DRAMATIZATION: STRATEGIES AND TACTICS FOR THE AGING PRODUCT

Mr. McKinney: After a period of considerable success, advancing technology and other changes in the marketplace have greatly diminished sales and profits of the HSI-451 home computer. Yet, management refuses to discontinue the 45 1 on the grounds that it continues to be the flagship of the Hot Sparks line. In this segment, a Hot Sparks product manager, Glen Konkle, discusses steps to increase profitability with his General Counsel, Jim Melican, and outside antitrust counsel, Josh Greenberg and Dick Pogue.