Tips No.

8
Jargons used in the case , can be explained as note1, note2, at the bottom of the pages.

Notes are written for clarification.

Tips No. 9
Use appendices to illustrate tables
graphs pie-charts, sales of products per territory, spend reports, sales reports any supporting data relevant for solving

Tips No. 10
Test run a case in class. May uncover areas which need further elaboration.

 Problems can be in the beginning of

the case
Repeated at the end

Or just stated at the end of the case

Or problems and options to resolve

Examples of problems
Customer defection Failure of a new product Sales decline Lack of motivation Service not up to mark Unsuccessful penetration in a new territory, etc

 Industry Competitors Brand Competitors Form Competitors

 Resellers Suppliers Distributors Intermediaries

 Consumer behavior Decision process, etc

 These are boundaries within which the company has to resolve the issue.

Example budget constraints

 Options considered by management Open ended questions like what should the company do next? or ask which of the options would be

 Visual Aids Graphs Data in table form, etc

What is a teaching note?

It is the write up of what the instructor will do while conducting a case study in class.

Purpose of a teaching note?

It can help other instructors ,follow a methodology. A teaching note assesses the issues, has an analysis from a relevant perspective and highlights various options

Steps to write a teaching note.

1. It should begin with a statement of a

teaching objective.
2. List the discussion questions which should

arise from the case, followed by a detailed

treatment of each question.

3. Have teaching suggestions such as role

plays, group work, board plan calculations

Contents example

Summary of the case.

SWOT analysis.

Pros and cons analysis.

Logical solutions.

Issues /problems
Questions to be considered. Options to resolve issues.

Glamco teaching note

Glamco should not conclude that falling profits were a result of not launching any new product. Modifications, deletions, and repositioning are also options. Product oriented thinking. Just because a product is developed and is doing well, in a clinical test, is no guarantee that it will do well with consumers. Research is used after the event, not before the launch. Errors of taste could have been avoided. Components of Marketing mix. product is aimed at the upscale market, but the brand name does not

Glamco teaching note

Only a toothpaste, does not convince that it is something so superior and different. Technically the product is a superior cleanser of teeth. Should have positioned product away from toothpaste, more towards cosmetics end of toiletries, such as tooth polish. Can command a premium price if there is no positioning error. Distribution is OK. Exclusive, good for low volumes and high price. Promotion why mass scale Why TV?