Reality Case Studies

[yamd00d]

Nice thread wonder what ppl are doing by not posting here , wud copy it down and come bac wid my analysis. but the simple ans wud be that it should sell off the unit to the older staff.

Only prob will be abt the hostesses u talked abt

[schivam]

I understand that we are not supposed to make this sound like a Group Discussion, but just a few points to clarify my stand:

The point of reserving more gates at the airport
With more gates reserved for your airlines, you give the feel to the customer that you are one of the largest service provider for that city. The customer doesnt realize that you have reserved more gates to keep the competition at bay. Infact having access to more gates gives you the chance to better serve your passengers and reduce delays. So I dint quite understand how this would give you negative publicity.

I understand that I have made a big assumption in the fact that the new airline operates only out of city A, thanks for correcting me on that Sandy. Even though the new airlines might not just operate out of City A, the solution suggested could still work.

I also feel that offers like frequent flier points and online check-ins are something all airlines offer, and the bigger airline would have better deals than a smaller airline. So this might just work in the bigger airlines favour as a small airline cannot match-up to the deals offered by the bigger one. I do not mean to say we shouldnt offer these deals but we shouldnt bank on them, to win us new customers. Infact apart from just having special offers for customer of local banks and employees of local business institutions (which I had mentioned previously) the airline should also tie-up deals with Hotels in locations where their flights fly in to. The deals would give their passenger special fares at their destinations.

Another way of earning good brownie points with the customer is by using the local press and asking them to have articles and news items about this new airlines. How the new airlines offered them sevices while the bigger airlines ignored them. This is a point Sandy had mentioned already and is valid I would just wanna add that a aggressive ad -campaign is something the smaller airlines might not be able to afford but using the local press could be a good and cheaper way of getting publicity.

Hey Sandy , no offense dude, just wanted to be a bit more clear on my perspective I could be wrong waiting for some brickbats

Schivam

[prasadtheonlyone]

Gr8 thread...

The best way is to appeal to local public, now u can make it by making
passengers feel homely, like serve the local delicacies in flight, have hostesses to wear traditional dresses, have local name to airlines as "Vidarbha Air" or "Royal Rajasthan", have local leaders or celebrities to do ur marketing (they would most of times do it for free),
In short attach local sentiments to ur airline, create goodwill and tht will help u to get regular customers.

Also as mentioned big players had irregular service which must have hurt regular fliers, so have reliability as ur marketing theme some line like : 'We would fly
come what may'

A local airline can't afford free gifts, US trip, nor can it manage frequent flier programe so attaching local sentiments to ur bussiness would be the best solution

[jas_maverick]

Case -II : There was a time when no airline wud give decent service to City A in US. There were 4 flights in a month from there and charged good money but less services. Plus the flights were notorious to be cancelled in the last min, as pilot decided to bypass City A. Now a guy introduces flights from there and gives quality and get ladies all dressed in eye catching attire, cost is decent and way less than those charged by other players. Went okay for few months untill the big players decide to lower the prices to damn cheap level in order to wash out the new player. What is the way out if u are the manager of this new airline? remember u dnt have enuf cash.

Must say, this case study got better analyzation. You guys are very right in saying that its not by cash that the smaller player can win the race, its by the tactical thinking & infact thats why its not a story but a case study
I esp liked the idea of creating a preference market on one's reppo. Well actually that was what they did. Frankly without asking for patronage, one needs a very dynamic tactical idea, i guess many may use some wrong methods too, as they say, its biz.
Well the City A was infact Texas (!!!) and it dates back to the time whn not much traffic was generated over there. So what this guy did was that he did lower the price a bit, but not that much as big players. Plus he came up with a spl Thank You flight, where the guy availaing it wud pay the original fare, and wud get a thank you momento and likewise cozy treatment. He said it was upon the passengers to avail whatever offer out of two, but if they felt that his airlines really made an impact to get big players also serve better, if they felt it was coz of this airline that they got better and effective service, then they cud give original fare and he wud thank those ppl and give them a momento for their benignity. And he was succesful and later the original player took away the low rates after incurring huge losses and not much customer base gain.

[prasadtheonlyone]

no activity on this thread for a long time...

Come on jas u should post case studies frequently so tht this thread would move and really ppl would enjoy it...

[jas_maverick]

Sorry guys, the initial rigour of a bschool got me offline. will b back in this thread soon

[QuintEssence]

Originally Posted by jas_maverick

Sorry guys, the initial rigour of a bschool got me offline. will b back in this thread soon

kaunsa rigour, jas bro ??

[jas_maverick]

Originally Posted by QuintEssence

kaunsa rigour, jas bro ??

Ahem... the initial rigour, oks mana ki its not there now but then i got lethargic by the time it was over
Jo bhi ho, when it was there, i was well than only some stray tomcats
And pyare, abhi jaldi hi phir hoga, atleast for me, as i gotta sit in all FMCGs that m allowed

[DeepakRao]

One more real life scenario -

You are working as Sales Manager in a Jebel Ali free zone based mobile phone trading company which is part of one the foremost electronics retail company in the Middle East.

Due to the inherent instability of the mobile phone market the company has a strict policy of 100% pre-payment before shipment.

You have been approached by the one of the biggest companies in Europe (say Germany) with an order for 60,000 pieces of a mid-range model. Their only condition being, since they are dealing with you for the first time they do not want to send you full payment in advance. They want you to ship the goods to the Frankfurt airport where they will inspect the goods and only after satisfactory inspection they would transfer the payment.

You are very eager to go-ahead with the deal since the model being sold is not a fast moving model in Dubai and you want to get rid of the slow-moving stock. But the senior management is not ready to to take the risk as the amount involved is huge.

How will you convert the deal?

[jas_maverick]

Originally Posted by DeepakRao

One more real life scenario -
...................
How will you convert the deal?

Hmm.... cudnt find time factor as a constraint per se In that case i will send the people the sample with guarantee that the final delivery will b of the quality of sample only.