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Anchor Switches
Synopsis
Anchor, a leading brand manufacturing electrical switches and equipment for threshold furnishing segment acquired a small company with toothpaste manufacturing facility and decided to enter the low-end toothpaste segment. The lower end segment of this extension is the fluoride-based market, where Hindustan Lever Limited, Procter and Gamble, and Colgate Palmolive are the active player.Business of toothpaste was new to Anchor so top management developed plans to enter toothpaste market.The new acquisition had a set of salespeople who were merged with the Anchor's existingstaff. They were earlier trained by the sales managers of the parent company and they hadvery little retraining after their induction into the company and new acquisition had a set of salespeople who were merged with the Anchor's existingstaff. They were earlier trained by the sales managers of the parent company and they hadvery little retraining after their induction into the company soas not to afford the high cost of continuous training. The management felt that more salespeople may be required to cover the entiremarket within five years of the launch of the brand because They had a plan togo sequentially from one part of the country to the other so that by end of five years they hada market coverage comparable to the toothpaste majors in the business.Mr.Chandrajit Singh (CS) was hired as the sales development officer in charge of salestraining at Anchor whose jobwas to examine the existing abilities of the salespeople andprepare a training plan for the new recruits and suggest a refresher program for theexisting salespersons too.Chandrajit Singh CS had begun a training and assessment of the sales force of the newly acquired company and had decided to meet the salespeople in a group of six to seven people at different market locations. The salespeople werevery enthusiastic about the new job and company. However, he was disappointed with a fewsalespersons who felt that
Synopsis
Anchor, a leading brand manufacturing electrical switches and equipment for threshold furnishing segment acquired a small company with toothpaste manufacturing facility and decided to enter the low-end toothpaste segment. The lower end segment of this extension is the fluoride-based market, where Hindustan Lever Limited, Procter and Gamble, and Colgate Palmolive are the active player.Business of toothpaste was new to Anchor so top management developed plans to enter toothpaste market.The new acquisition had a set of salespeople who were merged with the Anchor's existingstaff. They were earlier trained by the sales managers of the parent company and they hadvery little retraining after their induction into the company and new acquisition had a set of salespeople who were merged with the Anchor's existingstaff. They were earlier trained by the sales managers of the parent company and they hadvery little retraining after their induction into the company soas not to afford the high cost of continuous training. The management felt that more salespeople may be required to cover the entiremarket within five years of the launch of the brand because They had a plan togo sequentially from one part of the country to the other so that by end of five years they hada market coverage comparable to the toothpaste majors in the business.Mr.Chandrajit Singh (CS) was hired as the sales development officer in charge of salestraining at Anchor whose jobwas to examine the existing abilities of the salespeople andprepare a training plan for the new recruits and suggest a refresher program for theexisting salespersons too.Chandrajit Singh CS had begun a training and assessment of the sales force of the newly acquired company and had decided to meet the salespeople in a group of six to seven people at different market locations. The salespeople werevery enthusiastic about the new job and company. However, he was disappointed with a fewsalespersons who felt that