Boosting Boost: Charting Growth Opportunities Harvard Case Solution & Analysis

The general manager at GlaxoSmithKline India has been assigned to inflate annual sales of health food drink increase up till 18% without any significant increase in contribution margins.

Repositioning the brand could boost the size of the target market, but may also endanger the sharply defined positioning of the brand. Trying expansion of the distribution network, where the competition is deeply entrenched and powerful, might strain company resources and may even be counterproductive. Executing the two strategies will require completely different abilities and the installation of diverse resources. The general manager must make an informed choice.  Jaydeep Mukherjee is affiliated with Management Development Institute.

PUBLICATION DATE: February 27, 2015 PRODUCT #: W15042-HCB-ENG

This is just an excerpt. This case is about SALES & MARKETING

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