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    Group 11 - Section B - NatureView

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    SHIVANGI MAHAJAN PGP 2021-23 Batch
    Group 11 analyzed three options for expanding Natureview's product line: 1) expand 6 SKUs of 8oz yogurt into selected supermarket regions, 2) expand 4 SKUs of 32oz yogurt nationally, or 3) introduce 2 children's multipacks into the natural foods channel. Option 1 was recommended as it offered the largest revenue potential from high demand 8oz cups while allowing Natureview to capitalize on growing supermarket trends, despite also facing high expenses. Calculations showed option 1 would help Natureview achieve its $20 million revenue target.

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    Group 11 - Section B - NatureView

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    SHIVANGI MAHAJAN PGP 2021-23 Batch
    42 views3 pages
    Group 11 analyzed three options for expanding Natureview's product line: 1) expand 6 SKUs of 8oz yogurt into selected supermarket regions, 2) expand 4 SKUs of 32oz yogurt nationally, or 3) introduce 2 children's multipacks into the natural foods channel. Option 1 was recommended as it offered the largest revenue potential from high demand 8oz cups while allowing Natureview to capitalize on growing supermarket trends, despite also facing high expenses. Calculations showed option 1 would help Natureview achieve its $20 million revenue target.

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    Group 11_Section B_NatureView

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    Group 11 analyzed three options for expanding Natureview's product line: 1) expand 6 SKUs of 8oz yogurt into selected supermarket regions, 2) expand 4 SKUs of 32oz yogurt nationally, or 3) introduce 2 children's multipacks into the natural foods channel. Option 1 was recommended as it offered the largest revenue potential from high demand 8oz cups while allowing Natureview to capitalize on growing supermarket trends, despite also facing high expenses. Calculations showed option 1 would help Natureview achieve its $20 million revenue target.

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    42 views3 pages

    Group 11 - Section B - NatureView

    Uploaded by

    SHIVANGI MAHAJAN PGP 2021-23 Batch
    Group 11 analyzed three options for expanding Natureview's product line: 1) expand 6 SKUs of 8oz yogurt into selected supermarket regions, 2) expand 4 SKUs of 32oz yogurt nationally, or 3) introduce 2 children's multipacks into the natural foods channel. Option 1 was recommended as it offered the largest revenue potential from high demand 8oz cups while allowing Natureview to capitalize on growing supermarket trends, despite also facing high expenses. Calculations showed option 1 would help Natureview achieve its $20 million revenue target.

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    of 3

    Sales And Distribution Management

    Indian Institute of Management, Indore

    Group Assignment:
    Case - “NATUREVIEW”

    Submitted to:
    Prof. Aditya Billore

    Submitted by:
    Group 11

    RAMAJ BESHRA 2020PGP333

    SHIVANGI MAHAJAN 2021PGP352

    SHRINIVAS K G 2021PGP485

    SHUBHRA 2021PGP370

    VIJETA YOGESH MARIWALLA 2021PGP429


    Q. Compare the three options given in the case ("The Senior management team's three
    Options'') and give your recommendation to Natureview (Use the attached excel sheet to
    come to a logical conclusion but you do not have to submit the excel sheet).

    1 - Expand 6 SKUs of 8oz product line into selected supermarket channel regions.

    Pros Cons

    ● Largest dollar and unit share, highest ● Competitive trade promotion and
    incremental demand, good revenue marketing spending, high SG&A
    potential expenses
    ● Growing trend of natural and organic ● Less expertise in supermarket channel
    food in supermarkets & first-mover
    advantage

    2 - Expand 4 SKUs of 32oz nationally.

    Pros Cons

    ● Higher profit margins ● Higher slotting fee due to national


    ● Strong competitive advantage (shelf distribution (64 supermarkets)
    life) ● Doubt sales team can achieve nation-
    wide distribution in 12 months

    3 - Introduce 2 SKUs of children’s multipacks into Natural Foods Channel.

    Pros Cons

    ● Existing strong relations with Natural ● Rapid growth may lead to bigger
    Food Channel retailers demands from retailers
    ● Channel growing 7x faster than ● First-mover advantage in the
    Supermarkets supermarket channel missed out

    It is evident that revenues earned would be highest with Option 1 which would in turn help
    Natureview achieve its target of $20 Million. 8oz yogurt cups already generated 86% of revenues
    and were highly in demand.

    Calculations for reference:

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