Professional Documents
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Marketing Simulation: Managing Segments and Customers
Target Audience
Ideal setting:
• First-year MBA, Marketing Course
• Exec Ed or Undergraduate
Relevant courses:
• Business Marketing
• Buying Behavior
• Marketing Strategy
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Marketing Simulation: Managing Segments and Customers
Our Offering
Single player
Seat time = 90–120 minutes for students to run,
150–180 to complete with debrief session
Business-to-Business (NOT consumer marketing)
Set in a manufacturing environment
Different every time – no single solution
Dynamic customer videos – qualitative component
Academic Price = $12.50 / Exec Ed = $37.50
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Marketing Simulation: Managing Segments and Customers
Competing Academic Products
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Marketing Simulation: Managing Segments and Customers
Setting the Stage: Foreground Reading
Minnesota Micromotors
Makes “brushless” motors
Sells motors to companies who make drills for
orthopedic surgery (OEMs)
Sell direct and through distributors
“Relationship” sale
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Marketing Simulation: Managing Segments and Customers
Setting the Stage: Product Features
Thermal Resistance
• Maximum operating temperature
• Higher is better—less likely to burn out in high use situation
Power-to-Size Ratio
• Ratio of torque delivered compared to motor size
• Higher is better—smaller motor still delivers high power
Price
• Higher/lower depends on price sensitivity
• Powerful factor, but not always decisive in B-to-B sales
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Marketing Simulation: Managing Segments and Customers
Setting the Stage: Segments
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Marketing Simulation: Managing Segments and Customers
Setting the Stage: Market Research
B
C
Thermal Resistance
D A
Power-to-Size Ratio
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Marketing Simulation: Managing Segments and Customers
Setting the Stage: Market Research
B
C
Thermal Resistance
Comp
MM
D A
Power-to-Size Ratio
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Marketing Simulation: Managing Segments and Customers
Many Decisions to Make
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Marketing Simulation: Managing Segments and Customers
Setting the Stage: Goals and Scoring
1. Revenue
2. Profit
3. Market Share
4. Customer Satisfaction
5. Cumulative Trend-Performance
Scores from 0 to 100
Professor can change the weight of each goal
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Marketing Simulation: Managing Segments and Customers
Strategies
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Marketing Simulation: Managing Segments and Customers
Ready to Play
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Marketing Simulation: Managing Segments and Customers
Five Things to Remember
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Marketing Simulation: Managing Segments and Customers