Ingersoll-RandManaging Multiple Channels

Nikhil Gupta 10FN-121Saurabh Ashok Thadani 10FN-102

Srikanth Konduri 10FN-109Srivatsan Rangarajan 10FN-110

Tushar Gupta 10FN-115Varun Joshi 10FN-117

Advantages : Minimal cost of sales Well established service capability Training of distributors not required An addition to the shrinking product line of

the direct sales 2% spare part and maintenance cost not

attractive to the distributors

Scenario 1 – Direct Sales

Disadvantages : Partial attention to Centac-200 Loss of sales in Rotary compressors for

distributors Centac-200 in category for distributors

according to hp assignment policy Increase in time to deliver and service :

dissatisfaction among customers Adds to inventory cost of I-R

Scenario 1 – Direct Sales

Advantages : Increase in revenue and profits for

distributors Well established network Attention towards Centac-200 Easy accessibility for customers Better and quick serviceability

Scenario 2 – Distributors Sales

Disadvantages : Lower profit margin for I-R Need for intensive technical training for

distributors Lack of attention towards other

compressors Less control of I-R over the distribution

channel : Price decision

Scenario 2 – Distributors Sales

Advantages : Increase in revenue and profits for

distributors Higher profit margin for I-R compared to

scenario 2 Attention towards Centac-200 Easy accessibility for customers Better and quick serviceability Minimal Training of distributors

Scenario 3 – Proposed Solution

THANK YOU