pharmasim round 3 and 6
TRANSCRIPT
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Allstar: Round 3 & 6Done by:
Anoud Almutlak
Arwa Alnahdi
Baraa Alafif
Khlood Soma
Mashael Alotaibi
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Round 3 Period #2
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Company Overview
Revenue (M$) 406.2-5.2%
Gross Margin (M$) 196.5 -5%
Net Income (M$) 81.3 -15.8%
Stock Price $41.64
CGS (M$): 140.7
Capacity Utilization: 92.2%
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Market Situation
Prices increased an average of 2.0% compared to an inflation rate of 3.2%
Total advertising spending is up $7.9 million while promotional spending increased $3.3 million...
Mass merchandiser sales showed the strongest growth this period with an increase of 14.1%...
Retail sales grew by $67.6 million, or 2.8%...
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Competitors Situation
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Special Incident: Cannibalization
OPTIONS REASONSa- 12-hour multi capsule * Decrease sales for our original 4-
hour multi liquid.* Not attracting new customers ( only adults).* Different in time of using.
B- cough formula * Decrease sales for our original 4-hour multi liquid.* Not attracting new customers. ( only adults).
C- children’s liquid cold medicine
* New target customers. ( Children)* Not affecting the sale of the original brand. ( Different users)
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Special: Reformulation
During this round, we had the choice to either Drop Alcohol (1.20) switching from cough suppressant to
expectorant(1.31) Leave the brand as it is (1.31)
Reason: Lowest cost, and we wanted to cut down our costs.
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Special: Reformulation
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Decision: Pricing
Before MSRP: 5.58
Prices increased avg 2%
Inflation 3.2%
After Increase price by 2%
New price: 5.69
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Report Used: Pricing
• Allround has the fourth highest MSRP therefore we felt okay to increase the price(due to inflation) because we would still be in the industry range.
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Decision: Advertising
Before Budget: $20 million
Ad Agency: BMW (15%)
Primary: 5%
Benefits: 45%
Comparison: 45%
Reminder: 5%
After Budget: $16.0 Million Ad Agency: Sully and Rogers
(10%)
Primary10% Benefits45% Comparison35% Reminder10%
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Report Used: Advertising
• Highest among competitors, therefore we needed to decrease it relative to the industry.
• Reason: to decrease costs.
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Decision: Sales Force
Before Mass merchandiser sales
showed the strongest growth this period with an increase of 14.1%
Mass Merchandise: 20
Total Sales Force: 189
After Increase SF by increasing
Mass Merchandise
Opportunity: MM sales growth
Also, we had the lowest SF in the industry.
New MM: 40
New Total SF: 209
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Report Used: Sales Force
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Results
Revenue (M$) 412.81.6%
Gross Margin (M$) 209.4 6.6%
Net Income (M$) 95.2 17.1%
Stock Price $44.45
CoGS (M$): 133.2
Capacity Utilization: 91.8%
CoGs
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Customer Satisfaction increased from 57.6% to 63.7%
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Growth of sales according to symptoms increased except for Cough. This increase might be due to the reason of dropping the alcohol in the formulation.
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Round 6Period #5
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Company Overview
Revenue (M$) 511.38.7%
Gross Margin (M$) 259.4 12.6%
Net Income (M$) 115.3 32%
Stock Price $63.12
CGS (M$): 179.7
Capacity Utilization: 118.6%
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Company Overview
CGS (M$): 179.7Capacity Utilization: 118.6%
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Market Situation
Ethik announced the introduction of End+ this period... Prices increased an average of 3.2% compared to an
inflation rate of 3.6% Total advertising spending is up $13.4 million
while promotional spending increased $7.1 million... Mass merchandiser sales showed the strongest growth
this period with an increase of 14.6%... Retail sales grew by $255.1 million, or 9.4%...
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Competitors Situation
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Special: Creative Marketing Fund street artists in major cities to act out a
"commercial” ($500,000) Place your product in a movie expected to be popular
with young adults ($100,000) Sponsor a racecar driver ($2 million) Advertise in a crossword puzzle ($50,000) Run an ad contest ($1 million)
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ReasonsOption 1 * Not related to our product.
* Not helpful.Option 2 * Focusing on a specific group of
people.Option 3 * To costly. Option 4 * Not being used or played
anymore* People may don’t have time
Option 5 * Seems the most reasonable. *Attract customers to participate which will create a relationship between buyers and the firm. * Activate the website. * Knowing what customers like and prefer.
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Decision: Promotion
Before Lack of consumer
promotion for all round (market update)
Consumer promotion: $ 1.65 m
After Consumer promotions:
$ 2.5 m
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Decision: Pricing
Before Price of Allround : $ 5.53
Price of Allround+: $ 5
After Price of Allround: $ 5
Price of Allround+: $ 5.7
Reason: Decreasing Allround: To encourage salesIncreasing Allround+: Already beimg advertised and tried.
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Decision: Sales Force Reallocate our sales force based on benchmarking ( curall company):
Direct (#SF) Indirect (#SF)
Indep Drugstores 30 Wholesaler Support 36
Chain Drugstores 66 Merchandisers 24
Grocery Stores 93 Detailers 24
Convenience Stores 6
Mass Merch 30 Total sales force 309
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Report used: Sales Force
The sales force report showed that we Ranked the 4th ( insufficient allocation ).
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Decision: Advertising
Before: Advertising budget: $ 8 m
Advertising options percentages:
-Reminder: 10%-Comparison: 35%
After: Advertising budget: $ 5 m
Advertising options percentages:
-Reminder: 15%-Comparison: 30%
Reason: * Not a new product any more, Already being advertised a lot. * Increase: To remind and attract. * Decrease: Not a new product to be compared to others.
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Results