Critical success factors of a route-to-market strategy in the South African beverage industry
- Mackenzie, Robert Duncan Mcintyre
- Authors: Mackenzie, Robert Duncan Mcintyre
- Date: 2018
- Subjects: Delivery of goods -- South Africa -- Management , Beverage industry -- South Africa , Marketing -- South Africa -- Management , Sales management -- South Africa , Customer services -- South Africa -- Management
- Language: English
- Type: Thesis , Masters , MBA
- Identifier: http://hdl.handle.net/10948/22552 , vital:30005
- Description: Effective distribution has become a big challenge in the Fast Moving Consumer Goods (FMCG) industry, especially beverage manufacturers. This study has covered an analysis of the varying Route-to-Market strategies for primary and secondary distributors, and this data was used to provide a foundation for formulating a beverage industry Route-to-Market model based on identified critical success factors. It offers insight into the implementation process in the varying markets, highlighting the importance of tailoring the Route-to-Market model to specific markets, and the importance of keeping the processes customer focused. The objective of this study was to identify the critical success factors of Route-to-Market in the beverage industry of South Africa, specifically investigating the financial viability of the selected distribution method, the knowledge and talent management of the employees and customers, the impact and effect of product availability, the level and importance of service excellence, and analysing the significance of strategic planning. This was followed by a qualitative explanatory case study methodology and research design, using multiple embedded units of analysis, in the form of semi-structured interviews and provided a valuable insight into success factors of Route-to-Market in the beverage industry of South Africa. The overall conclusion is that an effective Route-to-Market model, which has a well-established customer base at its centre, will significantly improve the satisfaction of customers in terms of quality and respect for services rendered. It is recommended that a company should review its Route-to-Market strategies regularly as to ensure the model is as relevant as possible.
- Full Text:
- Date Issued: 2018
- Authors: Mackenzie, Robert Duncan Mcintyre
- Date: 2018
- Subjects: Delivery of goods -- South Africa -- Management , Beverage industry -- South Africa , Marketing -- South Africa -- Management , Sales management -- South Africa , Customer services -- South Africa -- Management
- Language: English
- Type: Thesis , Masters , MBA
- Identifier: http://hdl.handle.net/10948/22552 , vital:30005
- Description: Effective distribution has become a big challenge in the Fast Moving Consumer Goods (FMCG) industry, especially beverage manufacturers. This study has covered an analysis of the varying Route-to-Market strategies for primary and secondary distributors, and this data was used to provide a foundation for formulating a beverage industry Route-to-Market model based on identified critical success factors. It offers insight into the implementation process in the varying markets, highlighting the importance of tailoring the Route-to-Market model to specific markets, and the importance of keeping the processes customer focused. The objective of this study was to identify the critical success factors of Route-to-Market in the beverage industry of South Africa, specifically investigating the financial viability of the selected distribution method, the knowledge and talent management of the employees and customers, the impact and effect of product availability, the level and importance of service excellence, and analysing the significance of strategic planning. This was followed by a qualitative explanatory case study methodology and research design, using multiple embedded units of analysis, in the form of semi-structured interviews and provided a valuable insight into success factors of Route-to-Market in the beverage industry of South Africa. The overall conclusion is that an effective Route-to-Market model, which has a well-established customer base at its centre, will significantly improve the satisfaction of customers in terms of quality and respect for services rendered. It is recommended that a company should review its Route-to-Market strategies regularly as to ensure the model is as relevant as possible.
- Full Text:
- Date Issued: 2018
An evaluation of effective customer care management at Buffalo city municipality: a case study
- Authors: Asiedu, Benjamin
- Date: 2011
- Subjects: Customer services -- South Africa -- Management , Municipal services -- South Africa -- Eastern Cape -- Case studies , Civil service reform -- South Africa
- Language: English
- Type: Thesis , Masters , MA
- Identifier: http://hdl.handle.net/10948/7947 , vital:24327
- Description: In 1994, the new democratic South African government realised the magnitude of its service delivery problem and the urgency with which it needed to solve it. Emphasis was placed on better life for all. The local government, with regard to ensuring better life all, has since adopted the Batho-Pele principles and incorporated them into customer care to deliver a better life for all. However, recent service delivery reports in the Daily Dispatch and its sister publication Go & Express as well as service delivery protests across the country (including BCM) indicate all is not well. Many hypothesises have been raised as to why municipalities continue to under-perform. However, beyond these hypothesises is customer care management, and its constituents of customer service, complaint management and call centre activities. Customer care in the public sector has long been seen as the work of front-line staff. Others believe it is irrelevant in the public service due to the non-competitive nature of public service. Batho-Pele principles, since its inception in the public sector in South Africa, have been drummed up to put people first. Weary citizens see it differently and this has not escaped Buffalo City Municipality (BCM). BCM, one of the pioneers in the South African local government to have initiated customer care, admits there is institutional inefficiency. The primary objective of this study is to evaluate the effectiveness of customer care management at BCM. In doing so; the study has narrowed the study to: describing the practice of customer care and customer care management in the public sector ( BCM included), establishing the components that constitute an integrated customer care management programme at BCM, investigating and describing the conceptual understanding of customer care and customer care management at BCM, and exploring and describing the role vision and values statements play in rendering a successful customer care programme at local government level with BCM as the focal point.
- Full Text:
- Date Issued: 2011
- Authors: Asiedu, Benjamin
- Date: 2011
- Subjects: Customer services -- South Africa -- Management , Municipal services -- South Africa -- Eastern Cape -- Case studies , Civil service reform -- South Africa
- Language: English
- Type: Thesis , Masters , MA
- Identifier: http://hdl.handle.net/10948/7947 , vital:24327
- Description: In 1994, the new democratic South African government realised the magnitude of its service delivery problem and the urgency with which it needed to solve it. Emphasis was placed on better life for all. The local government, with regard to ensuring better life all, has since adopted the Batho-Pele principles and incorporated them into customer care to deliver a better life for all. However, recent service delivery reports in the Daily Dispatch and its sister publication Go & Express as well as service delivery protests across the country (including BCM) indicate all is not well. Many hypothesises have been raised as to why municipalities continue to under-perform. However, beyond these hypothesises is customer care management, and its constituents of customer service, complaint management and call centre activities. Customer care in the public sector has long been seen as the work of front-line staff. Others believe it is irrelevant in the public service due to the non-competitive nature of public service. Batho-Pele principles, since its inception in the public sector in South Africa, have been drummed up to put people first. Weary citizens see it differently and this has not escaped Buffalo City Municipality (BCM). BCM, one of the pioneers in the South African local government to have initiated customer care, admits there is institutional inefficiency. The primary objective of this study is to evaluate the effectiveness of customer care management at BCM. In doing so; the study has narrowed the study to: describing the practice of customer care and customer care management in the public sector ( BCM included), establishing the components that constitute an integrated customer care management programme at BCM, investigating and describing the conceptual understanding of customer care and customer care management at BCM, and exploring and describing the role vision and values statements play in rendering a successful customer care programme at local government level with BCM as the focal point.
- Full Text:
- Date Issued: 2011
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