Alderson Products Inc., a $15 million company, had recently become a wholly owned subsidiary of National Beverage Corp.

Alderson Products Inc., a $15 million company, had recently become a wholly owned subsidiary of National Beverage Corp.

Alderson Products Inc., a $15 million company, had recently become a wholly owned subsidiary of National Beverage Corp.














Sales Management


CASE 4: – Alderson Product, Inc.

Alderson Products Inc., a $15 million company, had recently become a wholly owned subsidiary of National Beverage Corp. of Baltimore, Maryland. National had purchased 100 percent of Alderson stock. The acquisition brought with it a number of problems common to such ventures, with the most pressing problems centering around the control of the sales effort.

            Alderson Products, Inc., produced and sold packaging equipment exclusively to the soft drink industry. The company, located in Detroit, was established in 1951 by the

Alderson brothers, Jim and Frank, both of whom had worked for General Motors for several years but who wanted to be in business for themselves. After a five-year search while they were still working at GM, they decided to enter the packaging equipment industry when an opportunity came up to buy out a small bottle capping machine producer. For the first year of operation, Alderson produced only a limited line of bottle capping machinery. However, gradually at first and then more rapidly, the Alderson product line was expanded to include capping machines, decapping machines, bottle lifters, case painters, case rebanding equipment, parts, lubricants, blenders, fillers, water-coolers, carbonators, saturators, packers, decasers, washers, water treatment systems, conveyors, rinser load tables, warmers, water chillers, and refrigeration units. Most of the equipment bearing the Alderson name was manufactured by the company itself. Some equipment was purchased from other makers: the cappers and decappers came from the Zalkin Corp. (France), the bottle washers from Firton Manufacturing (Pennsylvania), rinser and warmers from Southern Tool (Louisiana), water chillers from Dunham Bush (Georgia), and the refrigeration units came from Vilter Manufacturing Company (Wisconsin).

            The products offered by Alderson came in several different sizes to match the various different applications in the soft drink industry. In addition to the new products manufactured or purchased by Alderson, the company sold used equipment and machinery. The company got into used equipment after finding that a large number of its customers were too small to afford new equipment and could not perform extensive maintenance and repairs on their present equipment.

            The market for used equipment grew to the point where it contributed 30 percent of v Alderson’s net sales. Most of the used sales were from rebuilt machinery. Alderson bought the used machinery from bottlers, brought it to Detroit, reconditioned it, and sold it. Other used machinery was sold “as is.” This was machinery that was bought in acceptable operation conditions and required minor modifications or repairs. Usually, the “as is” machinery was transported top the buyer directly from its original location.

            The “rebuilt” phase of the business called for the customer to make a 25 percent of deposit on the order before the particular unit went through the shop. Once in the shop, the equipment was dismantled to its basic components and parts were added as required. The customer ended up with a “like new” machine or piece of equipment. Savings to the customers were typically about 30 percent with a new unit. Alderson’s rebuilt equipment carried a warranty. As an additional service, Alderson tried to maintain an adequate stock of spare parts for older units, even if the original manufacturer no longer made them available. There was some concern among management as to the future of the rebuilt equipment part of the business. About two years ago, the company began experiencing difficulty in acquiring used equipment that could be rebuilt. The supply of older units was dwindling, and competition for the used equipment was forcing prices up considerably. Alderson also found that more and more bottlers were reconditioning their own units. Although it constituted a profitable segment of the overall operation, there was some thought that it might be best for Alderson to get out of the used equipment business and concentrate on its growing business for new machinery and equipment.

            Alderson served only the soft drink industry, despite the suitability of the company’s products and services for other industries, such as the beer or fruit juice producers. No attempt had been made to branch out into the other markets, largely because the Alderson brothers felt they knew the soft drink industry best. The company served primarily local and regional bottlers; however, plans were underway to increase coverage to national and, possibly, international markets. Future expansion plans did not include markets outside the soft drink industry.

Alderson Products Inc., a $15 million company, had recently become a wholly owned subsidiary of National Beverage Corp.

Alderson Products Inc., a $15 million company, had recently become a wholly owned subsidiary of National Beverage Corp.

Alderson Products Inc., a $15 million company, had recently become a wholly owned subsidiary of National Beverage Corp.

            Distribution of Alderson products was through two company salespersons and six manufacturers’ representatives. Both salespersons were paid straight salaries. One salesperson spent about one-fourth of his time appraising and procuring used equipment. The other salesperson spent about one quarter of his time piloting the company airplane. The representatives received a commission for their services, according to the following schedule: 5 percent for the first $50,000, 2.5 percent for the next $50,000 (up to $100,000) and 1 percent for anything over $100,000. This was bases on individual sales. The representatives received a sales commission on any sale in their territory, regardless of whether the company (Alderson) or the representative closed the sale.

            In addition to using the personal selling, Alderson promoted its products through advertising, trade conventions, and direct mail. Alderson advertised in six trade publications, averaging one insertion every two months in each of the journals. The direct mail consisted of a newsletter, “Alderson’s News,” mailed to current and potential customers.

            With the takeover complete, National sent its auditors to Alderson Products for a routine evaluation. Among other things, it soon became apparent that Alderson had been very lax in its sales control efforts. In particular, there was no evidence that a sales budget was used and there had been no attempt at a sales analysis. The sales manager, who had been in his position for two years after four years as a salesperson with Alderson, said there had been no sales budgeting or sales analysis effort for three years prior to his becoming sales manager. He did mention that a sales budget was used for a time before that, but he was unaware of its details. When questioned by the National auditor as to why he had not instituted sales control procedures, the sales manager said he had discussed it with Frank Alderson and they came to the conclusion that the company was moving along very well and there really was no need for tight control. He was, though, on the alert that, should sales results taper off, it might be necessary to have some controls at a future date. The sales manager also pointed out that he was so busy working on a personal basis with the company sales personnel and the sales representatives that he just didn’t have the time for budgets, quotas, sales analysis and “things like that.”

Case 4 Questions:


Was there a need for sales control at Alderson Products, Inc.? Why or why not?

What would have been the components of a good sales control program for Alderson products? Be specific and give your reasons for each element of sales control.


Assignment Solutions, Case study Answer sheets

Project Report and Thesis contact

ARAVIND – 09901366442 – 09902787224


Welcome to Global Study Solutions

We are a team of highly committed professionals, who aim at helping Clients to achieve their Goals. We believe in establishing long-term relationships with our clients by delivering value added services of high quality.

We are sensitive to our Clients requirements without compromising on values like Integrity and trust. Understanding the abilities, offering them Quality services and meeting our client’s requirements at the right time are our Forte.

We are global leader in providing help to students for their Case study Answers Assignment Solutions, Projects Reports, and Thesis Etc. Our ultimate aim is students best results and there long term relation with us. Our services are focused on, on time delivery, superior quality, creativity, and originality for every assignment we do.

We are in to this business since 16 years. And we are providing case study Answers, Assignment solutions, Multiple Question Answers, Project Reports & Thesis of more than 50 International B School and Universities (Indian and Foreign)

Assignment Consultancy believes in the entertaining form of learning so that our customers will enjoy while their homework and assignments are taken care by our team of esteemed experts. This will also help in the sense that they can concentrate more on developing their fundamentals. So, our objective is to help student in doing their homework and getting good scores in their academics.

Hire Experts to Get Authentic Content in the Essay

Are you experience any difficulties with your assignment or essay writing? We help you a lot with the quality service. We are committed to providing personal attention to each pupil and supports throughout the process from pre-set writing to develop an idea and write their descriptive, informative essays. If students approach us, we help then by offering step by step guide through pre-writing, writing, editing, organizing, proofing, rewriting, etc.

Why are you waiting? We are available to take care of you. This is the best time to get writing services. With our knowledge and experience, you can easily improve the chances of better grades. Our company always aims to help students in writing their papers.

We will work on different topics after the complete research and also offer in various format including PA, Harvard, MLA  and other referencing style

 in general, our team writers is ready to work with you to complete various writing projects from high school essays to masters degree like a case study, project report, assignment research paper, etc. we work based on the base core principles that includes,

  • Handpicked and competent writers

  • Financial guarantees

  • Rigid quality control

  • Confidentiality

  • Quality security standards

  • 24/7 support

  • Alterations within few hours

We are available to help you, in general, our easy-to-use service assisting students with papers based on their exact needs. We can solve writing issues by giving immediate attention at any time. So you no need to worry about any factors, feel free to ask us anything about your assignment.

We employ different measures to ensure top quality essays and also check the quality control before submitting it. Even we also run a plagiarism checks on each paper, so you will get 100% plagiarism-free solutions.

 We use most advanced tools to check paper like Grammarly, Turnitin and copy escaped so it will be unique. At the same time we consider your academic writing standards, so offer assignment based on the customer‘s needs.

3 stage quality check up

We are the only service which uses 3 stage quality checks before submitting any assignment solutions to the students.

  • In first stage we check for plagiarism and referencing style.

  • In second stage we check for grammar and sentence structures and finally in

  • last stage we check for content relevancy


Case Study Help

In universities and colleges, case study is considered as the essential part of the study. Teachers and professors always use case study in the curriculum. A case study is used in order to analyze the thinking of the student and whether he is capable or not to take logical decisions about something. Case study is defined as the in-depth analysis and examination of something such as a group, person, or an organization with the help of disciplinary perspectives regarding one discipline. A case study is also defined as the detailed process in which one can give some considerations to a group or person or regarding any situation over a period of time for the purpose of development.

Assignment Help

We Provide Assignment help to those students who need help from the expert academic writers and professionals. We are a popular choice among the university students as the writers we have on board hold more than 14 years of experience and are ex-professors of the renowned colleges.

Our in-house team of subject-oriented writers is adept at providing in-depth researched, original and well-written assignments, term papers, dissertations, research papers, essays, reports, theses and coursework. Students from the top universities in the UK, US, Malaysia, Australia, Canada and New Zealand buy our service online to acquire top-notch grades in their academic career. If you want top-quality assignments help from the highly experienced writers at convenient prices

Dissertation Writing Help

Experts, at GSS, are capable of delivering dissertations utilizing both primary and secondary research. We understand that each course has different requirements in terms of research methodologies. This is the reason we assign subject-specific experts who can give you the best idea on whether quantitative and qualitative research is appropriate for you.

Academic Writing Services

We at GSS offer all types of online academic assistance, be it homework help, coursework help, case study help, Assignment help thesis/research paper writing help and online exam help. And for each service, each subject and each topic, we dedicate an expert writer who has knowledge in that specific field of study. Experience impeccable academic writing service like never before.

Punctuality is Our Top Priority

At GSS, our top most priority is meet deadlines. Our experts understand that the time of the customers is very precious. The professors of universities and colleges are very rigorous about the submission deadlines of projects or assignments. Hence, the key objective of our case study help service is to deliver the assignments to the customers even before the promised submission deadlines.

Customer Service Round the Clock

Case studies are difficult and they require a lot of time to get done. We operate 24×7 to resolve any of the unexpected issues. Furthermore, the customers from all over the world can contact us and avail our services at any time of the day. Our experts can immediately give response to the requests of the customers at our case study help services.

Unlimited Revision

Another facility of our GSS services is free and unlimited revision. This service is especially designed for the customers who find problems in our assignments or homework. We can rectify all the mistakes from the assignments and rewrite it as per the instructions of the customers within 24 hours.


We keep the quality measures for all papers which mean we will provide best essays. Our editing services are also excellent. Before submitting any essays, we will check whether the papers writer well or not. The high standards of academic writing will exceed your expectations. With our quality service, we have satisfied more number of people across the world and also work with different universities in Australia, UK, USA, Dubai, Oman, etc.

First of all our editing entails adjusting content related to the topic, at the same time adding more sources,  language style, refining etc.

Write-up in accurate Formatting

At our case study help services, our experts are familiar about the formatting styles that are followed in the academic world. Our experts have a great knowledge about the formatting styles such as MLA, Harvard, APA, Turabian, and many others. All types of formats for the case study help are available at our case study help services. In addition, our experts can solve the case studies as per the instructions of the customers.

Case Study Solutions, Assignments done by MIB, CA, PhD, & CFA

The experts of our GSS services are highly qualified and professional. We have CAs CFAs & PhD on our panel who have years of experience in the writing of case study. In addition, our experts have the expertise of how a case study should be done by using the information that is mentioned in the case study. All the experts of case study help services are competent and they have all the skills that are required in order to solve a case study. A case study that is solved by our experts looks professional and will surely fetch great grades.

0% Plagiarism

At our GSS services, our experts never plagiarize the content from the other sources for the solutions of case studies. We have strict policies regarding plagiarism at our organization. We have never faced any complaint so far regarding plagiarism from our customers. We use new technologies and modern plagiarism checking software’s to detect plagiarism from our papers.

Best Price Guarantee

You get premium service at the best market price. Our best price guarantee ensures that the features we offer cannot be matched by any of the competitors, in case they do – “We will beat the price”.


We keep our clients’ personal data confidential. In addition to this payment, info is protected, so you no need to worry about any factors. Feel free to refer to the support team for more information and get some essential details related to the payment methods. Our company aims to keep all your details safe; our advanced security standards will exceed your expectations.


Quality Control and Simplicity

We only focus on the quality and offer best quality essays for all time. So you will receive well-crafted and 100% unique content. Need some alterations? You have great chances to get the essays for free.

Direct Communication and Support:

You can easily control the writing process based on your needs; we help you a lot. You can approach our writers directly and requesting drafts. Our dedicated team of experts is available to offer responsive support for 24/7. So just contact us, we ready to help you.



Share Button