Go Mobile: The Phirbol Franchise Marketing Strategy Analysis & Solution

Marketing & Sales Case Study Analysis and Solution

At Fern Fort University, we use Harvard Business Review (HBR) marketing principles and framework to analyze Go Mobile: The Phirbol Franchise case study. Go Mobile: The Phirbol Franchise is a Harvard Business Review case study written by Rajiv Lal, Natalie Kindredfor the students of Sales & Marketing. The case study also include other relevant topics and learning material on – Entrepreneurial management, Growth strategy, Influence

Strategic Marketing Analysis of Go Mobile: The Phirbol Franchise case study written by Rajiv Lal, Natalie Kindred will comprise following sections –

Go Mobile: The Phirbol Franchise Case Description
Marketing Definition
Market Potential Analysis of Go Mobile: The Phirbol Franchise
Market Share Potential Analysis
Segmentation and Segment Attractiveness Analysis
Competition and Competitiveness Analysis of Go Mobile: The Phirbol Franchise
Customer Value Analysis of Go Mobile: The Phirbol Franchise case study

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Go Mobile: The Phirbol Franchise Marketing Case Description

Sales & Marketing Case Study | Authors :: Rajiv Lal, Natalie Kindred

To grow Phirbol, a telecom retail franchise chain in Delhi, India's underdeveloped markets, its founders were exploring ways to offer more value to the franchisees. In mid-2009, the Phirbol franchise was comprised of some 150 franchisees that had converted their small "mom-and-pop" shops into Phirbol-branded stores. Entrepreneurs Meghna Modi and Glenn Wong had launched the franchise in 2007, two years after they founded Go Mobile, a company-owned mobile retail chain. While Go Mobile stores were located in higher-income neighborhoods and focused primarily on selling phone handsets, Phirbol stores could be found in less-developed areas-most were not accessible by car-and focused on selling service connections (SIM cards) and recharges. Phirbol added value to the franchisees by streamlining some of their business processes, offering them a consistent product supply, sales support and incentives, and providing them with education on the constantly changing dynamics of India's mobile market. But as the founders looked towards expanding, they knew they would have to enhance their offering to franchisees in order to recruit some of the more established "mom-and-pop" stores they planned to target as franchisees. In addition, they would need to adjust their business model such that more responsibility was delegated to franchisees and staff. Looking forward, what should Modi and Wong do to ensure Phirbol's success?

Entrepreneurial management, Growth strategy, Influence

Marketing Definition

According to American Marketing Association – Marketing is a set of activities that a firm undertakes for creating, communicating, delivering, & exchanging offerings that have value for customers, clients, partners, and society at large.

Kotler explains - Marketing is a process by which organizations can create value for its potential and current customers and build strong customer relationships in order to capture value in return.

Market Potential Analysis of Go Mobile: The Phirbol Franchise

Market potential analysis comprises evaluating the overall market size of the related product that the firm is planning to launch. This will involve defining – Why the target market segment needs the product and how it will provide a solution to full its consumers’ needs. Market potential of Go Mobile: The Phirbol Franchise products various on factors such as –

Maturity of the market. In mature markets the profitability is often stable but the market potential is less as most of the players have already taken market share based on the segment they are serving. New players have to go for market share strategies in marketing.
Technological competence of the existing players and culture of innovation and development in the industry.
Untapped market sizes and barriers to both enter the market and serving the customers. Often companies can easily see the unfulfilled needs in the markets but they are difficult to serve as there are costly barriers.
Define the core need that your product is serving and list out all the direct and indirect competitors in the market place. This will help not only in positioning of the product but also in defining or creating a segment better.
Uncovering the current and untapped market sizes and barriers to serving the larger market. Analyze the areas that you need to sort out while launching the products to wider market and what are the challenges the firm will face in market place.
Estimate the current stage in product life cycle and its implications for marketing decisions for the product.

Market Share Potential Analysis

Understanding the buyer behavior model for Go Mobile: The Phirbol Franchiseindustry.
Identifying the market share drivers relevant to Go Mobile: The Phirbol Franchise market.
Segment Attractiveness Analysis – Our analysis will work out which are the most attractive segments and which are the one the firm should go ahead and target. We point out in great detail which segments will be most lucrative for the company to enter.
Understanding the different needs and relative value of your offering by segment.
Developing segment priorities and positioning the product based on the product need fit developed by the firm.

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Competition & Competitive Position Analysis

Uncovering customer-based competitive positions for key rivals and firm’s offering. This will not only help in assessing the strengths and weaknesses of the competitors but also help in defining and positioning of the product.
Developing a positioning and launching strategy. It will require not only distribution channel analysis but also promotion mix for the product.
Strategic Marketing Planning — the process of developing and maintaining a strategic fit between the organization’s objectives and capabilities and the ever evolving marketing opportunities for its products.

Go Mobile: The Phirbol Franchise - Customer Value Analysis

Capturing customer value is essential to marketing efforts as it results in higher return in the form of both current & future sales, greater market share, and higher profits. By creating superior customer value, the organization can create highly satisfied customers who stay loyal and buy more. This, in turn, means greater long-run returns for the firm.

The crucial role of customer perceived value in acquiring and retaining profitable customers. Product differentiation is often based on building on a value niche that a firm believes that is very important to the customer. This niche contributes to perceived value. If the perceived value is high then customer stay loyal to the product if not then she can switch to the competitor’s product.
Graphically displaying value differences for deeper understanding and better internal communication. This helps is building a narrative that a customer can identify with. The better the insight more are the chances of connecting with the potential customers.
Identifying and selecting actionable value creation options. This can help in increasing the customer lifetime value. Customer lifetime value is the value of the entire stream of purchases that the customer would make over a lifetime of patronage.