Acquisition valuation - punch products, Marketing Management

Assignment Help:

Punch Products (PP) is a regional producer of soft drinks and sells mainly in the states of Kansas, Oklahoma, and Texas. Three years ago, in 2009, it made the decision to diversify into the bottled water industry, whose market enjoys a good reputation in a health-conscious America and is especially popular in areas where the quality of municipally provided water is suspect. Firms cater to businesses and homes, obtaining income mainly from the delivery of bottled water and the rental of water coolers. The market PP entered has one highly successful firm, Clear Springs, which is family owned with yearly sales of about $6M. The next largest firm is Well Water and there are ten extremely small firms with one or two trucks, six of which have appeared in the last two years.

When the decision was made to produce bottled water, nearly all of PP's executives were extremely confident that the venture would be highly profitable. This optimism was based on  (1) projections showing the bottled water market was growing; (2) cost estimates implying that PP could undersell its competitors by 10 percent; and (3) PP's ability to pick winners in the soft drink market. Unfortunately, there was a barrier to entry that few realized: firms were not buying a product so much as a service and the marketing strategies of mass advertising (newspaper, radio, TV, etc.) and price discounts simply did not work. Mass advertising was ineffective because consumers believed correctly that all bottled water was really the same thing. Therefore, it is hard for a firm to differentiate its product, unlike firms in the soft drink industry. Price discounts failed for two reasons. First, a firm's managers were not especially attracted by price discounts. More important, firms were not buying a product but a service-a visit and chat with the delivery person. All in all, it was hard to convince firms to switch bottled water firms. As one manager put it: "So we save a few bucks." But that means we won't see Dave every week. And-my goodness - Dave's like family! It wouldn't be right to switch."


Related Discussions:- Acquisition valuation - punch products

#, market testing

market testing

Wants, Wants, needs and demands Needs: Human needs are the most fun...

Wants, needs and demands Needs: Human needs are the most fundamental concept underlying marketing.  A human need is a state of felt deficiency. 1). Humans have many comp

Marketing Management, How are Indian customers visiting Shopper''s stop any...

How are Indian customers visiting Shopper''s stop any different from customers of developed western countries?

Building your marketing plan, In fine-tuning the product strategy for your ...

In fine-tuning the product strategy for your marketing plan do these two things: 1.- Develop a simple three-column table in which (a)market segments of potential customers are in t

Brand policies and strategies adapted by the manufactures, Brand policies a...

Brand policies and strategies adapted by the manufactures: Marketing under the own brand of manufacturer: under the policies and strategies the manufacturer sales all his pro

Marketing management philosophies, Marketing management philosophies 1...

Marketing management philosophies 1.      The production concept: The production concept holds that consumers will favour products that are available and highly affordable;

determine amount of safety stock for company, Forester's Country Markets i...

Forester's Country Markets is a well-known grocery chain based in a large Midwestern city.  At one of Forester's distribution warehouses a key problem has been proper stocking of s

Marketing channels, explain why marketing channels promote not only economi...

explain why marketing channels promote not only economic systems but also social systems

Write Your Message!

Captcha
Free Assignment Quote

Assured A++ Grade

Get guaranteed satisfaction & time on delivery in every assignment order you paid with us! We ensure premium quality solution document along with free turntin report!

All rights reserved! Copyrights ©2019-2020 ExpertsMind IT Educational Pvt Ltd