Sales Personnel and their Training - The Tool to Get Competitive Advantage
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Case Code: INS034 Case Length: 03 Pages Period: 2003 Pub Date: 2003 Teaching Note: Available |
Price: Rs.100 Organization: Varied Industry: Insurance Countries: India Themes: - |
Abstract Case Intro
The Flemming Group of Companies (FGC) was one of the leading providers of financial and insurance services in Australia. The group had also diversified into other businesses like pharmaceuticals, fast moving consumer goods and retailing.
After liberalization of the insurance sector in India, the group saw an opportunity for establishing its business in India. However, due to lack of knowledge about the Indian market, they decided to enter the country through a joint venture with a local firm.
The chairman of the Flemming Group, Stephen Flemming, visited India along with his team of advisors to find a suitable partner for the joint venture. He had a series of meetings with different insurance players in India to decide on the joint venture partner. After consulting numerous people, he felt that Mitra Agencies would be best suited for the joint venture.
Mitra Agencies was a leading retailer in the country and also one of the leading marketing agencies in India. Its headquarters were located in Commercial Street, Bangalore. Once the joint venture partner was finalized, the remaining formalities were finished quickly in order to commence business as soon as possible...
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