EXPANDING A BUSINESS TO A NEW TERRITORY.. Barrett Inc. is a manufacturer of patio furniture in Oakville, Ontario and operates with a small sales force of six. Two salespersons cover northern Ontario, with a sales office in Ottawa. The other four salesperson is work out of the Oakville plant and cover southern Ontario. The sales volume surpassed $25 million last year. At the annual meeting, June Barrett, the president and owner of the company, expressed interest in expanding distribution of the patio furniture to the western provinces. She stated that the western lifestyle provides a potentially lucrative opportunity for the company. However, there is the problem of determining the most beneficial distribution policy. 1. 2. What territorial decision must be resolved? Should the company sell through its own sales force in the west or sell through independent wholesaling intermediaries? Support your position. 3. If the company should decide against selling through its own sales force, what specific wholesaling intermediaries would best serve the needs of Barrett Inc? EXPANDING A BUSINESS TO A NEW TERRITORY.. Barrett Inc. is a manufacturer of patio furniture in Oakville, Ontario and operates with a small sales force of six. Two salespersons cover northern Ontario, with a sales office in Ottawa. The other four salesperson is work out of the Oakville plant and cover southern Ontario. The sales volume surpassed $25 million last year. At the annual meeting, June Barrett, the president and owner of the company, expressed interest in expanding distribution of the patio furniture to the western provinces. She stated that the western lifestyle provides a potentially lucrative opportunity for the company. However, there is the problem of determining the most beneficial distribution policy. 1. 2. What territorial decision must be resolved? Should the company sell through its own sales force in the west or sell through independent wholesaling intermediaries? Support your position. 3. If the company should decide against selling through its own sales force, what specific wholesaling intermediaries would best serve the needs of Barrett Inc