Easy access: a case study on rural marketing

Abstract

Subject area

Marketing management and marketing strategy, rural marketing, sales and distribution.

Study level/applicability

Students of business schools specialising in the area of marketing or rural marketing.

Case overview

The case focuses on the rural market. It deals with the alternative distribution channels adopted for last mile distribution among rural consumers of underdeveloped Odisha (India). The case discusses key issues pertaining to rural marketing, business viability, social issues and public sentiment.Easy access is an entrepreneurial venture by an erstwhile intellectual marketing professor of a premier B-school. The objective behind this initiative is multiple, viz., rural marketing, developing alternative distribution networks, women empowerment, etc. The case highlights that the business of Easy Access started with noble social objectives like women empowerment and developing a cost effective distribution network so that rural customers would be benefited. The case also highlights that the practices adopted by Easy access was not good enough to track & forecast demand effectively as well as the supply chain to replenish stock was not proper.Since the particular market is a backward region and there are number of Govt. schemes and people are given many things for free. People thought Easy Access is result of one of such schemes. Also there were social issues of improper address and mismatch identity (as mentioned in the case) etc.So the issues of demand forecasting and supply chain management along with social issues resulted in financial loss and thus the viability of business venture (Easy Access) is a concern. The social objectives associated with this venture are also at stake or at danger because of financial loss.

Expected learning outcomes

The case provides insights into the marketing concepts like rural marketing, marketing strategy in emerging markets and sales and distribution.

Supplementary materials

Teaching notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes.

Citation

Ranjan Parida, R. and Sahney, S. (2014), "Easy access: a case study on rural marketing", , Vol. 4 No. 3. https://doi.org/10.1108/EEMCS-10-2013-0201