Company Background
When was Arrow Electronics Founded
1935
Describe the demographics of Arrows Workforce in the 1980s?
Men & Women. Few educated, some have technical degrees.
What is the industry turnover rate?
30%
What is the name of the new & old college Recruitment program?
Sprouts & Pathways
What is the name of the VP of HR in charge of the new program?
Jean Sheng
Who was the CEO of Arrow Electronics in 1995?
Steve Kaufman
How is a General Manager at Arrow Paid (Hint; Salary, Commission, etc.)?
What is a sales rep who shops around competitors for a job called? (Hint 1980s-90s)
? W-2 Hoppers
How long did new hires stay in the mid-1980? 2
2 years
Why did many Pathway associates leave Arrow?
Unhappy with the electronics industry
What persistent problem did the company face?
Approximately How much does a top salesperson earn?
$150,000-$200,000
How were new sales reps hired? (the 1980s-90s).
Inviting them to Dinner or Calling Suppliers and asking them for recommendations of a top sales rep from competitors.
What attitude did General Managers have toward sprouts hires?
Resentment, Dislike, etc.
Name the two new components to the training program and their lengths
Two weeks of general training + 3 Months on the Job Training.
Name one of Arrow’s clients?
IBM, Hewlett Packard
Name of two the Area Sales Managers Responsibilities?
Build relationships with purchasing Staff, negotiated major Contracts, Make Sure Orders are Delivered.
To increase sales, who did General Manager in the field office aim to hire?
Salespeople from competitors
What did the GMs notice after the 13 weeklong recruitment programs? Sprouts New the more than anyone else in the office
Sprouts knew more than anyone else in the office. They had knowledge of electronics, distribution industry, selling skills, real-time computer systems.
GM’s feedback for the new program was to not give Pathways sales management training but rather___?
Salesforce development
Approximately when did Arrow become the second-largest distributor of electronic components?
1980
Name 3 management roles on the team?
Area Sales Managers, Inside Sales Manager, Marketing Manager, Administrative Manager, and Administrative Personnel.
According to industry perception, sales were strongly tied to the individual FSR’s relationship with ____?
Suppliers
Name two frustrations sale reps from the college recruitment program?
Cold Calls, Customer service calls, cleaning up after-sales reps.
Name two changes that Gillen, Sheng, Kaufman wanted to implement to improve the Pathways Program.