Hanover-Bates Chemical Corporation Essay Example

inform Carver that the branch will now be run according to his preferences as the manager. Option C is for Sprague to have a discussion with Carver about potential ways to increase profitability at the branch, while also presenting the advantages that the analysis can offer for the target market.

4.

Analysis of Alternatives:

A. Advantages – Hank Carver remains in the branch, ensuring no loss to competitors. The existing branch is relatively successful and will continue to generate profits. Continuing current operations does not require additional time or resources.
Disadvantages – The branch fails to reach potential accounts, leading to a decline in company profitability. Carver's influence outweighs Sprague's, undermining Sprague's authority within the branch. Other salespeople may not take Sprague seriously.

B. Advantages – The branch can redirect sales efforts towards securing more accounts in the market. Sprague establishes his leadership, allowing the sales force to know who is making decisions. The branch becomes energized under new direction and leadership.
Disadvantages – Losing the most experienced sales representative to a competitor. Other sales representatives might follow Carver's departure. Analyzing and reallocating sales efforts would require time and resources.

C. Advantages – Sprague can learn from Carver's knowledge and years of experience in the area. Carver would recognize the value of analysis and its impact on selling techniques. There is clear leadership, with Sprague showing willingness to collaborate with the sales team.
Disadvantages – Conducting discussions with Carver and analyzing data will consume time that could be spent on selling. Carver may still be dissatisfied with changes and leave for a competitor regardless. Members of the sales force may feel entitled to share their opinions, leading to conflicting ideas.

Note:

The original text lacks consistent spelling ("recourses" instead of "resources," "roll" instead of "role").

5. Recommendations
A. By not implementing any changes, A. Sprague would demonstrate to the company that he is not the suitable leader for the branch.
B. This decision showcases A. Sprague's ability to make tough choices, but it could result in the loss of a valuable asset in Carver. Additionally, Carver may potentially take away business if A. Sprague moves to a competitor, thus impacting the overall profitability of the branch.
C. This approach allows A. Sprague to conduct the necessary analysis while also benefiting from the expertise of a person who has the most knowledge about the area. The combined knowledge of the northeast region and the sales data provided by the national sales manager will enhance the accuracy of the analysis.

6. Working with Carver will enable both parties to achieve their goals. Carver's 34 years of experience is highly valued by the company, making it essential for his involvement. Additionally, Sprague can benefit from Carver's extensive knowledge as he lacks practical experience in the field. Analyzing numbers is a valuable tool in the business world; however, expertise from hands-on experience cannot be taught or simulated. As a successful branch manager, Sprague must merge his understanding of data with the challenges faced by salespeople in the field.

Carver will likely be willing to support and follow the new branch direction, as long as he feels that his extensive experience is considered in the final decision. Sprague must maintain a balance of power, ensuring that older salespeople do not assume decision-making authority, while still allowing them

to express their opinions on the changes. He should also provide explanations for why these changes are being implemented to the sales representatives. This way, when he makes alterations to the sales efforts, the sales team will understand the rationale behind them, knowing that they had some input in the process. Ultimately, Sprague will be able to harmonize the knowledge possessed by older salespeople with his data-driven analysis, resulting in a highly profitable northeast division for Hanover-Bates.