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Richardson asked torres to meet with her and the

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Unformatted text preview: Lowe’s during a trip to Chicago, where she learned Lowe’s was interested in a new southwestern supplier for annuals and perennials. She arranged a meeting in Phoenix and closed the deal after Lowe’s had a tour of the greenhouses. She was also now working with a large grocery chain to switch its cut-flower business to ColorTech. Richardson asked Torres to meet with her and the buyer. After that meeting, Torres was more energized than she had ever seen him; he was full of ideas for servicing this demanding, detail-oriented type of customer. Campbell Visit Part 2: Crisis When she visited again in early July, Campbell did not even mention the new Lowe’s and grocery chain customers. After reviewing the monthly sales revenues and expenses, Campbell asked Richardson what she was doing to address performance issues with her team, as sales 10 KELLOGG SCHOOL OF MANAGEMENT Purchased by Chris Perronnet ([email protected]) on March 28, 2013 KEL629 GROWING MANAGERS figures were below last year’s. After listening to Richardson’s explanations about the Colombia greenhouse problems and the big boxes’ increasingly idiosyncratic demands, Campbell pushed her chair back and asked, “Is there something you need to tell me about Chelsea Peterson?” Before Richardson could figure out why she was being asked about the store merchandiser, Campbell shared that she had received a call from ColorTech legal the previous day informing her that someone claiming to be Chelsea Peterson’s attorney had called to ask about ColorTech’s gender diversity record. Richardson was shocked. A couple of weeks ago, Peterson had finally submitted a resume, but she had failed to include a cover letter. More important, she lacked the experience and enthusiasm for a sales position, and she had continued to be just barely civil to Richardson. And with sales down, there was no chance of adding an account rep. Richardson had explained to Peterson why she was not ready for a sales position and suggested some ColorTech training courses Peterson could take to prepare herself. Peterson had left the meeting angry and had not raised the topic since. Now it seemed she had hired an attorney—because she was denied a position that did not even exist. Conclusion After Campbell left that afternoon, Richardson sat in stunned silence. She thought back to her naïve dreams of Friday pizza lunches and ice cream cart celebrations. Not only was there no money in her budget for parties, her team had not earned those kinds of rewards—nor had even acted like a team. She had had such high hopes for making a difference in Phoenix. “What’s wrong with them? What’s wrong with me?” Richardson thought. “I wonder if I could go back to Chicago. Maybe my old boss would take me back.” She heaved a big sigh and asked herself, “What do I do now?” KELLOGG SCHOOL OF MANAGEMENT Purchased by Chris Perronnet ([email protected]) on March 28, 2013 11...
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This note was uploaded on 11/13/2013 for the course MGMT 301 taught by Professor Davis during the Spring '08 term at CofC.

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