Case Review: Rohm and Hass
1. Provide a quantitative analysis of how much money Kathon MWX saves the user: i. how much does it cost the user for cleaning and not using it, ii. what is the cost using the Kathon, and iii. what is the difference (i.e., how much are you saving the customer)?
2. Why isn't Kathon MWX selling? Would you abandon the current strategy or continue on with it? Why?
3. Describe the user environment. How are decisions made to purchase the product? Who makes the final decision?
4. What would your marketing strategy be? Your strategy is to have the following elements: i. Pricing (give a quantitative reason along with your explanation) ii. Positioning iii. Channel sales