G RO U P- 4

Plastic Industries
Inc. C a s e study

1 9 B S P 2 2 3 0 - R I S H AV M I S H R A
1 9BSP 23 78-KHAN SAIF A H M E D SAGHEER
1 9 B S P 2 4 6 6 - S A N YA M S H I V H A R E
1 9 B S P 2 5 0 3 - S A U M YA M I S H R A
1 9 B S P 2 5 5 3 S H A R M A S H A L I N PA R A G
1 9 B S P 2 5 8 5 - S H E FA L I N AT H
SU M M A RY O F T H E C A SE

Plastic Ind ustr ie s Inc i s an Ame r ican

pla st ic pipe man u fac tur e r fo u nded b y
g r o u p of w eal t h y indi v id u al s .
The managemen t of Plast ic Ind ustr ie s Inc
i s c urr en t l y faced w i t h p r omo t ion
p r oblem of i ts ne w p r od u c t .
Tho u gh the compan y had expected fo ur
y ea rs of ope r a t ion lo ss at ini t ial pha s e ,
became p r ofi t able ca r l y in the s econd
half of the t hi r d y ea r of ope r a t ion .
 Plastic pipe are manufactured under a process known as extrusion process .

 It is observed that the number of plastic pipe manufactures are small but increasing in the US market.

 Plastic pipes are being considered as a replacement for other types of pipes in the US market.

 Plastic Industries Ine is a major supplier of plastic pipe to major oil producer companies.

 The plastic pipe market has a major problem related to the setting of standardization of quality.

 The company has three sales engineers and one factory representative to target its product sales to

selected major oil producers.

 The home market has been considered as an attractive and potential live times bigger market than the

current one.

 The bad image of plastic pipes in the home market in addition to the lack of quality standards and other

factors have made users uninterested about the product.

 Advertising to the public and construction industry has been considered as solution for the current

problem faced in the home market.

W O U LD T H E J O B O F T H E SA LESPERSO N B E C H A N G ED
IF EN TRY IS M A D E IN TO TH E
H O M EC O N ST RU C T IO N
MARKET?
Basic role of a Sales Person
Market of construction industry is really big, hence the
company will have to employ an additional competent
sales force.
Sales People will have to focus on areas where there
are higher house construction activities & good market
for the same.
In construction industry, sales people job is to
prospect and evaluate the potential middle men and
users and further approach them
Sales force will have to design their presentations with a
technical touch to persuade their prospectus in all
ways possible.
Their job also include servicing by providing
support and service to the customer in the period
of delivery and also post-sales activities.
Thank you!