| Case Title |
The Sleepless
Executive |
| Case Author(s) |
Kurian Jose Sudhir
Nair R.
|
| University |
T. A. Pai Management Institute
(TAPMI), Manipal, India |
| Abstract |
A
paint company recently opened a depot to extend its market reach and increased
the number of dealers. The sales manager now finds further expansion difficult
as the company is way behind the market leader in terms of brand image.
He is wondering whether consolidation rather than expansion is a better
strategy. The case provides details of the market characteristics, past
data on dealer coverage and sales. |
| Available In |
MIP Case Collection |
| Publisher |
T. A. Pai Management Institute (TAPMI),
Manipal, India |
| Publisher Case No. |
1998-2000-51 |
| Distributor(s) |
T. A.
Pai Management Institute (TAPMI), Manipal, India
|
| Pub/Rev Date |
04/01/2000 |
| ISBN |
|
| Case Length |
6 |
| Teaching Note |
No |
| Pub TN Ref No. |
|
| Pages (TN) |
|
| Issues |
Distribution Coverage, Sales
Management |
| Organisation(s) |
|
| Countries |
India |
| Industry |
Chemicals |
| Period Covered |
1998-2000 |
| Level |
Postgraduate |