Reference no: EM133795617

Assignment: IBM Case Study

This interesting and short case provides a classic marketer's dilemma -- how should a company strategize their growth? This is within the unique context of Malaysia and a cross-cultural product, and has you consider some financial projections to identify what makes the most sense. You will use both your quantitative and qualitative skills to work through this case.

Note that you are welcome to work with your classmates on this -- sometimes it's useful to talk through ideas! But what you turn in must be your individual, unique work.

It might look like there are a lot of questions below, but they are to help you think through the case step-by-step. Length requirements are given after each question.

Task

I. CFI-M is in a relatively strong position at the start of this case. What are some of their strengths and weaknesses? What are some things that might be negative/positive factors external to the company? [1-2 paragraphs]

II. From a marketer's perspective, compare and contrast the three Baik Sos product lines (Sihat, Riang, Salsa). Show a thorough understanding of the product lines. [1 paragraph]

III. Given the Malaysian context, what factors impact the customer demand for cooking sauces? How do these factors align/differ for salsa? How might this be similar/different from how you consider the product here in the USA? [2-3 paragraphs]

IV. In one bullet point each, describe the three growth strategies suggested in the case - by Diaz, Lee, and Aati. [3 sentences]

V. Using the provided XLS that contains the current income statements and forecasts, use excel to calculate each of the three growth strategies' given assumptions to identify the operating income for each strategy in 2019. With the income identified, talk through each of the three strategies. [6-9+ paragraphs total]

A. First, give the financial assumptions

B. Then note the calculated projected operating income for 2019. Copy in your tables to support your discussion.

C. In 2-3 paragraphs each, discuss what you would have to do in each to make these assumptions (for example, if the proposal focuses on market penetration, discuss different ways that could be completed given the situation provided in the case).

a. This involves going into the case and identifying the assumptions made by each strategy, then using those to adjust calculations for 2019. All needed information to calculate is given in the case.

b. Note, if you click through the cells and look at the individual formulae, you can determine how the initial numbers are calculated and use this to help you build your projections.

VI. Given the three forecasts you completed in #5, what growth strategy do you think Cepuros should use in regards to its salsa line, and why? How should CFI develop Malaysia's salsa market? How does this impact the allocation of marketing investments? Make this a strong recommendation! [1-3 paragraphs]