Marketing

Case Solution for Parkin Laboratories: Sales Target Dilemma

Complete Case details are given below :

Case Name : Parkin Laboratories: Sales Target Dilemma

Authors : Sandeep Puri

Source : Ivey Publishing

Case ID : W13262

Discipline : Marketing

Case Length : 07 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

At the end of the year’s third quarter, the sales team at a generic-pharmaceutical company has achieved just 91 per cent of its sales target, and growth is less than what was anticipated. The general manager of sales needs to decide whether he can revise the sales targets for the last quarter of the year without compromising growth. He also needs to address the impact of launching a new product when the sales team is striving to achieve its budgets and devise strategies the sales team can use to achieve their sales targets during a selling downturn.

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Case Solution for MediaMath: Positioning a Real-Time Interface for Online Media Planning & Buying

Complete Case details are given below :

Case Name : MediaMath: Positioning a Real-Time Interface for Online Media Planning & Buying

Authors : Raymond Pirouz, Emily Chen-Bendle

Source : Ivey Publishing

Case ID : W13279

Discipline : Marketing

Case Length : 08 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

MediaMath is a demand-side platform that provides a single interface from which online media buyers can buy display media advertising from multiple advertising exchanges. The company’s chief executive officer is contemplating the strategic direction of his new business after its first full year of operation. Specifically, he needs to determine which clients he should most actively pursue and how that decision will affect the strategic direction of the business.

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Case Solution for HCL Beanstalk: All-in-One Desktop Re-Launch

Complete Case details are given below :

Case Name : HCL Beanstalk: All-in-One Desktop Re-Launch

Authors : Rahul Seth, Jaydeep Mukherjee

Source : Ivey Publishing

Case ID : W13277

Discipline : Marketing

Case Length : 15 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

HCL Infosystems Ltd. is a reputable computer hardware firm and a major player in the Indian desktop market. Due to changes in consumer behaviour, the desktop market is shrinking and demand is shifting towards laptops, where HCL has a miniscule presence. At the same time, the desktop market is witnessing the emergence of a new form of devices called all-in-ones (AIOs). HCL needs a significant presence in AIOs to retain its position in the Indian PC market. The company was an early entrant in the Indian AIO market in 2007 and sought to capture a niche market for its premium range, but did not succeed and withdrew its product line. The category has, in the last four years, grown in the mass market segment and HCL needs a successful relaunch of the HCL Beanstalk AIO in the face of intense competition from multinational competitors who have a head start. The problem is compounded by the fact that the HCL brand is losing market share and that the company lacks the financial resources to invest heavily in brand building. HCL’s management believes that the Beanstalk needs to capture eight per cent of the retail segment of the Indian AIO market in order to be able to gain the same share in the business-to-business market, which is slower to adopt new technologies.

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Case Solution for Foundation for International Development Assistance/Productive Cooperatives Haiti: Increasing Organizational Capacity

Complete Case details are given below :

Case Name : Foundation for International Development Assistance/Productive Cooperatives Haiti: Increasing Organizational Capacity

Authors : Colleen Sharen

Source : Ivey Publishing

Case ID : W12651

Discipline : Marketing

Case Length : 17 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

Since the 2010 earthquake, the executive director of the Foundation for International Development Assistance (FIDA) had been managing exploding demand for economic development from Haitians, the international development community and from individual Canadians. While there was a lot of money available for earthquake relief and micro-finance, far less was available for sustainable long-term economic development. FIDA needed an additional $2 million over the next three years to support projects that had been approved by both FIDA and its Haitian partner, productive cooperatives Haiti (pcH). FIDA needed to find investors who understood and supported the unique vision, principles and methods of FIDA/pcH.

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Case Solution for Bitmaker Labs: Innovation on Hold

Complete Case details are given below :

Case Name : Bitmaker Labs: Innovation on Hold

Authors : Raymond Pirouz

Source : Ivey Publishing

Case ID : W13311

Discipline : Marketing

Case Length : 04 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

Inspired by software development boot camps in New York and San Francisco, Bitmaker Labs has just launched a similar offering but without considering the operational constraints unique to doing business in Canada. The result is governmental scrutiny just as the business is taking off with 42 students enrolled, each having paid $7,000 for a nine-week web development boot camp. Government investigators raid Bitmaker Labs, confiscating financial documents and threatening penalties and possible jail time for running an unregistered career college.

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Case Solution for Mountain Dew: The Most Racist Soft-drink Commercial in History?

Complete Case details are given below :

Case Name : Mountain Dew: The Most Racist Soft-drink Commercial in History?

Authors : Jana Seijts, Paul Bigus

Source : Ivey Publishing

Case ID : W13313

Discipline : Marketing

Case Length : 07 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

PepsiCo faces criticism after releasing a series of online advertisements for Mountain Dew that featured an angry Mountain Dew-drinking goat, a battered white woman on crutches and the goat in a police lineup of all black men. Critics are offended by the advertisement’s portrayal of violence toward women and racial stereotypes. As the public outcry spreads, Mountain Dew’s senior brand manager needs to devise a course of action or risk damage to one of its billion-dollar brands.

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Case Solution for Cargill India Pvt.Ltd.

Complete Case details are given below :

Case Name : Cargill India Pvt.Ltd.

Authors : Dante Pirouz, Ramasastry Chandrasekhar

Source : Ivey Publishing

Case ID : W13338

Discipline : Marketing

Case Length : 14 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

Cargill Inc., a U.S.-based multinational company, is known for its skills in business-to-business (B2B) marketing. It processes food products and markets them in bulk to large institutional buyers with whom it has a strong customer orientation. However, the head of the refined edible oils business at Cargill India, the company’s fully owned subsidiary, is facing a problem with the parent company’s value proposition around B2B. While developing the annual marketing plans for the next financial year, he finds that the volatility of commodity price movements has made the task of revenue forecasts at Cargill India difficult. This volatility is compounded by frequent changes introduced by the federal government to official regulations governing the edible oil business in India. In order to gain control over the two variables, he is examining the prospect of moving into the business-to-consumer (B2C) space in India. This is a new strategic direction not only for the Indian subsidiary but also for Cargill Inc. Can he achieve buy-in not only from the parent company but also from his own managers? Will he be able to attract marketing professionals who can promote his new brands successfully to the Indian consumer?

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Case Solution for An Irate Distributor: The Question of Profitability

Complete Case details are given below :

Case Name : An Irate Distributor: The Question of Profitability

Authors : Renuka Kamath, K. K. Kishore, Sagar Sharma

Source : Ivey Publishing

Case ID : W13334

Discipline : Marketing

Case Length : 14 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

In June 2012, an area sales manager at NutriPack India, a multinational company dealing with fast-moving consumer goods, had to find a way to match the success of his predecessor in increasing retail outlet coverage in central Maharashtra. He studied the territory data and identified the Jalgaon region as having the potential for high growth. However, the single distributor for Jalgaon was upset because he had already increased his operations the previous year and was unconvinced that this had been profitable. The area sales manager needed to convince this distributor of the benefits of his past investments, and also convince him to make further investments (e.g., hire more salespersons). This case illustrates the challenges that young area sales managers face when they have to deal with experienced distributors in the Indian retail trade, especially in smaller towns where relationships can greatly affect business. Students will gain an understanding of the key performance indicators required to focus on developmental issues in a territory. They will appreciate financial considerations as a major tool in dealing with intermediaries, such as distributors, and will gain practical knowledge in how to convince a distributor of his past investments and profitability, and pave the way for further investment for retail expansion.

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Case Solution for Himalaya Shampoo: Building a Differentiated Brand Image

Complete Case details are given below :

Case Name : S. Ramesh Kumar, S. Venkatesh

Authors : June Cotte, Ramasastry Chandrasekhar

Source : Ivey Publishing

Case ID : W13349

Discipline : Marketing

Case Length : 07 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

In recent years, the Indian shampoo market had been growing at an exponential rate, with several categories and brands of personal care products showing significant growth. Like consumers in several emerging markets, Indians had begun to place a heightened degree of importance on physical appearance, perhaps as an outcome of Westernization and exposure to media. Traditionally, Indians were known to use herbs to nurture and enhance their hair. Now, however, Indian consumers were caught between the propositions of “synthetic” hair-care brands versus the “natural benefits of the herbal” brands, despite the fact that some degree of processing was required for both types. Amid this dichotomous culture of hair-care products, how could the Himalaya brand establish itself as a differentiated herbal offering?

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Case Solution for Clearwater Seafoods – B2C in China

Complete Case details are given below :

Case Name : Clearwater Seafoods – B2C in China

Authors : June Cotte, Ramasastry Chandrasekhar

Source : Ivey Publishing

Case ID : W13363

Discipline : Marketing

Case Length : 12 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

Clearwater Seafoods, a Canadian shellfish enterprise, has four decades of experience in business-to-business (B2B) marketing. It harvests seafood, processes it and markets it in bulk to large restaurant chains worldwide. The company wants to pursue growth by marketing seafood directly to individual consumers (B2C) in China. The transition from B2B to B2C raises three fundamental questions. How can the company develop and deploy a go-to-market business model with Chinese grocery retailers? How can it balance its focus on margins with the Chinese retailers’ focus on revenues? How can Clearwater establish differentiation as a source of competitive advantage in seafood retailing in China?

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