This is a Thunderbird Case Study.Airwide makes a broad line of heating, ventilation, air conditioning (HVAC) products. The Italian director of Marketing for Residential and Light Commercial and Sales is reviewing the company's route management policies.
The balance is sold by little dealers, remnants of an early route administration bargaining. Nuova Climatizzazione, dealer based in Genova, has loomed near Airwide with a suggestion to have their reseller reduction be equaled to a master vendor's. Airwide's management must examine the choice and consider the consequences for their channel strategy and venture arrangements
PUBLICATION DATE: October 16, 2009 PRODUCT #: TB0017-HCB-ENG
This is just an excerpt. This case is about FINANCE & ACCOUNTING
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