CSP is considering options for pricing, packaging, and demand forecasting for its new weight-loss drug Metabical. Three demand forecasting models were analyzed estimating the potential market between 4.3-9.8 million customers. Packaging and pricing strategies were evaluated using a matrix to determine ROI under different scenarios. Pricing at $150 targeting the ideal customer profile was estimated to achieve a 5.73% ROI, meeting CSP's objective.
SaleSoft, Inc was founded in 1993 to develop software that drives efficiencies in sales, marketing, and customer service processes. Their flagship product is PROCEED, a comprehensive sales automation system (CSAS). PROCEED automates the entire sales cycle from lead generation to post-sales support. SaleSoft is considering launching a new product called Trojan Horse, focused only on sales automation. Trojan Horse would offer quick entry into new customer accounts but could distract from PROCEED and cannibalize its sales. After analyzing the products, market, and financial projections, the recommendation is for SaleSoft to continue focusing on PROCEED due to its strategic alignment and greater long-term returns.
Atlantic Computer manufactures servers and high-tech products. It dominates the traditional server market but seeks to enter the growing basic server market. It developed the Tronn server and PESA software to accelerate Tronn's speed by 4 times. Atlantic must determine pricing for the Tronn-PESA bundle. Four options are analyzed: 1) include PESA for free 2) price competitively against main rival Ontario 3) use cost-plus pricing 4) value-in-use pricing sharing savings. The analysis recommends value-in-use pricing to demonstrate value to customers while allowing for potential profit sharing that benefits both parties.
Tweeter Electronics: Marketing Case AnalysisDipak Senapati
Tweeter is a specialty consumer electronics retailer founded in 1972 providing mid to high-end equipment through 21 stores by 1996. While Tweeter's growth rate had been better than the industry average, it faced challenges with its sale-based pricing reducing its quality/service positioning. To address this, Tweeter abandoned sales, introduced Automatic Price Protection to assure best prices, and shifted marketing from print ads to radio/TV to promote competitiveness. This helped change consumer behavior from waiting for sales to everyday fair pricing, improving Tweeter's performance.
Reliance Baking Soda is Stewart Corporation's oldest and most established product. The new Domestic Brand Director needs to create a 2008 marketing budget that delivers a profit increase of 10% over 2007 levels. She must first evaluate the effectiveness of past consumer and trade promotions and determine if a price increase will have net bottom line benefits. Then she must decide on the optimal allocation of her marketing budget, taking into account the brand's apparent "cash cow" role in the Household Division of Stewart Corporation. Students are expected to complete a quantitative assignment: create and defend a budget.
Dave Robinson is evaluating promotional strategies for Boots' line of professional haircare products. The options are a "3 for 2" deal where customers get 3 products for the price of 2, a buy-one-get-one-free deal, or a 50p on-pack coupon. While the "3 for 2" strategy has the lowest estimated profit increase, it has the benefit of being unique to Boots and harder for competitors to copy. Considering Boots' relationships with celebrity hairdressers and the importance of protecting its leadership in the haircare segment, Dave decides that a "3 for 2" promotion is the best choice.
This document discusses Barco and Sony's positions in the projection market. It analyzes their strengths and weaknesses compared to each other. Sony introduced a new high-quality projector, the 1270, which threatened Barco's market share. The document considers how Barco should respond, concluding that lowering prices below Sony's 1270 would be the best option since Barco lacked a direct competitor at that time.
Merck developed Propecia to treat male pattern hair loss. Clinical trials found that 83% of men maintained their hair and 66% experienced regrowth within a year. However, some men saw no effect and stopping Propecia reversed benefits within a year. A small percentage of men experienced sexual side effects. The potential market was large since hair loss affected many men, but they were often unaware or resigned to it. Existing solutions like transplants, wigs, and Rogaine had limitations. Propecia faced challenges in targeting men just starting to lose hair who would benefit most, and overcoming concerns about side effects mentioned in advertising.
TruEarth is considering expanding into the $53 billion whole grain refrigerated pizza market but has concerns about viability given health concerns and competition. They conducted market research including 300 mall intercepts and an in-home product test of their basic pizza concept. The research found the concept had purchase intent but identified needed improvements like pricing and crust preferences. Sales volume is estimated at $15 million, above the $12 million needed, so the conclusion is TruEarth should launch the product after addressing identified issues.
Harvard Business School Case Study on Mountain Man Brewing Company by Shashank Srivastava, IET Lucknow under the guidance of Prof. Sameer Mathur, IIM Lucknow.
Atlantic Computers: A Bundle of Pricing OptionsJasmineDennis
The document discusses four pricing strategies for Atlantic Computers' new "Atlantic Bundle" product, which consists of their new Tronn server and PESA software. The strategies are: 1) status-quo pricing, 2) competition-based pricing, 3) cost-plus pricing, and 4) value-in-use pricing. After reviewing the strategies and conducting a break-even analysis, it is recommended to use value-in-use pricing of $4,200 per bundle. This captures the savings customers realize and has one of the lowest break-even points. Recommendations are also provided for training Atlantic's sales force to sell based on the bundle's value and savings. Potential reactions from main competitor Zink
Clique Pens - Case Study Solution by Kamal Allazov (Essay type)Kamal Allazov (MSc.)
Clique Pens Case Study by Harward Mba Center. This paper introduces possible solutions and recommendations by MSc. Marketing student - Allazov Kamal. (https://allazov.org/)
The document discusses a strategic review proposal for Egon Zehnder International. It provides background on the company, including that it operates as one firm with a partner-based structure and fixed fee model. It then outlines areas the strategic review would provide clarity on, such as strengths/weaknesses and future direction. Various strategic options are presented, including market penetration, product development, market development and diversification. A competitive analysis notes alternatives like internet-based searches and job placement sites. The review would examine political, economic, social and technological factors. A strategy diamond outlines arenas, vehicles, staging, differentiators and economic logic. Recommendations include using the internet to complement services, altering the partner to non-partner ratio
This document discusses a case involving Culinarian Cookware considering a price promotion. Donald Janus, VP of Culinarian, and Victoria Brown, Senior Sales Manager, debate the effects. While Janus is concerned it may hurt the brand image, Victoria believes it will boost awareness. The document provides market details on cookware from 2002-2007 and Culinarian's product lines, competitors, sales patterns, and research findings. It poses two problems: whether to run a price promotion in 2007 and if so, which products and terms. It recommends running a promotion, citing past sales increases, and focusing on their professional line promoted through celebrity chefs to maintain brand value while boosting sales.
HubSpot is a leader in inbound marketing but seeks to accelerate growth and increase profits. It currently has 1,000 customers but high customer acquisition costs. The document proposes segmenting customers into Owners and Marketers and adjusting pricing plans. For Owners, it suggests incentivizing use of CMS and annual contracts. For Marketers, it recommends focusing on analytics, raising prices, and demonstrating inbound marketing success. New pricing forecasts increased lifetime profits per customer for both segments.
The carbonated soft drink (CSD's) industry was dominated by Coca Cola and Pepsi vying for market share. The CSD organizations gained market share in the U.S. and in global markets extending their brands’ recognition and capturing sales from new markets. The shift in consumer beverage preference and the expansion into global markets proved to uncover new opportunities for growth and profitability. In addition the changes in the organizational structure of business for these companies have allowed them to sustain growth beyond CSD’s.
- Apex Corporation is facing problems with its organizational structure including informality, lack of structure and financial planning, and increasing customer complaints.
- The document evaluates changing to a circular, functional, or divisional structure.
- It recommends a divisional structure to improve accountability, budgeting, planning and focus on financial targets while balancing control from upper management and freedom from lower management.
The document discusses the economics of the US carbonated soft drink industry from 1970 to 2004, focusing on how Coca-Cola and PepsiCo came to dominate the market through establishing production and distribution networks as well as engaging in competitive marketing campaigns. It analyzes the strategies employed by Coca-Cola and PepsiCo that allowed them to gain and maintain market share over smaller brands, such as expanding their product portfolios and establishing international presences.
Eureka Forbes Ltd is a consumer goods company based in Mumbai, India that was founded in 1982. It uses a direct sales model where employees called "EuroChamps" conduct cold calls and home demonstrations to sell water purifiers, vacuum cleaners, and other products. The document discusses Eureka Forbes' sales organization, recruitment and training of EuroChamps, their daily routines, and compensation structure. It also notes some current issues like territory conflicts and outlines changes the new CEO is making, like formalizing training and revising the compensation plan.
The document provides an overview of business-to-business (B2B) marketing. It defines business marketing and outlines key differences between B2B and consumer marketing. Specifically, it notes that B2B demand is derived, customers are concentrated, the buying process is complex, technology and customization are important, and total cost of ownership is a key factor. The document also discusses B2B products/services, markets, customers, procurement processes, and challenges of government and institutional procurement.
An MBA degree offers several benefits beyond just increased pay and career opportunities. It allows one to develop important business skills like integrating different areas, managing relationships between functions, and developing a holistic view of an organization. The degree also helps one gain people management skills through group work and exposes students to a diverse range of subjects and perspectives. Completing an MBA can be a way to fulfill one's potential and find work that is personally fulfilling through challenging coursework and networking opportunities. Overall, an MBA is a worthwhile investment that prepares one well for a management career.
Linear Programming Module- A Conceptual FrameworkSasquatch S
This document provides an overview of linear programming and how to formulate and solve linear programming problems. Key points:
- Linear programming involves optimizing an objective function subject to constraints, where all relationships are linear. It can be used to solve problems like resource allocation.
- To formulate a problem, you identify decision variables, write the objective function and constraints in terms of the variables, and specify non-negativity.
- Graphical methods can solve small 2-variable problems by finding the optimal point in the feasible region bounded by the constraint lines. Larger problems use computer solutions like the simplex method.
- To solve in Excel, you set up the model with decision variables, objective function
Summary of kotler's marketing management bookSasquatch S
This document provides an overview of Philip Kotler's book on marketing management. It discusses 1) the scope and tasks of marketing, including the different types of markets and decisions that marketers face, 2) core marketing concepts like segmentation, targeting, and positioning, and 3) marketing tools such as the marketing mix and relationship marketing. The summary covers the key topics addressed in Kotler's work on developing customer value and managing the total marketing effort.
The document is an introduction to sensitivity analysis that contains three exploratory exercises demonstrating how changes to parameter values affect system behavior in system dynamics models. The first exercise explores a lemonade stand model and finds that while parameter changes alter the appearance of behavior, they do not change the overall behavior mode. The second exercise on an epidemics model shows that different parameter changes can create different types of behavior changes. The exercises are intended to help readers understand how to identify important parameters for sensitivity testing and how parameter values can influence system dynamics.
The t-test and z-test are statistical tests used for hypothesis testing. The t-test is used when sample sizes are small (n<=30) and the samples are drawn from a normal population with unknown standard deviation. The z-test is used when sample sizes are large (n>=30) or when the standard deviation is known, regardless of sample size. Seven situations are described that outline when to use the t-test or z-test based on characteristics of the sample and population.
The Intel Inside campaign was highly successful for Intel. It increased Intel's market capitalization from $1 billion to $5 billion by 2003 and worldwide sales rose 63% in its first year. The campaign made Intel synonymous with processors and helped launch new chip lines. It simplified an understanding of chips for customers. However, the campaign also made diversification difficult without changing the theme. For AMD, copying the campaign would not be as effective since Intel had already established brand recognition, so AMD should focus on value, efficacy, and low-cost markets. Intel segmented based on performance and price to target different market segments.
1. The document proposes a fuzzy logic approach for evaluating loan applications in banks. It considers various factors like age, income, repayment history, account balance, etc. as fuzzy variables.
2. Management's assessment of applicants on these factors are represented as fuzzy subsets. An overall fuzzy decision set is obtained using Hurwicz's rule to identify the most suitable applicant.
3. The technique helps banks select the applicant that best fits prescribed requirements. It can also be used to verify eligibility when new customers apply for loans.
The document discusses various technologies used for automating trade settlement processes, including invoice creation, delivery, and payment. It describes electronic invoicing and payment solutions from Citi, SWIFT, IATA, and others. It also discusses electronic funds transfer, ACH payments, electronic bill presentment and payment, and services like PayPal that allow online money transfers as alternatives to paper-based payments. The automation of these processes brings benefits like improved cash flow visibility, faster payment times, and lower costs compared to traditional paper-based methods.
5. Criteria for a successful ad
• Empathy
• Will the consumers like the ad and is it relevant?
• Impact
• Will the ad be noticed and is it unique? A stand-out?
• Communication
• Will the ad be able to convey the key brand messages?
6. Best 3 for the National Campaign
• Cheetah
– High on Empathy [African wild], Impact and
Communication
• Mock Opera
– High on Empathy [song], Impact & a bit low on
Communication
• Showstopper
– High on Empathy [choreography], Impact & low
on Communication
7. The 2 for the Super Bowl
• Very wide target audience
• Should not shock or offend viewers
• Universal appeal
• On this basis the two ads to be used would be
• Cheetah
• Mock Opera