Marketing

Case Solution for Altius Golf and the Fighter Brand

Complete Case details are given below :

Case Name : Altius Golf and the Fighter Brand

Authors : Robert J. Dolan, Sunru Yong

Source : HBS Brief Cases

Case ID : 913578

Discipline : Marketing

Case Length : 09 pages

Solution sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

Altius Golf is the clear leader in the golf ball market despite a long-term decline in the number of golfers and a drop in sales following the financial crisis. The firm has maintained its position by introducing generations of advanced, super-premium golf balls that allow their customers to emulate professional golfers. The company has been losing market share to lower-priced competitors and the CEO wants to introduce a new program called Elevate to foster the next generation of golfers. With Elevate, the firm will introduce a ball that is more forgiving and easier to drive for distance and offer it at a price 40% below the company’s flagship brand. Elevate will be available through “off-course” channels such as golf specialty stores and big box retailers instead of “on-course” pro shops where the firm typically sells its products. The board of directors is divided on whether to support the decision. Students must perform a quantitative analysis of the CEO’s proposal to understand the potential risks and gains before making a final recommendation.

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Case Solution for Crescent Pure

Complete Case details are given below :

Case Name : Crescent Pure

Authors : John A. Quelch, Alisa Zalosh

Source : HBS Brief Cases

Case ID : 915539

Discipline : Marketing

Case Length : 12 pages

Solution sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

Executives from Portland Drake Beverages (PDB) are meeting to determine the appropriate product positioning and advertising campaign for the launch of Crescent Pure, a specialty organic beverage. They have 3 options for positioning: should Crescent Pure be positioned as an energy drink, a sports drink, or should it adopt broader positioning as an “organic health and wellness” beverage? Students studying this case explore customer segmentation, product differentiation analysis, and the evaluation of perceptual maps as a market research technique.

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Case Solution for MedNet.com Confronts ‘Click-Through’ Competition

Complete Case details are given below :

Case Name : MedNet.com Confronts ‘Click-Through’ Competition

Authors : Allegra Young

Source : HBS Brief Cases

Case ID : 2066

Discipline : Marketing

Case Length : 12 pages

Solution sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

In January 2007, “MedNet.com” is a leading website that provides science-based health information free of charge to online visitors. MedNet communicates with traditional web journalism, interactive software, and social media tools such as blogs, video reports and virtual reality tours. The site operates conservatively within the government-regulated health information market. MedNet’s business model relies on advertising sales, primarily to pharmaceutical companies. MedNet competes for advertising dollars with large search engines, category specific sites, and clinical trial sites. In 2007, large search engines charge for “results,” or “click throughs.” Other sites, such as online newspapers, charge for impressions. Advertising campaigns depend on numerous variables (an efficient audience size, audience frame of mind, willingness to complete a transaction, etc.) In the face of fierce advertising competition, MedNet is forced to defend key elements of its business model vis-a-vis a large search engine. However, in defending the advertising value MedNet delivers, MedNet executives may be building the case for why niche sites may be a better investment for the advertiser’s budget.

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Case Solution for Mountain Man Brewing Co.: Bringing the Brand to Light

Complete Case details are given below :

Case Name : Mountain Man Brewing Co.: Bringing the Brand to Light

Authors : Heide Abelli

Source : HBS Brief Cases

Case ID : 2069

Discipline : Marketing

Case Length : 12 pages

Solution sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

Chris Prangel, a recent MBA graduate, has returned home to West Virginia to manage the marketing operations of the Mountain Man Beer Company, a family-owned business he stands to inherit in five years. Mountain Man brews just one beer, Mountain Man Lager, also known as “West Virginia’s beer” and popular among blue-collar workers. Due to changes in beer drinkers’ taste preferences, the company is now experiencing declining sales for the first time in its history. In response, Chris wants to launch Mountain Man Light, a “light beer” formulation of Mountain Man Lager, in the hope of attracting younger drinkers to the brand. However, he encounters resistance from senior managers. Mountain Man Lager’s brand equity is a key asset for Mountain Man Brewing Company. The question is whether Mountain Man Light will enhance it, detract from it, or irreversibly damage it.

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Case Solution for Atlantic Computer: A Bundle of Pricing Options

Complete Case details are given below :

Case Name : Atlantic Computer: A Bundle of Pricing Options

Authors : Neeraj Bharadwaj, John B. Gordon

Source : HBS Brief Cases

Case ID : 2078

Discipline : Marketing

Case Length : 10 pages

Solution sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

Atlantic Computer, a leading player in the high-end server market, has detected a marketplace opportunity in the basic server segment. They have developed a new server, the Tronn, to meet the needs of this segment. In addition, they have created a software tool, called the “Performance Enhancing Server Accelerator,” or PESA, that allows the Tronn to perform up to four times faster than its standard speed. The central question revolves around how to price the Tronn and PESA. Although cost-plus, competition-based, and status-quo pricing are the most common means by which firms establish prices for their offerings, these approaches may prevent firms from fully realizing the benefits that are due to them. Provides an opportunity to optimize value capture for the firm by utilizing value-in-use pricing (i.e., examining the value that a firm’s offering creates for the customer, and using the savings generated as the basis for developing prices). Also allows for the exploration of the challenges surrounding the implementation of a value-in-use pricing strategy. These include the reactions of competitors, customers, and stakeholders within the firm.

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Case Solution for The Fashion Channel

Complete Case details are given below :

Case Name : The Fashion Channel

Authors : Wendy Stahl

Source : HBS Brief Cases

Case ID : 2075

Discipline : Marketing

Case Length : 12 pages

Solution sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

The new Senior Vice President of Marketing for The Fashion Channel (TFC), a cable television network dedicated to round-the-clock, fashion-oriented programming, is preparing to recommend a change in the company’s traditional marketing approach by introducing a market segmentation program. This program is, in part, a response to the intensifying competitive environment for TFC, and it needs to strengthen the company’s brand and positioning with viewers and advertisers. At the same time, the program must maintain consumer and distributor satisfaction with the network. Several segmentation options are being considered, each with pros and cons. Consumer research provides insights but does not give a simple answer regarding the best path to take. The reader must evaluate the research results, calculate financial scenarios, and make a recommendation. Also looks at change management issues. TFC has never done a program like this before, and the Senior Vice President of Marketing is new to the job. In addition to making a recommendation, she must manage the change process to insure that the organization and her leadership team peers are fully aligned.

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Case Solution for Natureview Farm

Complete Case details are given below :

Case Name : Natureview Farm

Authors : Karen Martinsen Fleming

Source : HBS Brief Cases

Case ID : 2073

Discipline : Marketing

Case Length : 12 pages

Solution sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

Explores channel management issues in the U.S. food industry. Natureview Farm, a Vermont-based producer of organic yogurt with $13 million in revenues, is the leading national yogurt brand (24% market share) sold into natural foods stores. It has achieved this through its special yogurt manufacturing process and through cultivating personal relationships with dairy buyers in the natural foods channel. Set in 2000, when the company faces financial pressure to grow revenues to $20 million by the end of 2001 due to a planned exit by its venture capital investors. The immediate decision point that the protagonist, Natureview’s vice president of marketing, faces is whether to achieve this revenue growth by expanding into the supermarket channel.

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Case Solution for Rosewood Hotels and Resorts: Branding to Increase Customer Profitability and Lifetime Value

Complete Case details are given below :

Case Name : Rosewood Hotels and Resorts: Branding to Increase Customer Profitability and Lifetime Value

Authors : Chekitan S. Dev, Laure Mougeot Stroock

Source : HBS Brief Cases

Case ID : 2087

Discipline : Marketing

Case Length : 13 pages

Solution sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

Rosewood Hotels & Resorts, a small luxury private hotel management firm running a collection of 12 individually branded hotels and resorts in multiple countries, was wondering how to foster customer retention and loyalty and capture the maximum value from its 115,000 guests. Rosewood had always allowed each hotel to stand as its own individual brand, with the Rosewood name presented as a muted sub-brand, if at all. Now Rosewood’s new leadership was contemplating whether the firm should significantly increase the prominence of the corporate identity, making Rosewood a corporate brand. The main challenge that Rosewood’s executives face is to assess whether the potential economic benefits from increased guest retention can outweigh the $1,000,000 marketing investment needed to implement the corporate branding strategy. The central focus is a quantitative assignment that asks students to calculate how customer lifetime value would be affected by a shift from individual branding to corporate branding.

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Case Solution for Saxonville Sausage

Complete Case details are given below :

Case Name : Saxonville Sausage

Authors : Kate Moore

Source : HBS Brief Cases

Case ID : 2085

Discipline : Marketing

Case Length : 17 pages

Solution sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

Saxonville Sausage, a $1.5 billion manufacturer of pork sausage products, is experiencing financial stress because its leading product lines have lately produced declining revenues in product categories that are realizing no growth. However, one product line, an Italian sausage brand named Vivio, has recently experienced a significant increase in revenues, as has the entire Italian sausage category nationwide. Unfortunately, Vivio represents only 5% of the company’s total revenues. Ann Banks, a seasoned marketing director, has been hired to expand Vivio, currently distributed in a few cities, especially in the northeastern U.S, into a powerful national brand. Depicts the sequence of steps Ann takes to determine the best positioning for the brand. These steps include analyzing and employing specific techniques for researching customers’ needs, preferences, and values; using the learning from research to develop a motivation-centered characterization of the target consumer; eliciting tactical ideas from a cross-departmental team of colleagues for product “alterations,” packaging, and other contributory elements in the branding program; and finally, choosing between two positionings that seem equally valid.

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Case Solution for The Springfield Nor’easters: Maximizing Revenues in the Minor Leagues

Complete Case details are given below :

Case Name : The Springfield Nor’easters: Maximizing Revenues in the Minor Leagues

Authors : Frank V. Cespedes, Laura Winig, Christopher H. Lovelock

Source : HBS Brief Cases

Case ID : 2510

Discipline : Marketing

Case Length : 13 pages

Solution sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

The marketing director of a new minor-league baseball team must design, conduct, and then interpret survey research to determine optimal ticket pricing that will yield large attendance figures and contribute to the owner’s goal of breaking even in the first year of play. The pricing assignment becomes more challenging when other variables like concessions revenue are considered. Students are asked to complete a quantitative assignment as part of case analysis, but they must grapple with less quantifiable factors as well.

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