Hi, share your knowledge with the community!

Competitive response cases - what factors would you consider to make a decision?


I'm curious to hear people's opinion about competitive response cases, which often is tangled with market entry, M&A, etc. I think Victor Cheng's 3C+P framework can be used but is too broad. What's your take?

Anonymous A replied on 07/25/2017

First ask if the competitor aims to target the same segment(s) that we serve.

If so, then:

1- What are the customer segment's needs?

2- What are our comp adv (and link it to #1)

3- What are the competition's comp adv? (and link it to #1)

If you realize that we got the most important needs covered, that's a plus. If not, then we need to take more action depending on the factors that we are lacking. E.g. improve certain factors, lowering costs so we can lower price and maintain same PM, etc.

Hope this helps.

Related BootCamp article(s)

Competitive Response

In a competitive response case study, your job is either to analyze what your client should do in response to a move performed by a major competitor or to anticipate what competitors will do in response to a move performed by the client

1 Comment(s)

Related case(s)

Deloitte Consulting case: Footloose

Solved 41.4k times
4.5 5 12196
| Rating: (4.5 / 5.0)

Duraflex is a German footwear company with annual men’s footwear sales of approximately €1 b. They have always relied on the boot market for the majority of their volume. In this market they compete with three other major competitors. In the fall of 2013, Badger – one of Duraflex’s competitior ... Open whole case

Gambling Business

Solved 7.7k times
4.3 5 303
| Rating: (4.3 / 5.0) |

Poker Inc. is currently operating four casinos in Royal City. Competitors are right now planning to open up a rival casino in Kingsville. Poker Inc. has hired our company in order to assess the consequences of the possible competitor opening and what strategies Poker Inc. should follow. Open whole case

Wall Inc.

Solved 7.7k times
4.3 5 239
| Rating: (4.3 / 5.0) |

Your client, Wall Inc., is a dry wall manufacturer. A new competitor has just entered the market. Since the competitor charges low price company, Wall Inc. is thinking about reducing its price by 20%. The client wants us to evaluate this plan. Open whole case

Toothbrush disruption

Solved 6.7k times
4.6 5 832
| Rating: (4.6 / 5.0)

We are a global toothbrush producing company. Our portfolio consists of two kinds of toothbrushes - 'manual' that sells for $5 and an electric 'rechargeable' that sells for $60. Last year, a competitor introduced a battery-powered electric “spinbrush” that sells for $8.5 and now has ... Open whole case


Solved 6.1k times
3.8 5 2749
| Rating: (3.8 / 5.0)

Your client is a big bank that issues credit cards with a €100 annual fee. Recently, a supermarket entered the credit card business. The supermarket’s credit cards do NOT have an annual fee. Your client wants to know how they should react to this new competitor. Open whole case