NEGOTIATING ON THIN ICE- NHL DISPUTE A
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Negotiation and Bargaining taught by Prof. V. S. Veeravalli at Great Lakes Institute of Management Chennai
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Reliance Baking Soda is Stewart Corporation's oldest and most established product. The new Domestic Brand Director needs to create a 2008 marketing budget that delivers a profit increase of 10% over 2007 levels. She must first evaluate the effectiveness of past consumer and trade promotions and determine if a price increase will have net bottom line benefits. Then she must decide on the optimal allocation of her marketing budget, taking into account the brand's apparent "cash cow" role in the Household Division of Stewart Corporation. Students are expected to complete a quantitative assignment: create and defend a budget.
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HubSpot is a leader in inbound marketing but seeks to accelerate growth and increase profits. It currently has 1,000 customers but high customer acquisition costs. The document proposes segmenting customers into Owners and Marketers and adjusting pricing plans. For Owners, it suggests incentivizing use of CMS and annual contracts. For Marketers, it recommends focusing on analytics, raising prices, and demonstrating inbound marketing success. New pricing forecasts increased lifetime profits per customer for both segments.
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There are four main types of pricing strategies from which Atlantic Computers canchoose. First, Atlantic Computers could stay with the status quo and offer software tools for free. Second, it could choose competitive based pricing. Third it could choose from Cost-plus pricing. Finally, it could choose value-in use pricing.In addition to determining which pricing strategy to use, Atlantic
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Dave Robinson is evaluating promotional strategies for Boots' line of professional haircare products. The options are a "3 for 2" deal where customers get 3 products for the price of 2, a buy-one-get-one-free deal, or a 50p on-pack coupon. While the "3 for 2" strategy has the lowest estimated profit increase, it has the benefit of being unique to Boots and harder for competitors to copy. Considering Boots' relationships with celebrity hairdressers and the importance of protecting its leadership in the haircare segment, Dave decides that a "3 for 2" promotion is the best choice.
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- It uses informative content to attract prospective customers and build relationships through content marketing, social media distribution, and community engagement.
- Inbound marketing is more efficient than outbound as it only targets interested customers, with leads costing 5-7 times less than outbound.
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Leading manufacturer of speciality glass
Eight Line Divisions
First Company to establish an Industrial Research Laboratory
Marketing & R&D the strongest functional areas
Average growth of 10% a year
Electronics Product Division
Manufactured high quality electronic components
Initially, Business was from military market
Shifted to Commercial Market in late 1980s.
Growth in commercial market leading to high competition.
Current Scenario – (July 1992)
What can be done -
As it was seen Rogers has not been an effective leader, there is a need for training for him in more instructing management style
Rogers should remove himself from product development team and focus more on resource allocation
Team comprising for new product development should have employees from all the functions i.e. – it should be cross-functional
Sales team should be incentivized for bringing additional revenue for the company. It should have a dual salary structure – less fixed and more variable (commission)
More freedom needs to be given in budget allocation
More trainings about the specifications of the products(capacitors and resistors) should be provided
More team activities should be there so that trust and relation can be built amongst the teams
For fostering collaborative thinking, a common integrated system should be developed wherein feedback from the clients regarding product specification and product quality should be updated without any delay
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Merton Truck Company
1. The document presents cost and production data for two models, Model 101 and Model 102, including direct labor costs, variable overhead costs, selling prices, contribution margins, and fixed overhead costs.
2. An optimization model is formulated to maximize total profit by determining the optimal production quantities of each model, subject to various capacity constraints.
3. Sensitivity analysis shows that 500 additional units of engine assembly capacity can be added before it impacts the optimal production decision, and profit would increase by $2000 for every additional 100 units of capacity.
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The pen industry is highly competitive with 50 major competitors. Retailers like Staples, Walmart, and Walgreens have significant bargaining power and prioritize discounts and incentives from manufacturers. Clique will need to decide how
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Depression
The speaker was once a high-achieving student who faced immense expectations to continually succeed. After getting top scores on exams, the speaker began facing only mediocre results. Along with this, the speaker developed depression characterized by feelings of emptiness, sadness, and isolation. The depression grew severe over time. The speaker realized they needed help after relating to the suicide of their favorite singer. They began addressing their depression through strategies like keeping busy, exercise, and focusing on positive thoughts. The speaker encourages facing depression with hope, courage and resilience instead of giving it permission to take control.
ES SPSS results
An SPSS data analysis was conducted to assess the reliability of customer delight and six independent variable constructs related to price, emotional appeal, technological affinity, retention capability, user friendliness, and design and features. Cronbach's alpha was calculated for each construct based on responses from 120 participants to multiple survey questions for each construct. The Cronbach's alpha for each construct was above 0.60, demonstrating good reliability and consistency in the data collected. Composite average scores were then calculated for each construct to be used in further correlation analysis.
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In August 2000, P&G introduced one of its kind product Crest Whitestrips, readily available online and through dentist offices
P&G claims that the new products are 10 times more effective than the Colgate Tartar Control Whitening Within two years P&G captured more than 80% of the share market. Colgate made a come back in August 2002 with Simply White. Colgate’s USP was that it focused on convenience and lower price. One month after introduction Simply White captures half the market with Crest Whitestrips losing 50% of its market share.
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- Hubspot was founded in 2006 to provide inbound marketing software to help small businesses compete through new online marketing approaches.
- It uses informative content to attract prospective customers and build relationships through content marketing, social media distribution, and community engagement.
- Inbound marketing is more efficient than outbound as it only targets interested customers, with leads costing 5-7 times less than outbound.
- Hubspot offers content design, management, optimization, analytics and intelligence tools to help businesses attract and convert leads.
Allentwen material corporation - Electronic product division
Introduction
Leading manufacturer of speciality glass
Eight Line Divisions
First Company to establish an Industrial Research Laboratory
Marketing & R&D the strongest functional areas
Average growth of 10% a year
Electronics Product Division
Manufactured high quality electronic components
Initially, Business was from military market
Shifted to Commercial Market in late 1980s.
Growth in commercial market leading to high competition.
Current Scenario – (July 1992)
What can be done -
As it was seen Rogers has not been an effective leader, there is a need for training for him in more instructing management style
Rogers should remove himself from product development team and focus more on resource allocation
Team comprising for new product development should have employees from all the functions i.e. – it should be cross-functional
Sales team should be incentivized for bringing additional revenue for the company. It should have a dual salary structure – less fixed and more variable (commission)
More freedom needs to be given in budget allocation
More trainings about the specifications of the products(capacitors and resistors) should be provided
More team activities should be there so that trust and relation can be built amongst the teams
For fostering collaborative thinking, a common integrated system should be developed wherein feedback from the clients regarding product specification and product quality should be updated without any delay
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TruEarth is considering expanding into the refrigerated pizza market from its successful Cucina Fresca fresh pasta brand. While the pizza market is larger, it also has much more competition. Research shows customer interest is high but some have concerns about price and variety. Overall, the findings suggest launching pizza is worthwhile but the company should revisit the price, focus on taste, and develop a better crust.
Atlantic Computers: A Bundle of Pricing Options
The document discusses four pricing strategies for Atlantic Computers' new "Atlantic Bundle" product, which consists of their new Tronn server and PESA software. The strategies are: 1) status-quo pricing, 2) competition-based pricing, 3) cost-plus pricing, and 4) value-in-use pricing. After reviewing the strategies and conducting a break-even analysis, it is recommended to use value-in-use pricing of $4,200 per bundle. This captures the savings customers realize and has one of the lowest break-even points. Recommendations are also provided for training Atlantic's sales force to sell based on the bundle's value and savings. Potential reactions from main competitor Zink
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Silvio Napoli was appointed as the head of Schindler's new subsidiary in India in 1997. He recruited an Indian team and developed an initial plan to standardize elevator products, outsource manufacturing, and achieve breakeven within 4 years. However, challenges emerged such as lack of support from European plants and large increases in import duties. While Napoli's initial strategies focused on costs, his impatience and lack of flexibility made adapting to the new challenges difficult.
Starbucks delivering customer service
Starbucks was facing declining customer satisfaction due to perceived issues like prioritizing profits over experience and slower service times. While it was highly successful initially by focusing on quality coffee and atmosphere, the brand was seen as less trendy and partners were providing unsatisfactory service. It is recommended that Starbucks invest $40 million to improve partner training and speed of service to convert satisfied into loyal customers. Converting just 46 more customers per store per day to highly satisfied would allow the investment to break even.
Culinarian Cookware case study analysis
Culinarian Cookware is considering adopting a price promotion strategy but is unsure if it will be profitable. In 2004, an external study found price promotions had a negative impact on profits. However, the sales manager believes the 2004 campaign was successful. There is a dilemma around whether price promotions would help or hurt Culinarian's market share and profits. The case analyzes Culinarian's market position, previous promotion results, and makes recommendations around a new product line and limited price promotions to target different customer segments.
Merton Truck Company
1. The document presents cost and production data for two models, Model 101 and Model 102, including direct labor costs, variable overhead costs, selling prices, contribution margins, and fixed overhead costs.
2. An optimization model is formulated to maximize total profit by determining the optimal production quantities of each model, subject to various capacity constraints.
3. Sensitivity analysis shows that 500 additional units of engine assembly capacity can be added before it impacts the optimal production decision, and profit would increase by $2000 for every additional 100 units of capacity.
Tata case
This document discusses strategies used by the Tata Group to maintain control over its companies while encouraging growth. It notes that Tata developed managers through scholarships and rotations within companies. It promoted ethics and common values through a unified brand while allowing diversification. The group debated whether to prioritize new opportunities or tighter control as companies grew. It also addressed how selling some units and investing proceeds in others could boost focus and funding while maintaining overall group strength.
Manzana insurance case study analysis.
Manzana Insurance's Fruitvale branch is experiencing declining profits due to high turnaround times, uneven workload distribution, rising late renewals, increased renewal losses, inconsistent departmental priorities, and outdated completion time standards. This has allowed competitor Golden Gate to capture more market share by announcing a one-day turnaround time. Recommendations include revising how turnaround time is calculated using mean times rather than outdated standards, balancing workloads, prioritizing renewals, standardizing departmental processes, and potentially automating parts of the underwriting process.
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The case study is about the process of team working and processes to be followed to understand your peers and constructively work with them.
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Clique Pens has experienced a 6% decline in gross profit margins over the past 2 years. There is a debate between the VP of Marketing and VP of Sales over how to allocate the marketing development funds (MDF) budget. The VP of Marketing wants to use MDF for consumer discounts and promotions to build brand equity, while the VP of Sales wants to use it for trade promotions and discounts to retailers. They need to compromise on a plan to satisfy both consumers and retailers.
The pen industry is highly competitive with 50 major competitors. Retailers like Staples, Walmart, and Walgreens have significant bargaining power and prioritize discounts and incentives from manufacturers. Clique will need to decide how
Nucor Case Anlaysis
Nucor is considering building a new steel mill. The CEO is concerned about committing to the project given resource constraints and whether CSP technology will remain viable long-term. An analysis of Nucor's strengths in administration, employee relations and operations was presented. Weaknesses, opportunities, and threats in the US steel market were also reviewed. Nucor will decide on the project based on criteria requiring 100% commitment of previous capital, 25% ROA within 5 years, and maintaining debt-equity below 30%.
Atlantic computer case analysis
Atlantic Computer manufactures servers and high-tech products. It dominates the traditional server market but seeks to enter the growing basic server market. It developed the Tronn server and PESA software to accelerate Tronn's speed by 4 times. Atlantic must determine pricing for the Tronn-PESA bundle. Four options are analyzed: 1) include PESA for free 2) price competitively against main rival Ontario 3) use cost-plus pricing 4) value-in-use pricing sharing savings. The analysis recommends value-in-use pricing to demonstrate value to customers while allowing for potential profit sharing that benefits both parties.
Wilkerson Company Case
Wilkerson, a mid-sized manufacturing company that produces water purification systems, is seeing a decline in margins. The company has one production department that machines and assembles three products: valves, pumps, and flow controllers. Wilkerson uses a volume-based costing system that may be incorrectly allocating overhead costs. Alternatives are analyzed to address the profitability of specifically the flow controller product line and combat the declining margins, including adjusting the cost accounting method or changing the flow controller's pricing.
Thomas Green Case Study Presentation.
Thomas Green recently joined Dynamic Displays as an Account Executive and has quickly been promoted due to his success in securing a large contract. However, he has developed a poor working relationship with his superior, Frank Davis, the Marketing Director. Green challenges Davis' authority and fails to provide updates or back up his claims with data as requested. He also works individually rather than collaborating with the team. Going forward, Green needs to improve his marketing knowledge, build trust with Davis and his team through communication and collaboration, and take responsibility for his mistakes.
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More from Disha Ghoshal
Depression
The speaker was once a high-achieving student who faced immense expectations to continually succeed. After getting top scores on exams, the speaker began facing only mediocre results. Along with this, the speaker developed depression characterized by feelings of emptiness, sadness, and isolation. The depression grew severe over time. The speaker realized they needed help after relating to the suicide of their favorite singer. They began addressing their depression through strategies like keeping busy, exercise, and focusing on positive thoughts. The speaker encourages facing depression with hope, courage and resilience instead of giving it permission to take control.
ES SPSS results
An SPSS data analysis was conducted to assess the reliability of customer delight and six independent variable constructs related to price, emotional appeal, technological affinity, retention capability, user friendliness, and design and features. Cronbach's alpha was calculated for each construct based on responses from 120 participants to multiple survey questions for each construct. The Cronbach's alpha for each construct was above 0.60, demonstrating good reliability and consistency in the data collected. Composite average scores were then calculated for each construct to be used in further correlation analysis.
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The document summarizes a market research project report on factors that drive satisfaction in motorbikes for men. It begins with an introduction on how satisfaction can be driven by various internal and external factors. It then outlines the research methodology which included a literature review, focus group discussions, hypothesis building, and data collection via questionnaires. The data analysis found that satisfaction is significantly influenced by two key factors: 1) a quality factor comprising brand, technical specifications, and aesthetics, and 2) an economic factor comprising price, mileage, and after-sales service. The economic factor was found to have a relatively greater impact on satisfaction.
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Managerial implications of Empirical Study
• When customer expectations and perceptions meet, it is called customer satisfaction and when expectation exceeds perception it is called customer delight. The scope of our research delved into the factors that provide a feel-good factor to the customer and narrowed down the impacting variables including store lighting, store music, haptics, sales experience, location and visual merchandising.
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FAKE INFORMATION & WORD-OF-MOUTH BEHAVIOR
As part of an assignment of a course in Brand Management taught by well renowned Prof. Sridhar Samu and S Bhardwaj who are ace in the field of Market Research and Brand Management and teach at Great Lakes Institute of Management Chennai
Information was complied by the data available on the Internet, personal interviews, a social experiment and I have tried my best to maintain correctness and credits as much as possible.
FAKE INFORMATION & WORD-OF-MOUTH BEHAVIOR
This document discusses the sharing of fake information on social media. It notes that fake information is shared for quick publicity, criminal intentions, or to generate controversy. Many people share fake news because they believe it is genuine due to how messages are crafted or their lack of media literacy. Fake information is often shared to warn others of health or financial risks or with people who share similar interests or can be influenced. However, consumers often do not check the authenticity of information they receive, which allows fake news to spread. An experiment showed how quickly and widely fake news about a classmate getting married was shared and believed on social media.
Village report on Kadambadi Village
As part of an assignment of a course in India Marketing taught by well renowned Prof. Harish Bijoor who is an ace in the field of Market Research and Marketing.
Information was complied by personal interviews and three field visits made by the group in the month of February and March 2020 and have tried my best to maintain correctness and credits as much as possible.
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2. While many villagers now have access to smartphones and use apps like WhatsApp and Facebook due to affordable data plans, high-involvement purchases of things like new vehicles are still less common as people prioritize functionality over upgrades.
3. The village lacks grocery stores and access to a variety of fresh produce, as residents have to travel to nearby cities to buy vegetables, showing a need for improved local infrastructure and businesses to bring more convenience and options to villagers.
Brand Key: Kia Motors
Kia Motors is focused on turning cars into lifestyle spaces through continuous innovation. Its key strengths are futuristic goals to establish itself globally and create a safer, more convenient future. Its main competitors are Hyundai, Ford, Chevrolet, Honda, FCA, Daimler, Toyota and Volkswagen. Kia's management philosophy focuses on accountability, realizing potential, and practicing humanity. Its discriminators are promoting customers, embracing challenges, collaboration, respecting talent, and respecting diversity globally. Kia targets young couples and sports lovers interested in new technology.
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Will England make it through the group stages?, Will Germany use the home advantage to full effect?
Follow our progress, see how many we get right
If you want to join in let us know before the first game kick off and we can invite you to our private league
or join in with our friends at DeeperThanBlue
https://www.linkedin.com/posts/activity-7204868572995538944-qejG
https://www.selectdistinct.co.uk/2024/06/13/euro-2024-match-predictions/
#EURO2024 #Germany2024 #England #EURO2024predictions
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NEGOTIATING ON THIN ICE- NHL DISPUTE A
- 1. NEGOTIATING ON THIN ICE- NHL DISPUTE A FT201032 Disha Ghoshal Barrier Analysis: BARRIERS: Tension arose between NHL and the players due to the lack of transparency led to the formation of a union. The NHLPA’s mistrust of the numbers presented by the team owners and the league with respect to NHL's revenues and profitability They were also accused of manipulating information and just providing selective information that increased the unrest Since the league and the union were not able to come to terms with the negotiations, there was a lot of blame game. The mindset of the unions was that billionaire owners only care about revenues and not about hockey created bitterness. The attrition caused by the mistrust led to a lot of good players being sieved out and as a result the game itself lost meaning for a lot of fans. Bettman and Goodenow were at the helm of the situation but did not budge due to an ego clash. SOLUTIONS: There is a severe lack of transparency between the union and the owners and the problem was that they did not trust the financials let out by the team owners. The information about the finances should be accessible to everyone so that there is no scope of any mistrust. Re-establishing the trust is the key to make sure that the league happens as usual and they must avoid the loss in revenue for everyone including team owners , veteran players and rookie players who would’ve been looking to play their first league games This is possible only when the owners take full accountability of the situation and become fully transparent about their funds. In a nutshell, Bettman and Goodenow who are leading the negotiations to make NHL happen, should make sure that they leave no stone unturned to come to a middle ground so that they come to an amicable conclusion that is effective to both parties.