Strategic Marketing Cases: Caterpillar Inc.

quat Inc.--Early 1990s

The assessment of opportunities and threats is the foundation upon which planners develop strategies. The Caterpillar case illustrates just about of the problems associated with the identification of opportunities and threats, especially in a situation where previous successes are not equal. Attempting to pattern long-term growth on the base of operations of previously valid assumptions is one of the classic dilemmas facing the strategical planner whether in consumer or organizational markets.

Why was Caterpillar able to meet Nipponese competition and succeed while former(a) major U.S. manufacturers failed? For example, what did Caterpillar do that the big three motorcar makers have not done?

While Caterpillar ignored the Japanese until eroding market share and huge losses hale the company to react, once started, the company made cap decisions quickly. In particular:

* Caterpillar cut prices to meet the prices being offered by competitors. The company sacrificed short-term profits to protect its market share.

* Caterpillar has always maintained its reputation as a producer of flavour products.

* Caterpillar had a competitive advantage in its strong network of dealers and effectively capitalized on this strength.

* Caterpillar has interpreted a long-term view investing heavily in modernizing plants and cutting cost to produce equipment.

* Caterpillar made tough decisions to close plants, eliminate jobs, and organize the entire corporate structure.

Alternatively, the U.



S, automakers had allowed quality to slide on most of their models. These companies have been stymied in their efforts to reorganize by uncooperative unions and did not reduce prices or costs until overseas competitors had taken large amounts of market share. In addition, the shareholders at the big three automakers have sometimes had to force unavoidable changes.

Evaluate Caterpillar Inc.s marketing and management strengths and weaknesses.

Caterpillars Strengths:

* Product-orientation, widely recognized, technologically winner product line; immediately integrating latest advances.

* Most...

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