1. The document discusses repositioning the ABC brand to focus only on opal tableware to fit within the product portfolio of the G.I. group. It also discusses simplifying SKUs to improve logistics efficiency, improving sales forecasts through partnerships, and training sales teams with incentive programs. 2. The situation involves ABC brand cannibalizing G.I. sales, a 5% gap between sales targets and reality, and logistics problems with packaging. The strategy is to deal with these issues through repositioning ABC and changing specific processes. 3. The strategy integrates ABC glass into the G.I. group with ABC only producing opal tableware, G.I. only clear glass

1. Setting the stage
1
Situation Problems Question
Solution
- Reposition the ABC brand by only focusing on opal tableware to fit the product portfolio of G.I.
- Simplify the SKU’s to ensure increased efficiency in logistics
- Improve sales forecasts through G.I. knowhow and distributor partnerships
- Training of the sales team and an incentive program supporting the sales targets.
Setting the stage Corporate Strategy Action
Situation
•ABC brand cannibalizing on G.I.
•Negative gap of 5% between
target and realized sales.
•Logistics problems with
packaging.
•Deal with these questions
through a strategic perspective
and methodology.
1
•Two different product lines;
opal tableware and clear glass.
•ABC 50% cheaper than G.I.
products.
•Target of 8% increase in sales.

2. Moving towards a corporate strategy
Setting the stage Corporate Strategy Action 2
Situation
2
Integrating ABC Glass in the G.I. Group
ABC only producing opal tableware
G.I. only producing clear glass
Cannibalizing G.I.
Increased market share
for both businesses
Sustainable longterm
strategic vision

3. Changing specific processes
Financial
incentive
Setting the stage Corporate Strategy Action 3
Situation
3
Sales
training
Implement
partnership
Three
Month
logistic sight
Sales
Forecasting