Case Code : CLMM112
Publication date : 2015
Subject : Marketing Management
Industry : Consumer Product Manufacturers
Length : 03 Pages
Short Case Study Price: INR 100;
Abstract:
This case is about Hawkins Cookers Ltd (Hawkins) founded in 1957. Hawkins flourished initially under the guidance of H D Vasudeva to become one of the leading kitchenware manufacturing companies in India. It sold the majority of its products through its dealer network in India apart from exporting and direct selling. In 2003, the new CEO of Hawkins, Brahm Vasudeva (Brahm), faced a major problem when the dealer sales started dropping suddenly.
Issues:
Introduction |
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Questions for Discussion:
1. What are the distribution strategies followed by Hawkins Cookers Ltd.?
2. Looking at the case situation, what do you think will be ideal distribution strategy for Hawkins Cookers Ltd.?
3. What should Brahm Vasudeva do to turn around the sales of Hawkins Cookers Ltd.?
Key words:
Distribution strategy, Loss-leading, Dealer network
* This caselet is intended for use only in class discussions.