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Harvard Case Study Good year : The Aquatred Launch
Presented by-Tanushree Shukla B.Tech( Chemical Engineering ) MNNIT- Allahabad
Who are you ?
Hey , I am Barry RobbinsGoodyear’s vice President of Marketing for North American tires
Goodyear ?
“The Goodyear Rubberand Tire Company!”
“Known as “The gorilla” for its dominance in world tire industry”
Known as “The gorilla” for its dominance in world tire industry
41 plants in United States
Known as “The gorilla” for its dominance in world tire industry
43 plants in 25 other
countries 41 plants in
United States
Known as “The gorilla” for its dominance in world tire industry
43 plants in 25 other
countries
6 rubber plantations
41 plants in United States
Known as “The gorilla” for its dominance in world tire industry More than
2,000 distribution
outlets worldwide
43 plants in 25 other
countries
6 rubber plantations
41 plants in United States
Known as “The gorilla” for its dominance in world tire industry
Ranked 3rd in worldwide
sales of new tires in 1991
More than 2,000
distribution outlets
worldwide
43 plants in 25 other
countries
6 rubber plantations
41 plants in United States
So , What’s new with Goodyear , Mr.Robbins?
“The Upcoming launch of Aquatred, a new tire providing improved driving traction under wet conditions”
Passenger Tires
1
Performance
Broad-Line Tires
2
Major
Brand
Minor
Brand
Private
Label
3
Replacement
OEM
Examples:GoodyearMichelinFirestone
Examples:Kelly(Goodyear subsidiary)DunlopUniroyal
Examples:Kelly-Springfield(Goodyear owned subsidiary)
Market Segmentation
Goodyear’s Broad-Line Tires
And I need to address some Key Issues .......
•Is Aquatred the right product ? Is it what the consumers need?
•What is the appropriate timing for the launch of Aquatred so as to generate support from the company’s traditional base of independent dealers ?
•Should we expand the company’s distribution channels , and determine if they would sell Aquatred ?
•What should be the Pricing and Promotional policies for Aquatred ?
Is Aquatred the right product ? Is it what the consumers need?
Why is that an issue ?
The industry in turning towards long-life warranties and low-cost private labels . Would Goodyear’s dealers be receptive to a high-priced tire like Aquatred ?
Their competitors (Michelin and BridgeStone) plan to launch new tires with 80,000 miles warrantiesin 1992 backed with heavy advertising .
Lets Analyze the situation ......
152 million units of replacement tires were sold in the year 1991
Goodyear surveyed car owners
Performance attributes considered when purchasing tires (in order of higher to lower importance)
Tread life
Wet Traction
Handling
Snow traction
Dry
traction
Wet Traction is second most considered attribute after tred life
Rating on tire’s traction on wet roads (Goodyear consumer survey)
60% people found the wet traction excellent for Aquatred but a similar response for Invicta GS
What is the appropriate timing for the launch of Aquatred so as to generate support from the company’s traditional
base of independent dealers ?
Why is that an issue ? •Goodyear could use the time of winter Olympics January 1992 to introduce Aquatred . •It might spark the sales of Aquatred but the initial inventory of Aquatred was made to fit domestic cars as opposed to smaller size ofimported cars.•Mould to produceother sizes would notbe ready until several months after the Olympics .
According to the Survey of Aquatred test Market
Goodyear could work on moulds and reap the benefits of imported cars that is 26 % of the consumer section .
Should we expand the company’s distribution channels, and determine if they would sell Aquatred ?
Why is that an issue ?
Expanding distribution could boost sales , but selling tires in lower service outlets could erode the value of the Goodyear brand , cannibalize sales of existing outlets , and might cause dealers to take on additional line of tires .
Wide range of tires are sold by Goodyear , dealers would need advice regarding which customers would be likely to switch to Aquatreds.
Goodyear’s Distribution Structure Goodyear Outlets
Independent Dealers
Strictly wholesalers(No retail operations)
Sold tires at retail and resold tires
Sold tires at retail only
Manufacturer-owned outlets Franchised dealers Government agencies 4400 6001047
50% revenue
27%revenue
8% 15%
10%
40%
50%
Car dealers Service stations Small independent dealers Other secondary outlets
2500 are active
What should be the Pricing and Promotional policies for Aquatred ?
Goodyear hoped to price Aquatred at a 10% premium over Invicta GS, but successful launches were attributed to low retail prices ( Tiempo 1977)
Independent Dealers in test markets ask forprice promotions on Aquatred and it wasunclear that for how long could theykeep Aquatred out of channels that were prone to discountingand promotions .
Why is that an issue ?
¾ th of all Goodyear tires sold in independent or company-owned outlets were sold on promotion , at an average discount of 25%.
Core events – 6 in a year They are 3 week periods spread throughout the year during which Goodyear dealers could buy merchandise at a discount .
Situation Analysis......
Only
Percentage of consumers No. Of tires
42% 2
40% 4
16% 1
2% 3
152 million replacement tires are sold in 1991 .Total number of consumers : X0.42*X*2+0.40*X*4+0.16*X*1+0.02*3*X=152 million
X=57.14 million consumers
Major consumer Segment
Percentage of consumers
Consumers in each segment (million)
% Consumers that prefer major brands in the given segment
Consumers that prefer major brands in the given segment(million)
%Consumers preferring Goodyear over 4 other major brands
Consumers of Goodyear in each Segment(million)
Price 22% 12.57 30% 3.77 16% 0.60
Value 18% 10.28 54% 5.55 17% 0.94
Quality 23% 13.14 51% 6.70 18% 1.20
Commodity 37% 21.14 18% 3.80 10% 0.38
Total 100% 57.13 3.12
Total consumers -57.13 million Goodyear Company records
3.12 million consumers for Goodyear
25% consumers on Goodyears want Aquatred .Potential consumers of Aquatred – 0.78 million consumers
91% bought four tires =2.83 million tires Total Aquatreds demand-2.90 million tires (considering 9% to buy one tire)
90$ per tire retail price as suggested by the company . ¾ of the dealers buy the tire at 25% discount ( $67.5 ) from Goodyear manufacturers .
Total revenue generated –> $67.5*(3/4)*2.90 + $90*(1/4)*2.90 million
= $212.56 million
Conclusions The full scale Launch of Aquatred is
estimated to cost Goodyear $21 million .Aquatred is to be launched with 60,000 miles warranty with 90$ per tire , at the top of the broad-Line Segment .
Conclusions
Most of the Consumers are in the Quality buyers section and are Brand oriented , thus retailing channels used should be Manufactured-owned outlets and Independent dealers . The existing dealers have conveyed the necessary information to only 44% buyers. Training them and establishing a stronger market with existing distribution channel would be better .
Conclusions
The consumers do require wet-traction as an attribute in their tires and thus Aquatred will attract consumers , but most quality buyers and not many price-constraint customers .
Conclusions
Aquatred can launch during Olympics but will not be able to cater to imported cars . They must advertise to be at par with the competitors . Highlighting the qualities while the competitors play in low-price and tred-life strategies
That’s all .... Thank you !
Disclaimer Created by :Tanushree Shukla MNNIT-Allahabad during an internship under the guidance ofProf. Sameer Mathur, IIM Lucknow.www.IIMInternship.com
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