Hari Industries - The Dilemma of New Business Opportunity

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This case study was compiled from published sources, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.

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Case Details:


Case Code : MKTG301 For delivery in electronic format: Rs. 200;
For delivery through courier (within India): Rs. 200 + Shipping & Handling Charges extra


Sales Management / New Market Opportunities / SMSE
Case Length : 7 Pages
Period : -
Pub Date : 2012
Teaching Note : Available
Organization : Disguised
Industry : Fabrication
Countries : India


Hari Industries is a Fabrication & Engineering organization with units at Chennai and Hyderabad. Srinivas Kumar, one of the promoters and also the head of the Hyderabad operations, is facing a dilemma with regard to a business opportunity he had chanced upon.

Primarily involved in the making of panels for switches and switch gears, he identifies an opportunity in servicing the market for movable classroom writing boards.

Marketing Management Case Studies | Case Study in Management, Operations, Strategies, Marketing Management, Case Studies

Srinivas Kumar has to find an answer to questions like

  • Should Hari Industries service the market for movable class room boards?
  • What should the sales organization for serving such an opportunity be?
  • What should the competencies in such forays be?
  • Issues:

    The case will help the students:
    Sales organization structure & design.
    Competencies in the sales team - salesperson and the sales manager.
    Evolving a position description document.


      Page No.
    Introduction 1
    The Opportunity: To Consider or Not? 1
    Hari Industries 1
    The New Business Opportunity 2


    Sales force, New Market, SMSE, Diversification

    Excerpts - Next Page>>

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