On Wednesday morning, just as they were preparing to go off to lunch, Judy Wilson, master planner and Mark Owens, master scheduler for Criterion Electric Controls Company, received a call from the vice president of sales.
“Judy, I just got a call from our sales representative in Philadelphia. He has a chance of making an important sale of an A3 control system to a big company out there if we can beat Drumlin Electronics in making delivery.”
“Well, that's good news,” Wilson replied. “An A3 is a $120,000 unit.”
“Right,” said the sales vice president, “and this would be a new and important account for us—one that Drumlin has always controlled. Once we get our foot in the door, other business should follow.”
Wilson knew that the sales vice president had not called just to announce some good news. The phrase “if we can beat Drumlin Electronics in making delivery” was to be the real reason for this conversation. The master planner and master scheduler braced themselves for what was surely coming next.
“Here's the deal, Judy. Delivery is the big issue in the sale. Drumlin has promised to expedite the order and deliver in just four weeks—not their usual five.” The sales vice president paused for just a moment, preparing to drop his bomb on Wilson. “We have to do better to get the business. Could we have an A3 unit ...
