Know-How Exchange : Student Questions

We'll need a lot more information than what you've provided to determine what the research plan ought to be, or even if one is warranted.

Let's start with some basics. What business is the company in? Who are the customers? Where? Who are the end-users/consumers? Is the business typically seasonal? Who is the competition? What have they been doing lately? What is the -15% decline based on -- year-ago, trendline, quarterly/monthly?

What is the primary sales/marketing channel? Is this a sales productivity problem? Have there been any changes in marketing activity that might explain the decline?

There are probably a dozen other questions. Let's start with these.

If this is a serious question that is important to the business, you might want to hire an outside professional to address it.

If this is a homework assignment, please include your thinking about the problem and we may be able to help direct your thinking.

Its a confectionery company whose sales went low one year ago. Major customers are the hoteliers and the supermarkets.

Sounds like a home work question.