The leading manufacturer of motors in Canada is threatened by a loss of market share in oil field pump motors, because a major customer, after tested several brands competing motor is to be superior to a competitor’s engine. A central question is whether to make a special-purpose engine for this market, reduce the price on the current design, or contest the test results. A rewritten version of an earlier case, no longer available from the same author.

The leading manufacturer of motors in Canada is threatened by a loss of market share in oil field pump motors, because a major customer, after tested several brands competing motor is to be superior to a competitor’s engine. A central question is whether to make a special-purpose engine for this market, reduce the price on the current design, or contest the test results. A rewritten version of an earlier case, no longer available from the same author.
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E. Raymond Corey
Source: Harvard Business School
9 sides.
Release date: 06 June, 1989. Prod #: 589115-PDF-ENG
Dominion Motors & Controls Ltd. HBR case solution