We use cookies to give you the best experience possible. By continuing we’ll assume you’re on board with our cookie policy

Martin Artic Verklar

essay
The whole doc is available only for registered users
  • Pages: 2
  • Word count: 284
  • Category:

A limited time offer! Get a custom sample essay written according to your requirements urgent 3h delivery guaranteed

Order Now

Answer 1: The main reasons behind the drop in Verklars market share in Austria from 85% toapproximately 75% are as follows: 1) More aggressive strategies from competitors.As per the Case, competitors have started going after contractors and smaller and mid-tier dealers leaving Verklar- particularly focusing on major housing co-operatives and industrialconstruction companies- where repeat orders are likely to be high. They have managed tooffer customized discounts based on order size and willingness to pick up from warehouse,which are more flexible in nature than Verklar¶s existing discount scheme for its customers.In particular, Karlis has emerged as the 2 nd largest player in the market by focusing on low prices as a differentiator, and gives bulk quantity orders a 10% higher discount than thatoffered by Verklar- thus weaning away the price conscious segment of the market.

2) Commoditization of BrandAs Verklar has occupied most of the market share (85%) in roof windows in the Austrianmarket for a long period of time, most end users now associate the Verklar brand namegenerically for the entire roof window segment. Thus, Verklar loses out as sometimes, dealersmight supply roof windows from other companies, passing them off as ³Verklar windows´.In addition, Verklar ¶s primary focus on just business-to-business market and maintaining avery small sales staff has potentially led to lower brand recall among the end customer. 3) Issues with the current discount systemThe existing discount system is disproportionally skewed towards large dealers- as they arethe only segment which can set aside the adequate capital to purchase in bulk and handle

2. How would the quota system change the way channel flows are performed in Verklar Austria’s channel?

3. How would you close the existing channel gaps

Related Topics

We can write a custom essay

According to Your Specific Requirements

Order an essay
icon
300+
Materials Daily
icon
100,000+ Subjects
2000+ Topics
icon
Free Plagiarism
Checker
icon
All Materials
are Cataloged Well

Sorry, but copying text is forbidden on this website. If you need this or any other sample, we can send it to you via email.

By clicking "SEND", you agree to our terms of service and privacy policy. We'll occasionally send you account related and promo emails.
Sorry, but only registered users have full access

How about getting this access
immediately?

Your Answer Is Very Helpful For Us
Thank You A Lot!

logo

Emma Taylor

online

Hi there!
Would you like to get such a paper?
How about getting a customized one?

Can't find What you were Looking for?

Get access to our huge, continuously updated knowledge base

The next update will be in:
14 : 59 : 59