Marketing Research For Augusti

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and there are many substitutes existing, we strongly recommend that the company should employ penetration pricing strategy to market this system. In conclusion, the company can get into the market quickly and gain favorable market shares as soon as possible if it offers a low-priced blower unit. Also, the company could have long-term profits by selling lots of blankets only if they have greater market shares.
Problem Definition
In July 1987, Augustine Medical was incorporated as a Minnesota corporation to develop and market products for hospital operating rooms and postoperative recovery rooms. One of two products the company planned to produce and sell was the Bair Hugger Patient Warming System designed to treat postoperative hypothermia in the recovery room. Postoperative hypothermia (a condition defined as a body temperature of less than 36 degrees Centigrade or 96 degrees Fahrenheit) occurs in 60-80 percent of all postoperative patients.
Many competing technologies are ...

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exhibit 1). The direct cost of the heater/blower unit would be $380 and $0.85 per blanket. The initial investment, $500,000, for this system would cover the fixed cost of the company during first year of operation. Based on this basic information and other considerations, the company has to determine its pricing strategy for both products. There are two alternatives for this company.

Statement of Alternatives
Alternative A: Skimming pricing strategy.
Alternative B: Penetration pricing strategy.

Analysis of Alternative
Alternative A: The company could employ skimming pricing strategy and price heater/blower unit and blanket by $4000 and $20 respectively.
Many competing ...

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