The Arden Company has lost market share for its commodity product to a smaller competitor, Columbia Corporation, which has a young, aggressive team with a mandate for increasing its market position. Arden's new business head seeks to develop a market strategy that will counter Columbia's tactics and deal effectively with the challenge. In this case students study economic indicators such as market share, sales, variable margin, and capacity utilization to consider Arden's options and to create a market strategy to counter Columbia's inroads.

Case id: 100501