THE MAIN PURPOSE OF A LABOR UNION / TUTORIALOUTLET DOT COM THE MAIN PURPOSE OF A LABOR UNION / TUTORIALOUTLET | Page 92

minimize operating overhead as they grow and to keep the
organization as flat as possible by improving the efficiency and
effectiveness of the organization. 2 | P a g e The Organization
The Headquarters‘ organizational structure and operational functions
are very typical of an old line industrial distributor. Philip Hurd
CEO David Simpson VP Sales & Marketing Marketing Tom
Smith Jim Donner Regional Sales Mgr
Pacific States Regional Sales Mgr
Mountain States Don McCloud Tim Hurd CFO COO Finance &
Accounting Shipping and Receiving Inside Sales Inside Sales Janice
Drake
Senior Director of IT Inventory Management Outside Sales &
Field Applica tions Outside Sales & Field Applications Human
Resources Facilities The current field sales operation is vey local.
Even though most of the sales people work from home, they come
into the office every Monday morning for a weekly sales update
meeting (issues, resolutions, sales forecasting) that sometimes
includes training by key vendors. The company is not very technology
oriented. Today, most everything is being done with desktop
computers, paper forms, Excel and Quicken. The company has only a
rudimentary online presence and an antiquated Plain Old Telephone
System (POTS). Most of the workers are conservative, older (average
age 55) and have been with the company for more than 25 years.
They are comfortable with computers but do not Facebook or TXT.
Many do not even have smartphones. In short – they are not very
technically savvy and will likely be very resistant to change. Advised
by Phil Jr., Philip Sr. is driving the change. Having read about the
benefits of CRM automation, David Simpson, VP of Sales,
acknowledges the need for better technology as the sales force grows
in number and territory reach. Don McCloud, CFO, has serious
reservations about changing anything. His tight control of the
financials has kept the company very profitable even during the ―great
recession‖ of the 2007/2009. Everyone in the company is making