A.P. Nichols, a distributor of parts in the maintenance, overhaul, and repair (MRO) sector is facing the need to realign its strategy to contend to a merging competitive environment. A crucial part of their realignment calls for changes the culture and reparation of their sales force while concurrently building sales capacity that is adequate to take advantage of chances within their key markets.
The case concentrates on the recently hired vice president (VP) of sales, who's tasked with leading the change initiative. Immediate dilemma facing the VP include: 1) alignment of the client service representative (CSR) team to the strategy and the brand new version; 2) infrastructure and also the requirement to make a commitment to invest in bringing this up to a best in category amount; and 3) building a critical mass in the CSR group.
PUBLICATION DATE: October 28, 2011 PRODUCT #: W11423-HCB-ENG
This is just an excerpt. This case is about STRATEGY & EXECUTION
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