| Case Title |
Ralies
Marita |
| Case Author(s) |
Subin Sivan Sharad
Agarwal Dushyant Singh Panwar
|
| University |
T. A. Pai Management Institute
(TAPMI), Manipal, India |
| Abstract |
The case describes the redesigning of the marketing strategy for a
weighing machine manufacturing company. Catering to diverse groups of consumers,
the company faced low sales in the retail segment and examined ways to improve
sales. The case describes the results of a consumer survey, the company's
distribution structure, delivery scheduling, details of the annual maintenance
contract (AMC), promotional campaigns and sales force remuneration structure.
Possible areas of discussion include redesign of the marketing mix and channel
management. |
| Available In |
MIP Case Collection |
| Publisher |
T. A. Pai Management Institute (TAPMI),
Manipal, India |
| Publisher Case No. |
1999-2001-24 |
| Distributor(s) |
T. A.
Pai Management Institute (TAPMI), Manipal, India
|
| Pub/Rev Date |
4/1/01 |
| ISBN |
|
| Case Length |
10 |
| Teaching Note |
No |
| Pub TN Ref No. |
|
| Pages (TN) |
|
| Issues |
Consumer Surveys, Channel Management,
Industrial Marketing |
| Organisation(s) |
|
| Countries |
India |
| Industry |
Industrial Products, Tools &
Machinery |
| Period Covered |
1999-2001 |
| Level |
Postgraduate |