L’Oreal : Strategies for the Indian Market Essay

1. Evaluate L’Oreal’s entry strategy in the Indian market with respect to the product, promotion, pricing and place decisions? 2. What have been the changes in the marketing strategy of L’Oreal in the last 8 years? Evaluate them with respect to selection of product / market and each element of the marketing mix? 3. What factors helped the rapid adoption of Excellence colorants among its target customers? 4. Evaluate the options available to the management to achieve target sales of Rs. 1 billion in the year 2000. Prepare an analysis of various marketing mix options and decisions within individual mix elements – target market, product, channel, promotion, and price. a) Show the calculations and refer to these clearly as they are used in evaluating options for decisions in the marketing mix. b) Which product/markets should the company focus upon? Mediquip S. A. Session 5: Preparation Questions 1. What were Thaldorf’s major strengths and weaknesses as a representative of Mediquip? 2. Identify each member of Lohmann Hospital’s decision making unit (DMU)? 3. What were the needs, concerns and motivations of each DMU member? 4. What was the relative power position of each DMU member? 5. How well did Thaldorf interact with each member of the DMU? 6. On what date did Thaldorf effectively lose the sale to Lohmann University? Rosewood Hotels & Resorts: Branding to Increase Customer Session 9: Preparation Questions 1. Why is Rosewood considering a new brand strategy? 2. What are the pros and cons of moving from individual brands to a corporate brand? 3. Will the move to corporate branding maximize customer lifetime value? SaleSoft Inc. Sessions 10 & 12: Preparation Questions 1.What is your plan? Do you plan to continue with PROCEED or will you introduce the TH product? Provide support for your plan. 2.What is the buying cycle for PROCEED ? Who are the people involved in the purchase of a CSAS solution ? What is the role of consultants? 3.What is SaleSoft’s current approach to selling PROCEED ? 4.Quantify the benefits of CSAS to a customer using the information given in Exhibit 7. 5.What value does TH provide a customer ? How is this different from the customer value delivered by PROCEED ? 6.What is a Trojan Horse ? How does it facilitate customer acquisition and retention ? 7.How will you price TH ? Assume variable costs of $200. 8.How do you think SaleSoft’s organization structure will affect its ability to sell PROCEED or TH ? 9.How will you support the customers of PROCEED and / or TH? HP Consumer Products Business Organization : Distributing Printers via the Internet Session 13: Preparation Questions 1.What kind of on-line presence do you think HP should have ? Why ? 2.What risks do you see in your strategy? How would you manage them ? 3.Should printers and printing supplies be treated differently ? 4.What would the people at Best Buy think of your plan ? Would it be any different at CompUSA or the same ? What reactions might they have to news of your plans ? Tanishq Session 15: Preparation Questions 1. How did the positioning of Tanishq brand evolve? What factors influenced the changes in its positioning? 2. Why was GoldPlus launched? How do you rate its performance? 3. What is your recommendation to Bhaskar Bhat to target the plain gold jewellery market in India? List the strategic, economic, organizational and brand investment impact of your recommendation. Centra Software Session 16: Preparation Questions 1. What are the customers of Centra buying? What benefits are do customers get from Centra’s products? How should Centra segment its market? 2. Does Centra need a strategy to decide which customers to select or should it fish where the fish are biting? 3. Should Centra use all three channels to sell the three products to all customers or should it use some products and channels to target some segments? 4. How would you resolve the dispute between Reed and Lesser on how to deploy the telesales team? Would you expand telesales? Tata Ace Session 17: Preparation Questions 1. What factors influenced the development of Tata Ace? 2. Is Tata Ace successful? Why? 3. Describe the approaches adopted to develop the Tata Ace, covering product design, distribution, marketing, service, sourcing, etc. which influenced its value to the company and the customer. 4. Evaluate options to the managers of Tata Ace for growth and strategies to face competition? Suggest options for growth in existing segment, new markets, exports, etc. CRM at ICICI Session 18: Preparation Questions 1. List the factors in the macro environment which impacts ICICI’s retail business. 2. What is ICICI’s strategy in the retail financial services business? 3. Why does ICICI want to build long term relationship with its customers? 4. How did it go about selecting and implementing a CRM solution? 5. What lessons on CRM can be generalized from ICICI’s experience?