Floor Plan For Success Here’s what work-life balance was like back in the old days. When 21-year-old Rob Sheppard earned his tiler’s trade ticket in 1977 he moved straight from Rockhampton to Darwin. Why? Because Rob wanted to spend half the year tiling and the other half surfing in Bali.
Fast forward to 1991 and Rob, now in his 30s, realised that it was time to take the work part of life more seriously. He cut his hair, shaved off his beard and began building a business. By 2001, his company – Rob Sheppard Tiling – was employing 50 tilers and that year it won the Telstra NT Small Business of the Year Award. But that was just the beginning of a shift to a whole new level of operations. Click here to read more…
Category Archives: Sales and Distribution
Case Studies on Sales & Marketing
Filed under Marketing, Sales and Distribution
Mobile enables the Sales and Distribution for FMCG company
A diversified company with revenues over USD 5.5 billion and owns on the biggest FMCG brands in partnership with another US bigwig in FMCG was wanting to enhace its sales and distribution. The company had large sales & distribution workforce spread across the country which frequently wanted information communicated to them from the central SAP system. This was a very time consuming process. let us see how this was resolved through mobile…click here to read ahead
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Filed under Marketing, Sales and Distribution
Case Study: Sales and Channel Management
A specialty chemicals manufacturer was working with a limited sales model. The company asked McKinsey to help them expand beyond this sales model with transactional sales tools. McKinsey worked with its client to revise its go-to-market strategy based on a fresh look at its customers and their needs.
It suggested that the company replace industry-based segmentation with a needs-based segmentation that better reflected latent demand for both transactional and consultative sales models. This led company to increase its earnings before taxes by almost 30 percent over 2 years. Read more…
Filed under Sales and Distribution
A Case Study on Sales Force Planning: Cyrus Formulations
The case of CYRUS Pharmaceuticals is about a start-up in the Pharmaceuticals sector in India. The company in the case intends to sell formulations in South India and is working out its Sales & Distribution strategy. The promoter has some inputs from another existing pharmaceuticals company and is working to see if he can use some of these pieces of information. Click here to read more…
Filed under Marketing, Sales and Distribution
Case Study on Flint Group
To unify its sales effort, strengthen its customer focus, and reverse three year of port-merger declining sales, Flint Group consolidated its decentralized U.S. operation. As part of this critical initiative, the largest international supplier of narrow-web tag and label-printing inks for pharmaceuticals and beverages appointed Hank Malone Western Hemisphere Vice President of Sales and Marketing in August 2001.
Realizing that he faced a sales turnaround challenge that perhaps his extensive operations background hadn’t quite prepared him for, Hank tapped Sales Growth Specialists CEO Danita Bye. Her 20-plus year of sales leadership and sales-management expertise impressed him. Read more..
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Filed under Marketing, Sales and Distribution
Case Study on Identifying the Factors Affecting Sales
This case study is about a regional player in the toy industry in India. While the company was doing well in the market in which it was operating, the CEO of the company Pramod was not too happy with the unstable sales trend. He wanted to identify the factors that would help increase toy sales in the coming years by analyzing the past sales data. Click here to read more…
Filed under Marketing, Sales and Distribution
Case Study on Sales Strategy
Abstract: In 1949, Werner Otto founded Otto Versand as a mail-order shoe company in Germany. Through alliances, joint ventures and acquisitions, the company diversified into textile, furniture, logistics and hardware sectors eventually. The Otto Group became a mail-order behemoth in Germany, specialsing in catalogue retailing. In 1981, Michael Otto, son of the founder, became the CEO of the Group. Michael Otto strengthened the competitive position of the Group by introducing a multi-channel sales strategy in the mid-1990s. The new strategy included selling via three prime routes: e-commerce, catalogue and over-the-counter. Under e-commerce, Otto also provided t-commerce (through television) and m-commerce (through mobile) services. Under his leadership, Otto became the largest international mail-order and catalogue retail company and the second largest online retailer after Amazon. Click here to read more…
The Otto Group: Germany’s Leading Private Retailer’s Multi-channel Sales Strategy
Filed under Sales and Distribution, Strategic Sourcing
Case Study for Sony India’s Retailing Strategies
Sony, which was ranked first among consumer electronic brands in the world, was struggling to become the leading brand in India. It faced tough competition from Indian rivals like Videocon and Onida, and multinationals like LG, Samsung and Philips.
To emphasize its brand name and image, Sony India introduced ‘lifestyle concepts’ by launching spacious and aesthetically designed ‘Sony World’ stores. In these stores, Sony displayed its entire product range in a single showroom and targeted high-end customers in urban areas.
Despite promoting its products through advertisements which amounted to 4-5% of the company’s annual turnover, it was only second in market share in its different product segments. Sony introduced four different retail formats in order to differentiate their products, reinforce their brand and serve different customer segments. Click here to read more…
Filed under Branding, Sales and Distribution, Strategic Sourcing
Canon’s Journey in the Indian Market
From being known as a camera and copier company, Canon has moved on to being a reckoning force in the peripherals market. But this didn’t come easy to this 100% subsidiary of the Japanese imaging giant. Since it came in early 1997, Canon India has had a checkered past. The major players in the market were Modi-Xerox – the market leader with 58% of market share, RPG-Ricoh and HCL Toshiba. Within two years, Canon proved the analysts wrong by capturing 18% of the photocopier market, knocking Ricoh out from the number two slot…Read ahead
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Case study on ABM Industries for Enterprise-level Sales and Service
AMB industries was started on on window washing business. ABM had fostered an entrepreneurial culture in each division to effectively meet local and regional customer requirements. ABM is the largest facility services contractor listed on the New York Stock Exchange.
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