Mr. Joseph Lawler, the newly appointed president of Boston Whaler, Inc (BWI), believes that the best management of the dealer is the key to the continued growth of the company. BWI made a high price, high performance, power lines and other boats for recreational, commercial, and other markets. Its 250 dealers have been served with a small force of regional managers. Most dealers were not solely Whaler Whaler distributors and sales usually do not take into account most of the dealers income. Mr. Lawler wants dealers' obligation to "STB increased, whether through new dealer agreements, training, minimum stocking or any other device will increase the importance of the relationship BWI to dealers. Gifts for a complete distribution management accounting problems, and, in addition, allows a thorough analysis of the key top 50 account BWI-dealers. "Hide
by Thomas W. Bonoma, Margaret L. Kane Source: Harvard Business School 22 pages. Publication Date: September 29, 1983. Prod. #: 584036-PDF-ENG
Related Case Solutions & Analyses:
Merrill Lynch: Supernova
Silvio Napoli at Schindler India (A)
Teach Plus: Mobilizing a New Generation of Teacher Leaders
Creating Meaning for the Customer: The Case of GMACI
Sarah Harris
Executive Remuneration at Royal Dutch Shell (B)
Jiffy Clean plc
Fundacion Pro Vivienda Social: The Entrepreneur’s Network as a Source of Resources
FROZEN FOOD PRODUCTS
VDAB CASE
