Jul 072012
 


In this activity, you need to review the recent new product launch results across different firms. How well did their respective launches go? Can you get a sense of their relative strengths/weaknesses from these results?

 

ACTIVITY/TASK

Firm A

Firm B

Firm C

Firm D
Target market size

     1m

     1m

     1m

  1m
Trial %

                      20

                   40                      20                    10
Repeat %                       40                    20                      60                    50
Penetration %

          8%

          8%

          12%

          5%

Average quantity                       20                    25                      30                    10
Average frequency                         3                      3                         4                      2
Volume – units         4,800,000     6,000,000      14,400,000      1,000,000
Average price                         5                      6                         4                    10
Volume – $’s       24,000,000   36,000,000      57,600,000   10,000,000
Retailer penetration                       10                    60                      40                    20
Launch spend         2,000,000   20,000,000      10,000,000      2,000,000

 

QUESTIONS

  1. Based on these results, which firm achieved the best launch results?
  2. Review the results and highlight a positive and a negative aspect of the results for each firm.
  3. Can you get a sense, from the numbers, of the quality/value of their product and how well they executed their launch campaign?
  4. What top-level recommendation/s would you have for each firm?

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