Case Name :      PANELpro

Authors :           Dan Dunn

Source :             Ivey Publishing

Case ID :            909A03

Discipline :        Entrepreneurship

Case Length :    09 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

PANELpro is a startup company and presently a subcontract assembler of control panels. Its president is a former high-tech executive with technological, management and sales experience who wants the company to grow rapidly based on such expertise. He is unsure of the business model to follow (design, assembly, parts distributor or consulting) and how to promote PANELpro. He has some information about potential customers and competition but wants more before proceeding. Two marketing research approaches have been suggested but he ponders whether he should spend his limited funds on research or act based on what he already knows from his corporate experience. If he spends on research, what should be its objective, method and possible payoff?