Schneirocksie Electric is an asset-based company that has a successful manufacturer of high quality electrical components, transmission, control and monitoring of electrical power. The management has long been considered sales and marketing has the task of selling what the plants do. However, customer demand shows that this approach is no longer working, lower-cost competitors are now able to duplicate Schneirocksie products and services. The company must transition to the provision and sale of solutions … Read more »

Schneirocksie Electric is an asset-based company that has a successful manufacturer of high quality electrical components, transmission, control and monitoring of electrical power. The management has long been considered sales and marketing has the task of selling what the plants do. However, customer demand shows that this approach is no longer working, lower-cost competitors are now able to duplicate Schneirocksie products and services. The company must transition to the provision and sale of solutions for its customers, but that is the creation of an effective strategic account sales involve position. The current corporate structure, remuneration system and culture are major obstacles to this transition and also must be changed. Finally, the company’s management needs to learn first focus on the work of its clients the setting to do it and then make themselves new to do this job.
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Robert D. Dewar
Source: Kellogg School of Management
11 pages.
Publication Date: Apr 21, 2009. Prod #: KEL414-PDF-ENG
The company Schneirocksie HBR case solution