Sally Williams Fine Foods: To Market, To Market …

Author :

Stephanie Townsend; Yvonne Saini

Pages :

8

Product Type :

Case

Reference # :

WBS-2008-3

Teaching Note :

Institute:

Wits Business School

Setting:

Year:

2008

Keywords:

Distribution, strategy, marketing

Summary/Abstract:

Dries Pretorius, national sales manager of Sally Williams Fine Foods, a small manufacturer of luxury nougat, was furious. It was May 2007, four years since Sally Williams had first appointed its distributor and the thermostat at the distributor’s warehouse had failed. As a result, his product had spoiled and he had to recall almost all of it. This was not the first mistake the distributor had made and Pretorius knew he had to make a change. Should Sally Williams bring distribution back in-house or continue to outsource it, he wondered. And if the decision was to outsource, what should the company look for in a new distributor?