Friends,
The case study discussion on Crown TV on 18th Oct 2010, Monday was well appreciated and accepted by Ankush sir and all of you. Following are some of the observations of sir and key takeaways for us.
On the case:
- Dealer is not a friend, so it is key to keep him happy all the time and ensure good margin management is followed.
- This product is mainly driven through channel sales and not direct sales. So your channels of distribution are key to the successful performance of your brand.
- After sales service is also very important as it is a durable commodity with an average life span of 3 - 5 years for a household.
- From a company perspective, Dealer is more important than the attributes of the brand, as he influences the decision making process of the customer when a sale is about to happen.
- It was nicely coordinated and managed by the 5 speakers. (Thanks to Sayantan for doing an excellent job on writing the key points of the case in the board.)
- Class participation was close to 40 %, which was better than the previous case discussion. Ideal participation should be in the range of 40 - 55 %. It should not exceed 60 %.
- The flow of the discussion was lacking an order, as it lead to ivory islands being created. Correlation of topics needs to be there in the discussion.
- Allocation of time in all the aspects of the discussion is key for an ideal in depth analysis of a case.
