SALES AND DISTRIBUTION MANAGEMENT ASSIGNMENT
MORGAN & BOSS OFFICE EQUIPMENT DIVISION
ANGANA (F13005) ASHISH CHANDY (F13015) CHRISTINA IMMACULATE (F13021)
DHANYA ANN ROY (F13025) IMMANUEL SOLOMON (F13031) PRIYADARSHINI (F13047) RENITA (F13051) 1. What were the major problems that were affecting the relationship between the company and the distributors? Though the Office Equipment Division had a strong and committed distributor network Morgan imposed numerous conditions on the distributor’s operations. Initially since being Morgan’s dealer was considered an honour they agreed to all its conditions but later the dealers were pressurised on many terms which were the main reasons of friction between the dealers and the company. The following were some of the problems that existed between Morgan and its distributors. Morgan assigned the dealers specific territories and by policy cross-selling was not allowed. They were also not allowed to distribute any other brand of similar products Officially dealers were not given the option of credit transactions, they were expected to pay immediately once the products were billed and they also had to deposit blank cheques in case they don’t repay Morgan was forcing its dealers to stock in all products in the product line irrespective of its demand because whenever an order for an offbeat product was received by the dealers it took 3-20 days for Morgan to arrange for the same. Dealers did not want to stock all the products because it blocked their inventory space and their working...
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