Performance Indicator Case Analysis
PGP-1 Term-II AY 2010-11
Marketing-II
Case – “Performance Indicator”
Submitted By:
Inderpreet Singh
Identification of Protagonist
Robb Osinski and Bob Winskowicz are business partners in Performance Indicator, LLC. Robb started as an entrepreneur as an undergraduate at Harvard by setting up a landscaping company. Bob started his career in sales in consumer health care. He eventually became the vice president of sales for Arnold Golf Company.
Both had quit their respective jobs to pursue Performance Indicator (PI) venture full time. PI was a technology pioneered by them and developed by Batelle Memorial Institute (BMI), which indicated the condition of a used golf ball for further use after being submerged in water for an extended period of time. The concept enabled the color of a golf ball to turn gray if it was not fit for reuse. They truly believed PI was a cracker of a concept and saw huge market for their product.
Situational Analysis
Performance Indicator concept and development process
• PI started as a concept when both Robb and Bob, golfers themselves, came up with the idea of the ball itself telling whether it is fit for reuse or not. • This basic idea made them work on the dual path of building the concept to a full-fledged product and patenting the same. • They were issued first patent for PI in 1998, where PI had the exclusive right to employ the technology on golf balls. • In 2000 May, Batelle Memorial Institute (BMI) delivered the prototype. BMI retained the patent for the chemical technology itself and PI retailed to utilization of the technology on golf balls through patents. • PI converted the color of the ball into gray after significant period of submersion into water. The color change was irreversible. • The technology could easily be incorporated by golf ball manufacturers by simply mixing the chemical
Marketing-II
Case – “Performance Indicator”
Submitted By:
Inderpreet Singh
Identification of Protagonist
Robb Osinski and Bob Winskowicz are business partners in Performance Indicator, LLC. Robb started as an entrepreneur as an undergraduate at Harvard by setting up a landscaping company. Bob started his career in sales in consumer health care. He eventually became the vice president of sales for Arnold Golf Company.
Both had quit their respective jobs to pursue Performance Indicator (PI) venture full time. PI was a technology pioneered by them and developed by Batelle Memorial Institute (BMI), which indicated the condition of a used golf ball for further use after being submerged in water for an extended period of time. The concept enabled the color of a golf ball to turn gray if it was not fit for reuse. They truly believed PI was a cracker of a concept and saw huge market for their product.
Situational Analysis
Performance Indicator concept and development process
• PI started as a concept when both Robb and Bob, golfers themselves, came up with the idea of the ball itself telling whether it is fit for reuse or not. • This basic idea made them work on the dual path of building the concept to a full-fledged product and patenting the same. • They were issued first patent for PI in 1998, where PI had the exclusive right to employ the technology on golf balls. • In 2000 May, Batelle Memorial Institute (BMI) delivered the prototype. BMI retained the patent for the chemical technology itself and PI retailed to utilization of the technology on golf balls through patents. • PI converted the color of the ball into gray after significant period of submersion into water. The color change was irreversible. • The technology could easily be incorporated by golf ball manufacturers by simply mixing the chemical