Sales and Distribution Issues for Toyota

Paper Summary:

This paper examines a strategic problem related to sales and distribution of a product across the 50 US states with a focus on the Southern states wherein a company that is technologically advanced produces enough product but does not have enough retail outlets or sales staff to adequately service its vast market. In this example, the Toyota Motor Corporation of North America is used to illustrate the issues appropriately for shareholders.

Table of Contents:
Overview
Situational Overview
Sales & Marketing Strategy
Alternative Strategies for Shareholder Review
Alternative 1
Alternative 2
Recommendation for Stockholders

From the Paper:

"Shareholder approval is required for this strategy to work because Toyota is contractually obligated to its existing dealership network and cannot move away from it without incurring considerable expense because of these contractual agreements. The company simply needs to design more integrated marketing collateral that allows its existing dealership network to more effectively reach local communities; i.e. targeted Internet advertising and strategically placed web-enabled kiosks, in a fashion that new dealerships with the associated sales staff would not eat into existing dealership market share."

Sample of Sources Used:

• Beucke, D. (2005). Why GM's Plan Won't Work...and the ugly road ahead. Business Week, 3923, 84.
• Taylor, A. (2005). GM Hits the Skids. Fortune, 151/7(2005): 71.

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• Comparison Essay # 103107 : "Econometric Model for Toyota and GM"

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