PROBLEM IDENTIFICATION Culinarian Cookware, a premium player in the cookware product is in quandary over implementation of a discount policy for

its products. It had already implemented the product promotion policy for its line of premium products in 2004 but its two executives had different views about the pricing policy in its marketing strategy. Consulting companies had recommended a no go for the promotion policy based on its calculations and the marketing division head was also convinced that a discounted price would lead to a brand degradation for its premium products. The Sales manager on the other had the belief that the calculations by the consulting firms were not accurate representation of the companys standings at the point and a different approach would bring the results in a different light. She also believed that promotional offerings were in line with the strategic objectives of the company The problem lay in understanding the true virtue of a promotional product and if it really was beneficial for the company to use this strategy.