Pritam Nagar Petrol Station: Selecting a New Retail Outlet

Abstract

The case describes the situation faced by Sales Officer who is exploring setting-up new outlet in recently constructed expressway. The case describes the situation and discusses how he developed various assumptions based on report submitted by valuer, survey feedback carried out by an independent agency, his past experience and the discussion with colleagues who have handled similar projects in past. Based on this the case describes how this information can be used to develop various estimates. Description of situation leads to kind of infrastructure required in settingup a new outlet. The case also gives opportunity to use government estimates and sales officer’s own estimates in developing growth scenario. The case also introduces the implications of tax in evaluating such proposals. This case can be (and has been) used after exposing the participants to understand the role of sales officer, competition analysis and concepts of performance analysis. This can be used towards the end of the Phase I of the programmes for sales officers. It could also be used in the early part of the programme for regional managers programme.