Cns Breathe Right Strips: Reaching the World’s Noses

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CNS BREATHE RIGHT STRIPS: REACHING THE WORLD’S NOSES April 3, 2006 CNS BREATHE RIGHT STRIPS: REACHING THE WORLD’S NOSES Time Context: The context of this case study takes place in 1995 I. Main Problem A. Market development in international markets with CNS Breathe Right Strips CNS’s market penetration in their domestic market is fairly successful. The decision to enter a whole new market internationally is more challenging, because CNS has no experience in global marketing. Developing a new market to international consumers requires identifying the benefits and the demand. CNS’s familiarity with their domestic market easily targets the segments of the market such as age groups or gender. For instance, CNS advertised tactically by having a famous athlete wear the strips and stating claims on how it stops snoring. Success in the strips became instant. Developing a new market is problematical, because CNS needs to know how to promote it effectively. Do the international consumers have a problem with snoring? Do they believe the strips will work? How is CNS going to identify the demand and segments of the market? How to advertise efficiently? For instance, by having a famous athlete advertise the strips will that have the same effect as American consumers? Do international consumers watch as much sports as Americans, to have that advertisement succeed? These problems arise when entering a new market. B. Target potential customers unfamiliar with CNS Breathe Right Strips International consumers may never know of solutions to prevent snoring. So, how will CNS target potential international consumers? International consumers may not even think of snoring as a problem. Different cultures may view snoring as normal or healthy; (example)therefore, they wouldn’t seek a solution to prevent snoring. Identifying culture norms can
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