Case Analysis II: Srikrishna Motors—Using Data to Manage Dealership Performance

Sreeram Sivaramakrishnan
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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.
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案例分析II: Srikrishna motors -使用数据来管理经销商绩效
成立于卡纳塔克邦班加罗尔的斯里克里希纳汽车公司是印度第三大卡车制造商Loadmaster的授权经销商。辛格是第一代企业家,他于1987年成立了这家经销店,2019年在三个展厅中运营。Loadmaster有两个主要的产品-轻型和中型和重型(HD)。克里希纳汽车公司只经营后一类产品。由于Loadmaster是HD类别的后来者,其产品相对较难销售。这些展示厅分别位于印度南部的三个城市,班加罗尔、维杰亚纳加拉姆和金奈,分别为卡纳塔克邦、安得拉邦和泰米尔纳德邦服务。Srikrishna的收入来自卡车销售以及为现有和新客户提供的服务。除了汽车销售,收入还来自保险和理财产品的销售、售后服务、配件、备件的销售和年度维修合同。Ravi Krishnan, Srikrishna Motors的首席执行官,必须评估他的直接下属,也就是负责每个展厅的三个分公司经理(BMs)。这三个市场的特点有很大的不同,分支机构的表现也有很大的不同。Krishnan面临的挑战是,在存在这些差异的情况下,相对地评估bm的性能。
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来源期刊
CiteScore
4.60
自引率
0.00%
发文量
121
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.
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