When New Products and Customer Loyalty Collide by Regina Fazio Maruca and Amy L. Halliday Harvard Business Review Reprint 93608 C A S E S T U D Y Pacer Shoes expanded its line and entered a new market. Now the returns are coming in‚ and they’re not good. When New Products and Customer Loyalty Collide by Regina Fazio Maruca and Amy L. Halliday Henry Carson‚ president and CEO of Baltimore-based Pacer Athletic Shoes‚ stood at the edge of the track behind company headquarters and watched as the
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the marketing group to put together some focus groups made up of loyal customers. The intent was to get some ideas about what would be valued in a customer loyalty program. Jim also spent time studying programs from other retail chains and those in other industries as well‚ such as the airlines‚ which are known for their customer loyalty programs. 3. If you were looking for alternative approaches for Petrie’s customer loyalty program‚ where would you look for information? Where would you start
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Avon As of November 1999‚ Avon was experiencing economic troubles. Avon’s growth rate of annual sales was less than 1.5 percent during the greatest economic boom in history. This prompted a transfer in leadership which appointed Andrea Jung as CEO. Since that time‚ Avon has experienced remarkable growth. Under the direction of the new CEO‚ a new strategy was developed to reinvent Avon’s image‚ improve customer satisfaction‚ and to increase profit margins and market share. Avon has gained an outstanding
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information from loyal customers. Jim and his team gathered some information about the current system. 3. If you were looking for alternative approaches for Petrie’s customer loyalty program‚ where would you look for information? Where would you start? How would you know when you were done? An alternative approach could be researching many different sources. If it were me I would do my research through the internet and compare what I find to the current system used by the customers. I guess the obvious
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ABSTRACT Avon is one of the diversified cosmetics company in USA and they have implemented several strategy in order to attract more customers for their products. They have the best strength i.e. channel of distribution‚ loyal customers and the marketing segment which contribute more on the success of sales. However‚ they have certain problems such as bad-debt‚ new trend for green products and their not so good homey image. Avon need to implement the strategic plan laid out in this study if they
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leading makeup company founded in France in 1970‚ has become an international presence; its success has‚ without question‚ been affected by its organizational abilities. Two of Sephora’s core competencies are extensive knowledge of beauty products and customer needs and their ability to adapt to ever-changing technology. These two areas have greatly affected the organizing function of management within the company and have helped them excel in the international market. Knowledge To say that Sephora
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Chapter 7 E -activity Using the Internet or the Strayer Library choose one airline and one hotel chain that offer customer loyalty programs. Research each company’s loyalty program and be prepared to discuss. Your loyalty means the world to us‚ and SkyMiles is one of the ways we like to say thanks. Our award-winning frequent flyer program makes travel even more rewarding with a host of great benefits. Did you know we’re the only major U.S. airline without mileage expiration? That means you have
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MKT: 715 Case Study No. 9-591-111 Harvard Business School. (2003). Avon.com David B. Godes 1) Women are the target market for Avon. Avon is “the company for Women”. Harvard Business School. (2003) p. 8. Since the company began in 1886‚ the company has promoted building relationship and it seems natural for women to embrace the power of the Web to help women forge relationships beyond their geographic confines. Andrea Jung‚ CEO. Avon’s market
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Avon Corporation In order to begin to understand the industry in which Avon functions as well as the specifics around the introduction of the new EAS drive‚ I used the 5Cs analysis to outline the company’s current situation. Situation Analysis via the 5Cs: Company * Avon manufactured a number of electrical products * Sold products to both end users and OEMs * $6M in sales annually of the AVDC drives‚ lost sales to EAS drives Collaborators * Distributors and OEMs Avon could establish many more
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Ann Pius (University of Multimedia) AVON CASE STUDY a) What has been the firm’s corporate strategy to date? Stronger Brand’s name than rivals: Again Avon’s history a big player here because it gives the company credibility and name recognition.Avon continues to strengthen its image of core beauty product and international brand product line.In the past few years the company has made several upgrades in imaging and formulations‚packaging‚and customer service and the accuracy and speed of
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