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Foundation Rehearsal script

Foundation Rehearsal script - Let'sgetdowntobusiness!. ,...

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1 Welcome to the Foundation Rehearsal Tutorial! Let's get down to business! Start by reviewing the tactics. Later you will do a quiz and process your results. If you understand how to perform these six tactics, you will be able to develop and execute a strategy for your company. The tactics are: Tactic 1: How do we reposition a product? Tactic 2: How do we market a product? Tactic 3: How do we schedule production and manage inventory? Tactic 4: How do we modify plant and equipment? Tactic 5: How do we raise money and pay debt? Tactic 6: How do we invent a new product? The quiz will ask you to match each basic tactic with a set of action steps. To complete the Rehearsal, you must get 100% on the quiz, but you can take it as many times as you need. After you complete the quiz, the Rehearsal will put your decisions into competition with two computer managed companies and advance the clock one year. You can then examine the results to see how you did. You can always return to the Rehearsal to review the tactics. You will find it easier to do the Rehearsal if you print these three documents: This Rehearsal script (PDF available here) The Capstone Courier (click the Reports link on the Rehearsal menu in the right panel) The Industry Conditions report (click the Reports link on the Rehearsal menu) Tip! The "expand/collapse" link in the frame separator will open and close this area. Good luck! Please Note: During the Rehearsal, you are assigned to the "Andrews" company. Do not worry if you have been assigned to a different company. When the real simulation begins you will make decisions for your assigned company.
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2 Tactic 1 ­ Repositioning a Product What is this tactic about? Positioning a product means choosing product attributes that customers want. You have two customer types or segments Low Tech and High Tech. They are interested in four product characteristics Size, Performance (which together are plotted on the Perceptual Map), Age and Reliability. Each customer segment has different preferences. Your task is to give customers what they want, and that requires repositioning because the customer expectations change over time. For example, a year from now customers will expect different Size and Performance specifications, and your product will be a year older. You need to plan a revision today that will give customers what they want a year from now. Where do we get the data to plan a revision? We need two reports The Foundation FastTrack, and the Industry Conditions Report. The FastTrack was published yesterday, December 31st. We are making decisions on January 1st for the upcoming year. In the FastTrack we will find a Segment Analysis page associated with each segment. On the page we will find a “Customer Buying Criteria” box. It tells us what customers wanted yesterday. In the Industry Conditions Report, we will find how quickly those expectations are changing. For example, suppose the FastTrack says that High Tech customers wanted a Performance of 7.4 yesterday. The Industry Conditions Report tells us that High Tech customers expect Performance to improve by 0.7 each year. Therefore at the
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