Organized Steel retailing was not a remarkably popular theory among steel makers in India. A producer of various grades of steel, jSW, sold its products through a sizable network of dealers.
jsw shoppe case study solution
JSW Shoppe – A Unique Distribution Model for Branded Steel Case Study Solution
However, the management was concerned with raising its market penetration beyond its current market of builders and fabricators, building a brand image for its products and attracting the attention of end users who, subsequently, would drive up the sales. The company felt that the function would not be served by the present distribution model and designed the unique theory of JSW Shoppe - a franchising model the company would partner together with the existing, together with, new dealers to achieve their aims. Set in 2010, the case study deals with challenges and the problems of transforming from a transactional distribution model to a relationship-based distribution model for franchising. Through the evaluation of the case study, students can try and find the execution flaws in the transformation of the company's, and seek the easiest way to address the problems related to this transformation.
The case shows the importance and function of a sales person when the distribution model is changed and the problems and dilemmas that appear - both from the dealers' along with the firm's outlooks. Highlights of the case comprise the groundwork of an elaborate training module for the sales force, the assessment of dealers and also the presentation of the challenges of franchising a specialty product.
PUBLICATION DATE: January 27, 2012 PRODUCT #: W11638-PDF-ENG
This is just an excerpt. This case is about SALES & MARKETING
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