TIL : new dealer appointment dilemma /
TIL is a major manufacturer of tractors in India with an all-India market share of around 20% in 2021. However, in the northern Indian state of Haryana, TIL traditionally had a low market share. Panipat district in Haryana was an even more difficult market for TIL, as it routinely experienced dealer...
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| Format: | eBook |
| Language: | English |
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London :
SAGE Publications: SAGE Business Cases Originals,
2023.
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| Series: | SAGE business cases.
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| Subjects: | |
| Online Access: | Connect to the full text of this electronic book |
| Summary: | TIL is a major manufacturer of tractors in India with an all-India market share of around 20% in 2021. However, in the northern Indian state of Haryana, TIL traditionally had a low market share. Panipat district in Haryana was an even more difficult market for TIL, as it routinely experienced dealer churn and an unstable dealer base. In June 2022, the area sales manager presented three potential new dealers in Panipat to the regional manager, Ravi Ratan. Ratan wanted to stabilize the TIL business in the Panipat market with a dealer who could commercially survive the initial period, work steadily to build the market, operate successfully, and grow the business in the long run. The first option, Ram Swarup, was a well-established, high-selling TIL dealer with a high market share from the neighboring state of Rajasthan. The second option, Jagan Mathur, was an estranged competition dealer from the Panipat market. The third option was an experienced TIL sales executive, a native of Panipat who wanted to start a dealership but did not have the capital required to establish the dealership. Ratan was ready to make a bold decision and have it endorsed by his superiors. However, he was due for promotion next year, and a wrong decision would be detrimental to his case. Students will be asked to analyze the different problems faced by TIL in Panipat, to evaluate the merits and demerits of the candidates being considered by Ratan, and to recommend the best course of action. |
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| Physical Description: | 1 online resource. |
| ISBN: | 9781071914755 1071914758 |