Case 1.
Trap-Ease America: The big cheese mousetrap.
1.In order to evaluate their once-in-a-lifetime opportunity the investors need the information if there’s another more sophisticated tool of fighting against mice. If there are – their opportunities are not so high. But if another tool haven’t been invented yet and the Trap-Easeis the only innovative mousetrap on the market, Martha and investors are able to use thisopportunity.Group would write mission strategy like “we are making innovative mousetrap that traps miceeasily”.I suggest writing it as: “to get rid of mice in the easiest, cleanest and safest way – you canachieve it with the Trap-Ease mousetraps”.
2. I also think that the best target is women, as mostly women are doing housekeeping. The other consumer target can be vessel-owners or docks because in ships there are usually problemswith mice and rats. Moreover, docks will buy traps in large amounts improving the sales of the company. 3.The company’s positioning is that the Trape-Ease “traps mice easily”. I think that this positioning is too broad and not catchy. I would rather position it as “the Trap-Ease traps micecreating no clean-up problems”, or “traps mice leaving your hands clean”. 4. Product:- Innovative mousetrap – the Trap-Ease.
Price: – $2.49 per 2 units
Place: – National grocery, hardware, and drug chains such as Safeway, Kmart,Hechingers and CB Drug. Promotion: – $10,000 on advertising in Good Housekeeping and other “home and shelter”magazines.- $50,000 for travel costs to visit trade shows and to make sales calls on retailersConsidering the Place, I think, Trap-Ease can be also distributed through supermarkets (likeWal-Mart and others), because housewives often visit these kinds of supermarkets. Other itemsof marketing mix, in my opinion, can be remained the same.
The Research paper on Trap-Ease America 2
1. For Martha to best assist Trap-Ease America to take advantage of the opportunity of profiting from providing its customers with a better mouse trap, it is necessary to evaluate the values of which market segments will be best served by the product, the strategic and long-term goals of the company and define the marketing concepts and mission orientation through which they will meet those goals. ...
5. The Trap-Ease America’s competition is the producer of traditional, spring-loaded trap as its price is cheaper than Trap-Ease’s and it is the perfect substitute of the Trap-Ease. 6. The company is facing marketing myopia and its marketing strategy is too product-oriented butnot customer-oriented. Martha cares about how to sell expected units of traps rather than caringabout how to meet customer needs and create value for them. I would change the marketing strategy in the following way:
The Trap-Ease America’s marketing strategy is based on product differentiation and widening the target. Primary consumer target is women, esp. housewives.
Secondary Consumer target is docksand ship-owners.
Product Strategy:
The Trap-Ease America will introduce new tool fighting against mice (for example,the spray which smell frightens mice off so that they wouldn’t like to “enter” the house) or improve theTrap-Ease. (For example, the plastic tube can be blacked out (toned) so that a mouse inside the trap isnot seen as women are afraid of mice and would prefer not to see them at all).
Distribution Strategy:
The Trap-Ease will be distributed in national grocery, hardware, drug chains,and supermarkets as well. Orders will be delivered strictly on time. Control:
. The Trap-Ease America will strictly monitor customer service satisfaction and control thetime of delivering the orders to retailers, especially to docks. The company will also control thatsample mousetraps are used by retailers to demonstrate them to consumers.
