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CASE ANALYSIS 1
SSDS
They are the major business drivers for WICS accounting
for $380 mn sales. But, they are unhappy with the
management
They sell private labels as well PREMIUM PRICES
Control of management over SSDs is limited
WICS operates at premium and average product
AREA MANAGERS performance segment selling at premium prices
Only 40% of the served market is willingly paying these
Around 80% of the time of AMs is devoted on existing premium prices
account Remaining 60% of the account pose a risk of brand shift
Hence, market development by acquiring new accounts
gets hindered
Relate the problems and issues to the roles of TMs, AMs and SSDs.
Limited time availability of AMs doesnt allow TMs to train them
adequately
TMs TMs need to submit report to regional manager, based on which decisions
are taken. These decisions does not consider decisions and concerns at
ground level properly
Job analysis of AMs should be done and JDs should be accordingly revised
Communication gap between AMs and SSDs should be minimized, WICS should promote 2-way
communication