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Case from journal
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Reference no. NAC1500
Subject category: Marketing
Authors: D Michael Fields
Published by: NACRA - North American Case Research Association
Published in: "The Case Research Journal", 1995
Length: 18 pages
Data source: Field research

Abstract

Three years after shifting his heating and cooling business focus to the high-margin service segment, Al Spencer finds that Air Services, Inc, is still losing money and switching to the weather dependent service sector has not solved his problems. Spencer has many options among possible product, market, and promotion decisions. Which combination would lead to profitable results?

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Abstract

Three years after shifting his heating and cooling business focus to the high-margin service segment, Al Spencer finds that Air Services, Inc, is still losing money and switching to the weather dependent service sector has not solved his problems. Spencer has many options among possible product, market, and promotion decisions. Which combination would lead to profitable results?

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