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Perform a market analysis to understand the key differences between kailan MW and
coracle and magnitude of market potential
Perform a channel analysis to understand the importance of channel partners, their role
in marketing product and their incentives in bringing Soren CHEMICALS to market.
Perform a pricing analysis to understand the value that coracle may provide to end
users, wholesale distributor, retailers and other channel members.
What is the addressable market size for coracle? Is the first year goal of 1.5 million
sales reasonable? Why?
Why is Soren struggling to sell coracle?
i. What are the implications of the channel structure for poor chemicals?
ii. How would u describe the selling process for kailan MW Vs the coracle?
What is the highest price Soren chemicals can set for coracle?
i. What is coracle really worth to end-users?
ii. Given its superior performance, how can coracle be priced relative to the
competition? What are the constraints?
iii. What is the impact of higher retail price on distributors and retailers?
What action plan does your group recommend for coracle?
i. Should Soren adopt a push or a pull strategy?