi culture and missed some critical points time he was riseing to press the deal. He k refreshing that singingships are important in making business in Saudi Arabia which is completely true. The problem was he tried to make water relations with the wrong persons the foreign cardiologist, the Egyptian biomedical engineer and the purchasing manager, but he could not reach the purchasing director. In a hierarchy community as Saudi Ara bia the purchasing director is the most important one to institute a relation with he is the one who can upset Grover the deal.Grover spent his time building relation with people who cant help him with the deal. It was obvious for me that Al Humaidi was avoiding inviteing with Grover and when he finally met him after approximately one month it was a formal conversion. I lived in Saudi Arabia for 9 eld and from my experience 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 incessantly prefer to work with an Arab like Najjar and not an Indian because of the language and religious similarities this may sound pugnacious but is true especially in a situation like this where Al Humaidi had established a long relation with Najjar. Q2) Bribe is never justified and it is un ethical, unless you are working in a pharmaceutic plowshareicipation or in a medical equipment company. I am a pharma cist who worked in Egypt and lived in Saudi Arabia and from my experience that all the deals in this field aim bribes.Bribes are not ethical at all but are a common practice in field of pharmaceutic and medical equipment companies. In Grovers case its within company rules to offer a charge to a business customer to one of the showrooms to view and get more details regarding medical equipments current 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 infirmary that Al Humaidi works 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 buy the medical equipment.In Egypt companies acquaint the mangers of the client gifts depending on the field that the company works in and how popular and attractive the actual crossroad being offered is. I remember a famous company that produces the devices that sum of moneys 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 travels needed so the physician can use it himself on patients or give it as a gift or use it in his clinic and the pharmacy of course forget use it to measure the blood sugar level for the customer.The company will get double benefit, the physician and the pharmacy will advertise the product to the patient by using this device and the patient will be assured to buy one. Q3) Grover has limited options that may be acceptable. There are 4 options I see as possible the first one is to continue in his way of conducting business. Grovers current plan of action at law is morally and ethically safe, will not break any rules of the company or of his conscious but he may lose the deal.The second option is to proceed with the trip offer which will give him a chance to win the deal and in the same time he can text file 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 going on the trip with Al Humaidi he can try to secure the current sale and also build for the future by assuring Al Humaidi that medical Equipment INC. will be ready to work with him and be there for support and logistical backup and no also provide the best, outstanding technology for a reasonable price.The third option is to create a plan B and try to secure a sale regardless of the size, just to try and get in good favor with Al Humaidi with a potential of future business. It seems that even with careful epitome and generating a sales plan that offered all the best equipment according to the hospitals needs this was still not seemly to secure the sale. From what Grover knows now he can create a plan B and modify the magnetic dip of equipment that is offered and tailor it to the needs of the technology and cardiology incision only.The ECG machine that is being offered is far superior to that of the alike product that Wilsons is offering. Knowing this and already having established a positive relationship with Dr. Saxman, Grover can advance the two products that appeal more to the hospital. If the desired sale of $725,000USD worth of equipment is out of reach, then Grover could go precedent 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 meet 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 plan. 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 outgrowth 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 saw a lot of deals pick out buying the needs of the institution from 2 and 3 different companies depend on the price and the fictional character 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 render 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 predict the reaction o f Al Humaidi and the deal could be lost and Grover could risk his telephone line 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 vender a higher percentage of closing the deal. So I think this trip will give him a great 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 bit 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 will be easier to use after the trip because of the good relation he built with Al Humaidi.