CASE ANALYSIS :HAUSER FOOD PRODUCTSINTRODUCTION AND BACKGROUND:Houser food products(HFP) was a leading producer and marketer of baby foods in he US but during past few years the company HFP had faced a greatly changing market for infant foods.Decrease
...ry pointed on the team in Florida which came consistently in 10% above the sales plan.She explained that she asked the florida district manager Jay Boyar many time how they do this but not received any particular answer . The only explanation of their success from him was hard work and good team cooperation. Interested by the Florida figures the researcher arranged to visit the Florida sales team.After some time the researcher was told by the district manager the succes of florida sales team.The reason was that the team noticed that older people like HFP products and team develop a lucrative trade with them. When researcher went back for a final visit with Amanda he founded her even more concered about her problems.She was pushed to increase sales plan for the next year and wondered about the florida team succes . ANALYSIS OF HFP SITUATION: The main problem in this case is lack of a common goal between Hauser Food Company and its workers. While the management wants to come up with new ideas from their employess, florida sales department is not motivated to share its secret or exceed its sales goal. Cooperation between regional sales manager and the district sales team is very poor. Brenda believes there must be a better way to sell the products and wants the people in the field to help develop it. She hears from district manager about team hard work and working well together but she does not realize that because of the companies policy of low base salaries with bonuses salespeople sales are reluctant to share their strategies. She is seen as a manager and ‘‘big boss‘‘ and not as the sales person whom can other subordinates trust.This situation makes her subordinates tend to give general answers, and not the real reason about sales increase. Even when sales team realized that if their idea of targeting the older generation were known, the company as a whole could increase sales and profits they have no motivation to spread it out. On the other hand values of salesmen in Florida team are absolutely not shared for the company as the whole but only for themselves or for their particular team. Sales people in Florida team miss any enthusiasum and effort to build up succes over the all HFP company becouse they miss any motivation and opportunity to work hard and to change their team “working mentality”.They consider the HFP company as the place which is out to screw sales. Their only concern and value is to earn money very comfortably with easy effort avoiding any additional paper or duty work. A very good example how thinks work out in team illustrates the case when new employee starts up with personal effort for selling and the his colleagues gave him hard time for this.At last the new emplyee had to “uderstand”that any effort for the company has no sense and he had to join others way to work. Exhibit 2 also shows very interesting age and educational aspect.Older high school educated people vs younger college educa...