Jensen Shoes: Jane Kravitz's Story

Jensen Shoes: Jane Kravitz's Story

-Submitted by: Group AC1

Primary Issue in the Case: In what ways can the sales of causal wears be increased within six months by achieving diversification.

Reasons for the issue:

- Change in tastes and preferences of the customer.

- Flattened market share of the casual wears compared to 2003 which was 45 per cent.

Problem Statement: Inability to meet the strategic performance objectives (sales objectives) for Latino and African American markets.

Reasons: Jane Kravitz was facing difficulty to extract work out of Lyndon Brooks. This happened because Lyndon was not cooperating to finish his sales objectives with respect to Latino and African American markets.

Contextual and culture analysis

- SWOT

 Strength:

• Jane Kravitz is persistent in her efforts to encourage Lyndon to meet his sales objectives by being as flexible as possible, organizing a birthday party for him to boost his morale and by even asking Ron Johnson, the director of Distribution regarding vacancies to help out Lyndon shift the job if his interest.

• Lyndon is an efficient worker and has the potential to meet his sales objectives because he finished the environmental project on time and with top quality, according to Jane. Further, Lyndon was an African American which makes it easier to penetrate into the African American markets.

 Weakness:

• Jane Kravitz is not tactful with Lyndon because of her opinion that telling an employee to do their job is equivalent to humouring them.

• Lyndon is complacent and evasive about discussing his progress with Jane. He is taking advantage of Jane's good nature.

• The management has been too lenient when it comes to employ benefit which has made the work environment complacent.

 Opportunity:

• Jane and her team's effective performance can help her to differentiate her performance with her male counterparts in the global market.

• Lyndon and Jane's combined efforts and Lyndon's ethnicity can result in building sales for casual wears in the African American region.

 Threat:

• The changing requirements of the casual wear segment users can become a threat if the company fails to diversify product lines. This might affect the long term viability

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