Crumbling Sales
growth strategy
India-specific
Set in India, with the sales decline focused in Gujarat; the figures and context are India’s.What this case is about
Your client is ABC Food Inc, a well-known biscuit manufacturer operating across India. Its sales have been declining for three years, and it wants to grow market share. How would you diagnose the decline and identify the best growth strategy?
Objective
Establish what is driving ABC's sales decline in Gujarat and recommend a growth strategy that addresses the competitive cause and is justified by its contribution to the market-share goal and acquisition economics.
Skills this case tests
Structuring the problem
Reading the data
Working the numbers
Judgement and recommendation