Case Code : CLSDM007
Publication date : 2005
Subject : Sales and Distribution
Industry : FMCG - Home and Fabric Care
Length : 03 Pages
Price : Rs. 100
To download this case click on the button below, and select the case from the list of available cases:
Sales and Distribution Management
Short Case Studies
» Marketing Case Studies **
» ICMR Case Study Collection
» ICMR Courseware
» View Detailed Pricing Info
Tupperware, Earl Silas Tupper, Plastic Containers, World War II, Party Plan, Patio Party, Sales Force, Steel, Distribution, Network Structure
* This caselet is intended for use only in class discussions.
** More comprehensive case studies are priced at Rs.200 to Rs.700 (US $5 to US $16) per copy.
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?