Question: Question 6: (2 marks) After taking into consideration the advantages and disadvantages of each of the alternatives, Rai and his team decided to proceed with

Question 6: (2 marks)

After taking into consideration the advantages and disadvantages of each of the alternatives, Rai and his team decided to proceed with the third option (i.e., create a new channel partner of intermediaries between existing distributor networks and NFWs who will supply exclusively to these NFWs).

The new channel partners between distributors and NFWs were called Castrol Authorized Service Associates (CASAs). A typical CASA representative would be a young entrepreneur who owns a motorcycle or a moped and who has approximately 25,000 to 30,000 in cash as working capital for five or six days. The ideal candidate would be a driven entrepreneur who is first trained and then directed by the distributor.

You have been tasked to strategise the important aspects of this option. You have to fit these CASAs within the existing distribution model. Based on the knowledge that you have gained so far, answer the following questions:

Who will these CASAs report to? (1 marks)
Who will these CASAs serve? (1 marks)

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