Saha And Sons: : Managing Distribution-Driven Growth / Jaydeep Mukherjee.

Format:

Book

Author/Creator:

Mukherjee, Jaydeep, author.

Series:

SAGE Business cases.

SAGE Business cases

Language:

English

Subjects (All):

Marketing--Decision making--Case studies.

Marketing.

Physical Description:

1 online resource

Place of Publication:

London : SAGE Publications: SAGE Business Cases Originals, 2025.

Summary:

On January 4, 2024, Anubhav Dutta, the Eastern Zonal Manager of Joe's Foods Limited India (JFLI), visited the M/s Saha and Sons (S&S) headquarters at Malda Town, in the state of West Bengal, India. Based on their performance review for 2023, Dutta gave an ultimatum to Sumanta Kundu, a senior partner of S&S, that JFLI would diminish the distributor's territory substantially if their performance did not improve by March 31, 2024. Sumanta knew that the average number of effective sales calls and products ordered for remote parts of his territory was significantly lower than the JFLI average. Sumanta identified two options that could lead to a good sales recovery in his territory. The first option was to expand S&S's infrastructure in the remote areas to improve coverage, calls, and distribution. The second option was to engage with known large wholesalers in the remote markets whose existing infrastructure would allow for more intensive market coverage for JFLI. However, the challenges were the implementation effectiveness, impact on operational efficiency, and long-term financial implications of those options. If neither of the two options were feasible, then a third option was a reduction in territory as communicated by manager Anubhav Dutta. Time was running out, and the decision had to be taken now. Students will be asked to analyze the root causes of the distribution problem faced by S&S, discuss potential solutions along with their strategic implications, and recommend an appropriate way forward for S&S.

Notes:

Description based on publisher supplied metadata and other sources.

ISBN:

9781071980187

1071980181

OCLC:

1483993318