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A
slowing economic environment
Changes
in the economy have greatly
influenced consumer demands.
Monarch products are premium
priced, reflecting their strong
reputation for quality. Monarch
didn't respond quickly enough
to changes in its customer
demands
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A
controversial reorganization
of sales staff
The addition of new sales
representatives forced Monarch
to switch from a customer-focused
sales structure to a regional
sales structure. Monarch had
prided itself on its strong
relationships with key customers
and this shift upset many
of the original sales representatives
as they lost responsibility
for accounts where they had
developed strong relationships.
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A significant increase
in product theft
Due to the high price and
small size of the products
(average product is about
the size of a AA battery).
Monarchs had recently noticed
a dramatic increase in theft,
both at the retail level and
in their own warehouses. Many
sales representatives were
also reporting that the retailers
were moving the products behind
the cash register and into
cases that had locks on them.
This created confusion for
the customer because they
could not locate the product
in the aisles, resulting in
lost sales.
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DECISION
POINT
Given
the three forces that
are pushing Monarch
towards considering
a major investment,
which would you choose
to address as a target
of business change?
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Click
the button next to your
selected option. You
will receive a response
to your selection.
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