Natureview Farm was seeking to increase its annual revenue from $13 million to $20 million. It considered three options: 1) Expanding yogurt SKUs in supermarkets, 2) Launching larger yogurt cups nationally in supermarkets, or 3) Introducing children's multipacks in natural food stores. Analysis showed option 2 could generate the needed $7 million increase while maintaining relationships and involving lower costs than option 1. Option 3 would not meet the revenue goal. Therefore, the recommended decision was to launch larger yogurt cups in supermarkets.
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.
This case study is about Culinarian Cookware, a US cookware manufacturer. Key points:
- The US cookware market is $3.36 billion but potential is unexplored and competition is high. Culinarian lacks marketing funds and brand awareness.
- Culinarian's product lines include CX1, DX1, SX1, and PROX1. In 2004 they ran a price promotion that had a negative effect.
- Data shows their revenue grew 21% in 2006 but they need promotion for slow-moving products. Competitor market shares range from 18% to 3%.
- Culinarian's revenue and ad spending increased from 2002-2006 but distribution is mainly
Natureview is a yogurt company founded in 1989 that has grown steadily through the natural foods channel. It is now considering expanding into supermarkets to meet a revenue goal of $20 million by 2001. The document analyzes Natureview's history, strengths, weaknesses and options for growth. It recommends a three-pronged approach: launching 8oz cups in select supermarkets; adding new flavors and product lines; and introducing a children's multi-pack in natural foods if given more time. This strategy could generate $25.9 million in expected revenue and allow Natureview to capitalize on consumer trends and its brand strengths.
Natureview Farm produces yogurt using natural ingredients. In 2001, it needed to grow revenue over 50% to $20 million for its VC investors. It considered three options: 1) Expanding 6 8-oz yogurt SKUs in eastern and western supermarkets, 2) Expanding 4 32-oz SKU nationally in supermarkets, or 3) Introducing 2 children's multipacks in natural food stores. Option 1 was chosen as it could exceed the revenue target, 8-oz yogurt had highest demand, and it allowed exposure to more supermarket customers as the first natural yogurt brand, though it carried higher risks.
The document discusses Metabical's demand forecasting, packaging, and pricing strategy. It presents three approaches to demand forecasting, with Approach 2 forecasting the highest demand. It recommends packaging Metabical in 12-week blister packs with day-of-the-week labeling. For pricing, it considers three options and selects $125 for a 4-week supply, as this prices Metabical above similar products to signal its value as a prescription drug, while still achieving strong demand and financial returns.
Culinarian Cookware case study analysisSaurabh Mhase
Culinarian Cookware is considering adopting a price promotion strategy but is unsure if it will be profitable. In 2004, an external study found price promotions had a negative impact on profits. However, the sales manager believes the 2004 campaign was successful. There is a dilemma around whether price promotions would help or hurt Culinarian's market share and profits. The case analyzes Culinarian's market position, previous promotion results, and makes recommendations around a new product line and limited price promotions to target different customer segments.
TruEarth is considering expanding into the refrigerated pizza market from its successful Cucina Fresca fresh pasta brand. While the pizza market is larger, it also has much more competition. Research shows customer interest is high but some have concerns about price and variety. Overall, the findings suggest launching pizza is worthwhile but the company should revisit the price, focus on taste, and develop a better crust.
Harvard business school case study -Nature view farmManu Tyagi
This document provides background information on Natureview Farm yogurt company from 1989-2000 and analyzes options for future growth. It summarizes that Natureview was founded in 1989 in Vermont manufacturing organic yogurt and grew revenue from $100,000 to $13 million by 1999 through natural food channels using low-cost marketing. By 2000 it had expanded product lines but needed over 50% revenue growth to $20 million by 2001. Three options were considered: 1) expand top products to eastern/western supermarkets, 2) expand large size nationally in supermarkets, or 3) introduce children's multipacks in natural food channels. A financial analysis determined option 3 had the lowest risks and costs with no additional expenses required, allowing Natureview to maintain
Natureview Farm produces organic yogurt and is considering expanding its distribution channels to meet investor demands for 50% revenue growth. Its options are: 1) Expand 8oz cups into eastern/western supermarket regions, 2) Expand 32oz cups nationally in supermarkets, or 3) Expand children's multipacks in natural food stores. Option 1 offers the highest revenue potential but also the highest costs and risks given Natureview's inexperience in supermarkets. Option 2 has good margins but national distribution may be challenging within a year. Option 3 is financially attractive but does not position the company for a potential supermarket entrance. The summary recommends pursuing Option 1 to meet growth goals while gaining supermarket experience, though it carries the most challenges.
Natureview Farm is a yogurt manufacturer seeking to increase revenues from $13 million to $20 million. They have three options: 1) Expand product lines into supermarkets, requiring $1.2 million in marketing costs; 2) Launch larger 32oz sizes nationally, requiring hiring sales staff; or 3) Introduce children's multipacks in natural food stores using existing relationships. The recommendation is to go with the third option of introducing multipacks in natural food stores, as it has less financial risk but can still help meet the revenue target, without disrupting current partnerships.
Natureview Farm is considering options to grow its revenue beyond $20 million by 2001. Option 1 is to expand its 8-oz yogurt cups into supermarket regions, which could generate $16.1 million in revenue in 2000 and $19.3 million in 2001. Option 2 is launching a national rollout of its 32-oz cups, projected to earn $9.2 million in 2000 and $9.2 million in 2001. Option 3 is introducing children's multipacks in natural food stores, with potential revenues of $3.8 million in 2000 and $3.3 million in 2001. The recommendation is to combine Options 1 and 3 to leverage the revenue growth of supermarkets while maintaining relationships in natural food stores.
This document discusses Metabical, a new weight loss drug, and outlines objectives and strategies for its marketing and sales. In 3 sentences: Metabical is a new FDA-approved prescription weight loss drug that provides weight loss benefits with fewer side effects than other options and includes a support program. It targets overweight women aged 35-65 who want to lose 10-30 pounds and aims to provide customer satisfaction through a 12-week package and program. Pricing the drug at $150 per package is estimated to provide the highest return on investment at 307.24% based on forecasted demand of 1.242 million customers.
Natureview Farm, an organic yogurt manufacturer, needed to increase revenue from $13 million to $20 million. They considered three expansion options: 1) launching 8-oz cups in supermarkets, 2) launching 32-oz cups in supermarkets, or 3) launching children's multi-packs in natural food stores. Expanding 32-oz cups in supermarkets was determined to be the most suitable option as it had the potential to generate $7.8 million in increased annual revenue with lower additional marketing costs and without affecting existing natural food store relationships.
Natureview Farm produces refrigerated cup yogurt with all-natural ingredients and a longer shelf life. It aims to grow revenue over 50% by 2001 through expansion. Three options are considered: 1) Expand 6 SKU lines into supermarket regions, 2) Expand 4 SKU lines nationally in 32oz cups, or 3) Expand 2 SKU multi-packs into natural food stores. Option 1 is recommended to accelerate growth through supermarket penetration using top flavors and developing relationships with distributors, despite potential channel conflicts and promotion costs.
Cola war continues: Coke and Pepsi 21st century and battle for Internationa...Sulabh Subedi
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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.
The document analyzes the global soft drink industry using Porter's Five Forces model. It discusses the high level of rivalry between Coca-Cola and Pepsi, who together control 74.8% of the market. The threat of substitutes is also high given the many alternative beverage options. The document recommends that in India, Coca-Cola should develop its strategy to tap into the large rural market, pursue consolidation opportunities, and develop "nutritious" beverages to address health concerns.
Natureview Farm grew from $100,000 to $13 million in revenue from 1989 to 2000 by producing yogurt with natural ingredients and longer shelf life. To increase revenue to $20 million by 2001, they considered: 1) Expanding 8oz cups into supermarkets, 2) Expanding 32oz cups nationally in supermarkets, or 3) Introducing children's multipacks in natural food stores. Hypothesizing that Option 2 could generate sufficient revenue while maintaining relationships in the natural food channel, Natureview chose to expand 32oz cups in supermarkets to achieve their revenue goal.
The Presentation is on study of a manufacturing company, and its expected endorsement in new channel with target among target customers. Its pros and cons in distribution through new channels.
Natureview Farm produces organic yogurt in Vermont. It is considering three options to increase its $13 million revenue to $20 million by 2001: 1) Expand 6 SKUs into select supermarket regions, 2) Expand its 32 oz product line nationally, or 3) Expand 2 SKU children's multipacks into natural food chains. Option 1 is recommended as it would generate the highest revenue and credibility with investors despite higher competition and costs. Natureview should analyze natural food store sales to expand popular flavors and hire marketers to build relations with supermarket chains.
The document discusses options for a yogurt manufacturer to achieve $20 million in revenue by 2001. Option 3 of expanding the children's multipack into the natural foods channel is recommended. This option has the lowest costs while allowing the company to dominate over half of the fast-growing natural foods channel and achieve strong profits. Entering the competitive supermarket channel carries high risks that could hurt existing retailer relationships and market share. Overall, option 3 provides the best financial outcome with a long-term vision for the natural foods channel.
Presentation on Analysis of Harvard Case: Natureview Farm
This was created by Pearl Gupta, PEC University of Technology during the course of a marketing internship under Prof. Sameer Mathur
Natureview Farm produces refrigerated yogurt cups and is considering expanding into supermarket channels to meet a revenue goal of $20 million by 2001. Option 1 is to expand 6 SKU's of 8oz yogurt into 1-2 supermarket regions which carries high risk but potential for high reward and revenue growth. Option 2 focuses on expanding 32oz sizes which has lower marketing costs but uncertainty in demand. Option 3 remains in natural food stores which has lowest risk but also lowest growth potential. The recommendation is Option 1 due to the potential for fast growth and first mover advantages, despite the risks.
Natureview Farm is a yogurt producer considering three options to increase revenue from $13 million to $20 million by 2001: 1) Expand 8oz cups into supermarkets, 2) Expand 32oz cups nationally into supermarkets, or 3) Launch children's multipacks in natural food stores. After analyzing the risks and benefits, they decide to pursue option 1 of expanding 8oz cups into select supermarkets in the Northeast and West regions due to the high demand for 8oz cups and potential for significant revenue growth in the supermarket channel.
The document describes Natureview Farm, an organic yogurt manufacturer seeking to increase revenue from $13 million to $20 million by 2001. It provides background on the company and yogurt market. Three options are presented: 1) expand 8-oz cups into supermarkets, 2) expand 32-oz cups nationally, or 3) introduce multi-packs to natural food stores. After analyzing costs, competition and projected revenues, option 2 of expanding 32-oz cups nationally is concluded to best meet the revenue goal while minimizing risks to existing relationships.
This document analyzes options for Natureview Farm to grow its revenue from $13 million to $20 million by 2001. It summarizes market trends in organic foods and yogurt. Three options are evaluated: 1) Expanding 6 SKUs into supermarket channels, 2) Expanding 4 SKUs nationally in 32oz cups, and 3) Expanding 2 children's multi-packs into natural food channels. Option 1 is recommended as it offers the highest revenue, investor confidence, and market penetration through entering the large supermarket channel and developing relationships with distributors.
Natureview Farm manufactures and markets refrigerated yogurt cups. It aims to increase revenue from $13 million to $20 million in 2001. It considers three options: 1) Expand 6 SKU cup sizes into supermarkets, 2) Expand 4 SKU larger cup sizes nationally, or 3) Introduce 2 SKU children's multipacks in natural food stores. It chooses option 2 to expand larger cup sizes nationally in supermarkets as it will generate the needed $7 million revenue increase while maintaining relationships in natural food stores.
Case 2 natureview farm case study by soumya jaiswal,nitrrSoumya Jaiswal
Natureview Farm produces yogurt cups and has experienced significant growth since its founding in 1989. It is considering three expansion options: 1) expand popular 8oz flavors into supermarket channels, 2) introduce new multipack children's products in natural foods, or 3) expand 32oz sizes nationally in supermarkets. Option 1 has the highest revenue potential but also the most risk. Option 2 has the lowest risk but may not meet growth objectives. Option 3 has moderate revenue potential and risk. Based on potential for $20M revenue and first-mover advantages, Option 1 of expanding 8oz cups into supermarkets is recommended to maximize sales and profit.
The document provides an overview of NatureView Farm and analyzes options for the company to reach $20 million in revenue by 2001. It discusses the yogurt market trends, NatureView's background and finances, and proposes three options: expanding 8-oz cups into supermarkets; expanding 32-oz cups nationally; or expanding children's multipacks into natural food stores. An analysis of costs, revenues and growth projections is given for each option. The recommendation is to expand the multipacks into natural food stores to minimize channel conflicts and attract new customers, achieving high growth for NatureView.
Natureview Farm produces yogurt cups and has seen significant revenue growth from $100,000 to $13 million between 1989 and 1999. The company is considering three expansion options: 1) Expand six 8-oz SKUs into supermarket channels, 2) Introduce two children's multipacks in natural food channels, or 3) Introduce four 32-oz SKUs nationally. Option 1 has the highest revenue potential but also the highest costs and risks. Option 2 has the lowest risks but may not achieve the company's growth targets. Option 3 has moderate revenue potential and lower risks than Option 1.
Natureview Farm is a yogurt manufacturer seeking to grow revenues by over 50% in the next 23 months. They are considering three options: 1) Expanding their 8oz product line into selected supermarket regions, 2) Expanding their 32oz line nationally in natural food stores, or 3) Expanding their children's multi-pack into natural food stores. Option 1 has the highest financial potential but also the highest risks due to competition in supermarkets. Option 2 has steady growth through natural food stores but misses the supermarket opportunity. The recommendation is Option 1 to gain visibility in supermarkets and take market share before competitors.
HARVARD BUISNESS CASE REVIEW. (Titled : NATUREVIEW FARM)
This is the solution to one of the many cases that are available at HBR.
Feel free to pass on to your mates :).
The document evaluates three options to increase revenue for an organic yogurt company from $13 million in 2000 to $20 million by 2001. Option 1 is to expand six SKU sizes into supermarket channels, which has the highest revenue potential but also increases costs the most. Option 2 is to expand four larger SKU sizes nationally, which has lower promotion costs but increased hiring needs. Option 3 is to introduce a children's multi-pack into natural food channels, which has the lowest increased costs but also the lowest revenue growth. The document recommends Option 1 due to its higher revenue generation and first mover advantage into supermarkets with a wider customer base.
The document discusses the background, issues, options, and financial considerations for Natureview Farm yogurt company as it considers expanding its distribution channels. It is currently in the natural food channel and is considering entering the supermarket channel through one of three options: 1) expanding 6 SKUs of its 8-oz yogurt into eastern and western supermarket regions, 2) expanding its 4 SKUs of 32-oz yogurt nationally in supermarkets, or 3) introducing two children's multipack SKUs in the natural food channel. Option 3 has the lowest financial risk as it requires no additional marketing, broker fees, or slotting fees and allows the company to focus on its strong relationships and positioning in the growing natural food channel where it has a sustainable competitive
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5. • Yogurt is consumed by 40% of the population
• Among these people 7 % are women
• Organic foods market was expected to grow by 20-40%
and the yogurt market by 2-4% in the next 5 years
• Different criterias for the regular shoppers and the people
prefering organic foods in the selection of yogurt.
• 46% of organic food buyers bought food at a supermarket
• 29% at natural foods store.
• 25 % at a small health store.
6. • Shoppers at natural food stores tend to be more educated, richer and
older than the regular supermarket shoppers.
• They tend to settle in the Northeast and the West.
• Natural stores channel was expected to grow 7 times faster than the
supermarket channel.
• 58% of US households told that they will buy more organic products if
prices were less.
• 44% demanded a larger variety of organic products
19. To expand 6 SKUs(Stock-keeping units) of 8 oz cups into
1 or 2 selected supermarkets.
20. BENEFITS
• Great upside potential
• 8 oz cups were the largest source of revenue generation
• Horizon Organic and other competitors were also planning to
enter the supermarkets and they would allow entry of only 1 such
brand
•A modest growth rate(3%).
21. RISKS
• Fierce competition in the 8 oz cup segment (74% of market share).
• Alienating relations with the existing distribution channel
• Fear of losing trust and in turn shelf place in the the natural food stores.
• Increased costs owing to increased advertising, trade promotions
incement in SG&A costs.
• Higher slotting costs
• Inefficient sales team.
23. • To expand 4 SKUs of 32 oz cups nationally in supermarkets.
24. BENEFITS
• Potentially gives higher profit margins than the 8 oz cups
• Natureview had competitive advantage because of the longer
shelf life
• Lower marketing, advertising and SG&A cost increments.
• Trade Promotions only twice a year.
25. RISKS
• Doubt that they will enter a multi – brand use.
• Inefficiency of the sales team.
•Need to hire additional sales personnel.
• Increased costs for advertising , marketing and half- yearly trade
promotions(though less than option 1).
• The SG&A costs will increase by $160,000.
27. • Introduce 2 SKUs of children’s multi-pack in the
natural foods channel.
28. BENEFITS
• Established leader in the market(45%).
• Perfect positioning for the launch of children multipacks.
• Attractive long term potential.
• Existing channel relationships would strengthen.
• Effective sales team.
• No additional SG&A costs.
• The natural foods channel was expected to grow 7 times
faster than the supermarket channel.
29. RISKS
• Lower revenue generation than either of the 3 options.
• Fears of natural food retailers putting forth the same demands
as a supermarket retailer.
• Fear of falling behind the competitors and losing an important
oppurtunity for expansion and increasing revenue.
31. HYPOTHESIS
I hypothise that OPTION 2 shall generate enough revenue so as to
satisfy the objective and at the same time should be more suitable
among the 3 options to satisfy the remaining decision criterias.
33. OPTION 2
TARGET OF REVENUE GENERATION =$ 20 MILLION
CURRENT REVENUE GENERATION =$ 13 MILLION
DIFFERENCE TO BE ACHIEVED(in 1 year) =$ 7 MILLION
SELLING PRICE (at the supermarket) =$2.70/cup
DISTRIBUTOR+RETAILER MARGIN =15%+27%=42%
SELLING PRICE FOR NATUREVIEW =$ 1.566/CUP
ANTICIPATED INCREMENT IN SALES UNIT = 5,500,000
INCREASES REVENUE GENERATION = 5,500,000*1.566=$8,613,000
Hence, the revenue generation objective is fulfilled.
34. OPTION 2(COSTS AND DOWNSIDES)
MARKETING EXPENSES =$120,000/REGION
=$120,000*4
=$480,000
INCREASED SG&A EXPENSES =$160,000
SLOTTING EXPENSES =$X
HALF-YEARLY TRADE PROMOTIONS =$Y
TOTAL EXPENSES = $640,000+$X+$Y
The natural foods stores ,on the other hand, will have a reason less to feel detered and
violated as the 32 oz occupied a smaller portion of market share and hence only a small
source of revenue generation.
The costs , may seem somewhat higher but they are much less than option 1(evaluated next)
36. OPTION 1
TARGET OF REVENUE GENERATION =$ 20 MILLION
CURRENT REVENUE GENERATION =$ 13 MILLION
DIFFERENCE TO BE ACHIEVED(in 1 year) =$ 7 MILLION
SELLING PRICE (at the supermarket) =$.74/cup
DISTRIBUTOR+RETAILER MARGIN =15%+27%=42%
SELLING PRICE FOR NATUREVIEW =$ .4292/CUP
ANTICIPATED INCREMENT IN SALES UNIT = 35,000,000
INCREASES REVENUE GENERATION = 35,000,000*.4292=$15,022,000
Hence, the revenue generation objective is fulfilled.
37. OPTION 1(COSTS AND DOWNSIDES)
MARKETING EXPENSES =$1,200,000/REGION
=$1,200,000*4
=$4,800,000=$4.8 MILLION
INCREASED SG&A EXPENSES =$320,000
SLOTTING EXPENSES =$A($10,000/SKU)
QUARTERLY TRADE PROMOTIONS =$B
TOTAL EXPENSES = $5.12 MILLION+$A+$B
The natural foods stores ,on the other hand, will feel detered and
violated as the 8 oz occupied the largest chunk of market and hence was the largest
source of revenue generation.
The costs are way too high than option 2(evaluated earlier).
Also, this was the market segment which faces the most stiff competition and seeing the market
potential, even the supermarket chains were expected to release brands of their own.
38. OPTION 3
TARGET OF REVENUE GENERATION =$ 20 MILLION
CURRENT REVENUE GENERATION =$ 13 MILLION
DIFFERENCE TO BE ACHIEVED(in 1 year) =$ 7 MILLION
SELLING PRICE (at the natural foods store) =$3.35/pack
DISTRIBUTOR+WHOLESALER+RETAILER MARGIN =9%+7%+35%=51%
SELLING PRICE FOR NATUREVIEW =$ 1.6415/PACK
ANTICIPATED INCREMENT IN SALES UNIT = 1,800,000
INCREASES REVENUE GENERATION = 1,800,000*1.6415=$2,954,700
Hence, the revenue generation objective is NOT fulfilled.
39. OPTION 3(COSTS AND DOWNSIDES)
MARKETING EXPENSES =$A(same as earlier)
INCREASED SG&A EXPENSES =$0
SLOTTING EXPENSES =$C(same as earlier subjected to change)
TRADE PROMOTIONS =$D(same as earlier)
TOTAL EXPENSES = $A+$C+$D
The relationship with the natural foods store shall in turn, be strengthened and the trust and
The bond between them shall be reinforced.
Also, the costs incurred are significantly lower than the earlier options and the net profit margin
is also high and high profitability is expected in the coming years , but , the immediate
objective of revenue generation remains unfulfilled.
42. • Natureview could not risk itself losing the trust of the
natural food stores as they were expected to
grow 7 times faster than the supermarket stores.
“Farm had developed strong relationships with leading
natural foods retailers, including the chainsWhole
Foods ($1.57 billion revenues in 1999) and
Wild Oats ($721 million revenues). The organic
foods market, worth $6.5 billion in 1999, was
predicted to grow to $13.3 billion in 2003.”
43. • Also, Natureview had to enter the supermarket
chain as other competitors were also aiming for the
same and Natureview could not risk losing a
significant portion of market segment.
“Supermarket retailers would likely authorize
only one organic yogurt brand.
The first brand to enter the channel could
therefore have a significant first-mover advantage.”