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Agenda
Background Prospects Problems Calculation of price that end-user willing to pay for Kathon MWX Break-Even Price for Distributor Recommendation
Background
$2B Chemical giant having presence in 4 segments Strong player in metalworking biocides with two brands Kathon
886 MW- for big reservoirs [1,000 gallons] Kathon MWX- for smaller reservoirs [50-100 gallons] Kathon 886 Kathon MWX MW
Market potential (Estimated) $18M $20M
Sale Volume
Sales during first 5 months
$5.4M (1983)
$2.1M
Prospects
Highly effective and better product Low or no maintenance Safe Easy to use Safe
Problems
Pricing Channel for distribution Lack of
Awareness for
biocides as product Brand awareness for all brands MWX awareness Knowledge of the benefits of MWX
Calculation Contd.
Fluid disposal cost per cycle (Waste disposal cost = $1.36/Gal Dilute) ($1.36/gal diluted) X (1,100 gal diluted/cycle) =$1,496.00/cycle
Calculation Contd.
Total Cost saved by customer by using MWX = Cost of Metalworking fluid concentrate + disposal cost =$249.92+$1496=1745.92/Cycle Cost small machine shop is willing to pay per MWX packet =(1745.92/cycle) X (1cycle/1,100 gal diluted) X (50 gal diluted/pack)= $80/pack (apx.)
Recommendation
As we see that distributor can break even at $10.5 and customer is willing to pay $80. We can raise the price to increase end user perception. This can be done successfully by image pricing. At present channel distribution salesmen are spending only 710% of their time to engage with biocide customers which should be much more Highlights on safety benefits. Take mixed brand strategy. Educate customers about the long term benefits of switching. Projected revenue $9.66Mn in 1993 [considering company maintains the same market share]
Concentrated biocide. $30 Mn. (1983) Maintenance biocide. $38 Mn. (1983) Market share = $5.4 Mn.+ $12K out of $38Mn. by sales.
THANK YOU!