Merck Latin America A Online Case Study Solution

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Merck Latin America A Case Study Solution & Analysis


NASCAR (National Association for Stock Cars And Truck Automobile Racing) is a company carrying out series of Stock Cars and truck racing in United States and acting as a sanctioning body for driving the rules for Stock Cars and truck Racing. 2) Stock Vehicle Racing by NASCAR is the 2nd largest spectator sport, with greatest number of sponsors. 1) The other sources of earnings for Merck Latin America A Case Study Solution consists of; 10% of the total earnings from television rights, approving fees i.e. $1-2 million per race, and licencing NASCAR brand to companies.

NASCAR has a closed business culture with the non-interventionist technique. However this non collaborative method brings tensions in the sport. The building of Cars and truck of Tomorrow by Merck Latin America A Case Study Solution, with an intent of security for the chauffeurs, brought numerous tensions amongst the stakeholders of the sport.
Executive Summary
The communication audit, conducted in 2010, revealed that despite the truth that the business extremely count on the communications in between its stakeholders, there was no recognizable service interaction method. The industry's target consumers, direction and goals were all unidentified.

The audit pointed out different lacking of NASCAR in terms of absence of internal integration, absence of fan management method and absence of social and digital media of marketing.

Merck Latin America A Case Study Solution viewers was extremely faithful to the sport and the brands connected with the NASCAR, making it appealing for sponsors and business marketers.

Problem Statement.

The company is currently facing the problem of decreasing rates of attendance at racing tracks and rates of television viewers. This can put a substantial effect on its incomes from sponsors, media rights, and from other sources of revenue.

Situational Analysis.

The business was quite successful till 2005 with its standard marketing methods, but soon after 2005 the company starts dealing with different issues including decline of its fan base. A number of external as well as internal aspects are responsible for the decline. Internal factors include; inadequate financial investment in social networks and other digital medias of.

Fan base of NASCAR comprised of married males with a typical age of 47, which passes their fandom to their youngsters and produce generational commitment. The household system in America was altering resulting in reduction of influence of married male fan base over their youngsters. Together with it understandings about automobile was also changing with viewing cars and truck an automobile to reach at point B from point A, instead of as a fun job. Other challenges for Merck Latin America A Case Study Help consists of the shift of its fans to other sports as they were improving 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 business to revise its marketing strategies.

SWOT Analysis.


NASCAR core proficiencies includes it has rights of determining rules as sanctioning body. Guidelines and policies regarding professional stock vehicle racing are dictated by NASCAR like if any group with needed skills and resources can enter into races by following guidelines and guidelines dictated by NASCAR. All the events of NASCAR are sponsored by corporates because of most significant brand name loyalty of fans towards brand names advertised by Merck Latin America A Case Study Analysis.

Weak points.

Weaknesses in SWOT Analysis are considered as external factors. Weak points consists of the factors that stops business to carry out at required level of effectiveness. Weak points of NASCAR includes its close culture which is non collaborative. They have non-interventionist method. They usually utilized to form rules and other needed procedures without intervention of others which results in poor collaboration. For instance NASCAR develops Car of Tomorrow without partnership so result is that drivers did not like that concept. As this is racing sport so covering of sports by media is likewise hard. It was likewise discovered that NASCAR had no reliable strategy for company interaction. If it happened off track, they don't know how to manage issue. Inefficient service communication 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

Opportunities in SWOT analysis are external elements which can be favourable to business or the external factors on which company is having competitive advantage. NASCAR generally used to rely on standard media sources like regional paper for publicity of its sports. Typically these standard media sources attempt to cover their home team and particular type of occasions. NASCAR likewise familiarized from these standard media outlets that sport was tough to cover. Media landscape also changed from conventional to digital landscape. Papers failed. NASCAR can work on its abilities to get optimal possible gain from this new digital landscape. NASCAR have underinvestment in digital resources. So it can capitalize in social and digital media to get its benefits. Digital rights of NASCAR were also sold to Turner Sports. NASCAR utilized to earn money check of around $15 million annually from Turner Sports. There are number of cons behind this deal. NASCAR had to get approval from Turner Sport if it want to develop its Facebook page, twitter account or even mobile application. Turner Sport likewise had rights of each and every single video which is shoot during race at track. Then they are required to pay licensing costs to Turner Sport, if media sources like papers, magazines and cable channels desire to post videos of races on their respective pages. NASCAR can work on terms and conditions and try to negotiate with Turner Sports to get optimal benefits of it. Star power plays extremely essential function in producing earnings from every sport. However it was noted that Merck Latin America A Case Study Solution is lagging in this location i.e. star power. When sports fans were asked relating to popular celebrities and stars then NASCAR driver was not discovered even in top twenty reactions. So NASCAR can put efforts in this location too for profits generation. They must direct their drivers that how they can end up being sport stars. 4 tactical focuses which are generated by research group can likewise be served as opportunity for NESCAR. These 4 strategic focuses compares and analysis Merck Latin America A Case Study Solution techniques.


Hazards in SWOT analysis are specified as external aspects that can risk to company's success. Because if there is economic down turn then individuals would be having less return on financial investment, Economic down turn was experienced in late 2000 which can be threat for NASCAR. Earning of individuals would be effected and they would be more mindful in spending their cash. Economic down turn also leads to boost fuel prices which also impacted NASCAR. Due to the fact that fans of NASCAR utilized to attend its event from fars away. NESCAR had a guideline of 65/25/10 for earnings circulation. 65 percent incomes from media rights would be dispersed to race course, 25 percent profits would be dispersed to competing team and remaining 10 percent would be kept by NESCAR which is sanctioning body. Contending team wanted to increase their part of income from 25 percent since of boost in running cost of a race group and likewise there is decline in the variety of full-season sponsorship. Because they are making huge financial investments to improve experience of fans, nescar also deals with hazards from other sponsors. For example that includes upgrading existing avenues, building brand-new opportunities, providing Wi-Fi facility and also supplying other interactive mediums to engage sports on smart devices. Fan base of NASCAR comprised of married males with a typical age of 47, which passes their fandom to their children and develop generational loyalty. The obstacle is that the family system in America was altering resulting in decrease of impact of married male fan base over their children. In addition to it understandings about car was also changing with viewing vehicle a car to reach at point B from point A, instead of as an enjoyable project. Now if Merck Latin America A Case Study Analysis make significant investments in new segments which are based on brand-new customers then it might deal with unfavorable comments from its core fan base.

Porter's Five Forces Analysis

Porter's 5 forces is a design that is used to evaluate market in which company is working. It assists in identifying what are strengths and weakness of any specific market. It suggest that every industry is various from one another. It is important to comprehend market in which company is working because NASCAR's bottom line i.e. net earnings is heavily depends upon this. There are 5 forces that are used to recognize success, intensity and beauty of Merck Latin America A Case Study Help service.

Competitive Competition

This force indicates ability of competitors. Teams normally represents sponsors in NASCAR and the medium of advertising is drivers. For that reason it can be said that motorists and race automobiles are rivals. If they got better opportunity in terms of prizes and television direct exposure, these motorists can go versus Merck Latin America A Case Study Analysis. Then viewers can shift to those other fascinating cars and chauffeurs, if viewers take pleasure in other race cars and trucks and chauffeurs more than NASCAR. NASCAR might be having danger from its 2 direct rivals that is Solution 1 and Moto GP. They need to develop competitive benefits for chauffeurs so they don't move to other competitors.
Swot Analysis
Provider Power

If business shifts from one supplier to another, the provider power indicates the number of suppliers are readily available in industry and what is the expense associated with supplier. In this industry there is supply monopoly because motorists with required resources and abilities are limited.

Purchaser Power

In the case of NASCAR clients are its viewers. Audiences can switch to other rivals easily due to the fact that audiences will having low changing expense.

Risk of Replacement

Alternatives are referred as options. The substitutes in this case can be other home entertainment implies like audiences can shift to other sports. There are large range of alternatives are available in this scenario which suggests that hazard of replacement is high.

Hazard of New Entry

It is specified as how it is simple for any business to enter in that particular market. In the case of Merck Latin America A Case Study Help risk of new entry is low. If any company requires to enter in this organisation than they have to make heavy financial investments, due to the fact that. They require to construct vehicles and racing tracks and likewise needs to pay significant total up to chauffeurs for switching.

PESTEL Analysis


It can not be concluded from case study that there would be modification in resource allowances. NASCAR had actually got gain from lower taxation policies which results in increasing in earnings. So they made heavy financial investments in the research and advancement. As NASCAR is operating in various markets so it requires to deal with different regulations. It is also noted that Merck Latin America A Case Study Solution has dealt with increased examination relating to regulative. Every government has different top priority so NASCAR needs to be prepared for it as priority can be moved to other sector.


Financial elements includes tax rate, exchange rate, economic performance of that particular company, conditions of labour market, inflation rate and so on. Fortunes of the NASCAR and its competitors can be affected if there is federal government intervention in the marketing and sales sector. NASCAR can utilize abilities of workers to produce brand-new opportunities and enhance existing chances.


Every society is various from each other. Each has various social values and norms. It helps in understanding regarding society and choice of clients. Social factors consists of customs, culture, attitudes towards specific services and products, demographics, norms, interests and so on. It can be concluded that marketing through other ways instead of standard (i.e. paper) can be preferred in this society.


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

Vrio Analysis
Due to the fact that every nation has different legal terms and conditions, Legal plays an essential function in every nation. Merck Latin America A Case Study Analysis requires to be make certain that they safeguard their legal rights in every county so any company does not hurt to its legal rights.


Environmental elements are likewise crucial for every organisation. Since generally governments do not allow those business which can hurt to environment. These environmental elements includes laws regarding pollution, environment modification, safe garbage disposal, policies regarding insurance and so on. NASCAR requires to ensure that its cars and trucks are not producing contamination more than acceptable level.

7 P's of Marketing


The products of Merck Latin America A Case Study Solution in its item portfolio are; racing events tickets, racing tracks, sponsor's marketing, media rights, licencing NASCAR brand name, approving rules for races and ad-space to business marketers throughout broadcast of NASCAR races. (Hanlon, 2018).


Prices technique of NASCAR for its race occasions tickets is based upon the venue and importance of the racing events. In addition to race occasions tickets, NASCAR likewise charge different service charge to its stakeholders and earns profits. For example it charged approving fees of $1-2 million per race on average in 2005.


Advertising technique of NASCAR is extremely based upon its fan base. A strong fan base share its fandom with others and increase the number of viewers for NASCAR races.


NASCAR have its racing tracks in different cities in United States. The most crucial tracks of NASCAR includes Atlanta Motor Speedway in Georgia, Vehicle Club Speedway in California and Darlington Raceway in South Carolina. It tries to conduct its races in most of the cities in United States to understand across the country appeal.


Nestle people technique is comprised of supplying better experience to its viewers, its fan base and to all of its stakeholders. People are an essential element of Merck Latin America A Case Study Solution A marketing strategy as its events are the source of home entertainment for crowd. Its individuals method includes efforts to provide much better experience to its Fans, Race Drivers, Crew, Event Organizers and so on, all of which come under people method of NASCAR.


Numerous organisation procedures are needed to carry out racing occasions in an effective way. These processes consist of; correct schedule of time, arrangement for viewers, selling tickets, plan of space for sponsors, handling logistics and so on. These all procedures contribute I constructing NASCAR image, improving spectators experience and increasing fan base.

Physical Proof.

Most important physical evidences for the NASCAR consists of the presence of its racing tracks, stock automobiles and racing occasions. Along with it, its retailing brand names including tee shirts, caps, goodies and so on, likewise function as a physical evidence for NASCAR.

Product Life Process Evaluation.

The racing events by NASCAR was introduced on June 19, 1949. At the first stage competitors for NASCAR was low, as the rivals drove the cars and trucks comparable to the cars and trucks driven by common individuals.


After performing its very first race successfully the company moved towards developing its own tracks. The first Merck Latin America A Case Study Help based track, namely the Darlington Raceway track, was started in 1950 in South Carolina. It was followed by facility of more raceways consisting of Daytona International Speedway, which was opened in 1959. After the development of racing tracks the business moved towards relaying its races on tv in 1979. The very first occasion broadcasted on tv was flag-to-flag protection of Daytona.

In 1972, William France Jr., ended up being the president of NASCAR and n about 3 years, he changed NASCAR from a regional Sport popular organization into one with global fan base. He initiated a brand-new period of profitable sponsorships and tv contracts for NASCAR.


The maturity duration for NASCAR started with the efforts of William France Jr., with the business having wide variety of earnings sources. The company has about 500 sponsors with transmitting its occasions in about 150 countries. The business has large number of tracks in the majority of the cities of United States.


The decrease in the company's offerings began after 2005 with average attendance rate per race decreased by 22% from 2005 to 2010 and television viewership rate declined by 30% from 2005 to 2010. The significant reasons for decrease include the monetary crisis of 2008, which increased the cost of reaching tracks for viewers due to increasing fuel prices, and the moving of its fan base towards other sports.

Market Segmentation.

The market segmentation of Merck Latin America A Case Study Solution can be divided into 4 sectors; Geographic, Demographic, Psychographic and Behavioural. (Dutta, 2018).


The geographical segmentation of Merck Latin America A Case Analysis is based upon the geographical presence of its tracks in numerous states and cities in United States, and the television broadcasting of its events in various countries. The company has 23 tracks in about 20 states of America and has tv broadcast through numerous Medias i.e. TNT, ESPN, ABC and Fox, in about 150 countries.This huge geographical division provides the business regional in addition to international fan base.


The group division of Merck Latin America A Case Study Help is also highlydiverse based upon the gender, income and age of the consumer. To increase the group sector of its market NASCAR should modify its marketing strategies to draw in more age groups and lower its costs to go into in the market sector with a low typical earnings.


NASCAR has a fan base with a commitment. NASCAR fans view it compulsive to acquire tickets and see the races as soon as in a week. NASCAR has actually tried to increase the quality of its racing by introducing phase racing, they also have actually attempted to lower rates and make the occasion more hassle-free by introducing live racing.


Behavioural segmentation of NASCAR is based upon the behaviour of fans in terms of viewing the race live on the television or by going in the occasions. Currently, the fans preference is towards seeing the race at house on television rather than going, as the customer experience at NASCAR tracks is not beneficial as well as costly.

Target Market.


One of the possible target audience of Merck Latin America A Case Study Solution was Hispanics; the young and growing population of United States. The marketplace segment has terrific potential for NASCAR as the population was growing at a higher rate and it was expected to end up being thrice after forty years and the segment has increasing wealth rate with about $1 trillion of wealth in 2014. Although, the section reveals affinity with automobile culture, but need a more focused marketing towards inviting the sector towards racing.


Kids are likewise one of the potential target market sector for NASCAR, as they are more linked socially than other groups. Producing fan base among kids can provide a prospective increase in the variety of fans for racing due to their connection. Kids invest most of their times in playing and using smartphones computer game. Car racing games developed by Merck Latin America A Case Study Solution can be a prospective source of gaining attention of kids towards NASCAR track racing. However, NASCAR's digital features associated with kids are not capable of getting the attention. NASCAR needs more attention towards personalizing and improving its digital features to attract the kids target audience.

This substantial expenditure makes the segment potential for NASCAR marketing technique of increasing its fan base. The market section thinks about NASCAR as an organization doing not have in developing a multiculturalism atmosphere. NASCAR ought to take different steps to improve the experience of Generation Y consumers in its occasions.

5 C's of Marketing

5 C's of marketing assists in taking decisions regarding marketing.


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


NASCAR is an auto racing company with having USP of high quality car racing with an international structure. Its sector is sports group and occasions. Its target audience is males in the age of 15-60 years. Business has closed corporate culture and having non-interventionist technique.


Collaborations consists of suppliers, suppliers and alliances of Merck Latin America A Case Study Solution. It is worked together with different racing groups which are participating in racing. It likewise teamed up with Turners Sport for digital rights. NASCAR utilized to get pay check of around $15 million yearly from Turner Sports. There are variety of cons behind this offer. NASCAR had to get approval from Turner Sport if it want to produce its Facebook page, twitter account or even mobile application. Turner Sport also had rights of every single video which is shoot during race at track.


The consumer of Merck Latin America A Case Study Help are its audiences. They target consumers with having age of 15-60 years. Fan base of NASCAR comprised of married males with a typical age of 47, which passes their fandom to their youngsters and develop generational loyalty.


Teams typically represents sponsors in NASCAR and the medium of marketing is drivers. These motorists can go versus NASCAR if they got better opportunity in terms of rewards and tv exposure.

Marketing Strategies.

1. Establishing and Keeping Facebook Page.
One of the possible target markets sectors for NASCAR is Hispanics which is the growing population section of USA but sadly NASCAR had been unable to bring in the this targeted sector. It must develop a Facebook page containing the info concerning the races and the areas of tracks to make the customer helpful about the core operations of NASCAR.
2. Establishing and Upgrading Accounts of Key Drivers.
Merck Latin America A Case Study Analysis chauffeurs has a low star power as compare to gamers of other sports. The poor contacts with fans result in less tourist attraction of viewers towards the racers and a low star power. Star power is an important aspect for drawing in viewers towards tracks and towards television.
3. Developing New Games and enhancing current games for kids.
In order to bring in these kids, NASCARA must enhance its present racing video games by presenting personalization in the vehicles i.e. altering colours, selection of speed, introducing group racing in the video game, utilizing better graphics related to the racing tracks and introducing various levels in the video game. All these modifications in the current video game would provide better experience to kids.
Along with it, NASCAR needs to likewise construct new games associated with racing like kids racing with kids characters as motorists, cartoon racing with racing between numerous cartoon characters with a choice of choosing the preferred cartoon character for the kids. These methods would allow the business to attract one of its prospective target sectors.
4. Presenting multiculturalism at events.
NASCAR occasions are made up of fans with extremely couple of cultural variety, due to expense of arrival in occasions, making it unsightly for the consumers perceiving sport occasions as social celebrations i.e. Generation Y consumers. As the Generation Y consumers are a potential target market for NASCAR, therefore the company must take particular steps to attract this possible target market.
5. Improving Client Experience at Tracks.
Merck Latin America A Case Study Solution needs to deal with infrastructure and features at tracks because on the race day audiences got dissatisfied. Audiences have lots of expectations from NASCAR because in exact same market other business are providing better services than NASCAR. IF NASCAR don't deal with this issue then its fans might shifted to its rivals. According to fans there were not adequate centers were available as compare to other sports service providers. NASCAR ought to make sure that it provide sufficient centers that consists of cleaned up toilets, comfortable seating arrangement. They ought to likewise provide WIFI services and availability of charge card throughout that track. It must be also make sure that there suffice jumbo turns positioned at all needed places. There must be also food stalls that supply quality food to audiences. In this way audiences will be having pleasant experience at the day of event. (See Appendix B).

Marketing Budget

Marketing spending plan made on the basis of the above strategies for the period of 5 years from 2011 to 2015, reveals the expense associated data for the marketing strategies. It can be seen that method 5 of improving customer experience at tracks would need highest preliminary financial investment and expense and strategy 4 of presenting multiculturalism will require lowest initial investment with least expensive further per year cost.
NOTE: The worths about expense are assumed on rational basis due the lack of figures and truths related to cost in the case research study. Inflation rate of United States is presumed to be 10%.

On the basis of deep analysis of the external and internal elements of Merck Latin America A Case Study Solution triggering the decline of tv viewership rate and participation rate at tracks, the above marketing techniques are advised to NASCAR to increase its fan base in long run. These techniques would manage internal aspects like poor client experience at tracks, insufficient social media marketing, incapable digital medias like games, lack of culturalisms at tracks and so on, in addition to with external elements like moving of fans towards other sports, demographical modifications in America and changing domesticity designs.