Tristar, a large international manufacturer of home appliances, is considering entering the B2B market by selling to home builders. The case explores the feasibility of this market expansion to meet aggressive revenue targets. Key aspects include:
- Market size analysis of new home construction and remodeling sectors
- Evaluation of distribution channels and market share of builders/distributors
- Calculation of potential revenue opportunities
- Assessment of production capacity and distribution challenges
- Consideration of competitive landscape and market entry strategy
The case requires analysis of market data, revenue projections, and distribution models to determine if Tristar should pursue the B2B home builders market to close a $1.1 billion gap between target and projected revenues.