Seamlessly with the competition for the 2007 holiday season was Gary Hawkins (CEO of Green Hills Market, an independent grocer in Syracuse, NY) for a support program, holding his best customers come to Green Hills for all their holiday meal shopping would look. Hawkins knew that his larger competitors (such as Price Chopper, Wegmans, and Wal-Mart) would use their size and purchasing power to procure products at the lowest possible cost in order to offer rock bottom prices. H. .. Read more »

Seamlessly with the competition for the 2007 holiday season was Gary Hawkins (CEO of Green Hills Market, an independent grocer in Syracuse, NY) for a support program, holding his best customers come to Green Hills for all their holiday meal shopping would look. Hawkins knew that his larger competitors (such as Price Chopper, Wegmans, and Wal-Mart) would use their size and purchasing power to procure products at the lowest possible cost in order to offer rock bottom prices. Hawkins was for a program that combines the benefits of Green Hills would look ‘proprietary systems for tracking customer buying behavior and shopping preferences. The support program under consideration was a continuity program, the buyer earned at points that could be redeemed for parts of the Arzberg porcelain. Hawkins and his team needed to establish their goals for the holiday season and to decide whether to promote Arzberg was right for Green Hills market. The case can be shopping at Greenhills market before accompanied by a record (“M318 Greenhills Data Set”) and the weekly collected from a sample of 1000 households, during and after the Arzberg funding. The students can use this data (and other information can be found in the case) to examine how well the Arzberg promotion actually worked. “M318 Greenhills Data Set” are obtained from cases_requests@gsb.stanford.edu.
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from
James Lattin,
Meredith P. Jensen
Source: Stanford University
29 pages.
Release Date: 20, April 2009. Prod #: M318-PDF-ENG
Green Hills Market Loyalty Program HBR case solution

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