WhatsApp

Mary Kay Cosmetics Inc Sales Force Incentives A Case Study Help Checklist

Mary Kay Cosmetics Inc Sales Force Incentives A Case Study Help Checklist

Mary Kay Cosmetics Inc Sales Force Incentives A Case Study Solution
Mary Kay Cosmetics Inc Sales Force Incentives A Case Study Help
Mary Kay Cosmetics Inc Sales Force Incentives A Case Study Analysis



Analyses for Evaluating Mary Kay Cosmetics Inc Sales Force Incentives A decision to launch Case Study Solution


The following section focuses on the of marketing for Mary Kay Cosmetics Inc Sales Force Incentives A where the business's consumers, rivals and core competencies have examined in order to validate whether the choice to release Case Study Help under Mary Kay Cosmetics Inc Sales Force Incentives A brand name would be a feasible alternative or not. We have to start with looked at the kind of clients that Mary Kay Cosmetics Inc Sales Force Incentives A deals in while an evaluation of the competitive environment and the company's strengths and weak points follows. Embedded in the 3C analysis is the validation for not introducing Case Study Help under Mary Kay Cosmetics Inc Sales Force Incentives A name.
Mary Kay Cosmetics Inc Sales Force Incentives A Case Study Solution

Customer Analysis

Mary Kay Cosmetics Inc Sales Force Incentives A clients can be segmented into two groups, industrial customers and last consumers. Both the groups utilize Mary Kay Cosmetics Inc Sales Force Incentives A high performance adhesives while the business is not just involved in the production of these adhesives however also markets them to these client groups. There are two kinds of items that are being offered to these prospective markets; anaerobic adhesives and instantaneous adhesives. We would be concentrating on the consumers of immediate adhesives for this analysis because the marketplace for the latter has a lower capacity for Mary Kay Cosmetics Inc Sales Force Incentives A compared to that of immediate adhesives.

The total market for immediate adhesives is approximately 890,000 in the United States in 1978 which covers both consumer groups which have actually been identified earlier.If we look at a breakdown of Mary Kay Cosmetics Inc Sales Force Incentives A possible market or customer groups, we can see that the company sells to OEMs (Original Devices Makers), Do-it-Yourself clients, repair and revamping companies (MRO) and manufacturers dealing in items made from leather, wood, plastic and metal. This diversity in clients recommends that Mary Kay Cosmetics Inc Sales Force Incentives A can target has different choices in regards to segmenting the marketplace for its brand-new product especially as each of these groups would be requiring the exact same type of item with particular modifications in product packaging, quantity or demand. The consumer is not cost sensitive or brand name conscious so introducing a low priced dispenser under Mary Kay Cosmetics Inc Sales Force Incentives A name is not a recommended alternative.

Company Analysis

Mary Kay Cosmetics Inc Sales Force Incentives A is not simply a producer of adhesives however enjoys market management in the immediate adhesive market. The company has its own proficient and qualified sales force which adds worth to sales by training the business's network of 250 suppliers for assisting in the sale of adhesives.

Core skills are not restricted to adhesive production just as Mary Kay Cosmetics Inc Sales Force Incentives A also concentrates on making adhesive giving equipment to facilitate using its products. This double production technique offers Mary Kay Cosmetics Inc Sales Force Incentives A an edge over rivals considering that none of the competitors of giving equipment makes immediate adhesives. Additionally, none of these rivals offers directly to the consumer either and makes use of suppliers for reaching out to consumers. While we are taking a look at the strengths of Mary Kay Cosmetics Inc Sales Force Incentives A, it is very important to highlight the business's weak points also.

The business's sales staff is skilled in training suppliers, the reality stays that the sales team is not trained in offering equipment so there is a possibility of relying greatly on distributors when promoting adhesive equipment. It should also be noted that the distributors are revealing reluctance when it comes to selling equipment that requires maintenance which increases the difficulties of selling equipment under a specific brand name.

The business has actually products aimed at the high end of the market if we look at Mary Kay Cosmetics Inc Sales Force Incentives A product line in adhesive equipment particularly. If Mary Kay Cosmetics Inc Sales Force Incentives A offers Case Study Help under the same portfolio, the possibility of sales cannibalization exists. Offered the truth that Case Study Help is priced lower than Mary Kay Cosmetics Inc Sales Force Incentives A high-end product line, sales cannibalization would definitely be affecting Mary Kay Cosmetics Inc Sales Force Incentives A sales revenue if the adhesive equipment is offered under the business's brand name.

We can see sales cannibalization impacting Mary Kay Cosmetics Inc Sales Force Incentives A 27A Pencil Applicator which is priced at $275. If Case Study Help is introduced under the business's brand name, there is another possible risk which might reduce Mary Kay Cosmetics Inc Sales Force Incentives A profits. The fact that $175000 has been spent in promoting SuperBonder suggests that it is not a great time for introducing a dispenser which can highlight the reality that SuperBonder can get logged and Case Study Help is the anti-clogging solution for the instantaneous adhesive.

Furthermore, if we take a look at the marketplace in general, the adhesives market does disappoint brand orientation or rate consciousness which gives us 2 extra factors for not releasing a low priced item under the company's brand.

Competitor Analysis

The competitive environment of Mary Kay Cosmetics Inc Sales Force Incentives A would be studied through Porter's five forces analysis which would highlight the degree of rivalry in the market.


Degree of Rivalry:

Presently we can see that the adhesive market has a high development capacity due to the presence of fragmented sections with Mary Kay Cosmetics Inc Sales Force Incentives A taking pleasure in management and a combined market share of 75% with 2 other market players, Eastman and Permabond. While industry rivalry between these players could be called 'intense' as the consumer is not brand name conscious and each of these players has prominence in terms of market share, the reality still remains that the industry is not saturated and still has a number of market sectors which can be targeted as prospective specific niche markets even when introducing an adhesive. Nevertheless, we can even point out the truth that sales cannibalization may be leading to market competition in the adhesive dispenser market while the market for instantaneous adhesives provides growth potential.


Bargaining Power of Buyer: The Bargaining power of the purchaser in this market is low specifically as the purchaser has low knowledge about the product. While companies like Mary Kay Cosmetics Inc Sales Force Incentives A have actually managed to train suppliers concerning adhesives, the final customer depends on suppliers. Roughly 72% of sales are made directly by producers and suppliers for instant adhesives so the purchaser has a low bargaining power.

Bargaining Power of Supplier: Provided the truth that the adhesive market is controlled by 3 gamers, it could be stated that the supplier takes pleasure in a higher bargaining power compared to the buyer. The fact remains that the supplier does not have much influence over the buyer at this point specifically as the buyer does not show brand acknowledgment or rate level of sensitivity. When it comes to the adhesive market while the buyer and the maker do not have a significant control over the actual sales, this indicates that the supplier has the greater power.

Threat of new entrants: The competitive environment with its low brand name commitment and the ease of entry shown by foreign Japanese rivals in the instant adhesive market indicates that the market permits ease of entry. If we look at Mary Kay Cosmetics Inc Sales Force Incentives A in specific, the company has double capabilities in terms of being a manufacturer of adhesive dispensers and immediate adhesives. Possible hazards in devices giving industry are low which shows the possibility of producing brand name awareness in not only instantaneous adhesives however likewise in giving adhesives as none of the market players has handled to position itself in double capabilities.

Danger of Substitutes: The hazard of alternatives in the instantaneous adhesive market is low while the dispenser market in particular has substitutes like Glumetic pointer applicators, built-in applicators, pencil applicators and sophisticated consoles. The truth remains that if Mary Kay Cosmetics Inc Sales Force Incentives A introduced Case Study Help, it would be delighting in sales cannibalization for its own items. (see appendix 1 for framework).


4 P Analysis: A suggested Marketing Mix for Case Study Help

Mary Kay Cosmetics Inc Sales Force Incentives A Case Study Help


Despite the fact that our 3C analysis has actually offered different factors for not launching Case Study Help under Mary Kay Cosmetics Inc Sales Force Incentives A name, we have actually a suggested marketing mix for Case Study Help offered listed below if Mary Kay Cosmetics Inc Sales Force Incentives A decides to go on with the launch.

Product & Target Market: The target market chosen for Case Study Help is 'Automobile services' for a variety of reasons. There are currently 89257 facilities in this sector and a high use of approximately 58900 lbs. is being used by 36.1 % of the market. This market has an extra growth potential of 10.1% which may be a good enough specific niche market sector for Case Study Help. Not just would a portable dispenser deal convenience to this particular market, the reality that the Do-it-Yourself market can likewise be targeted if a potable low priced adhesive is being cost usage with SuperBonder. The product would be offered without the 'glumetic idea' and 'vari-drop' so that the customer can decide whether he wishes to opt for either of the two devices or not.

Price: The suggested rate of Case Study Help has actually been kept at $175 to the end user whether it is sold through suppliers or through direct selling. A cost listed below $250 would not require approvals from the senior management in case a mechanic at a motor car maintenance shop needs to buy the item on his own.

Mary Kay Cosmetics Inc Sales Force Incentives A would only be getting $157 per unit as displayed in appendix 2 which provides a breakdown of gross profitability and net profitability for Mary Kay Cosmetics Inc Sales Force Incentives A for introducing Case Study Help.

Place: A circulation model where Mary Kay Cosmetics Inc Sales Force Incentives A straight sends out the item to the local distributor and keeps a 10% drop delivery allowance for the distributor would be utilized by Mary Kay Cosmetics Inc Sales Force Incentives A. Because the sales team is currently taken part in offering immediate adhesives and they do not have know-how in offering dispensers, involving them in the selling procedure would be expensive particularly as each sales call expenses roughly $120. The suppliers are currently offering dispensers so selling Case Study Help through them would be a favorable option.

Promotion: A low marketing budget plan must have been designated to Case Study Help but the truth that the dispenser is an innovation and it needs to be marketed well in order to cover the capital costs incurred for production, the suggested marketing plan costing $51816 is suggested for initially presenting the item in the market. The prepared advertisements in publications would be targeted at mechanics in vehicle upkeep shops. (Recommended text for the advertisement is shown in appendix 3 while the 4Ps are summed up in appendix 4).


Limitations: Arguments for forgoing the launch Case Study Analysis
Mary Kay Cosmetics Inc Sales Force Incentives A Case Study Analysis

A suggested strategy of action in the form of a marketing mix has actually been discussed for Case Study Help, the reality still remains that the product would not complement Mary Kay Cosmetics Inc Sales Force Incentives A product line. We have a look at appendix 2, we can see how the overall gross profitability for the two models is anticipated to be approximately $49377 if 250 units of each design are produced each year based on the plan. The preliminary prepared advertising is roughly $52000 per year which would be putting a pressure on the business's resources leaving Mary Kay Cosmetics Inc Sales Force Incentives A with a negative net earnings if the expenses are designated to Case Study Help only.

The truth that Mary Kay Cosmetics Inc Sales Force Incentives A has actually already incurred a preliminary financial investment of $48000 in the form of capital cost and prototype development suggests that the earnings from Case Study Help is inadequate to carry out the threat of sales cannibalization. Besides that, we can see that a low priced dispenser for a market revealing low elasticity of need is not a more suitable choice especially of it is impacting the sale of the business's revenue producing models.



PREVIOUS PAGE
NEXT PAGE