Henkel is a German company that operates worldwide with its three business units: adhesives, laundry & home care and beauty care. In this last category they have Konzil as a brand within their portfolio. The case will expose Konzil packaging change process for the sales management of the traditional channel in Lima. The problem that arises is the modification of the packaging of the product, which was part of a regional strategy change during 2017, which was detrimental to the sales of the brand. Some actions that the company adopted were a re-launch of the product with a new packaging for the consumer, which has the same content for both shampoo and conditioner (25ml each sachet), as well as a new package for the channel: hangers that came with two strips of sachets each, one of shampoo and another conditioner. Previously, in the hangers came only conditioner (24 sachets) and the shampo...