Virgin Mobile Essay

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MBA 660: Marketing -Challenge of Managing Value Case Study Virgin Mobile USA: Pricing for the Very First Time. Prepared by: Rajesh Gurjar April 25, 2008 Virgin, a UK based company is new entrant in mature cellular market. There are many challenges for the company to gain the market share. One of the key decisions for Virgin was the selection of price strategy that would attract and retain customer. Choosing a Price Strategy Virgin Mobile will be competitive and attractive if it is appealing to the youth, easy to acquire and affordable. Knowing the comparative advantages and product differentiation, the question became how to structure the pricing? As Virgin saw it, the company had three pricing options. 1. Cloning the industry price If the virgin mobile clone the industry price they have various advantage to lure the customer, they have the differentiated applications and superior customer service. Also they are offering fewer hidden charges and better off-peak hours. Also our calculation (exhibit 1 & 2) shows that break even for the virgin mobile is less compare to industrial average but there are numerous drawbacks which outweigh this price strategy. • Virgin will loose the advantage of transparent pricing structure for customer by not eliminating all hidden charges. • Virgin may have to abandon its preferred target market of teenagers, due to contract implementation and billing system. • There would be little Virgin could do to differentiate itself from the rest of cell phone providers. • Virgin is unknown brand, the customer will reluctant to pay the premium price even though virgin mobile deliver more value then competitor. 2. Price below the competitions Virgin could adopt the price below competition to attract the teenagers. However, this may create price war among the industry and nobody will benefit from it, as we can

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