caseism

Transport Corporation of India (A): The Cross-selling Conundrum Case Solution & Answer

Transport Corporation of India was a logistics company that has provided modal transportation solutions to its customers. Founded in 1958, TCI had gone from being a “one man, one truck, an office ‘set-up a company with revenues of $ 400 million for half a century. Growth TCI was assisted by creating divisions that provide specialized services to its clients elsewhere – Cargo Express, Supply Chain Solutions, Seaways and global In 2012, the Company renewed efforts to promote cross-selling between divisions in the hope that this would increase the stiffness of the client. and growth. Nevertheless, the company tried to push the agenda of cross-selling between its different divisions, faces a multitude of problems. We have to educate the sales staff of the division of the services provided by the various divisions of own, to motivate them to cross-sell and build confidence within the division to facilitate cross-selling. Whilst the Deputy Director, Vineet Agarwal, under the direction of his father DP Agarwal, vice president and general manager of the TCI, and in collaboration with the Executive Committee of the TCI had been launched initiatives such as training in all divisions, competitions on cross-selling, and lead tracking cross-selling, he was not sure he had enough. Were there other ways of TCI could successfully cross-selling? They could establish a system that specifically induces cross-selling to motivate sales staff? The (A) case focuses on efforts to cross-sell TCI and strategic decisions to come. Case (B), (C) and (D) discuss specific situations that demonstrate the issues of cross-selling initiative.
by
V.G. Narayanan,
Saloni Chaturvedi
Source: Harvard Business School
25 pages.
May 14 2013: release date. Prod #: 113003-PDF-ENG
Transport Corporation of India (A): The Case of the Cross Conundrum sale solution

Share This

LOOK FOR A FREE CASE STUDY SOLUTION

JUST REGISTER NOW AND GET 50% OFF ON EACH CASE STUDY