An Irate Distributor: The Question of Profitability Case Solution And Analysis, HBR Case Study Solution & Analysis of Harvard Case Studies

In June 2012, a district sales manager at the NutriPack in India, a cosmopolitan organization managing fast-paced consumer goods, had to hunt for a way to communicate the triumph of his predecessor in surging the retail outlet coverage in the central Maharashtra.

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He studied the territory data and recognized the Jalgaon area as having the possibility of high growth rate. In the meantime, the single distributor for the Jalgaon was concerned because his operations had already raised the preceding year and was skeptical that this had been rewarding. The region sales manager needed to convince this provider of the benefits of his previous investments, and also convince him to make additional investments (e.g., hire more salespersons). This case exemplify the hurdles that youthful area sales managers face when they need to cope with experienced providers in the Indian retail trade, particularly in smaller towns where relationships can significantly influence business.

Students will gain a grasp of the key performance indicators mandatory to focus on developmental problems in a territory. They will assess financial concerns as a leading tool in dealing with intermediaries, together with distributors, and will gain practical knowledge in the best way to convince a provider of his precedent investments along with profitability, and make out way for additional investments for the retail escalation. Sagar Sharma and Renuka Kamath are allied with SP Jain Institute of Management & Research.

PUBLICATION DATE: August 12, 2013 PRODUCT #: W13334-PDF-ENG

This is just an excerpt. This case is about SALES & MARKETING