Verklar is the leading manufacturer of roof windows in Europe. The Austrian subsidiary has historically dominated the Austrian market, with about 85% market share. But the time is the case, its market share has fallen to about 75%, and many of its dealers either the entire row or purchase not be deleted from the company, but of the few remaining large dealers who are still directly from Verklar. This has prompted the president of the subsidiary, to develop a new approach – called the Qu … Read more »

Verklar is the leading manufacturer of roof windows in Europe. The Austrian subsidiary has historically dominated the Austrian market, with about 85% market share. But the time is the case, its market share has fallen to about 75%, and many of its dealers either the entire row or purchase not be deleted from the company, but of the few remaining large dealers who are still directly from Verklar. This has prompted the president of the subsidiary, to develop a new way – the so-called quota system – to run the distribution channel in the country in order to improve performance. Asks the reader to examine the sources of market share decline and whether the proposed quota system of the channel solves problems.
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from
Anne Coughlan
Source: Kellogg School of Management
17 pages.
Release Date: 1 January 2004. Prod #: KEL037-PDF-ENG
Verklar Austria HBR case solution

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