ion considered the foods manufacture business to be the secondary source of income, to be on the safe side. There were alternatives, such as potato chips, ketchup and others. But the fact that it was possible to buy inexpensive equipment of low capacity and use the manual process of packaging to see how it goes than to tie up much money at once was of the highest importance.
The LBS Corporation bought the necessary equipment and started pastas manufacture. p> Thus, at this moment the LBS Corporation manufactures about 50 tons of pastas a month. It is a small manufacturer and we cannot talk about the market share it has in the market. The management would like, however, to increase production.
The nomenclature of pastas being manufactured by the LBS Corporation are:
В· Vermicelli
В· Macaroni of different shape:
Г? Horns
Г? Shells
Г? Spirals
The LBS Corporation plans to deepen the nomenclature by starting manufacture of spaghetti. h2> The problem of the company.
The LBS Corporation uses the manual process of packaging. The management of the LBS Corporation must decide weather it should use the automated process of packaging instead of the manual one. It also wants to know how the last crisis in Russia affected the market of pastas and what is its present state. It needs it because it knows the crisis had a strong effect on the market and the secondary data available is now out of date. It is not sure though, what particular information it needs to make the decision. It feels it is unable to predict customer's reaction and other consequences of such a change in technology. It also has several different options of performance of this decision. These options are different in costs and quality of packaging. p> Since I have already worked for the LBS Corporation and I am the only person here who has some formal education in marketing, I was offered to do this job. p> Since 1995 the LBS Corporation used the manual process of packaging only, it used match-the-market or expenses plus pricing and didn't ever think about the questions like these. The idea of ​​having the process of packaging automated had not been discussed seriously, in the sense that it was thought to be mainly the way to increase the labor productivity, but it really was more connected with marketing. When I told them about this they looked a little surprised. Saying it another way, the decision to automate the process of packaging meant use of marketing for the LBS Corporation. p> Since the secondary data was difficult to find and absolutely useless after the financial crisis, I had to make a marketing survey to collect the preliminary data to solve the problems of the company. p> The first task I had to accomplish was, so to say, to formulate my task more precisely.
The marketing research.
The problem.
The research is to help to solve the problem of the company discussed above. We can formulate the problem of the research more precisely:
1) Due to inexpensive labor in Russia, the automated packaging process will increase the cost of product. p> 2) Since it is a mean of marketing, we should identify where it is reasonable to use it. It will require efforts of the economists and accountants of the corporation. I have to collect the necessary marketing information to make them able to answer the question:. "Will offering an automatically packed product create enough incremental preference and profit to justify its cost against the other possible investments that could be made? ". This information must also be helpful for the further analysis and design of necessary marketing mixes.
3) The necessary information is information about the situation in the market, about people's attitude towards automatically and manually packed pastas.
To do this I need to:
(I) Formulate the research objectives sharply.
(II) Analyze the history of the market of pastas of Saint Petersburg and its present state.
(III) Segment the market of pastas and develop profiles of resulting segments.
(IV) Evaluate the attractiveness of each segment.
(V) Evaluate preferences of the buyers and their attitude towards such factors as price, quality of the core product, quality of packaging, etc.
(VI) Having known the preferences and attitude towards packaging, quality and price, identify conditions upon which an automatically packed product will not fail.
(VII) Identify the necessary positioning concept for automatically packed pastas that will be offered to different segments.
Research objectives.
I had formulated the following specific research objectives:
1) Evaluate attractiveness of each segment.
a) What kind of people would be the most likely to purchase pastas in high quality packaging?
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