Definition of demand chain policies for a leading building materials industry player in India; KPMG

The Digital Institutional Repository of IIM Bangalore

Please use this identifier to cite or link to this item: https://repository.iimb.ac.in/handle/2074/10721

DC Field	Value	Language
dc.contributor.author	Manigandan, G
dc.date.accessioned	2020-02-11T08:41:12Z	-
dc.date.available	2020-02-11T08:41:12Z	-
dc.date.issued	2012
dc.identifier.uri	http://repository.iimb.ac.in/handle/2074/10721	-
dc.description.abstract	The company is a leading player in the building materials industry- the Asbestos Cement Sheets Industry in India. It has a current market share of 20% and aspires to increase it to around 25% by 2015. In this context an exercise was undertaken to enhance the effectiveness of the demand chain to improve the performance of the dealer network and sales force. The project comprised two modules – • Sales force structuring to correct existing work load imbalances and improve dealer coverage by the Field Sales Officers(FSOs) • Definition of demand chain policies to improve sales and distribution effectiveness. Also programs for key account management are designed to improve coverage in high potential markets.
dc.publisher	Indian Institute of Management Bangalore
dc.relation.ispartofseries	PGP_SP_P12_064
dc.subject	Demand chain policies
dc.subject	Cement industry
dc.subject	Market penetration
dc.title	Definition of demand chain policies for a leading building materials industry player in India; KPMG
dc.type	Summer Project Report-PGP
dc.pages	13p.
dc.identifier.accession	E37205
Appears in Collections:	2012

File	Size	Format
PGP_SP_P12_064.pdf	264.92 kB	Adobe PDF	View/Open Request a copy

Check