Verklar is a leading manufacturer of roof windows, based in Europe. Its subsidiary Austrian historically dominated the Austrian market, with about 85% market share. However, at the time of the case, its market share dropped to about 75%, and many of its dealers or down the line completely or do not buy from us, but from the few remaining large dealers who still buy directly from Verklar. This prompted the President to develop a new method of support - is a system of quotas - to run a sales channel in the country to improve performance. Asks the reader to examine the sources of falling stock market and whether the proposed quota system solves the problem of the channel. "Hide
by Anne Coughlan Source: Kellogg School Management 17 pages. Publication Date: January 1, 2004. Prod. #: KEL037-PDF-ENG
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