The Fashion Channel

The Fashion Channel

The Fashion Channel - Preparation for Class Discussion

As preparation for discussing this case in class, students should be ready to respond to the
  following:

1. How would you interpret the consumer and market data if you were Dana Wheeler?

2.   What is the expected outcome of each of the targeting scenarios? (Complete both the Ad
      Revenue and Financial calculators to fully understand the financial impact of the scenarios.)

3.   Develop a factual analysis of the segmentation options, and evaluate the pros and cons of
      each.

4.   If you were Dana Wheeler, what would you recommend and why?

5.   Dana is filling the role of change agent in this organization. How should she manage the
      discussion and meeting to be most effective in leading the group to make the right decision?

Atlantic Computer:   A Bundle of Pricing Options – Preparation for Class Discussion

As preparation for discussing this case in class, students should be ready to respond to the
following:

Student Study Question 1
What price should Jowers charge DayTraderJournal.com for the Atlantic Bundle (i.e., Tronn
servers+PESA software tool)?

Student Study Question 2
Think broadly about the top-line revenue implications from each of the four alternative pricing
strategies. Approximately how much money over the next three years will be “left on the table” if
the firm were to give away the software tool away for free (i.e., status quo pricing) versus utilizing
one of the other pricing approaches?
Assume the 10,590 Tronn servers +PESA sold over 3

Student Study Question 3
How is Matzer likely to react to your recommendation

Student Study Question 4
4a) How is Cadena’s sales force likely to react to your recommendation

4b) What can Jowers recommend to get Cadena’s hardware-oriented sales force to understand and
sell the value of the PESA software effectively?

Student Study Question 5

How are customer in your target market likely to react to...

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