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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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Case Solution for TruEarth Healthy Foods: Market Research for a New Product Introduction (Brief Case)

Complete Case details are given below :

Case Name : TruEarth Healthy Foods: Market Research for a New Product Introduction (Brief Case)

Authors : V. Kasturi Rangan, Sunru Yong

Source : HBS Brief Cases

Case ID : 4065

Discipline : Marketing

Case Length : 12 pages

Solution sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

Topics covered include: consumer marketing, market research, new product introduction, and quantitative analysis. TruEarth Healthy Foods, a maker of gourmet pastas, sauces, and meals, wants to build on its successful introduction of fresh whole grain pasta by introducing a similar product concept for pizza. In an increasingly competitive market, TruEarth is focused on beating its competition and wants to act quickly and decisively. The company conducts extensive market research, first using focus groups to test the concept and then following up with take-home trials. Acting as brand managers, students must complete a quantitative analysis of the available data to project the sales volume for pizza and then decide whether to bring the new product to market.

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Case Solution for Soren Chemical: Why is the New Swimming Pool Product Sinking? (Brief Case)

Complete Case details are given below :

Case Name : Soren Chemical: Why is the New Swimming Pool Product Sinking? (Brief Case)

Authors : V. Kasturi Rangan, Sunru Yong

Source : HBS Brief Cases

Case ID : 4188

Discipline : Marketing

Case Length : 08 pages

Solution sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

Topics include distribution channels, pricing, and new product marketing. Jen Moritz, the marketing manager for Soren Chemical Co. is struggling with the poor sales performance of Coracle, a new clarifier for residential swimming pools. The performance is puzzling because Coracle is chemically similar to another Soren product that has sold well for treatment of larger pools. Soren distributes the other product B2B through “chemical formulators” serving the commercial pools market — but Soren uses wholesale distributors to sell Coracle. Given the slow start in establishing Coracle as a consumer brand, Moritz suspects that the go-to-market strategy may be flawed, but she is unsure where the problem lies; she examines channel strategy, distribution partners, the Coracle pricing scheme, the threat of competitors’ offerings, and other potential problem sources.

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Case Solution for Metabical: Pricing, Packaging, and Demand Forecasting for a New Weight-Loss Drug

Complete Case details are given below :

Case Name : Metabical: Pricing, Packaging, and Demand Forecasting for a New Weight-Loss Drug

Authors : John A. Quelch, Heather Beckham

Source : HBS Brief Cases

Case ID : 4183

Discipline : Marketing

Case Length : 08 pages

Solution sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

Metabical is a new weight loss drug from Cambridge Sciences Pharmaceuticals intended for moderately overweight individuals. In anticipation of final FDA approval, the senior director of marketing, Barbara Printup, prepares for the product launch and must make several critical decisions. First, she must select the optimal packaging size for the drug which typically requires a 12-week course of treatment. Next, she must determine the appropriate pricing. Since most insurance companies do not cover weight-loss medications, price has a direct impact on the sales forecast. To establish the initial demand forecast, Printup considers three approaches based on different assumptions. Her final recommendations must consider long term profitability and meet the company’s desired return on investment.

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Case Solution for Metabical: Positioning and Communications Strategy for a New Weight Loss Drug (Brief Case)

Complete Case details are given below :

Case Name : Metabical: Positioning and Communications Strategy for a New Weight Loss Drug (Brief Case)

Authors : John A. Quelch, Heather Beckham

Source : HBS Brief Cases

Case ID : 4240

Discipline : Marketing

Case Length : 12 pages

Solution sample availability : YES

Plagiarism : NO (100% Original work)

Description for case is given below :

Cambridge Sciences Pharmaceuticals (CSP) expects final approval for its revolutionary weight loss drug, Metabical. Metabical will be the only weight loss drug with FDA approval that is also clinically proven to be effective for moderately overweight people. Barbara Printup, Senior Marketing Director for CSP, must develop the positioning strategy and marketing communications plan in preparation for the launch of the new drug. Printup must consider the consumer decision-making process and the interaction between the consumer who purchases the drug and the health care provider who prescribes the medication. Despite promising medical studies and consumer research, poor positioning of the drug in the highly competitive market for weight-loss solutions could spell disaster. Students analyze market research data and consider the optimal positioning strategy and marketing communications program.

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