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The Next Big Thing?: Training Mask at a Crossroads

Timothy P. Brotherton, Donna A. Smith
May 1, 2015
North America
Strategy & General Management, Marketing & Sales
9 pages
brand community, strategic decision-making, sports marketing, medical device marketing, critical thinking
Student Price: 
$4.00 (€3.7)
Average rating: 

The Next Big Thing?: Training Mask at a Crossroads is a decision point case facing Training Mask, a company that manufactures training masks for athletes for use in conditioning training. The mask simulates high-altitude breathing conditions and adds value to each workout session. Training Mask has been very successful in reaching well-known and serious athletes. Now the time has come to decide the future of the company. Casey Danford must decide whether he should: 1. remain in his present status and mainly market to hardcore athletes, 2. expand his market by including the “weekend warriors” who are less serious but do exercise, and/or 3. enter the medical device field with the Training Mask. Each of these three alternatives has advantages and disadvantages.

Learning Outcomes: 
  1. Analyze a current situation facing an entrepreneur
  2. Evaluate several target markets from which an entrepreneur may choose
  3. Recommend a course of action for the decision-maker