Motor Staff & Job Driven: Innovation, Strategy, and Market Analysis
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Case Study
AI Summary
This case study examines the business strategies of Motor Staff and Job Driven, an automotive recruitment agency. It explores how David Hennessy, the founder, identified an opportunity to create Job Driven to cater to clients seeking more affordable services than Motor Staff's high-end offerings. The study delves into the competitive landscape, particularly the challenges posed by the 'red ocean' strategy employed by competitors, and analyzes Motor Staff's value proposition, emphasizing attributes like quality, brand familiarity, and niche specialization. It further discusses how Job Driven and Motor Staff can enhance their value proposition by reducing costs, improving efficiency, and ensuring prompt service delivery. The case highlights the importance of adapting to market saturation and the need for innovative approaches to maintain a competitive edge in the automotive recruitment sector, with Desklib providing access to similar past papers and solved assignments for students.

BUSINESS AND INNOVATION1
Business and Innovation
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1. Question 1
A. Discuss Motor Staffs value proposition
Attribute and benefit
The company intends to offer services to companies that are looking for affordable services.
Such serves will incorporate companies that are not willing to incur high costs for low job level
(Skålén, et al., 2015).
Quality
Given that the company has embraced innovation in its services, it guarantees its customers
quality services. The improved quality is also attributed to the fact that the company has
qualified staff to undertake the different tasks in the organization.
Value
The company offers value for the services the clients seek through honest services. It also depend
on a high level of credibility of operating in the automotive industry for their services (Lecours,
2017).
Brand familiarity
Having been in the market for 20 years and offering high quality services over those years has
created brand familiarity for the company.
Niche specialist
The company intends to build revenue/profit and capture additional market share. This move
would be made by setting up another company for organisations who seek a cheaper alternative.
1. Question 1
A. Discuss Motor Staffs value proposition
Attribute and benefit
The company intends to offer services to companies that are looking for affordable services.
Such serves will incorporate companies that are not willing to incur high costs for low job level
(Skålén, et al., 2015).
Quality
Given that the company has embraced innovation in its services, it guarantees its customers
quality services. The improved quality is also attributed to the fact that the company has
qualified staff to undertake the different tasks in the organization.
Value
The company offers value for the services the clients seek through honest services. It also depend
on a high level of credibility of operating in the automotive industry for their services (Lecours,
2017).
Brand familiarity
Having been in the market for 20 years and offering high quality services over those years has
created brand familiarity for the company.
Niche specialist
The company intends to build revenue/profit and capture additional market share. This move
would be made by setting up another company for organisations who seek a cheaper alternative.

BUSINESS AND INNOVATION3
b. Elaborate on Red Ocean strategy in regards to Motor Staff
In a ‘red ocean’ the market already exists contains a bevy of well-established and
seasoned competitors all offering a slightly different version of the same product or service. Red
Ocean Strategy focuses on competing in their marketplace, defeating the competition, value/cost
trade-off, exploiting the existing demand, better marketing tactics, and lower cost base (Expert
Program Management, 2014). A Red Ocean Strategy focuses on beating the competition in some
way. One of these methods is of course using a low cost method. The company using this
method will eliminate anything in the organization that is not cost efficient and with the lower
costs, they can achieve lower prices.
In a saturated market, consumers will be looking for lower prices (Murray, 2013). In
addition, a company might try to use better marketing than its competitors to gain market share
did. David recognized that he does have some new competitors who have entered the market
offering cheaper services. David however, does find it difficult to price match because unlike his
competitors and invest more than his competitors in innovative technology and new ways to
attract the best candidates. While he believes that his competition will not eliminate him, he
understands that his competition can potentially decrease Motor Staff’s revenue and market share
in the sector (Voltan, Sagebien and Sarmiento, 2017). He also does find it difficult to lower
Motor Staff’s professional fees because his expenses increase every year. As identified in the
interview with David Hennessy, competition has saturated the automotive recruitment sector.
This increased competition by driving Recruitment firms to cut prices in order to gain a
competitive edge.
b. Elaborate on Red Ocean strategy in regards to Motor Staff
In a ‘red ocean’ the market already exists contains a bevy of well-established and
seasoned competitors all offering a slightly different version of the same product or service. Red
Ocean Strategy focuses on competing in their marketplace, defeating the competition, value/cost
trade-off, exploiting the existing demand, better marketing tactics, and lower cost base (Expert
Program Management, 2014). A Red Ocean Strategy focuses on beating the competition in some
way. One of these methods is of course using a low cost method. The company using this
method will eliminate anything in the organization that is not cost efficient and with the lower
costs, they can achieve lower prices.
In a saturated market, consumers will be looking for lower prices (Murray, 2013). In
addition, a company might try to use better marketing than its competitors to gain market share
did. David recognized that he does have some new competitors who have entered the market
offering cheaper services. David however, does find it difficult to price match because unlike his
competitors and invest more than his competitors in innovative technology and new ways to
attract the best candidates. While he believes that his competition will not eliminate him, he
understands that his competition can potentially decrease Motor Staff’s revenue and market share
in the sector (Voltan, Sagebien and Sarmiento, 2017). He also does find it difficult to lower
Motor Staff’s professional fees because his expenses increase every year. As identified in the
interview with David Hennessy, competition has saturated the automotive recruitment sector.
This increased competition by driving Recruitment firms to cut prices in order to gain a
competitive edge.
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BUSINESS AND INNOVATION4
In order for Motor Staff to find suitable candidates, they are required to consult and
research in depth. For this process to be completed, Motor Staff charges the company about 500
dollars. With such a large cost, Motor Staff neglected to accommodate for the entire automotive
industry. To address this issue, Job Driven was created that will allow the company to capture
automotive businesses that are not willing to pay such a large sum for a low-level job.
Question 2
Based on the blue ocean strategy, the value proposition curve identifies the various
segments allowing the organization to manage and differentiate their portfolio (Bocken, 2013 p.
490). Motor staff’s value proposition includes attribute and benefit, quality, value, brand
familiarity and niche specialist. These elements isolate it from the competition making the
agency suitable for different customers. The aspects highlight their value proposition.
X axis Value
Y-axis Factors of competition
In order for Motor Staff to find suitable candidates, they are required to consult and
research in depth. For this process to be completed, Motor Staff charges the company about 500
dollars. With such a large cost, Motor Staff neglected to accommodate for the entire automotive
industry. To address this issue, Job Driven was created that will allow the company to capture
automotive businesses that are not willing to pay such a large sum for a low-level job.
Question 2
Based on the blue ocean strategy, the value proposition curve identifies the various
segments allowing the organization to manage and differentiate their portfolio (Bocken, 2013 p.
490). Motor staff’s value proposition includes attribute and benefit, quality, value, brand
familiarity and niche specialist. These elements isolate it from the competition making the
agency suitable for different customers. The aspects highlight their value proposition.
X axis Value
Y-axis Factors of competition
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Attribute and
benefit Quality Brand farmiliarity Niche specialist
0
1
2
3
4
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6
Motor Staff
Question 3
A value proposition is the major reason customers buy the motor staff and job driven
products and services. The value proposition highlights how the product or services solve the
customer’s problems or make their situation better (Bernarda, 2014 p.70). It delivers a certain
value and it explains to the customer why they should buy a certain product or service and not
from other brands. To boost their value proposition, Job driven and motor staff have to cut on the
high cost. When services are expensive, customers tend to prefer the competition since they can
get the same service at a cheaper price (Bohnsack & Pinkse, 2017). Furthermore, customers may
not be willing to pay such a high price for a low-level job. They may end up undertaking the
recruitment themselves. Hence, lower costs give the company competitive advantages.
Time is also another factor since organizations seek recruitment agencies services to save
time. Whenever a customer seeks services from a recruitment agency, they may be in urgent
Attribute and
benefit Quality Brand farmiliarity Niche specialist
0
1
2
3
4
5
6
Motor Staff
Question 3
A value proposition is the major reason customers buy the motor staff and job driven
products and services. The value proposition highlights how the product or services solve the
customer’s problems or make their situation better (Bernarda, 2014 p.70). It delivers a certain
value and it explains to the customer why they should buy a certain product or service and not
from other brands. To boost their value proposition, Job driven and motor staff have to cut on the
high cost. When services are expensive, customers tend to prefer the competition since they can
get the same service at a cheaper price (Bohnsack & Pinkse, 2017). Furthermore, customers may
not be willing to pay such a high price for a low-level job. They may end up undertaking the
recruitment themselves. Hence, lower costs give the company competitive advantages.
Time is also another factor since organizations seek recruitment agencies services to save
time. Whenever a customer seeks services from a recruitment agency, they may be in urgent

BUSINESS AND INNOVATION6
need of assistance. The vacant position should be filled as soon as possible since it may be
crucial for the organization, and absence of a person to undertake the duties may affect the
organization is day-to-day operations. Hence, the recruitment agencies should make sure they
deliver as soon as possible and they should have a specified period for completion. For example,
they can highlight that it would take two-week maximum.
Expenses are also another aspect that should be addressed. Whenever expenses are high,
the cost will be high. Furthermore, in some cases recruitment agency companies, require
organization to pay for some charges, which often become very expensive. For example, while
conducting research, the accommodation, and travel expenses of the researcher must be catered
for, and this will be included in the price of the service. The agencies should cut on expenses to
have a competitive advantage since their services will be more affordable. This may be
accomplished through outsourcing. The agency could hire a research organization to conduct
research while they concentrate on recruitment. It saves time and money.
However, efficiency should be raised above the current standard since organizations
expect that the agencies can access the best candidates and have sector expertise. The company
should do background checks for every employee they recommend, they should thoroughly
assess him or her to find out if they possess the necessary skills and if they are qualified for the
job. The agencies should also establish customer feedback to know where they need to improve,
boosting their efficiency.
Therefore, the value proposition for the companies should include low cost, promptness,
minimal expenses, and efficiency.
X axis value
need of assistance. The vacant position should be filled as soon as possible since it may be
crucial for the organization, and absence of a person to undertake the duties may affect the
organization is day-to-day operations. Hence, the recruitment agencies should make sure they
deliver as soon as possible and they should have a specified period for completion. For example,
they can highlight that it would take two-week maximum.
Expenses are also another aspect that should be addressed. Whenever expenses are high,
the cost will be high. Furthermore, in some cases recruitment agency companies, require
organization to pay for some charges, which often become very expensive. For example, while
conducting research, the accommodation, and travel expenses of the researcher must be catered
for, and this will be included in the price of the service. The agencies should cut on expenses to
have a competitive advantage since their services will be more affordable. This may be
accomplished through outsourcing. The agency could hire a research organization to conduct
research while they concentrate on recruitment. It saves time and money.
However, efficiency should be raised above the current standard since organizations
expect that the agencies can access the best candidates and have sector expertise. The company
should do background checks for every employee they recommend, they should thoroughly
assess him or her to find out if they possess the necessary skills and if they are qualified for the
job. The agencies should also establish customer feedback to know where they need to improve,
boosting their efficiency.
Therefore, the value proposition for the companies should include low cost, promptness,
minimal expenses, and efficiency.
X axis value
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BUSINESS AND INNOVATION7
Y-axis factors of competition
low cost promptness minimal expenses efficiency
0
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Motor
Job Driven
Y-axis factors of competition
low cost promptness minimal expenses efficiency
0
1
2
3
4
5
6
7
8
9
Motor
Job Driven
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References
Bocken, N., Short, S., Rana, P. and Evans, S., (2013) A value mapping tool for sustainable
business modelling. Corporate Governance, 13(5), pp.482-497.
Bohnsack, R., & Pinkse, J. (2017) Value Propositions for Disruptive Technologies:
reconfiguration tactics in the case of electric vehicles. California Management Review, 59(4),
79-96.
Expert Program Management. (2014) Red Ocean Strategy [Online]. Available at
http://www.expertprogrammanagement.com/2011/04/red-ocean-strategy/ [accessed on 19 May
2018]
Lecours, M. (2017) Developing a Framework to Craft a Value Proposition. Journal of Financial
Planning, 30(3), 23-25
Murray, K. B. (2013) The Retail Value Proposition: Crafting Unique Experiences at Compelling
Prices. Toronto: University of Toronto Press, Scholarly Publishing Division.
Osterwalder, A., Pigneur, Y., Bernarda, G. and Smith, A., (2014) Value proposition design: How
to create products and services customers want. John Wiley & Sons.
Skålén, P., Gummerus, J., Koskull, C., & Magnusson, P. (2015) Exploring value propositions
and service innovation: a service-dominant logic study. Journal Of The Academy Of Marketing
Science, 43(2), 137-158.
Voltan, A., Sagebien, J., & Sarmiento, E. (2017) Beyond Revolution and Actualization: The
Potential for Social Innovation in Cuba’s Non-state Enterprise Sector. In Universities, Inclusive
Development and Social Innovation (pp. 147-177).Springer, Cham.
References
Bocken, N., Short, S., Rana, P. and Evans, S., (2013) A value mapping tool for sustainable
business modelling. Corporate Governance, 13(5), pp.482-497.
Bohnsack, R., & Pinkse, J. (2017) Value Propositions for Disruptive Technologies:
reconfiguration tactics in the case of electric vehicles. California Management Review, 59(4),
79-96.
Expert Program Management. (2014) Red Ocean Strategy [Online]. Available at
http://www.expertprogrammanagement.com/2011/04/red-ocean-strategy/ [accessed on 19 May
2018]
Lecours, M. (2017) Developing a Framework to Craft a Value Proposition. Journal of Financial
Planning, 30(3), 23-25
Murray, K. B. (2013) The Retail Value Proposition: Crafting Unique Experiences at Compelling
Prices. Toronto: University of Toronto Press, Scholarly Publishing Division.
Osterwalder, A., Pigneur, Y., Bernarda, G. and Smith, A., (2014) Value proposition design: How
to create products and services customers want. John Wiley & Sons.
Skålén, P., Gummerus, J., Koskull, C., & Magnusson, P. (2015) Exploring value propositions
and service innovation: a service-dominant logic study. Journal Of The Academy Of Marketing
Science, 43(2), 137-158.
Voltan, A., Sagebien, J., & Sarmiento, E. (2017) Beyond Revolution and Actualization: The
Potential for Social Innovation in Cuba’s Non-state Enterprise Sector. In Universities, Inclusive
Development and Social Innovation (pp. 147-177).Springer, Cham.
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