Dismal Management of the Sales and Distribution System at GEM Food Products

Manoj Gour Chintaluri, Bala Subramanian R and Sunita Mehta

Asian Journal of Management Cases, 2025, vol. 22, issue 1, 122-133

Abstract: The case illustrates the challenges a newcomer faces in a regional leadership role within an already well-established framework. His struggles in managing growth and market shares bring to light the vulnerabilities in the organization’s existing practices. Participants gain insights into management concepts such as review mechanisms, gaps in the recruitment process, mentorship of new recruits and the resilience of systems even amid a change in leadership. The path to recovery involves delving into the comprehension of various indicators within the context of sales and distribution.

Keywords: Distribution management; FMCG; selection errors; new joinee induction; fishbone analysis (search for similar items in EconPapers)
Date: 2025
References: Add references at CitEc
Citations:

Downloads: (external link)
https://journals.sagepub.com/doi/10.1177/09728201231223053 (text/html)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:sae:anjomc:v:22:y:2025:i:1:p:122-133

DOI: 10.1177/09728201231223053

Access Statistics for this article

More articles in Asian Journal of Management Cases
Bibliographic data for series maintained by SAGE Publications ().