MGMT345 UDC Costco Expansion & Lottery Value Pricing Case Study Discussion

Costco Expansion and the Lottery Value Pricing Paradigm – Gregg Edgar, Arizona Lottery

Very early on In the video (1:30) Gregg on defines the problem the Arizona lottery has. What is that problem? In your answer, mention which of the 4P’s of marketing the case involves.
This is case is about the lottery trying to get a major retailer to sell lottery products (Costco had not sold lottery products before this test). Gregg mentions several entry barriers (3:00) the lottery had to overcome. List those entry barriers. Which do you think represents the biggest challenge to overcome for the Costco and for the lottery?
Gregg says (2:00) that there is a lot of affinity between lottery players and the Costco member. In other words, the demographic profiles of lottery players and the demographic profiles Costco members are similar. As a marketer, how do you think have similar demographics would make the project more likely to succeed? What concern of Costco does this help address? (6:09)

Richard Gotlieb

Blackhawk Networks Presentation – Richard Gotlieb

What is the primary thing that Blackhawk Networks does (you might have to look it up)?
What were their revenues for 2017?
Richard Gotlieb says that Blackhawk has 60,000 intergrated p.o.s. across the nation. What does that mean? What p.o.s?
What does friction to purchase mean and why is it important for a product that is only occasionally purchased.
Super bonus question: Which of the P’s of marketing does a gift card purchased at retail represent (you guys get this right and I will be very impressed. Think outside the box.)