Sales Force Management
Case 3: Sales Trend Management at Footlib

This case of foot lib talks about a shoe manufacturing company. Footlib which came into existence nearly two decades ago and was started as a partnership between Mr. Waseem Zakaria and two of his fiends however with time this partnership dissolved and eventually the company became private limited company. Footlib initially started off by manufacturing rubber and related products but later expanded towards manufacturing boot shoes. They had only one retail outlet which was the factory outlet itself in the first years of business now they have a total of seven outlets.
The company is fairly medium sized and follows a centralized approach, however the organizational culture is very informal. There is no formal dress code. Employees get twenty four leaves which have to inform in prior. The company follows an open door policy thus they have kind of nontraditional working environment. Communication barriers are less primarily due to the senior and the entire staff sitting in the same place so communication is convenient.
Footlib specializes in four major brands. Orange skin; which are formal shoes. Free mood; which is a regular boot. Flex system; flexible shoes with a stretchable sole and Trentino; which is a fancy footwear for ladies. It targets upper middle class domestically however it earns major percentage of its revenues through exports. Only 3% consists of domestic sales. Therefore the company has emphasized a lot in exporting to European countries rather than focusing on the local/domestic market.
Now the case states several issues that Footlib is facing. Firstly footlib has a limited production capacity. It is mentioned in the case that since their existence the company their production capacity was the same and it was a major obstacle in expanding the company’s operation. They were earning