Sunflower Incorporated

Contributors

Sachin H 16Mahesh N 26Money K 21 Rohit S 43Sumeet R 39Minal Ghag 13

IntroductionLarge Distribution Company for salty snacks and liquor spread across United States and Canada.

On comparison of profits across regions it was learnt that the profits varied widely.

Appointment of Agnes Albanese to monitor purchase and pricing.

Standardization of pricing and purchase decisions across regions.However, the Change plan was ineffective, and led to its failure.

Few reasons been considered while Analyzing the SWOT are as follows:

Sunflower IncorporatedSTRENGTHS

• A large distribution Co. spread across US & Canada.

• Key players in snacks and Liquor.

• Efficient Resources.

• Autonomous regions with know-how of local tastes & preferences.

• Distributes national & local brands.

Sunflower IncorporatedWEAKNESS

• Selling low quality products in some regions.

• Communication gap between the HQ and the regions.

• Implementation of the change program without proper analysis.

• Lack of co-operation by executives

Sunflower IncorporatedOPPORTUNITIES

• Create an 'Add On' to existing Products.

• Introduction of one stop shopping.

• Explore new verticals.

• Peak season expected.

• Use of internet as a marketing tool

• Approach additional vendors as partner, publisher or advertiser.

Sunflower IncorporatedTHREATS

• Intense price competition.

• Use of low quality products to boost profit margins.

• Launch of new products by competitors.

• Distribution of some items under private labels.

External Stake Holders

• Competitors • Customers• Vendors• Media

TOWS ANALYSIS - Customers

S – O Strategy• Large presence in different regions - to increase the

customer base which in turn will result in good profits.• Dealing in national and local brands - the company can

cater to the needs of the customer.

O-T Strategy• Use of new marketing tools (internet) - face the

competition and create a brand image among the customers.

• Develop Network through Local Vendors – the company can reduce the distribution costs and will be able to deliver quality products.

TOWS ANALYSIS - Customers

W – T Strategy

• Bad product release spoils product image...and effects the ability to sell - tap only affected regional stores.

TOWS ANALYSIS - Competitors

S – O StrategyExperience of overseas selling - can target more verticals in different regions.

O-T Strategy• Use of new marketing tools (internet) - face the

competition and create a brand image among the customers.

• Develop Network through Local Vendors – the company can reduce the distribution costs and will be able to deliver quality products

TOWS ANALYSIS - Vendors

O-T Strategy• Develop Network through Local Vendors – the

company can reduce the distribution costs and will be able to deliver quality products (Intense competition)

• Continuous evaluation to track vendor performance. (threat of misuse of autonomy provided)

TOWS ANALYSIS - Media

O - T Strategy

• partnerships with a publisher or advertiser– To tackle against competitors.