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Improving the distributor network of Promocionales Pacífico de México

Straatsma, Tim (2007) Improving the distributor network of Promocionales Pacífico de México.

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Abstract:Promocionales Pacífico de México SA de CV (abbreviated as PPM) is a Mexican company that trades in promotional items. These items are mainly purchased in China, and sold on the Mexican market. With a turn-over increase of 30 percent per year over the last five years, PPM is growing very rapidly. Since the company was set up in 1998, it underwent some changes in strategy, but few in procedures and management techniques. This has led to the classical situation in which a company that started small and manageable grows out to become a large but under-structured organization, in which the informal methods become insufficient to control the operations. Thus, a need for professionalization arises, and implementation of better procedures becomes necessary. This is also the case with the sales channel of PPM. The company works with two sales channels: direct sales to end users, and sales through a distributor network. It is this second channel, the distributor network, which is the focus of this report. The activities of the distributor network have been developed on an ad hoc basis, and are insufficient to accommodate the process of further internal and external growth. The research objective is based on the problem formulation: Which modifications in the distributor network of Promocionales Pacífico de Mexico have to take place to accomplish growth?
Item Type:Essay (Master)
Promocionales Pacífico de México
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science
Programme:Business Administration MSc (60644)
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