ProblemSolution-InterClean

ProblemSolution-InterClean - Problem Solution: InterClean,...

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Problem Solution: InterClean, Inc. 1 Running head: PROBLEM SOLUTION: INTERCLEAN, INC. Problem Solution: InterClean, Inc. University of Phoenix
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Problem Solution: InterClean, Inc. 2 Problem Solution: InterClean, Inc. At a time where sensitivity around cleanliness and sanitation is at the forefront the 8 billion dollar institutional and industrial sanitation and cleaning industry continues to thrive and grow. InterClean, has been a major player in the industry for many years and is looking to continue to grow. In order to do so they will need to explore their strategic direction and ensure that it aligns well with the industry outlook. This paper will examine some of the challenges that face InterClean and recommend a series of solutions designed to enable InterClean to be successful into the future. Situation Analysis Issue and Opportunity Identification InterClean is currently in a situation in which the industry they operate in is becoming more complex through various regulations. These regulations have placed more pressure on their core client base to be more focused and proactive in ensuring that they are in constant compliance with these new regulations. As a result the need for comprehensive strategic cleaning solutions which could include a suite of tailored products and services will be critical to the success of many of InterClean’s clients. InterClean has historically had a focus on selling high quality cleaning products and by all indicators, they have been successful in doing so. However, the recent changes in the industry related to regulation have provided the opportunity for the senior team to look at the strategic direction of the organization and how they engage clients now and in the future. The general perspective is that with the heightened requirements and regulations surrounding sanitation standards, simply selling high quality cleaning products is not providing maximum value to their clients. To be in alignment with these new regulation requirements, the senior team is looking at
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Problem Solution: InterClean, Inc. 3 selling comprehensive solutions as opposed to products. With this approach, regulation and compliance requirements will be considered when putting together a solution for a client. The focus would shift from moving products to ensuring and enabling their clients to be successful through compliance. This is seen as increasing the value proposition in that InterClean is becoming a partner that is mutually invested with their clients instead of just supplying products. The challenge for InterClean is that they have historically focused primarily on just selling products. As such, their sales force has deep expertise in product features, but very limited experience in selling full solutions. The senior team clearly understands that for InterClean to continue to be an industry leader they must shift towards a solutions based approach and as such must set up the organizational infrastructure to support this change. In
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This note was uploaded on 11/15/2010 for the course MBA 540 taught by Professor Jones during the Spring '10 term at DeVry Phoenix.

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ProblemSolution-InterClean - Problem Solution: InterClean,...

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