{"title":"Case Analysis II: Srikrishna Motors—Using Data to Manage Dealership Performance","authors":"Sreeram Sivaramakrishnan","doi":"10.1177/0972262921996522","DOIUrl":null,"url":null,"abstract":"Srikrishna Motors, set up in Bengaluru, Karnataka, was the authorized dealership of Loadmaster, the third largest truck manufacturer in India. Mr Singh, a first-generation entrepreneur, had set up the dealership in 1987, and in 2019 was operating out of three showrooms. Loadmaster had two major products—Light & Medium Duty and Heavy Duty (HD). Srikrishna Motors was dealing solely in the latter category of products. Since Loadmaster was a late entrant to the HD category, its products were relatively difficult to sell. The showrooms were located in three cities in South India, Bengaluru, Vijayanagaram and Chennai, to serve the states of Karnataka (KN), Andhra Pradesh (AP) and Tamil Nadu (TN), respectively. Srikrishna derived its revenues from sales of trucks and the services provided to existing and new customers. In addition to vehicle sales, revenues also accrued from sale of insurance and financing products, after sales service, sale of accessories, spares and annual maintenance contracts. Ravi Krishnan, the CEO of Srikrishna Motors, had to evaluate his direct reports who were the three branch managers (BMs) responsible for each of the showrooms. The three markets were quite different in their characteristics and the performance of the branches was also quite different. The challenge for Krishnan was to relatively assess the performance of the BMs despite these differences.","PeriodicalId":44860,"journal":{"name":"Vision-The Journal of Business Perspective","volume":null,"pages":null},"PeriodicalIF":3.0000,"publicationDate":"2022-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Vision-The Journal of Business Perspective","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.1177/0972262921996522","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q2","JCRName":"BUSINESS","Score":null,"Total":0}
引用次数: 0
Abstract
Srikrishna Motors, set up in Bengaluru, Karnataka, was the authorized dealership of Loadmaster, the third largest truck manufacturer in India. Mr Singh, a first-generation entrepreneur, had set up the dealership in 1987, and in 2019 was operating out of three showrooms. Loadmaster had two major products—Light & Medium Duty and Heavy Duty (HD). Srikrishna Motors was dealing solely in the latter category of products. Since Loadmaster was a late entrant to the HD category, its products were relatively difficult to sell. The showrooms were located in three cities in South India, Bengaluru, Vijayanagaram and Chennai, to serve the states of Karnataka (KN), Andhra Pradesh (AP) and Tamil Nadu (TN), respectively. Srikrishna derived its revenues from sales of trucks and the services provided to existing and new customers. In addition to vehicle sales, revenues also accrued from sale of insurance and financing products, after sales service, sale of accessories, spares and annual maintenance contracts. Ravi Krishnan, the CEO of Srikrishna Motors, had to evaluate his direct reports who were the three branch managers (BMs) responsible for each of the showrooms. The three markets were quite different in their characteristics and the performance of the branches was also quite different. The challenge for Krishnan was to relatively assess the performance of the BMs despite these differences.
期刊介绍:
Vision-The Journal of Business Perspective is a quarterly peer-reviewed journal of the Management Development Institute, Gurgaon, India published by SAGE Publications. This journal contains papers in all functional areas of management, including economic and business environment. The journal is premised on creating influence on the academic as well as corporate thinkers. Vision-The Journal of Business Perspective is published in March, June, September and December every year. Its targeted readers are researchers, academics involved in research, and corporates with excellent professional backgrounds from India and other parts of the globe. Its contents have been often used as supportive course materials by the academics and corporate professionals. The journal has been providing opportunity for discussion and exchange of ideas across the widest spectrum of scholarly opinions to promote theoretical, empirical and comparative research on problems confronting the business world. Most of the contributors to this journal range from the outstanding and the well published to the upcoming young academics and corporate functionaries. The journal publishes theoretical as well as applied research works.