Subject category:
Finance, Accounting and Control
Published by:
SDA Bocconi
Length: 14 pages
Data source: Field research
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Abstract
The Estel management were analysing the reasons for the basic lack of success achieved in the launch of their one and only product, the Estel data bank that provides information on the political, legal and industrial contexts of the countries of Eastern Europe. In spite of the large number of subscribers to the data bank in the first year, the financial return was unsatisfactory. In addition, subscription renewals for 1994 appeared to be problematic and the smaller companies, in particular, appeared to be dissatisfied with the service offered by Estel. Thus, the company's problem was linked to containing the costs to improve the financial results, on the one hand and improving the service to guarantee the loyalty of existing subscribers and making it more attractive to potential customers on the other. Therefore, the principal problem was to identify ways to combine the search for greater value for the customers (differentiation) and the need to contain costs (efficiency).
Subject category:
Finance, Accounting and Control
Published by:
SDA Bocconi
Length: 24 pages
Data source: Field research
About
Abstract
The Estel management were analysing the reasons for the basic lack of success achieved in the launch of their one and only product, the Estel data bank that provides information on the political, legal and industrial contexts of the countries of Eastern Europe. In spite of the large number of subscribers to the data bank in the first year, the financial return was unsatisfactory. In addition, subscription renewals for 1994 appeared to be problematic and the smaller companies, in particular, appeared to be dissatisfied with the service offered by Estel. Thus, the company's problem was linked to containing the costs to improve the financial results, on the one hand and improving the service to guarantee the loyalty of existing subscribers and making it more attractive to potential customers on the other. Therefore, the principal problem was to identify ways to combine the search for greater value for the customers (differentiation) and the need to contain costs (efficiency).
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Subject category:
Finance, Accounting and Control
Published by:
SDA Bocconi
Length: 24 pages
Data source: Field research