Caselet Code : CLSDM026
Publication date : 2005
Subject : Sales and Distribution Management
Industry : Utilities
Length :
 4 Pages
Price :  Rs. 100 (Detailed Pricing Info)

To download this short case study (No. CLSDM026) click on the link below, and select from the list:

» Sales and Distribution Management Caselets

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Abstract

The widespread use of the telephone and the Internet resulted in a substantial loss of revenue for the postal department in India. The Department of Posts (DOP), in a bid to come out of losses, initiated the process of stocking and distributing both financial and non-financial products to customers, through its extensive distribution network. The caselet examines the emergence of post offices as alternative distribution centers for many companies. It also throws light on various products that are distributed through the post offices across India and discusses the benefits to the postal department.

Issues:

» Importance of Post Office as an alternative distribution channel
» Need for a transition in the work culture of Post Offices

 
Key words:

Post Office, Distribution Channel, Postmen, Department of Posts (DOP), ATM, UTI Bank, ICICI, Western Union Money Transfer, Tie-Up, MoU, Financial Services, Reliance.

Questions for Discussion:

1. Many companies are entering into tie-ups with post offices in India. What do you think are the reasons behind such partnerships?

2. Post offices are all set to become an important entity to many companies, especially in rural markets. In this situation, discuss the steps that post offices should take to cope with the increasing responsibilities and to render effective services to customers.