Excelon Eco-Preferred Power

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------------------------------------------------- Business-to-Business Marketing Excelon Case Write-up (Excelon Eco-Preferred Power from Kellogg) 5 March 2011 Planning the Pilot Programme The pilot programme should be planned with the following in mind: * Gauging Public Response * Engaging the Periphery * Identifying Perceived Value * Providing Legitimacy After considering each of these, we will then turn to questions on the Implementation of the pilot programme, and the subsequent launch of Eco-Preferred. Gauge Public Response Excelon’s market research to date has identified some initial reactions by customers to the product, but not how the public would react to the product. How positively would they view the product? Would there be any attempts by interest or advocacy groups to tarnish the EPP category (since it relies on nuclear power and is ‘only’ cleaner, rather than renewable)? How much pressure, if any, could the public bring to bear on firms to adopt EPP and Eco-Preferred? Engage the Periphery If the public’s reaction to EPP is important to firms that are exposed to the public, then even more crucial, and of broader importance, is for Excelon to engage the periphery in its product launch. Here we refer to any actor that can influence Excelon’s clients in their decision-making. This may be as obvious as identifying advocacy groups, or obtaining the tacit endorsement of regulatory bodies (as detailed in the coming two sections) or as obtuse as directly (but not obviously) targeting the families of decision-makers and -influencers amongst Excelon’s potential clients. A coordinated campaign in just the right locales (neighbourhoods, schools, industry fairs & forums), with the right partners could change the perception by such agents significantly enough to alter their decision and the premium that they might place upon EPP.
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