[pic] Business Case Metabical Version 1.0 ● October 21th‚ 2010 [pic] Work Group Metabical – Business Case |VERSION: 1 |REVISION DATE: 10/21/2010 | |Team Members | |Eduardo Lins |[Email] |[Telephone]
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2) How should Printup think about the segmentation of potential Metabical consumers? Who is the optimal target consumer? The book of Marketing Management defines “Market Segmentation” as the process of dividing the market into group(s) of similar consumers and selecting the most appropriate to serve. Eventually‚ the selected group will be called the target market. According to this definition and the case on hand‚ Printup must decide on the parameters according to which she should start the segmentation
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B Problem Statement Barbara Printup must determine the packaging for Metabical that will best capture the accurately forecasted demand of the target market. With many substitutes for weight loss in a variety of packages and price points‚ it will be important to create a package that can be priced in a way to both drive sales and continued use of the 12-week drug. Printup must also develop a pricing model to align with the packaging and the price expectations of the target market. Since this is
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• What is the decision making process for Metabical? ◦ Who is involved? ◦ What role do they play? ◦ What are the stages in the process? In the launch of Metabical for the US market‚ several marketing decisions need to be made to bring a viable product into the market to maximize market penetration and gross margins over the PLC and to best serve the needs of the customers The players are • Health Care Professionals ◦ Will prescribe Metabical to their patients ◦ Can influence Insurance Companies
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Metabical (Case study) Case Facts • Metabical is a prescription drug produced by Cambridge Sciences Pharmaceuticals (CSP) for weight loss. • It was the first and only prescription drug to obtain FDA approval for weight loss (overweight category) drug. • The company had conducted an elaborate market research program for identifying the target segment and positioning the product. • Competitors: FDA approved OTC drug Alli. • Marketing strategy: – DTC advertising- celebrity endorser‚ TV‚ radio‚
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Metabical Analysis 1) Benefits: * All other Weight-Loss Options in Exhibit 2 are more expensive that the target $30/ month out of pocket cost. * No other weight loss option offers cost containment cards. * No other product combines two mechanisms for weight loss: Metabical combines two pharmacologic mechanisms to produce weight loss: Fat blocker‚ meditonan and appetite suppressant‚ calosera. Due to the dual mechanism‚ the medications can be dosed in lower levels and therefore have
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In 2008‚ a marketing and positioning strategy was needed for Cambridge Sciences Pharmaceutical’s (CSP) new weight loss drug called Metabical. Metabical was touted as being a revolutionary weight loss drug with fewer negative side effects than the usual medicinal weight loss remedies. Metabical has many levels of decision-makers – both internal and external. CSP’s senior director of marketing‚ Barbara Printup likely reports to the company’s board of directors for her ultimate authority. Printup
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healthcare company that had completed successful clinical trials for its newest weight loss prescription drug‚ Metabical. With the final FDA approval expected‚ Metabical’s launch was set for January 2009 and a clear marketing communications strategy needed to be in place before the launch. With 10 years and $400 million spent on research and development‚ it was imperative that CSP positions Metabical correctly in the marketplace. Optimal segmentation‚ targeting‚ and positioning were important factors to
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Case study : Metabical Positining and communication strategy for a new weight-loss drug Question 1 – How should Printup think about the segmentation of potential Metabical consumers? Who is the optimal target consumer? They should target women less than 65 especially (exhibit 2). They seem to be more aware than men to their weight. But most of the population (men and women) are now more conscious that losing weight is important for health. We can talk about normal customers including young
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Case Study Metabical Introduction Cambridge Sciences Pharmaceuticals’ (CSP) is international health care company Focus on developing‚ manufacturing and marketing products that treat various deceases Want to enter the market for weight-control products in the US Sucessfully managed to develop Metabical‚ new revolutionary product for weight lost SWOT Analysis Strenghts First prescription drug Has Food and Drug Administration approval Good results in clinical trials and market
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