Innovation is critical for success in the healthcare industry. A key step to that success is the evaluation of new therapies. Managers need to understand the commercial potential of ideas and invest with this in mind. This case helps students understand the challenge of evaluating therapies and tools that can help. Two questions face Clemence Shiffrin, senior vice president for business development at Oakdale Pharmaceuticals, and her business development team in January 2020: First, how valuable is Palforzia, a new preventive drug from Aimmune Therapeutics? Second, what would be the financial value of a cure for peanut allergy? To answer these questions, students must consider market sizing, motivation of patients and physicians, and how to consider the value of preventive treatments and cures. The case is compelling to teach because peanut allergies are common and sometimes very serious; students are engaged from the start, as they understand the issue and quickly see the value in finding a treatment. The challenge is then determining the worth of that value.
Dr. Phillip Hoopes, a LASIK surgeon, is considering how to respond to discounting by his competitors. He had built a high-end practice with costly advanced technology, but discounters had recently entered the market and other high-end practices in the area were starting to offer deep promotions in an effort to compete.
It is January 2017, and Nikki Tyler, market access advisor at the U.S. Agency for International Development's Center for Accelerating Innovation and Impact, must recommend an actionable strategy for how to use the $10 million contributed by global donors and foundations to scale up the use of chlorhexidine in Nigeria. It was clear that chlorhexidine, a substance applied to newborns' umbilical cord stumps to prevent infection, could reduce infant mortality significantly. However, changing behavior would be an enormous challenge. This case gives students an appreciation for the importance and complexity of global health issues, along with an understanding of key analytic techniques for approaching a complex market situation. Students quickly learn that there are no easy answers to encouraging chlorhexidine's greater use. To develop a plan, it is essential to complete detailed analyses, study insights and motivations, and ultimately compare different possible solutions, considering efficiency and efficacy.
Marketing plans are critically important tools for marketing executives. If you can't create a strong marketing plan, it is unlikely that you will be successful. Explains why marketing plans are so important and provides a framework for creating a strong marketing plan and keys to success.
Carolina Lunker Sauce is a new product attempting to break into the fishing attractants category. The company founders are evaluating cutting the retail price of the product in order to secure distribution. Analyzing this decision forces the leaders of this struggling company to evaluate their overall new product strategy and the product's positioning in the market.
Chuck Smith, senior brand manager of A.1. Steak Sauce, learns that Lawry's will soon be launching a steak sauce product. He has to determine whether A.1. should defend its business and, if so, what A.1. should do. In formulating the recommendation, he has to consider competitive dynamics and work through the financial implications.
Examines the launch of FluMist, the first significant innovation in influenza vaccines in over 50 years. The head of sales and marketing for MedImmune is working through the launch plan for FluMist. In particular, he is struggling with the question of how best to position FluMist. To determine the correct positioning, he has to consider business objectives, competitive set, differentiation, and pricing.
Examines the launch of Xigris, a breakthrough new pharmaceutical product for the treatment of sepsis. The newly appointed head of marketing for Xigris is reviewing the launch plan.