Bailey

Case Solution for Fidello Cigar Cutter

Complete Case details are given below :

Case Name :      Fidello Cigar Cutter
Authors :           Bruce C Bailey, Michael A Levin
Source :             North American Case Research Association (NACRA)
Case ID :            NA0357
Discipline :        Marketing
Case Length :    19 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The Fídelló Cigar Cutter case highlights the introduction of a new-to-the-world product to a niche market with an elite target customer group. Chris Jones, the inventor of the Fídelló cigar cutter and managing partner of The Fídelló Company, spent nine years perfecting his product. After successfully test marketing a limited number of hand-assembled prototypes, Jones and his partners had funded the production of 5,000 units and were ready to launch the first new cigar cutter in more than thirty years to an uninformed public.
 
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Case Solution for Advantage Food & Beverage Sales Representative
Complete Case details are given below :
Case Name :      Advantage Food & Beverage Sales Representative
Authors :           Michael A Levin, Bruce C Bailey
Source :             Ivey Publishing
Case ID :            W13473
Discipline :        Marketing
Case Length :    05 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Advantage Food & Beverage (AF&B), a sales and service vending machine company, has added an Avanti kiosk division and hired a sales representative to devote all their time to selling the kiosk service to businesses within a specific geographic market. In the first year of the kiosk operation, AF&B hired and fired three sales representatives while acquiring seven Avanti customers. A management review uncovered issues with the selling process and the lack of presentations to prospective customers. AF&B’s owner pondered the relationship between the personal selling process and AF&B’s current compensation approach for sales representatives. How could AF&B’s compensation approach be changed to meet senior management’s new emphasis on presentations, and how would the various options impact AF&B’s profit and loss statement?
 
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