[SOLVED] Introduction of the Goat Project

Tony Knowles, CEO of lawnmower manufacturer Grassy Knowles LLC, has licensed software from the makers of Roomba in order to create the first self-directed, programmable lawnmower; he has branded this new mower the Goat. Knowles anticipates that fixed costs, including the plant and robotic assembly, will be $18 million for the first year. Projected sales for the first year are 90,000 units. Unit variable costs, including all mechanical and technical parts plus the licensing fee (contracted on a per-unit basis), add up to $1100 per mower.  Grassy Knowles already sells two other models of mowers: an upscale, best-selling rider mower called the Ben Hur (list price at $3199), and a mid-level self-propelled mower called the Weekender (list price at $1899). Knowles wants to conduct a cannibalization analysis to investigate whether the introduction of the Goat will positively or negatively influence the company’s bottom line.  • The Ben Hur variable costs stand at $1600/unit and are projected to sell 150,000 in the coming year if there is no Goat. Weekender variable costs are $1400/unit, with projected sales of 120,000 if there is no Goat.  • Half of next year’s sales for the Goat (as expressed in part A) would come from new customers who have never purchased a Knowles product before, and half would be cannibalized from current Knowles customers. 60% of cannibalized sales will be at the expense of the Ben Hur, and 40% taken from the Weekender. • Knowles has decided to introduce the Goat at a 50% markup on the breakeven price, as calculated in A. 1. Discuss whether the introduction of the Goat project is economically viable for the company as a whole.  2. Explain IN DETAIL how 1) each of the marketing mix decision areas (product, price, place, and promotion), as well as 2) market segmentation and 3) target marketing, could provide context and influence the outcome of the calculation you have made. Sketchy and short answer will not be considered. Importantly, please DO NOT skip any required item above or your answer will be disqualified.

 

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