marketing channels pdf
Study Questions for cases
Verklar Case
1) Why is Verklar’s market share dropping in the Austrian market in the early 1980s?
2) How would the quota system change the way channel flows are performed in Verklar
Austria’s channel?
3) Comment on the efficiency (i.e., cost) and effectiveness (i.e., satisfaction) implications of implementing the quota system.
4) Based on your previous answer; is the quota system a good solution to Verklar Austria’s problem? 5) What potential pitfalls should be identified and addressed? If you do not support the quota system, what alternative would you suggest?
Laura Ashley and Federal Express Strategic Alliance Case
1) Analyze the Supply and Demand side gaps for LA before the alliance.
2) Based on your analysis in 1), which elements of the distribution channel are ineffective at
Laura Ashley before the alliance?
3) Evaluate the decision to enter a strategic alliance from the perspective of both Laura
Ashley and Federal Express. What are the real opportunities and risks of this approach?
4) How likely is it that the partnership will succeed over the long term? What will it take for both companies to make it successful?
Minolta Case
1) What are the challenges facing Minolta?
2) What do you think of Mr Izuhara’s proposed solution to the grey export problem?
3) Discuss the “tactical changes” proposed by Mr Kusumoto by considering the implications of each proposed changes for Minolta’s marketing strategy and competitive position.
4) Do you see any other alternatives for solving the grey export problem?
HP consumer products Case
1) Describe HP’s current distribution system.
2) What functions and channel flows do the retailers accomplish for HP?
3) What are the benefits which a consumer might obtain via an HP presence on the Internet and the benefits to HP - in particular; is it cheaper to sell on-line?
4) What kind of on-line presence do you think HP should have? Why?
Supercuts Case
1) What alternatives does
Verklar Case
1) Why is Verklar’s market share dropping in the Austrian market in the early 1980s?
2) How would the quota system change the way channel flows are performed in Verklar
Austria’s channel?
3) Comment on the efficiency (i.e., cost) and effectiveness (i.e., satisfaction) implications of implementing the quota system.
4) Based on your previous answer; is the quota system a good solution to Verklar Austria’s problem? 5) What potential pitfalls should be identified and addressed? If you do not support the quota system, what alternative would you suggest?
Laura Ashley and Federal Express Strategic Alliance Case
1) Analyze the Supply and Demand side gaps for LA before the alliance.
2) Based on your analysis in 1), which elements of the distribution channel are ineffective at
Laura Ashley before the alliance?
3) Evaluate the decision to enter a strategic alliance from the perspective of both Laura
Ashley and Federal Express. What are the real opportunities and risks of this approach?
4) How likely is it that the partnership will succeed over the long term? What will it take for both companies to make it successful?
Minolta Case
1) What are the challenges facing Minolta?
2) What do you think of Mr Izuhara’s proposed solution to the grey export problem?
3) Discuss the “tactical changes” proposed by Mr Kusumoto by considering the implications of each proposed changes for Minolta’s marketing strategy and competitive position.
4) Do you see any other alternatives for solving the grey export problem?
HP consumer products Case
1) Describe HP’s current distribution system.
2) What functions and channel flows do the retailers accomplish for HP?
3) What are the benefits which a consumer might obtain via an HP presence on the Internet and the benefits to HP - in particular; is it cheaper to sell on-line?
4) What kind of on-line presence do you think HP should have? Why?
Supercuts Case
1) What alternatives does