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This slideshow was created to showcase the marketing research involved in the strategic decision-making process. This presentation represents a decision for the marketing team at Barco Projection Systems, on how to combat the incoming Sony 1270 projector model. This presentation includes a brief history, situation analysis, options for Barco, and an ultimate decision based on this research. This Powerpoint presentation was completed for a Marketing Management & Strategy course.
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Harvard Business Case Study on Mountain Man Brewing CompanySankalp Agarwal
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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.
Use this Microsoft Word template to help you design a Business Case for any corporate product investment. Get this template @ http://www.demandmetric.com/content/product-business-case-template
Dented Brick Distillery is a 14,000 square foot distilled spirits plant, scalable to 178,000 annual cases sales capacity. The distillery presently produces 7 rum products, 5 rated over 90 points, and all with competition wins and medals including our Well Rum. Our Jan Stephenson Pineapple Flavored Rum rated at 94.Here are some others:
Jan Stephenson Pineapple Flavored Rum has brilliant golden amber color. Aromas of burnt sugar and coffee bean, lit candle, singed fruit cake, and fennel with a satiny, vibrant, fruity sweet medium body and an interesting, long iron grilled pineapple with mesquite honey, cream and fruit punch sodas, and hint of licorice finish. A fantastic pineapple rum with rich, complex flavors that perfectly bridges the fun and the serious. 94 – The Beverage Tasting Institute 2018 Best Flavored Rum
http://www.tastings.com/Spirits-Review/Jan-Stephenson-Pineapple-Rum-USA-07-01-2018.aspx
Jan Stephenson Mango Flavored Rum goes deep on the nose. Molasses kisses overripe Pineapple as a hint of dates and figs comes into play. The palate feel is spiced with white pepper and brown-sugared tropical fruit. 91 – Meredith May, The Tasting Panel June 2018
Jan Stephenson Passion Fruit Flavored Rum is a bit more light-hearted than its Mango sibling. The nose offers sweet – and authentic – guava and papaya notes warmed by a sunshiny tangerine addition. The palate reins in blackstrap molasses and gardenia with a finish that trends tropical. 91 - Meredith May, The Tasting Panel June 2018
Antelope Island Rum is an American white rum that offers aromas of Himalayan salt, vanilla, lime, and pineapple. The round, buoyant palate is dotted with salty notes of apricot, Asian pear, and butterscotch toffee, while the finish is long and luxurious. 92- Meredith May, The Tasting Panel June 2018
Antelope Island Red Rum has scents of black tea, dates, and orange peel with a hint of blackstrap molasses. The palate delves deep with black pepper, black olive, and anise. At 90 proof, the heat is tempered with sweeter notes of cedar and tangerine zest. 92- Meredith May, The Tasting Panel June 2018
We have been winning awards, competitions, and gaining high ratings since July 2016 with a 92 rating for Antelope Island Rum from the Got Rum? Publication. Dented Brick is serious about producing high quality rums and selling these rums nationally to consumers at best value pricing.
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3. Mountain Man Brewing Company
Founded by Guntar Prangel in 1925.
Located in New River Coal Region in WestVirginia.
Launched MOUNTAIN MAN LAGER by reformulating
an old family brew recipe.
By 2005,mountain man beer company was generating
$50 million in revenue and selling over 520,000 barrels.
Known asWestVirginia’s beer.
Popular among blue collar working men.
4. Chris Prangel
Recent MBA graduate.
Stood to inherit Mountain Man Beer Company in
five years.
Taken the responsibility to manage the marketing
operations of Mountain Man Beer Company
(MMBC).
5. Why is MMBC a success?
Family owned
History
Authenticity
Reputation
Bitter flavor
Bottling
Higher than average alcohol content
6. Promotion
Promoted mostly in retail
stores located in the east
central US. “Heartland” states.
Relies heavily on brand loyalty
and word of mouth
“grassroots” advertising.
Packaged in old style brown
bottle, original 1925 label
featuring coal miners.
8. Situation analysis (1/4)
Company experience declining
sales for the first time.
2% drop in revenue relative
to prior fiscal year.
4% annual growth in light beer
segment due to youth preference.
US per capita beer consumption
had declined by 2.3% since 2001.
13. Objective of this case (1/3)
The MMBC wants to
know if they should
branch out and tap into
this light beer market.
14. Objective of this case (2/3)
Evaluating the effect of light
beer on brand value and
current product (Mountain
Man Lager).
15. Objective of this case (3/3)
Investments and return
on the new product
In how many years the company
will break even after launching
Mountain man Light Beer?
16. Mountain Man Light Launch: PROS
Diversify brand
portfolio
Appeal to female
drinkers
Leveraging the core brand
name by creating a new
beer
Increased
revenues
Expand consumer
market by attracting
younger drinkers
between ages 21-27
17. Mountain Man Light Launch: CONS
Increased cost of
production and
advertising
Create brand
implications
Distracting
focus away from
current lager
Alienate the
current customer
base
Competing against
deep pocketed
competitors
18. Mountain Man Light
Revenue Forecast for Mountain Man Light Beer:
Year 2005 2006 2007 2008 2009
Light beer consumption in
barrels (East Central
Region)
18,744,303 19,494,075 20,273,838 21,084,792 21,928,184
CAGR (compound annual
growth rate)
4% 4% 4% 4%
Mountain man light
estimated growth year on
year (0.25% of base market
share)
0.25% 0.50% 0.75% 1.00%
Mountain man light
estimated sales in barrels
48,735 101,369 159,136 219,282
Mountain man light
estimated revenues (@$97
per barrel)
$4,727,295 $9,832,793 $15,339,192 $21,270,338
19. Mountain Man Light
Breakeven analysis for mountain man light beer (2006-2007):
Variable cost calculations:
Variable cost for mountain man lager = $66.93
Variable cost for mountain man light = $71.62 ($66.93+$4.69)
Price per barrel = $97($50,440,000/520,000)
2005 Sales Revenue = $50,440,000
2005 SalesVolume = 520,000
Net profit margin = $25.38 ($97-$71.62)
20. Mountain man light
Breakeven analysis for mountain man light beer(2006-2007)
(Contd..)
Best case scenario-
Fixed cost calculation (without cannibalization):
Initial advertising cost = $750,000
Annual incremental SG&A cost(2006) = $900,000
Annual incremental SG&A cost(2007) = $900,000
Total fixed cost = $2,550,000
(without cannibalization)
21. Mountain man light
Breakeven analysis for mountain man light beer(2006-2007)
(Contd..)
To breakeven without cannibalization:
Total breakeven volume = fixed cost/net profit margin
= $2,550,000/$25.38
= 100,473 barrels
Total breakeven revenue = total breakeven volume*price per barrel
= 100,473*$97
= $9,745,881
Best case scenario-
22. Mountain man light
Breakeven analysis for mountain man light beer(2006-2007)
(Contd..)
Worst case scenario-
Fixed cost calculation(with 20% cannibalization plus 2% lost revenue base annually):
Initial advertising campaign cost = $750,000
Annual incremental SG&A cost(2006) = $900,000
Annual incremental SG&A cost(2007) = $900,000
Cost from cannibalization(2006) = $437,226
(22% from 2005 net revenues)
Cost from cannibalization(2007) =$314,036
(22% from 2006 net revenues)
Total fixed cost =$3,328,262
(with cannibalization)
23. Mountain man light
Breakeven analysis for mountain man light beer(2006-2007)
(Contd..)
Worst case scenario-
To breakeven (with 20% cannibalization plus the 2% lost revenue base
annually):
Total breakeven volume = fixed cost/net profit margin
= $3,328,262/$25.38
= 131,137 barrels
Total breakeven revenue = total breakeven volume*price per barrel
= 131,137*97
= $12,720,308
24. Mountain man light
Breakeven analysis for mountain man light beer(2006-2007)
(Contd..)
Mountain man light beer will breakeven in both scenarios by the end of
2007:
Revenue needed to breakeven(best case scenario) = $9,745,881
Revenue needed to breakeven(worst case scenario)= $12,720,308
Estimated revenue for mountain man light beer:
2006 revenues= $4,727,295
2007 revenues= $9,832,793
Total revenues at the end of 2007= $14,560,088
We would take a loss in 2006 but
our 2007 projections put us at
$1,839,780 net revenues for the two
years even in worst case scenario.
25. Analysis
The product is expected to
cover all its investment cost
and become profitable past
2007.
Launching mountain man light
beer can also increase
awareness and uplift the brand
value.