Test Your Knowledge: Win vs. Fail Answers
Answer to Question 1:
USG's share gain after the failure of other competitors is a "weak win". Where others have not failed, the company is likely to have "won" because of its superior service.
Answer to Question 2:
IBM "failed" because it did not match the declining prices in the market place quickly enough to keep its customers from defecting to other suppliers.
Answer to Question 3:
The steel companies from countries with low cost labor offered lower prices. The US competitors did not meet those prices. Since the U.S. competitors make up more than half of the competitors in the market, the low-priced companies from countries with inexpensive labor "won" the business with their low prices
Answer to Question 4:
The major automobile companies, such as Ford, "failed" their customers on pricing when the independent car part producers offered lower prices.
Answer to Question 5:
Cummins Engine "failed" its customers with defective product. Detroit Diesel, when it gained market share after the failure of Cummins, had a "weak win".
Answer to Question 6:
Detroit Diesel "won" by offering unique functionality in its products.
Answer to Question 7:
Tecumseh appears to have "won" on the basis of its low prices. However, if Briggs & Stratton had been offered a "last look" to match Tecumseh's price, then Briggs & Stratton would have "failed" and Tecumseh would have had a "weak win."
Answer to Question 8:
Apple "wins" these small business customers because of its unique functionality compared to the more common "Wintel" based personal computers.
Answer to Question 9:
Wang "won" with its unique functionality.
Answer to Question 10:
Zenith Data Systems "failed" its defecting dealers.