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

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.