Exeter Industries produces and markets several lines of food and beverage produc

Question

Exeter Industries produces and markets several lines of food and beverage products. The company plans to expand its market to cover a new geographical area, and the first products to be introduced into this new market are three of Exeter's coffees. A meeting of the marketing committee has been called to determine the pricing and promotional strategy for the introduction of these coffees. Exeter has adopted the differentiation strategy and is using the marketing committee to come up with the proper way to execute this strategy in the firm's pricing and promotional policy.
Mark Williams, vice president of marketing, has suggested that Exeter continue its policy of premium pricing for Rich Roast Coffee in the new market. "Rich Roast is a superior blend of Brazilian coffees and should have little difficulty gaining customer acceptance. The use of other promotional strategies doesn't appear necessary at this time."
Carol Randolph, general sales manager, agreed with this strategy for Rich Roast but recommended a different approach for Vitality Coffee, Exeter's brand of decaffeinated coffee. "Vitality is an unknown name in this region and will require a determined promotional effort to gain market share from other very competitive products. We could try penetration pricing or packaging options combined with either manufacturer's coupons or rebates. Whatever strategy we select, we should hit the market hard if we want to be successful."
Dan Felton has been appointed regional sales manager for the new geographical area and is concerned about the acceptance of Mellow Roast Coffee, a blend of regular and decaffeinated coffees. "This is a brand new type of coffee in this region and may just sit on the shelf unless we develop an effective advertising campaign." Pricing or packaging options will be worthless unless the product gains some visibility and the targeted customer base is made aware of the benefits of Mellow Roast. We need a good slogan like "A gentle wakeup without caffeine stress!"

Required:

Mark Williams has suggested the continuance of premium pricing for Rich Roast Coffee. Explain the strategic role of premium pricing, and describe the economic circumstances in the marketplace that would encourage the use of this pricing strategy. (CMA adapted)

Explanation / Answer

Price is the gensis for an organization for its survival, hence they need to keenly focused on price fixing to their products. Every producer pressumes that he is producing a world class product instead of all limitations and wants to get more profits by fixing high price. But it may not true all the times, and leads to complete failure also.

So, the producer must fix a price to their product once they gain confident in the market. For this they may follow different strategies like give free sample in the target segment once or twice, collect customer feedback about the taste and other aspects, if they really reacted that it is extraordinary, then you can go with high end price. But if you straightly go with high end price without knowing the strength of your product, you may fail. Because, there are many alternatives are available in coffee, even some of they are high end coffee also. Hence, these people must focus on all these, and concentrates on promotional strategies, creating awareness among the customers about your unique strengths, and fix high end price.

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