Samantha Dooley Essay

5647 Words Sep 25th, 2014 23 Pages
KEL629

BRENDA ELLINGTON BOOTH AND KAREN L. CATES

Growing Managers:
Moving from Team Member to Team Leader
Melissa Richardson sat stunned in her office in Phoenix, Arizona, after a disastrous early July meeting with her boss, Beth Campbell. In March, Richardson had been the top Chicago salesperson and a high-potential candidate for management at ColorTech Greenhouses, Inc., a premium grower and distributor of annual and perennial flowers. Richardson remembered the call she had made to her mother, who still lived in her childhood home on the north side of Chicago. “Mom, I just got off the phone with the southwest regional sales manager in Los Angeles,” she had said. “They want me for the sales manager spot in Phoenix!” Richardson had
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ColorTech in particular was exposed to aggressive demands for lower prices and costly customization from the big-box stores. Eager to grow revenue, ColorTech had recently purchased a Colombian company specializing in cut flowers as part of its growth strategy to become a strong niche supplier to grocery store chains and independent florists that sold exotic stems in their arrangements.
©2012 by the Kellogg School of Management at Northwestern University. This case was prepared by Professor Brenda Ellington Booth and Professor Karen L. Cates. Cases are developed solely as the basis for class discussion. Cases are not intended to serve as endorsements, sources of primary data, or illustrations of effective or ineffective management. To order copies or request permission to reproduce materials, call 800-545-7685 (or 617-783-7600 outside the United States or Canada) or e-mail custserv@hbsp.harvard.edu. No part of this publication may be reproduced, stored in a retrieval system, used in a spreadsheet, or transmitted in any form or by any means—electronic, mechanical, photocopying, recording, or otherwise—without the permission of the Kellogg School of Management.
This document is authorized for use only in Management Competencies by Heather Round at University of Melbourne from May 2014 to November 2014.

GROWING MANAGERS

KEL629

ColorTech was also evaluating the acquisition of an Ecuadorian concern as a way to enter the long-stemmed rose segment of the

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