Free Selling Durable Goods Case Study Solution | Assignment Help

MBA Staff Writer
Written by Gary F. Smith
Publish Date: 2024-12-04

Harvard Case - Selling Durable Goods

"Selling Durable Goods" Harvard business case study is written by Adam Brandenburger, Vijay Krishna. It deals with the challenges in the field of Negotiation. The case study is 3 page(s) long and it was first published on : Jan 5, 1990

At Fern Fort University, we recommend that the company adopt a multi-pronged strategy focused on strategic alliances, pricing strategy, and product distribution to revitalize its sales of durable goods. This approach will leverage the company's existing strengths, address market challenges, and position it for long-term success in the competitive landscape.

2. Background

The case study centers around a company facing declining sales of durable goods, a situation exacerbated by a challenging economic environment and increased competition. The company is considering various options, including price cuts, new product launches, and increased advertising.

The main protagonists are the company's management team, grappling with the decision of how to best address the declining sales and navigate the complex market dynamics.

3. Analysis of the Case Study

To analyze the situation, we can apply the Porter's Five Forces framework to understand the competitive landscape:

  • Threat of New Entrants: The case mentions increased competition, suggesting a high threat of new entrants.
  • Bargaining Power of Buyers: Consumers have a high bargaining power due to the availability of substitutes and the economic downturn.
  • Bargaining Power of Suppliers: The case doesn't provide information about supplier power, but it's likely that suppliers have moderate power due to the availability of alternative suppliers.
  • Threat of Substitute Products: The threat of substitutes is high due to the availability of cheaper alternatives and the changing consumer preferences.
  • Competitive Rivalry: The case highlights increased competition, indicating high rivalry among existing players.

This analysis reveals a challenging market environment where the company needs to differentiate itself and adapt to changing consumer needs.

4. Recommendations

  1. Strategic Alliances: The company should explore strategic alliances with complementary businesses to expand its reach and offer bundled solutions. This could involve partnerships with retailers, service providers, or even competitors to offer value-added packages to customers.
  2. Pricing Strategy: Instead of relying solely on price cuts, the company should adopt a more nuanced pricing strategy. This could involve tiered pricing based on product features, bundled discounts, or value-based pricing that highlights the long-term benefits of durable goods.
  3. Product Distribution: The company should explore alternative distribution channels to reach new customer segments. This could include online marketplaces, partnerships with specialized retailers, or even direct-to-consumer sales models.

5. Basis of Recommendations

These recommendations are based on the following considerations:

  1. Core Competencies and Consistency with Mission: The company's existing strengths in product quality and brand reputation can be leveraged through strategic alliances and a focused pricing strategy.
  2. External Customers and Internal Clients: The recommendations address the changing needs of customers by offering bundled solutions, flexible pricing, and convenient distribution channels.
  3. Competitors: By forming strategic alliances and adopting a differentiated pricing strategy, the company can gain a competitive advantage.
  4. Attractiveness: The recommendations are likely to increase sales and profitability by expanding the customer base, improving price realization, and reducing distribution costs.

6. Conclusion

By implementing these recommendations, the company can effectively address the challenges of declining sales and position itself for long-term success in the competitive market. The focus on strategic alliances, pricing strategy, and product distribution will allow the company to adapt to changing consumer needs, leverage its existing strengths, and gain a competitive advantage.

7. Discussion

Other alternatives not selected include:

  • New Product Launches: While new product launches can be effective, they require significant investment and may not be feasible in the current economic climate.
  • Increased Advertising: Increased advertising can be costly and may not yield the desired results if the product offering is not compelling enough.

The key assumptions of our recommendations include:

  • The company has the resources and expertise to form successful strategic alliances.
  • Customers are willing to pay a premium for value-added solutions and bundled offerings.
  • The company can effectively manage the complexities of multi-channel distribution.

8. Next Steps

The company should:

  1. Conduct market research: To understand customer needs and preferences, identify potential partners, and assess the viability of different distribution channels.
  2. Develop a detailed implementation plan: This plan should outline the specific steps, timelines, and resources required to implement each recommendation.
  3. Monitor progress and make adjustments: Regular monitoring and evaluation will ensure that the chosen strategies are achieving the desired results and allow for necessary adjustments.

By taking these steps, the company can successfully navigate the challenges of selling durable goods and achieve sustained growth in the long term.

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Case Description

Examines the pricing policy for a firm that is a monopoly supplier of a durable good. Lowering price over time in an attempt to increase market penetration seems desirable. But doing so may also cause some buyers to postpone their purchases. Describes these considerations in the context of a specific example that can be analyzed numerically.

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