Bottlenecks observed in the current business:

1. Key Account Manager manages the MT business and doesn’t report to the ASM.
2. Mahesh, the new TSI, although a fast learner but jumps to conclusions very fast.
3. Rahul doesn’t want to move out of Pune.
4. Abhilasha is looking for a job in Pune and if she finds something, she will resign.
5. The biggest territory Pune is doing badly in terms of growth with DB2 having a decreased growth of
20% over last year.
6. The wholesale market also declined by 20% over the last year.
7. Contribution from brands other than the top 3 micros has also been reduced over the last year.

Streamline the overall marketing process.

1. It is evident from the table that the overall wholesale market demand has declined with respect
to the last year and the retail market of both TT and MT has shown substantial growth.
2. Thus, we can conclude that B2C sales are better than B2B sales.
3. There should be more focus on shifting the sales to the profitable sectors like retail rather than
the wholesale markets.
4. To improve sales in the wholesale market, the following steps can be implemented.
• Providing Incentives to wholesale dealers and to the retail dealers who buy from the
wholesale markets.
• Encouraging wholesale traders to open new retail outlets close to the wholesale
distribution centers that offer the various product at a price lesser than MSP.
• Better management of inventories as per the product that shows the maximum
demand.