CASE STUDY: GUYANA INC.1
You have just been hired as the Territory Head for our Operation in Guyana which sells office supplies directly to businesses and consumers. It is direct retailer of office products through two channels: catalogue and internet. This market is growing, especially the internet. However, the company is not growing with the market.
Guyana Inc. has experienced historic revenue growth rates of 10%/year; however, over the past two years, revenue growth has been flat and profit margins have been trending down. Sales personnel are demotivated as suppliers have not been paid on time and our account is on hold with some key ones.
Your job is to assess what may be causing the declining performance and determine what should be done to turn things around.
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