Tricon Case Solution

TEAM NO:1

Should Tricon consolidate it sales forces?

Yes, it should consolidate it sales force.

Consolidation should reduce cost by reducing some employees and
also it should reduce the overhead cost.

if consolidation occur, the coordination among all the divisions
employees will improve.

It attain some synergies in marketing department.

It may reduce the confusions situations in which there are multiple
reps calling on the same customer.
If Tricon were to reorganize its sales forces, what are the
options and which structure would you recommend?

There are 2 options to reorganize its sales force.

1) For each divisions it has separate VP. And there would be a
sales manager for domestic market as well as international
market.

2) merge the HDP & BSD divisions with HDP.
By reorganization the structure, we are reducing to 2 VP, 5
staff managers and increase 2 regional managers. The number
of sales reps remains unchanged because if we reduce the
number of sales reps, sales might decline.

Under 1 VP, sales of OEM will be held by the help of 2 sales
managers. Each sales manager have to control the 2 regional
managers. Each regional manager allowed to manage 6 sales
rep.

Under 1 VP, sales to After market will held by the help of 1
sales manager and this division should need 1 marketing
manager to make awareness about their product. Under sales
manager there are 2 regional managers. Each regional manager
allowed to manage 6 sales rep.