Product details

Ibeju Water Company, a family business and leading sachet water producer in the Epe region, had recently expanded its business to bottled water production. Biodun Ajose, the CEO of the company, who ran the business alongside his wife, Kemi, felt that the sales objectives of Ibeju bottled water were better achieved in the Lekki region and with the assistance of sales distributors. This led the company to enter into agreements with three prominent distributors, each having different expectations. The company also opened a showroom, which was manned by five sales executives and the sales manager, Abubakar Ibrahim, imposed by one of the distributors as a pre-condition for business relations. However, the distributors began to make new demands that apparently threatened the continued survival of the business. Biodun was supposed to either accept their demands, and the consequences that might stem from doing so, or reject them and face the threat of losing his 'rainmakers'.