SIZE DOES MATTER

• 21M111-Gaurav Sancheti 
• 21M115-MadhurMishra
• 21M129-Shivangi Goel
• 21M137-Utkarsh Sharma
 INTRODUCTION
 Office Pro Private Limited (OPPL),established in 2006, is a printer peripheral
manufacturing company operating in Maharashtra, Gujarat, Madhya Pradesh  & Goa.

   The company has achieved 20cr turnover in 2013. 

  It is planning to expand its operation in the Southern region of the country. 

  So, the company has decided to open a new office in Bangalore in 2014.

  The theme of the case revolves around establishing operating process in the new
office
 PROBLEM STATEMENT

How many Sales Executives should be hired by

Vikram Gokhale for the Southern Region of OPPL
business?
 FACTS AND ISSUES
QUALITATIVE DATA
FACTS ISSUES

• OPPL plans on expansion in 4 States in South

• OPPL in 2014(20cr. Turnover) with 80% Sales in (Bangalore)- Decide on the number of sales executives
Maharashtra and Gujarat. 
accordingly. 

• Vikram Gokhale worked in fully set and functional • Vikram Gokhale did not have much experience in
office as Area Sales Manager. starting a new office as Regional Manager.

• Working Pattern - Sales Executives Work 6 days/week • Same working pattern problem in South.
(45% on travel, Paper and adm. Work; 55% on (Consideration of 4 weeks off/year for each employee. 
customer calls.)

• Research was cursory – Read only once by external

• Estimated Account list of 150 customers. Researchers. 
 FACTS AND ISSUES
QUANTITATIVE DATA

Row Labels Total Time(in Hr) Time(in Hr) per Sale( in Lakhs)

A  2141.33 221.30

B  3216.25 409.30

C  2901.93 533.32

Grand Total 8259.52 1163.92

 ANALYSIS
•  Total Calling time required for 150 accounts- 8259.52

•  Total calling duration taken by 1 Sales Executive/year  - 1267.2

Total sales time in week  : (6*8) 48

Total calling time in week = 55% of 48 26.4

Total weeks (54-4) 48
Total time (26.4*48) 1267.2

•  Total No. Sales Executives required for Southern Region – 8259.52/

1267.2 = 6.5 (6-7)
 RECOMMENDATIONS
1 Quantitative data shows that approximately 6-7 sales executives
must be hired. 

2. Distribution of sales executives among A, B, C must be in

proportion to total time spent per lakh sales. 

3. The research should be more accurate and proof-read by internal

researchers.