Danaher Corporation: The Hach Sl1000 Portable Parallel Water Analyzer

M. Lipson
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Abstract

The Hach subsidiary of global science and technology leader Danaher Corporation was about to introduce an innovative handheld water quality testing device: the SL1000 Portable Parallel Analyzer. There were, however, some critical decisions left regarding how best to bring it to market. Olaf Boettger, the Business Unit Director of Hach's Laboratory Solutions division, needed to decide on the exact timing of the launch and how the PPA would be priced and promoted. Boettger's decisions would impact a wide range of stakeholders inside and outside of the company, and he must carefully weigh a series of tradeoffs and concerns. Danaher's Business System, a culture emphasizing continuous improvement as well as a set of tools or structures that drive performance, provides him with the structure to frame these decisions. This case was used successfully as an introductory case at the start of the Darden Business School MBA program and would be useful in any class to emphasize the need for an “enterprise perspective.” Excerpt UVA-S-0261 May 26, 2016 Danaher Corporation: The Hach SL1000 Portable Parallel Water Analyzer Early in April 2014, the Hach subsidiary of global science and technology leader Danaher Corporation (Danaher) was about to introduce an innovative handheld water quality testing device: the SL1000 Portable Parallel Analyzer (PPA). Development of the PPA had been guided by extensive market analysis and executed under Danaher's rigorous product development system. It had cleared a number of important hurdles including an earlier proposal review to determine whether to proceed with the significant investments required to develop the device and build a production line to produce it. There were, however, some critical decisions left regarding how best to bring the PPA to market, and responsibility for these decisions rested with Olaf Boettger, the Business Unit Director of Hach's Laboratory Solutions division. The remaining decisions focused on two areas: the exact timing of the launch and how the PPA would be priced and promoted. As for timing, the device itself was ready for market—it could easily and reliably indicate the presence of selected chemicals where selection was made by inserting up to four of a suite of prepackaged chemical reagents, specifically designed for the PPA (the Hach-patented Chemkey™ cartridges). There were many good reasons to bring the innovation to market as soon as possible, not the least of which was to start generating a return on significant capital investments. But although five of the seven planned Chemkey cartridges were ready for production, the two that were experiencing challenges in development were vital to one desirable segment of customers. Furthermore, even though the device and cartridges functioned well and approval by the Environmental Protection Agency (EPA) for use in regulatory reporting contexts was expected, that approval had not yet been given. . . .
丹纳赫公司:哈希Sl1000便携式平行水分析仪
全球科技领导者丹纳赫公司旗下的哈希子公司即将推出一款创新的手持式水质检测设备:SL1000便携式并行分析仪。然而,关于如何最好地将其推向市场,还存在一些关键的决定。Hach实验室解决方案部门的业务部门主管Olaf Boettger需要决定推出PPA的确切时间,以及PPA的定价和推广方式。Boettger的决定将影响公司内外广泛的利益相关者,他必须仔细权衡一系列权衡和担忧。丹纳赫的业务系统是一种强调持续改进的文化,以及一套驱动绩效的工具或结构,为他提供了制定这些决策的结构。这个案例被成功地用作达顿商学院MBA课程开始时的介绍性案例,在任何强调“企业视角”的课程中都很有用。2014年4月初,全球科技领导者Danaher Corporation (Danaher)旗下的Hach子公司即将推出一款创新的手持式水质检测设备:SL1000便携式并行分析仪(PPA)。PPA的开发以广泛的市场分析为指导,并在丹纳赫严格的产品开发体系下执行。它已经清除了一些重要障碍,包括早些时候的一次提案审查,以决定是否继续进行开发该设备所需的大笔投资,并建立一条生产线来生产该设备。然而,关于如何最好地将PPA推向市场,仍存在一些关键决策,这些决策的责任落在了哈希实验室解决方案部门的业务单元总监Olaf Boettger身上。剩下的决定集中在两个方面:推出PPA的确切时间以及如何定价和推广。至于时间,该设备本身已经准备上市-它可以轻松可靠地指示所选化学物质的存在,通过插入多达四套预先包装的化学试剂,专门为PPA(哈希专利的Chemkey™墨盒)设计。有很多很好的理由将创新尽快推向市场,其中最重要的是开始产生大量资本投资的回报。但是,尽管计划中的七种Chemkey墨盒中有五个已经准备好生产,但在开发中遇到挑战的两个对于一个理想的客户群体至关重要。此外,尽管设备和墨盒运行良好,并且预计环境保护署(EPA)将批准在监管报告环境中使用,但该批准尚未获得. . . .
本文章由计算机程序翻译,如有差异,请以英文原文为准。
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