With its headquarters in Mississauga, Ontario, Kate Rose was established in the year 2009 in order toproduce small strategic business conferences as well as the corporate generosity events. After mixed level of success, it was granted an opportunity in the year 2011 to arrange a cricket match in Toronto. Although the sports were not on the radar, the company pronounced to utilize the endeavor as a base for expansion. It set in place an aggressive promotion strategy, largely aimed at South Asian and West Indian communities in the city who were supporters of the game, and contracted Universal Productions, an ethnic promotion agency, to procure sponsorships.
Kat Rose Inc. – Sponsoring All-Star Cricket A Selling Dilemma Case Study Solution
Nevertheless, the International Cricket All-Star T20 Match was planned to commence on May 12, 2012 at Rogers Centre, Toronto, with hardly 10 weeks to go, hardly $60,000 had been collected; $750,000 was required to break even.
Management had four options: 1) giving more time to Universal Productions, 2) increase its own in house sales force to focus on countertrade barter arrangements,3) offer it a financial incentive to improve performance, 4) switch to a different agency with an established history in this field. Each option demanded distinct abilities, knowledge, experience and threat. Given the serious time constraint, any change has to be executed immediately. What should Kat Rose do?
PUBLICATION DATE: September 04, 2014 PRODUCT #: W14416-HCB-ENG
This is just an excerpt. This case is about SALES & MARKETING
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