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An Irate Distributor: The Question of Profitability
Renuka Kamath; K.K. Kishore; Sagar SharmaCase IVEY-9B13A015-EMarketing, StrategyIn June 2012, an area sales manager at NutriPack India, a multinational company dealing with fast-moving consumer goods, had to find a way to match the success of his predecessor in increasing retail outlet coverage in central Maharashtra. He studied the territory data and identified the Jalgaon region as having the potential for high growth. However, the single distributor for Jalgaon was upset because he had already increased his operations the...Starting at €8.20