Weikang Pharmaceutical Co., Ltd.: Channel Management Dilemma Case Solution And Analysis, HBR Case Study Solution & Analysis of Harvard Case Studies

Weikang Pharmaceutical Co., Ltd.: Channel Management Dilemma Case Solution

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

PUBLICATION DATE: October 28, 2016

In spring 2012, the concern of trans-boundary sales emerged for China's Weikang Pharmaceutical Co., Ltd. (Weikang). Revenues of the business's items were assigned to suppliers in various areas, with each supplier taking pleasure in a monopoly within that area. Nevertheless, concerns had actually been occurring with such a stiff separation of sales area. One concern was whether presenting competitors in between sales representatives would result in greater sales, or whether local groups might co-operate and share finest practices. The sales director of Weikang considered a dispute in between 2 suppliers that had actually excited terrific debate. With each party adhering to its own view, the dispute appeared intractable, and now suppliers from various areas were searching for a sensible service. It was opportunity for a conference to talk about the business's channel management. Confronted with such a fantastic trouble as a cross-border operation, how should the business continue? Jin-Song Huang is connected with Beihang University. Qing-Qing Deng is connected with Beihang University. Li Zhuang is associated with Beihang University.