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An Introduction To Business To Business Exchanges Case Study Help (National Association for Stock Automobile Automobile Racing) is a company carrying out series of Stock Automobile racing in United States and serving as an approving body for driving the guidelines for Stock Cars and truck Racing. The organization was founded in 1947, by "Big Expense" France. NASCAR arrange Stock Car Racing occasions in United States with the existence of about 130000 viewers usually in 2005. It likewise relayed its occasions in about 150 nations. Stock Car Racing by NASCAR is the 2nd largest spectator sport, with highest number of sponsors. It has about 500 sponsors contributing billions of dollars in its earnings. The other sources of revenue for An Introduction To Business To Business Exchanges Case Study Help consists of; 10% of the overall earnings from tv rights, approving fees i.e. $1-2 million per race, and licencing NASCAR brand to business.

NASCAR has a closed corporate culture with the non-interventionist method. However this non collective technique brings tensions in the sport. The building of Car of Tomorrow by An Introduction To Business To Business Exchanges Case Study Analysis, with an objective of safety for the chauffeurs, brought various tensions amongst the stakeholders of the sport.
Executive Summary
The interaction audit, carried out in 2010, revealed that in spite of the truth that the business highly count on the communications between its stakeholders, there was no identifiable company interaction strategy. The market's target customers, instructions and goals were all unknown.

The audit explained different lacking of NASCAR in terms of absence of internal integration, lack of fan management technique and absence of digital and social media of marketing. The company has complex ecosystem with independent tracks, motorists and teams. This structure with closed business culture bring various challenges in accelerating a modification. Other partners in environment includes the media networks i.e. tv and radio, and business online marketers.

An Introduction To Business To Business Exchanges Case Study Help viewers was highly faithful to the sport and the brand names associated with the NASCAR, making it appealing for sponsors and corporate marketers.

Issue Declaration.

The business is currently facing the issue of decreasing rates of attendance at racing tracks and rates of television viewers. This can put a considerable influence on its profits from sponsors, media rights, and from other sources of revenue.

Situational Analysis.

Although the business was quite successful till 2005 with its conventional marketing techniques, but not long after 2005 the company starts dealing with various problems consisting of decline of its fan base. A number of external as well as internal aspects are responsible for the decline. Internal elements consist of; inadequate financial investment in social networks and other digital medias of.

Fan base of NASCAR consisted of married males with an average age of 47, which passes their fandom to their children and develop generational commitment. However the household system in America was changing resulting in reduction of impact of married male fan base over their youngsters. In addition to it perceptions about automobile was likewise changing with perceiving automobile a vehicle to reach at point B from point A, rather than as a fun task. Other challenges for An Introduction To Business To Business Exchanges Case Study Help consists of the shift of its fans to other sports as they were enhancing their fan's experience enabling access to their broadcasts out of the homes through jumbo turns, Wi-Fi gain access to, etc. These all difficulties were tending the company to revise its marketing techniques.

SWOT Analysis.


In SWOT analysis, strengths defined as company's qualities which are various from its rivals. These are business's core competencies on which business efficiency or business success based on. An Introduction To Business To Business Exchanges Case Study Solution core competencies includes it has rights of determining rules as sanctioning body. Guidelines and policies regarding expert stock cars and truck racing are determined by NASCAR like if any team with needed skills and resources can enter into races by following guidelines and regulations determined by NASCAR. So NASCAR has monopoly it this element. Its strengths also consists of that it has title of second largest spectator sport in the United States with having more fortune 500 sponsors based in United States. Its races were utilized to transmit in more than 150 nations worldwide with more than $56 million incomes. The main sources of their profits originate from tv rights, approving fees, sponsorship and licensing. It has longest season of 10 months and having ownership of 3 national series i.e. Outdoor camping World Truck Series, the Sprint Cup Series and the Nationwide Series. It has also big resource of fans and corporate sponsors. All the occasions of NASCAR are sponsored by corporates because of greatest brand commitment of fans toward brand names advertised by An Introduction To Business To Business Exchanges Case Study Solution. (See Appendix A).

Weak points.

Weaknesses in SWOT Analysis are thought about as external factors. Weak points consists of the elements that stops company to perform at required level of performance. Weaknesses of NASCAR includes its close culture which is non collective. They have non-interventionist technique. They usually utilized to form rules and other needed procedures without intervention of others which results in bad partnership. NASCAR develops Car of Tomorrow without cooperation so result is that motorists did not like that principle. As this is racing sport so covering of sports by media is also tough. It was also discovered that NASCAR had no reliable method for organisation communication. They do not understand how to manage problem if it took place off track. Inefficient organisation interaction results in that they don't have clear direction for their long term goals. They don't know that where they wish to see this sport in future.
Porter's 5 Forces Analysis

NASCAR normally utilized to rely on standard media sources like local newspaper for promotion of its sports. NASCAR also came to understand from these standard media outlets that sport was challenging to cover. When sports fans were asked relating to popular stars and stars then NASCAR driver was not discovered even in leading twenty actions.


Economic down turn was experienced in late 2000 which can be danger for NASCAR due to the fact that if there is economic down turn then people would be having less return on investment. Economic down turn also results in boost fuel rates which likewise impacted NASCAR. Now if NASCAR make substantial financial investments in new sectors which are based on brand-new customers then it might face negative comments from its core fan base.

Porter's Five Forces Analysis

It is essential to comprehend industry in which company is working because NASCAR's bottom line i.e. net profit is greatly depends on this. There are 5 forces that are utilized to recognize profitability, intensity and attractiveness of NASCAR service.

Competitive Rivalry

These drivers can go versus NASCAR if they got much better chance in terms of prizes and tv direct exposure. If audiences enjoy other race cars and trucks and chauffeurs more than NASCAR then viewers can shift to those other interesting cars and drivers. NASCAR might be having risk from its 2 direct rivals that is Formula 1 and Moto GP.
Swot Analysis
Provider Power

If company shifts from one supplier to another, the supplier power suggests the number of suppliers are available in industry and what is the expense associated with supplier. In this industry there is supply monopoly because chauffeurs with required skills and resources are restricted.

Purchaser Power

This force is regarding to clients that is it easy for clients to shift to other items. If there is more changing cost is associated then clients are less most likely to switch. When it comes to NASCAR customers are its audiences. Viewers can switch to other rivals easily since viewers will having low changing cost.

Hazard of Replacement

Substitutes are referred as options. The alternatives in this case can be other home entertainment indicates like viewers can shift to other sports. So there are wide range of replacements are readily available in this circumstance which suggests that threat of alternative is high.

Threat of New Entry

It is defined as how it is simple for any company to go into in that particular market. In the case of An Introduction To Business To Business Exchanges Case Study Solution threat of brand-new entry is low. If any business needs to enter in this business than they have to make heavy financial investments, since. They require to develop cars and racing tracks and also needs to pay large amount to drivers for changing.

PESTEL Analysis


It can not be concluded from case research study that there would be modification in resource allotments. NASCAR had actually got take advantage of lower tax policies which results in increasing in earnings. They made heavy financial investments in the research study and development. As NASCAR is operating in various markets so it requires to face different regulations. It is likewise kept in mind that An Introduction To Business To Business Exchanges Case Study Help has dealt with increased examination regarding regulatory. Every federal government has various top priority so NASCAR needs to be gotten ready for it as priority can be shifted to other sector.


Economic factors includes tax rate, exchange rate, economic efficiency of that particular company, conditions of labour market, inflation rate and so on. If there is government intervention in the marketing and sales sector, fortunes of the NASCAR and its competitors can be affected. NASCAR can take advantage of abilities of staff members to develop brand-new chances and enhance existing chances.


Every society is various from each other. Each has different social values and standards. It helps in comprehending concerning society and choice of consumers. Social elements consists of customs, culture, mindsets towards particular services and products, demographics, standards, interests etc. It can be concluded that advertising through other methods rather than conventional (i.e. paper) can be preferred in this society.


In this case of NASCAR it can be noted that companies are heavily investing for research and advancement. NASCAR ought to also work on its media rights policy with Turner Broadcasting System.

Vrio Analysis
Due to the fact that every country has various legal terms and conditions, Legal plays an important function in every nation. An Introduction To Business To Business Exchanges Case Study Analysis requires to be make certain that they secure their legal rights in every county so any company does not harm to its legal rights.


Environmental elements are also crucial for every single business. Due to the fact that generally federal governments don't allow those business which can damage to environment. These environmental aspects includes laws regarding pollution, climate modification, safe garbage disposal, policies concerning insurance coverage and so on. NASCAR needs to ensure that its vehicles are not producing pollution more than appropriate level.

7 P's of Marketing


The products of An Introduction To Business To Business Exchanges Case Study Analysis in its item portfolio are; racing occasions tickets, racing tracks, sponsor's marketing, media rights, licencing NASCAR brand, approving rules for races and ad-space to corporate online marketers throughout broadcast of NASCAR races. (Hanlon, 2018).


Rates strategy of NASCAR for its race occasions tickets is based upon the location and significance of the racing occasions. Along with race occasions tickets, NASCAR also charge different service charge to its stakeholders and makes earnings. For instance it charged approving fees of $1-2 million per race typically in 2005.


Advertising method of An Introduction To Business To Business Exchanges Case Study Analysis is highly based upon its fan base. A strong fan base share its fandom with others and increase the variety of audiences for NASCAR races. The company is not completely relied upon its fan base for its promo and promote through regional radio stations too. The business has also adopted the retailing media of promo, in which the company offers products with its logo design.


NASCAR have its racing tracks in numerous cities in United States. The most important tracks of NASCAR consists of Atlanta Motor Speedway in Georgia, Automobile Club Speedway in California and Darlington Raceway in South Carolina. It attempts to perform its races in the majority of the cities in United States to grasp nationwide popularity.


Nestle individuals method is comprised of offering better experience to its audiences, its fan base and to all of its stakeholders. Individuals are a crucial aspect of An Introduction To Business To Business Exchanges Case Study Solution A marketing strategy as its events are the source of home entertainment for crowd. Its people strategy includes efforts to offer better experience to its Fans, Race Drivers, Crew, Occasion Organizers and so on, all of which come under people strategy of NASCAR.


Several business procedures are needed to carry out racing occasions in an effective method. These processes include; appropriate schedule of time, arrangement for viewers, selling tickets, plan of space for sponsors, handling logistics etc. These all processes contribute I building NASCAR image, enhancing spectators experience and increasing fan base.

Physical Proof.

Crucial physical evidences for the NASCAR consists of the presence of its racing tracks, stock vehicles and racing occasions. Along with it, its merchandising brands consisting of tee shirts, caps, goodies etc., also serve as a physical evidence for NASCAR.

Product Life Cycle Assessment.

The racing occasions by An Introduction To Business To Business Exchanges Case Study Help was presented on June 19, 1949. The first race was held at Charlotte Speedway in North Carolina. There were about 13000 fans present in the race. At the very first phase competition for NASCAR was low, as the rivals drove the cars comparable to the vehicles driven by ordinary individuals.


The very first NASCAR based track, particularly the Darlington Raceway track, was initiated in 1950 in South Carolina. After the growth of racing tracks the company moved towards relaying its races on tv in 1979.

In 1972, William France Jr., ended up being the president of NASCAR and n about 3 years, he transformed NASCAR from a local Sport popular company into one with international fan base. He started a new age of lucrative sponsorships and tv contracts for NASCAR.


The maturity period for NASCAR started with the efforts of William France Jr., with the business having vast array of revenue sources. The company has about 500 sponsors with broadcasting its events in about 150 nations. The company has large number of tracks in most of the cities of United States.


The decline in the company's offerings started after 2005 with average participation rate per race decreased by 22% from 2005 to 2010 and tv viewership rate decreased by 30% from 2005 to 2010. The major causes of decrease consist of the monetary crisis of 2008, which increased the expense of getting to tracks for viewers due to increasing fuel prices, and the shifting of its fan base towards other sports.

Market Segmentation.

The market division of An Introduction To Business To Business Exchanges Case Study Analysis can be divided into 4 sectors; Geographic, Demographic, Psychographic and Behavioural. (Dutta, 2018).


The geographical division of An Introduction To Business To Business Exchanges Case Solution is based upon the geographical presence of its tracks in different states and cities in United States, and the television broadcasting of its occasions in numerous nations. The company has 23 tracks in about 20 states of America and has television broadcast through different Medias i.e. TNT, ESPN, ABC and Fox, in about 150 countries.This vast geographical division offers the business regional in addition to international fan base.


The group segmentation of NASCAR is also highlydiverse based upon the gender, income and age of the customer. Its existing fan base is majorly consisted of male married fans with a typical age of 47 years and an earnings around $30-50 thousands. Presently NASCAR is trying to increase its target market to the young growing population and kinds. To increase the demographic segment of its market NASCAR should revise its marketing strategies to attract more age and lower its costs to go into in the market segment with a low average earnings.( htt1).


NASCAR has a fan base with a commitment. NASCAR fans view it compulsive to buy tickets and see the races once in a week. NASCAR has actually attempted to increase the quality of its racing by introducing phase racing, they also have actually tried to lower costs and make the occasion more practical by introducing live racing.


Behavioural division of An Introduction To Business To Business Exchanges Case Study Help is based upon the behaviour of fans in terms of watching the race live on the tv or by going in the occasions. Presently, the fans choice is towards watching the race in your home on television instead of going, as the customer experience at NASCAR tracks is not beneficial in addition to costly. This preference makes the rates for attendance lower than the rates for television viewers. NASCAR has to alter the behaviour of its fan base by presenting qualitative services at its tracks.

Target audience.


Among the prospective target market of An Introduction To Business To Business Exchanges Case Study Help was Hispanics; the young and growing population of United States. The market sector has terrific potential for NASCAR as the population was growing at a higher rate and it was anticipated to become thrice after forty years and the section has increasing wealth rate with about $1 trillion of wealth in 2014. The section shows affinity with car culture, but require a more concentrated marketing towards welcoming the section towards racing.


Kids are also one of the potential target market segment for NASCAR, as they are more linked socially than other groups. Automobile racing video games established by An Introduction To Business To Business Exchanges Case Study Analysis can be a prospective source of gaining attention of kids towards NASCAR track racing. NASCAR requires more attention towards customizing and enhancing its digital features to bring in the kids target market.

Generation Y.
Generation Y target audience consists of those who spent 5 times more resources on discretionary costs i.e. purchasing tickets for racing occasions, than others. This substantial expenditure makes the segment potential for NASCAR marketing technique of increasing its fan base. The marketplace section is likewise simple to technique as 81% of the Y Generation consumer utilizes Facebook every day and the usage is twice of using television and radio. The market sector views sports as an affair, rather than adherence to sport. The marketplace sector considers NASCAR as an organization lacking in creating a multiculturalism environment. An Introduction To Business To Business Exchanges Case Study Analysis should take various actions to improve the experience of Generation Y consumers in its occasions.

5 C's of Marketing

5 C's of marketing helps in taking decisions relating to marketing. These 5 C's requirements to be evaluated correctly for taking any marketing decision. These 5 C's stands for Environment, Company, Collaborators, Rivals and clients.


It needs to make PESTLE analysis in order to comprehend climate or context in which NASCAR is working. PESTLE means political, financial, social, technical, legal and environmental and is stated above.


NASCAR is an automobile racing company with having USP of high quality car racing with a worldwide structure. Its sector is sports team and events. Its target audience is males in the age of 15-60 years. Company has closed business culture and having non-interventionist approach.


Collaborations consists of distributors, suppliers and alliances of NASCAR. NASCAR utilized to get pay check of around $15 million annually from Turner Sports. NASCAR had to get approval from Turner Sport if it want to develop its Facebook page, twitter account or even mobile application.


The consumer of An Introduction To Business To Business Exchanges Case Study Help are its audiences. They target clients with having age of 15-60 years. Fan base of NASCAR consisted of married males with an average age of 47, which passes their fandom to their children and develop generational commitment.


Teams normally represents sponsors in NASCAR and the medium of marketing is motorists. These motorists can go against NASCAR if they got better opportunity in terms of rewards and television direct exposure.

Marketing Methods.

1. Developing and Preserving Facebook Page.
One of the potential target markets segments for NASCAR is Hispanics which is the growing population section of USA but unfortunately NASCAR had been unable to draw in the this targeted section. It must establish a Facebook page containing the information relating to the races and the areas of tracks to make the consumer informative about the core operations of NASCAR.
2. Establishing and Updating Accounts of Key Drivers.
NASCAR chauffeurs has a low star power as compare to players of other sports. Its ranks 7th in terms of star power (see Case Display). The major factor behind it is that, the racers mostly play in groups and are not able to develop an essential account and preserve a close contact with fans. The poor contacts with fans result in less destination of audiences towards the racers and a low star power. Star power is a crucial factor for bring in viewers towards tracks and towards television. The star power for the drivers at NASCARA might be enhanced by producing and updating accounts of key drivers by NASCARA itself. This would remove the requirement of forcing drivers to preserve their accounts and would lead to increasing fans attention towards NASCARA drivers.
3. Developing New Games and enhancing present video games for kids.
In order to draw in these kids, NASCARA needs to improve its existing racing video games by introducing personalization in the cars and trucks i.e. altering colours, selection of speed, presenting group racing in the video game, utilizing better graphics related to the racing tracks and presenting various levels in the game. All these adjustments in the existing video game would provide much better experience to kids.
In addition to it, NASCAR must also develop new video games associated with racing like kids racing with kids characters as motorists, animation racing with racing between numerous cartoon characters with a choice of picking the preferred cartoon character for the kids. These strategies would allow the business to draw in one of its potential target sectors.
4. Presenting multiculturalism at occasions.
NASCAR occasions are comprised of fans with very couple of cultural diversity, due to cost of arrival in occasions, making it unattractive for the customers viewing sport occasions as social occasions i.e. Generation Y clients. As the Generation Y customers are a prospective target market for NASCAR, for that reason the company should take specific measures to attract this possible target market.
5. Improving Consumer Experience at Tracks.
NASCAR needs to work on facilities and facilities at tracks due to the fact that on the race day viewers got dissatisfied. Viewers have lots of expectations from An Introduction To Business To Business Exchanges Case Study Analysis because in exact same industry other business are supplying better services than NASCAR. IF NASCAR don't work on this concern then its fans might moved to its rivals.

Marketing Budget

Marketing budget made on the basis of the above techniques for the period of 5 years from 2011 to 2015, shows the expense associated information for the marketing techniques. It can be seen that method 5 of enhancing client experience at tracks would need highest initial investment and expense and strategy 4 of presenting multiculturalism will require least expensive initial investment with most affordable even more per year expense.
NOTE: The values about expense are assumed on rational basis due the lack of realities and figures associated with cost in the case study. Inflation rate of United States is presumed to be 10%.

On the basis of deep analysis of the internal and external aspects of An Introduction To Business To Business Exchanges Case Study Analysis causing the decline of television viewership rate and presence rate at tracks, the above marketing techniques are recommended to NASCAR to increase its fan base in long run. These strategies would manage internal aspects like poor customer experience at tracks, inadequate social media marketing, incapable digital medias like video games, absence of culturalisms at tracks and so on, along with with external factors like shifting of fans towards other sports, demographical modifications in America and altering domesticity designs.