In 1996, WESCO, a national distributor of electrical equipment and materials from the planned growth of 6 percent to 8 percent in sales, and 12 to 16 percent return over the next five years. Central to this growth strategy of National Accounts (NA) program that WESCO has developed to serve its large industrial customers in response to recent changes they have made to their business processes. However, as of June 1997, a program of the National Assembly has not yet delivered the expected results. WESCO now need to isolate the cause of the deficit and the NA program to implement changes that will put the program back on track. She must decide whether to continue to play an active role in the initiation, development and maintenance of national accounts, or be passive and offer the NA program only after customers have shown legitimate interest. "Hide
by Das Narayandas Source: Harvard Business School 28 pages. Publication Date: November 10, 1997. Prod. #: 598021-PDF-ENG
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