How To Solve A Marketing Case Study From Scratch- Part II

This chapter outlines the 2nd most important framework which is the solution to a few cases. There is a typical case asked in which the interviewers tell you that the sales of their existing brand are falling or they can rephrase it to say that they want you to raise the sales of their existing brand. Let us take the example of Surf Comfort here. The framework that you need to use is this - 

Hence, you need to decide which exactly is the weak link. For this, you need to do the SWOT analysis and inform the interviewer that which of the above are in the Weakness or Opportunity area. Those need to be fixed. For example, your data tells you that consumers use Comfort only 1 out of 2 times while washing clothes because they feel that they don't need it too often. As a marketer, you can do two things - 

1. Increase the size of the cap and print on the pack that they need to use 1 full cap for 10 clothes. In this way, you are increasing the amount per use.

2. You can include in your communication that it is advisable to use the product in every wash so that the fabric protection remains locked. You can show that by using it alternately, it leads to breaks in the protection.

In order to make it easy for you, I am including a 2x2 matrix to help you understand what elements of the above framework need to be used when - 

Module Summary

Up Next