using the internet at w. w. grainger w. w. grainger

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using the internet at w. w. grainger w. w. grainger is one of the largest b2b distributors in the world. with nearly 600 branch locations throughout north america, over 2 million customers, 1,900 customer service associates, and a robust line of 500,000 products (tools, pumps, motors, safety and material handling products, and lighting, ventilation, and cleaning items), grainger is the leading industrial distributor of products that allow organizations of all types to keep their facilities and equipment running smoothly. grainger’s objective is to grow by capturing market share in the highly fragmented north american facilities maintenance market. discussion questions1. what role would the internet play in grainger’s strategy, given the firm’s past success, the nature of its product line (rather “‘stodgy” basic industrial items), the organization of the firm (a 500,000-item catalog, a 1,900-person sales force, and 600 branch locations), and 2 million customers? visit http://www.grainger.com to see the special services that grainger offers on its web site.2. by providing a very brief description of 500,000 items, a grainger catalog is massive—weighing several pounds. in the past, grainger executives worried that the catalog could get too heavy for the average person to lift and, therefore, limited product descriptions to a couple of lines. go to the firm’s web site, select a particular item, and evaluate the extensive amount of information that is now accessible for each item on the web.3. internet sales for grainger are the most profitable of all types of sales in its business. in addition, internet sales account for about 20 percent of its total volume. explain why grainger would have such high volume for internet sales and why these sales are more profitable than those made through conventional methods
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Price Type: Negotiable

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