Problem Solving and Decision Making
CASE STUDY ON PRITHVI ELECTRICALS
Should Gopal be hired?
Although he has been offered the job Gordhandas should reconsider the role and responsibilities he is offering to Gopal as Entering into a new segment in the market requires stepwise planning and testing and taking feedback hence just by assigning Gopal and providing him with a target is not a recommendable step to take.
Should Gopal accept the offer?
PRO’s
* Obvious position and salary hike. * Has experience in a similar industry and has already established good connections with distributers as he was the Area Sales Manager. * He is supposed to lead the business and start from scratch; so he can lay down his previously tested set of rules and framework. He is the Boss in this business. * Need not relocate as he stays in Bangalore.
CON’s
Our take – Gopal should accept the job offer.
Product Pricing * B2B marketing does not involve extensive advertising (direct mails or sales calls should suffice), thus “Prithvi” can save on advertisements and come up with a competitive price for their motors. * According to the survey, almost 94% of buyers think “Delivery” is most important and as “Prithvi” is based in Bangalore so it can save on delivery costs too which would help in competitive product pricing.
After sales services * As the factory is located in Bangalore, quicker after sales services is possible for Karnataka. * Though only 73% of buyers think “Service” is a priority, “Prithvi’s” sales professionals should be in touch with its customers and it is not a difficult task as the customer base is not large in a B2B scenario.
Strategy
For the new 250W AC Motors business * Distribution -
Firstly, with his extensive industry experience, Gopal can bring in more distributors as well as sell through existing dealers.
Secondly, marketing channels like direct sales, telemarketing and direct mails may be considered as it ensures larger market coverage while minimising
Should Gopal be hired?
Although he has been offered the job Gordhandas should reconsider the role and responsibilities he is offering to Gopal as Entering into a new segment in the market requires stepwise planning and testing and taking feedback hence just by assigning Gopal and providing him with a target is not a recommendable step to take.
Should Gopal accept the offer?
PRO’s
* Obvious position and salary hike. * Has experience in a similar industry and has already established good connections with distributers as he was the Area Sales Manager. * He is supposed to lead the business and start from scratch; so he can lay down his previously tested set of rules and framework. He is the Boss in this business. * Need not relocate as he stays in Bangalore.
CON’s
Our take – Gopal should accept the job offer.
Product Pricing * B2B marketing does not involve extensive advertising (direct mails or sales calls should suffice), thus “Prithvi” can save on advertisements and come up with a competitive price for their motors. * According to the survey, almost 94% of buyers think “Delivery” is most important and as “Prithvi” is based in Bangalore so it can save on delivery costs too which would help in competitive product pricing.
After sales services * As the factory is located in Bangalore, quicker after sales services is possible for Karnataka. * Though only 73% of buyers think “Service” is a priority, “Prithvi’s” sales professionals should be in touch with its customers and it is not a difficult task as the customer base is not large in a B2B scenario.
Strategy
For the new 250W AC Motors business * Distribution -
Firstly, with his extensive industry experience, Gopal can bring in more distributors as well as sell through existing dealers.
Secondly, marketing channels like direct sales, telemarketing and direct mails may be considered as it ensures larger market coverage while minimising