case article

Richardson called on her team to show up at the

Info iconThis preview shows page 1. Sign up to view the full content.

View Full Document Right Arrow Icon
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: nts in plastic pots that showed its unique bar codes for price scanning and inventory management. This mistake would mean the team would be charged for emergency repotting costs as well as discounts offered as compensation for delayed delivery if they did not act quickly. Richardson called on her team to show up at the greenhouse the next Saturday morning to help repot plants. She thought it would be a team builder, but it turned into another failure. Torres and Ruiz arrived early, ready to work. Vega, as usual, was late and came dressed in a business suit. Hoffman and Peterson never showed up. Richardson’s mood darkened as Vega, Torres, and Ruiz fell into an easy Spanish banter with the greenhouse employees. Despite her efforts with the language tapes, she could not understand a word. Her team members seemed to be bonding with each other, anyway. Richardson smiled ruefully; she never imagined that being promoted to sales manager would result in her being up to her elbows in dirt on a Saturday. Richardson heard the phone ringing from the hallway as she made her way back to her office at three o’clock that afternoon. When she answered, she heard Campbell say, “Oh, you’re there. I was going to leave you a message to remind you that you need to get your monthly report in on KELLOGG SCHOOL OF MANAGEMENT Purchased by Chris Perronnet (cmperron@g.cofc.edu) on March 28, 2013 9 GROWING MANAGERS KEL629 Monday. And don’t forget, you need to submit your team’s monthly expense reports on Monday, too.” More paperwork. Staring at the dirt under her fingernails, Richardson took a deep breath. “Monday. Right,” was all she had the energy to say. “Is everything all right?” Campbell asked. “Fine. Everything’s fine,” said Richardson in the most professional tone she could muster. Events Lead To A Crisis Sales Take a Hit Sales results were down for the rest of May and June, in part because Colombia had struggled to get the greenhouse fungus under control and also because the big-box stores seemed to be heaping more and more demands on all growers, ColorTech included. Richardson was working twelve-hour days, six and sometimes seven days a week. She felt most of her time was spent babysitting her team: Hoffman’s sales continued to be strong, but he would not share information if Richardson did not specifically ask for it; Torres continued to whine about his web-based customer service project while his sales numbers slid; Vega had a great May, but her June sales were down 50 percent; Ruiz was starting to test Richardson’s patience with his perky inquiries about a sales position; and Peterson mostly pouted. Richardson’s team hated paperwork as much as she did, so she asked Torres to do some of his colleagues’ reports for them in order to meet their deadlines. Campbell Visit Part 1: A Cryptic Message Campbell made a visit to the Phoenix office in early June, which Richardson suspected was to make sure the monthly sales report was going to be done on time. They sat down together to review the report, and Campbell corrected some of Richardson’s mistakes. It was an uneventful meeting, and when it was over Campbell left Richardson with the advice: “Keep your eyes on the prize.” New Customer At the end of June, Richardson closed a big client. She had met the regional buyer for...
View Full Document

Ask a homework question - tutors are online