Caselet Code : CLSDM007
Publication date : 2005
Subject : Sales and Distribution Management
Industry : FMCG - Home and Fabric Care
Length :
 3 Pages
Price :  Rs. 100 (Detailed Pricing Info)

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Abstract

The caselet briefly introduces Tupperware Corporation, USA. It talks about Brownie Wise's role in developing sales at Tupperware through a unique method called 'party plan'. It looks into Tupperware's foray into the Indian market and discusses the selling and distribution strategies adopted by the company.

Issues:

» Impact of unique selling methods
» Relevance of a women sales force
 
Key words:

Tupperware, Earl Silas Tupper, Plastic Containers, World War II, Party Plan, Patio Party, Sales Force, Steel, Distribution, Network Structure.

Questions for Discussion:

1. Brownie Wise revolutionized the way Tupperware sold its products. Discuss the role played by Brownie Wise in Tupperware's success in the United States.

2. In India, Tupperware felt that a direct demonstration to customers was essential in creating awareness and building up a customer base. Why did Tupperware feel that India was a good market and what steps did it take to directly contact the customers?