Provides background on the Cumberland Metal Industries to enter the automotive components market as a supplier of emission control equipment parts. Cumberland Metal has to decide what offer to quote the 1978 model year engine business in the beta. The company previously had a three-year contract for 100% of Beta’s business, but it is now faced with a competitive situation in which a small market share, yet more than 50% is a virtual certainty.

Provides background on the Cumberland Metal Industries to enter the automotive components market as a supplier of emission control equipment parts. Cumberland Metal has to decide what offer to quote the 1978 model year engine business in the beta. The company previously had a three-year contract for 100% of Beta’s business, but it is now faced with a competitive situation in which a small market share, yet more than 50% is a virtual certainty.
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from
Benson P. Shapiro,
Craig E. Cline
Source: Harvard Business School
16 pages.
Release date: 01 April 1978. Prod #: 578170-PDF-ENG
Cumberland Metal Industries (A): Model 1978 negotiations with beta motor HBR case solution