Machine Vision International
Case № 12
Name of the company: Machine Vision International . Was founded in June 1981 by Dr. Stanley R. Sternberg.
Specialization: The business areas were automotive, electronics, and general industrial. A machine vision products is a high-technology, computer-based image processing system enabling a machine or other device to “see”. The use of this technology permits automation of industrial tasks involving the interpretation of the work scene or the controlling of work activity.
The company`s business goals:
Mr. Eidswick, MVI`s chairman and CEO, established the company`s goal of being a dominant supplier in the machine vision industry. This goal translated into obtaining a 15 percent share of this market within five years and then sustaining that 15 percent share. Mr. Eidswick also set achievement goals for each sales division. The groups within the Manufacturing Technology Division were to have multiplier strategies their sales were to come from extensions of products development by the ASD(Automated System Division) and ESD(Electronics Sales Division).The MTD groups were also to sell out strategic partners, finding companies who needed vision in their products and who already had market knowledge and a strong customer base. For this type of customers, MVI would sell its products at a discount from the price quoted to direct end users since the strategic partners would take over much of the selling process for MVI.
Dr. Sternberg joined with Richard P. Eidswick to develop strategy to bring this technology to market. Prior to joining MVI, Mr. Eidswick was senior vice president and director of Comshare, Inc., an international computer services company. As its strategy in the vision industry, MVI chose to focus on three business areas and...