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Subject category: Marketing
Published by: Graduate School of Management, St. Petersburg University (GSOM SPbU)
Published in: 2007
Length: 26 pages
Data source: Field research

Abstract

The case aims to study the problem that the Iskrasoft company faced when determining a new strategy for the wholesale department. Formerly the retail department development was of higher significance than wholesale. To provide balanced growth and development of the company, the company''s managers initiated strategic changes based on the analysis of the wholesale activities and regional sales opportunities. The five main issues of the wholesale activities are described in the case study: (1) the wholesale department history; (2) benchmarking research results; (3) the wholesale structure and clients distribution by group; as well as; (4) the regional sales department activity; and (5) brand and suppliers analysis within the assortment policy in a wholesale department. Detailed data is provided on the wholesale business in the Iskrasoft company. The students are asked to think about the strategic development of the company''s wholesale department considering the assortment specifics, clients and regional markets, as well as the wholesale division structure.
Location:
Industry:
Size:
Middle-sized
Other setting(s):
2001-2004

About

Abstract

The case aims to study the problem that the Iskrasoft company faced when determining a new strategy for the wholesale department. Formerly the retail department development was of higher significance than wholesale. To provide balanced growth and development of the company, the company''s managers initiated strategic changes based on the analysis of the wholesale activities and regional sales opportunities. The five main issues of the wholesale activities are described in the case study: (1) the wholesale department history; (2) benchmarking research results; (3) the wholesale structure and clients distribution by group; as well as; (4) the regional sales department activity; and (5) brand and suppliers analysis within the assortment policy in a wholesale department. Detailed data is provided on the wholesale business in the Iskrasoft company. The students are asked to think about the strategic development of the company''s wholesale department considering the assortment specifics, clients and regional markets, as well as the wholesale division structure.

Settings

Location:
Industry:
Size:
Middle-sized
Other setting(s):
2001-2004

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