ABSTRACT
This case example concerns an important Company manufacturing a wide range of complex instruments and control devices. Orders could be received by the Company for a single instrument or, at the other extreme, for a complete control scheme at a selling price perhaps up to £1 million. A significant factor affecting the volume of business secured was the provision of a high standard of service to customers by meeting delivery promises. Profitability, however, depended not only on volume, but also, of course, upon the economic control of company resources.
