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    Central Issue:: Option 1: Expand 6 Skus of The 8-Oz Product Line Into One or Two Selected Supermarket Channel Regions

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    Shibani Shankar Ray
    The central issues for Naturview were to increase its valuation by growing revenues from $13 million in 1999 to $20 million by 2001. To achieve this, Naturview selected an option to expand the distribution of six SKUs of its top-selling 8-ounce yogurt product line into one or two regional supermarket chains. This option was expected to allow Naturview to meet its sales growth target through high annual increases, enter the large supermarket yogurt market, leverage its existing popular 8-ounce products, and benefit from broker relationships and predicted supermarket channel growth.

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    Central Issue:: Option 1: Expand 6 Skus of The 8-Oz Product Line Into One or Two Selected Supermarket Channel Regions

    Uploaded by

    Shibani Shankar Ray
    37 views1 page
    The central issues for Naturview were to increase its valuation by growing revenues from $13 million in 1999 to $20 million by 2001. To achieve this, Naturview selected an option to expand the distribution of six SKUs of its top-selling 8-ounce yogurt product line into one or two regional supermarket chains. This option was expected to allow Naturview to meet its sales growth target through high annual increases, enter the large supermarket yogurt market, leverage its existing popular 8-ounce products, and benefit from broker relationships and predicted supermarket channel growth.

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    Central Issue

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    The central issues for Naturview were to increase its valuation by growing revenues from $13 million in 1999 to $20 million by 2001. To achieve this, Naturview selected an option to expand the distribution of six SKUs of its top-selling 8-ounce yogurt product line into one or two regional supermarket chains. This option was expected to allow Naturview to meet its sales growth target through high annual increases, enter the large supermarket yogurt market, leverage its existing popular 8-ounce products, and benefit from broker relationships and predicted supermarket channel growth.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    37 views1 page

    Central Issue:: Option 1: Expand 6 Skus of The 8-Oz Product Line Into One or Two Selected Supermarket Channel Regions

    Uploaded by

    Shibani Shankar Ray
    The central issues for Naturview were to increase its valuation by growing revenues from $13 million in 1999 to $20 million by 2001. To achieve this, Naturview selected an option to expand the distribution of six SKUs of its top-selling 8-ounce yogurt product line into one or two regional supermarket chains. This option was expected to allow Naturview to meet its sales growth target through high annual increases, enter the large supermarket yogurt market, leverage its existing popular 8-ounce products, and benefit from broker relationships and predicted supermarket channel growth.

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    Central Issue :

    Attaining the highest possible valuation to find another investor or


    getting acquired.
    Achieve the above by Increasing revenues to $20 mn by 2001 from
    $13 mn in 1999

    Option selected :

    Option 1: Expand 6 SKUs of the 8-oz product line into one or two selected
    supermarket channel regions

    Advantages of the option selected:


    Naturview will be able to-
    achieve its sales growth target by 2001 (high sales growth annually)
    Enter the supermarket channel which forms 97% of the refrigerated
    yogurt market in dollar value
    sell the 8-oz product line which was its bread and butter and
    represented the largest dollar and unit share of the market
    Take advantage of its brokers trade relationships with the
    supermarket retail chains in the NorthEast and the West
    The supermarket channel was predicted to grow at 20% annually in
    unit volume and thus would secure high profits in the long run

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