Sem 2 Case Study 2 Essay

2908 Words Jan 28th, 2015 12 Pages
HBR Case Study
BY JOHN HUMPHREYS, ZAFAR U. AHMED,
AND MILDRED PRYOR

World-Class Bull
Inspired sales ploy or ethical breach? be kidding me, Sam,”
Jeremy sputtered. “Chris brought in the single biggest piece of business we’ve won here in more than two years. He’s our top performer! He broke that logjam with Armadillo!
He was absolutely brilliant!”
From the window of his 10th-floor office at Specialty Fleet Services, sales vice president Jeremy Silva spied two of the bright yellow repair trucks of Armadillo Gas & Power a block away, flanking a rectangular gash in South Polk near the old Paramount building. Getting Armadillo’s lucrative fleet-management business had been a long, hard slog. Had it not been for the fiendishly clever machinations of
…show more content…
“We’ve got bigger fish to fry with all these server issues we have. Look, we’ve got a lot of computers around here. And we’re counting on those computers to help us get more done. Everything else should work itself out. If not, well, then I guess we’ve got problems. But we’ll cross that bridge when we get to it.”
Thanks to the high maintenance costs and licensing fees, many poor performers seem to

1116 May09 Humphreys layout.indd 36

4/2/09 2:17:51 PM

“Nope,” Will agreed. “I’ve done everything I can think of. It’s time for someone else to try.”
“The commission’d be all yours,” Fort offered. “Nah,” Will said. “It’ll take Armageddon to land Armadillo. If you pull it off, you’ll have earned the commission – and you’re welcome to it.”
“The two of you will split it,” Jeremy said. “Fair’s fair.”

Bull Artist
Fort did his research. Dale and Carol
Landry had inherited their small but picturesque ranch (which Dale, being a CFO, would have admitted was the size of a rounding error compared with some of the far bigger spreads nearby).
The Landrys had a small herd of longhorn cattle and, indeed, one bull in particular that they were bumper-sticker proud of – as in, “My Bull’s Smarter than
Your Honor Student.”
Fort drove down to the Landry ranch on a Saturday morning. He’d planned

want you to think I was up to anything fishy.” “By all means,” she said. “My husband and I are very proud of Big Buddy. He’s won numerous awards.” Fort

Related Documents