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Enogrup Company Case Summary

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2. Introduction to distribution channel
Strategies regarding distribution channels were always considered to be as a very safe area and without innovation and creativity in marketing. The marketing managers never had the desire to change the normal way of distributing channels. But this attitude seems to be changed in the soon future. Unfortunately, today is an instable period in the distribution channels.
Enogrup Corporation has also realised that its traditional distribution of channels is not more profitable and some changes has to be done. Enogrup has already intermediaries who are helping the company with selling its products on the Moldavian market. Intermediaries of Enogrup deal with the supply of imported spare parts and accessories for production facilities. This Moldavian Company is one of the best distributors for Enogrup Corporation on …show more content…

For this reason, we have to look inside the problem and behaviour management. Next step is to try to figure out what are cons and pros of using intermediaries.

3. Behaviour and conflict management
The Enogrup Corporation is an international manufacturing company. The Enogrup Corporation experiences an indirect conflict with its distributors because they lose control over the sales. After transaction process, distributors’ goal is to higher the price of Enogrup’s’ products. In this way they are decreasing the manufacturer’s profit.
During information searching process regarding Enogrup’ distributors, was notices the fact that some of them are playing double game. They do this by selling also the manufacture’s competitors, not just Enogrup’s product.
Because of this reason, the company is losing the recognition in customer’s eyes and suffers from lack of sales volume.
All these causes support Enogrup’s attitude towards its distributors, namely

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