Professional Documents
Culture Documents
CASE1
Satyam founded Sasi Beverages in 1991. Located in Tirupati, a town in Andhra Pradesh, a semi-urban area,
he established a successful family operation fostering friendly relationships with trade and local customers.
The major bread winner of the firm is its coffee blended with chicory in different proportions. Priced
reasonably, the 'Bharat' brand attracted the lower and middle income groups in the towns and rural areas
of Rayalseema region.
Satyam decided to have a relook at the firm's operations and prospects. "This has become necessary"
he says "because times have changed. We have been doing the same things over the years profitably. But
now, many things look different even in the rural areas. The boiling point is reached". He sat with Sasi, his
wife and business partner to discuss the measures to be taken. They together examined the 10-year sales
data given in Table 4.1.
2
Sasi: The figures show that the sales have stagnated last year. Even in the first quarter of this year the,
movement of the product is not satisfactory compared to the previous year. This is no good again?
the said market growth rate of 15 per cent in the trade journals.
Satyam : Well! The reason may be the marketing agency. I doubt their commitment. I think we have to go
on our own.
Sasi: May be it is the consumer. Now there is more money, more products and more information. Their
preferences might have changed.
Satyam : It may be another reason because we have never advertised our product. We do not have any direct
relationships with our consumers.
They hired Sundar and Padma, two MBA students from Siva Sivani Institute of Management to carry
out research. The two students surveyed the rural areas for one month and came up with the following
findings.
Income
Middle (N=200) 60 40
Low (N= 130) 90 10
QUESTIONS