Case Code : CLSDM007
Publication date : 2005
Subject : Sales and Distribution
Industry : FMCG - Home and Fabric Care
Length : 03 Pages
Price : Rs. 100
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Tupperware, Earl Silas Tupper, Plastic Containers, World War II, Party Plan, Patio Party, Sales Force, Steel, Distribution, Network Structure
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The caselet briefly introduces Tupperware Corporation, USA. It talks about Brownie Wise's role in developing sales at Tupperware through a unique method called 'party plan'. It looks into Tupperware's foray into the Indian market and discusses the selling and distribution strategies adopted by the company.
In 2004, Tupperware, the US$1.1 billion company, had a sales force comprising over 1 million people all over the world and most of them were women. Tupperware included a range of plastic containers used in households to store and keep food airtight...
Questions for Discussion:
1. Brownie Wise revolutionized the way Tupperware sold its products. Discuss the role played by Brownie Wise in Tupperware's success in the United States.
2. In India, Tupperware felt that a direct demonstration to customers was essential in creating awareness and building up a customer base. Why did Tupperware feel that India was a good market and what steps did it take to directly contact the customers?