R&R Case

6291 Words May 19th, 2014 26 Pages
Harvard Business School

9-386-019
Rev. November 15, 1987

R&R
During the summer of 1983, Bob Reiss observed with interest the success in the Canadian market of a new board game called “Trivial Pursuit.” His years of experience selling games in the U.S. had taught him a rough rule of thumb: the sales of a game in the U.S. tended to be approximately ten times those of sales in Canada. Since “Trivial Pursuit” had sold 100,000 copies north of the border, Reiss thought that trivia games might soon boom in the U.S., and that this might represent a profitable opportunity for him.

Reiss’ Background
After his graduation from Harvard Business School in 1956, Reiss began working for a company that made stationery products. His main
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“Fads” extended to whole categories of items: one class of toys would sell well for a couple of years and then fade away. Products that were part of categories tended to ride with the fate of that category, regardless to some extent of their intrinsic
This case was prepared by Research Assistant Jose-Carlos Jarillo Mossi, under the supervision of Professor Howard H. Stevenson, as the basis for class discussion rather than to illustrate either effective or ineffective handling of an administrative situation. Copyright © 1985 by the President and Fellows of Harvard College. To order copies or request permission to reproduce materials, call 1-800-545-7685, write Harvard Business School Publishing, Boston, MA 02163, or go to http://www.hbsp.harvard.edu. No part of this publication may be reproduced, stored in a retrieval system, used in a spreadsheet, or transmitted in any form or by any means—electronic, mechanical, photocopying, recording, or otherwise—without the permission of Harvard Business School.

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R&R

merit. Many new products were introduced every year, which made the fight for shelf space aggressive. Promotional plans for a new product were a key factor in buy or no-buy decisions of the major retailers. At the same time, fewer and fewer retailers were dominating more of the market every year. The largest one, Toys ‘R’

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