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Prize winner
Case
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Reference no. 9-580-104
Subject category: Marketing
Authors: Benson P Shapiro (Harvard Business School); Jeffrey J Sherman (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1980
Version: 16 August 1985
Length: 15 pages
Data source: Field research
Topics: Market entry; Marketing channels; Pricing strategy; Competition; Target markets; New product marketing; Product management; Industrial goods; Industry analysis
Share a link: https://casecent.re/p/48265
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Abstract

Cumberland Metal Industries has developed a new product to help contractors drive piles faster. They are trying to decide how to price it. Provides substantial information on the industry, competition, etc. Students must decide what factors are relevant in making an industrial pricing decision. Decisions must also be made about promotion and distribution channels.
Location:
United States
Industry:
Construction
Size:
USD18 million sales
Other setting(s):
1980
Teaching note
-
Reference no. 5-585-115
Subject category: Marketing
Authors: Robert J Dolan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1985
Version: 4 January 1989
Length: 12 pages
Data source: Field research
View full details
Case
-
Reference no. 9-503-S46
Spanish language
Subject category: Marketing
Authors: Benson P Shapiro (Harvard Business School); Jeffrey J Sherman (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1980
Version: 16 August 1985
Length: 17 pages
Data source: Field research
Topics: Market entry; Marketing channels; Pricing strategy; Competition; Target markets; New product marketing; Product management; Industrial goods; Industry analysis
View full details
Case
-
Reference no. 9-514-P06
Portuguese language
Subject category: Marketing
Authors: Benson P Shapiro (Harvard Business School); Jeffrey J Sherman (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1985
Version: 16 August 1985
Revision date: 29-Apr-2019
Length: 17 pages
Data source: Field research
Topics: Industry analysis; Marketing channels; Market entry; Target markets; Product management; New product marketing; Pricing strategy; Competition; Industrial goods
View full details
Supplementary software
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Reference no. XLS228
Subject category: Marketing
Authors: Benson P Shapiro (Harvard Business School); Jeffrey J Sherman (Harvard Business School)
Published by: Harvard Business Publishing
Published in: 2011
Format: .xls
Data source: Field research
Topics: Industry analysis; Marketing channels; Market entry; Target markets; Product management; New product marketing; Pricing strategy; Competition; Industrial goods
View full details

About

Abstract

Cumberland Metal Industries has developed a new product to help contractors drive piles faster. They are trying to decide how to price it. Provides substantial information on the industry, competition, etc. Students must decide what factors are relevant in making an industrial pricing decision. Decisions must also be made about promotion and distribution channels.

Settings

Location:
United States
Industry:
Construction
Size:
USD18 million sales
Other setting(s):
1980

Related

Teaching note
-
Reference no. 5-585-115
Subject category: Marketing
Authors: Robert J Dolan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1985
Version: 4 January 1989
Length: 12 pages
Data source: Field research
View full details
Case
-
Reference no. 9-503-S46
Spanish language
Subject category: Marketing
Authors: Benson P Shapiro (Harvard Business School); Jeffrey J Sherman (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1980
Version: 16 August 1985
Length: 17 pages
Data source: Field research
Topics: Market entry; Marketing channels; Pricing strategy; Competition; Target markets; New product marketing; Product management; Industrial goods; Industry analysis
View full details
Case
-
Reference no. 9-514-P06
Portuguese language
Subject category: Marketing
Authors: Benson P Shapiro (Harvard Business School); Jeffrey J Sherman (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1985
Version: 16 August 1985
Revision date: 29-Apr-2019
Length: 17 pages
Data source: Field research
Topics: Industry analysis; Marketing channels; Market entry; Target markets; Product management; New product marketing; Pricing strategy; Competition; Industrial goods
View full details
Supplementary software
-
Reference no. XLS228
Subject category: Marketing
Authors: Benson P Shapiro (Harvard Business School); Jeffrey J Sherman (Harvard Business School)
Published by: Harvard Business Publishing
Published in: 2011
Format: .xls
Data source: Field research
Topics: Industry analysis; Marketing channels; Market entry; Target markets; Product management; New product marketing; Pricing strategy; Competition; Industrial goods
View full details
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