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Ivey Publishing
FLYHT: Crossing the Chasm
Product Number:
9B12A022
Publication Date:
07/25/2012
Revised Date:
07/11/2012
Length:
16 pages
Product Type:
Case (Field)
Source:
Ivey
AeroMechanical Services, Ltd. has a superior aircraft-monitoring product, FLYHT, which is significantly more advanced than the typical flight data recorder used by airlines. It can be easily installed and provides a wide range of real-time information that could be critical for airlines looking to reduce costs and improve safety. Yet it continues to struggle to get its solution adopted by major airlines. The vice president of business development for AeroMechanical is looking for a way to "cross the chasm" to expand sales from the early-adopter market to the major carriers.
Learning Objective:
There are several topics that can be discussed with this case, such as adoption of innovative products, entrepreneurship, and barriers to entry.
Issues:
Market Analysis; Market Entry; Market Strategy; Strategy Implementation; Canada
Disciplines:
Marketing,  Entrepreneurship
Industries:
Manufacturing
Setting:
Canada, Small, 2012
Intended Audience:
Undergraduate/MBA
Price:
$3.95 CAD / $3.95 USD Printed Copy
$3.40 CAD / $3.40 USD Permissions
$3.40 CAD / $3.40 USD Digital Download
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