Subject category:
Marketing
Published by:
Harvard Business Publishing
Version: 9 February 2000
Length: 21 pages
Data source: Field research
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Abstract
The young entrepreneurs of Granny''s Goodies, Inc, a corporate gift package specialist, face the challenge of finding ways to create consistent revenue streams and reduce sales costs. Outside of a few long-term contracts, the two founders have had to work very hard for each sale. Using extensive customer information that the firm has diligently collected over the previous two years, students need to develop a plan that covers market selection, product policy, and relationship management strategy for the firm.
Size:
10 employees, $2 million revenues
Other setting(s):
1999
About
Abstract
The young entrepreneurs of Granny''s Goodies, Inc, a corporate gift package specialist, face the challenge of finding ways to create consistent revenue streams and reduce sales costs. Outside of a few long-term contracts, the two founders have had to work very hard for each sale. Using extensive customer information that the firm has diligently collected over the previous two years, students need to develop a plan that covers market selection, product policy, and relationship management strategy for the firm.
Settings
Size:
10 employees, $2 million revenues
Other setting(s):
1999