CASE 5 \u2014Reagan Technologies
\nMike Reagan and his brother, Marc, were justifiably proud of their company. What they began
\nas a paint distributor some forty years ago, fresh out of college, had grown into one of the
\nlargest specialty painting contractors in the U.S., and likely the world. What their company does
\nis paint ships, which may not sound difficult, but when one considers that every surface on a
\nship, including some in some very tight places, has to be painted and repainted over time, it
\nbecomes easy to see that your average painter wouldn\u2019t be able to do the job. In fact, the
\ncompany has the best safety record and is known for developing new, safer methods for ship
\npainting. As a result, the company employed 1,200 people, 1,100 of whom were highly trained
\nspecialists in marine painting. Now, as Mike just turned seventy and Marc wasn\u2019t far behind,
\nthey were discussing the company\u2019s future.
\n\u201cWe need to find another business,\u201d Mike was telling Marc over coffee one morning.
\n\u201cSomething that will flourish when times are not so good for shipbuilding. And we need to find
\nit quickly so we can help get it going before we turn this company over to Mike Junior and
\nAddie.\u201d Addie is Marc\u2019s daughter, and the only one of his children who had shown an interest in
\nthe family business. She worked with her dad in taking care of the back office functions
\n(accounting, finance, IT, etc.) while Mike Junior worked with his dad to oversee the painting
\noperations.
\nOne truth about shipbuilding is that the industry is highly cyclical\u2014governments don\u2019t build
\nnavies during peace, for example. Another truth about shipbuilding is that there is no sales
\nforce, because all jobs are put out for bid. Government jobs don\u2019t require a salesperson, just a
\ngood proposal, and Reagan Technologies had a solid proposal-writing team. But even with that
\nstrong team, the company\u2019s revenue would plummet when the U.S. Navy wasn\u2019t building new
\nships.
\nMarc replied, \u201cI think I have an idea. I got a call last week from Shore Insulation and
\nFireproofing. They want to rent our scaffolds from us on the U.S.S. Bankston job when they do
\nthe insulation. And they\u2019re not the only ones. I\u2019ve had several calls from companies in the area
\nasking if we rent scaffolding. There\u2019s a lot of companies in construction, maintenance, and
\nbuilding repair that rent scaffolding.\u201d
\nMike had a quizzical look on his face as he said, \u201cBut we don\u2019t know anything about that
\nbusiness.\u201d
\n\u201cWe know how to put up and take down scaffolding safely, and safety is a big issue. With our
\nsafety record, we should be able to win a lot of business,\u201d Marc responded. \u201cPlus, this should
\nbe relatively steady income, in addition to the painting business. With our locations in the
\nshipyards all across the Gulf and up and down the east coast, we should be able to serve just
\nabout anything east of the Mississippi River.\u201d
\n\u201cYeah, but how do we get the business? We\u2019ll need salespeople because right now, you and I
\nare the only ones in this company with sales experience, and I don\u2019t have time for that!\u201d
\nQUESTIONS:
\n1. So far, Reagan Technologies has had neither a marketing department nor a sales force.
\nWhich should come first and why?
\n2. What would marketing do for the new division? What would its role be, and what
\nwould you consider success for marketing?
\n3. What type of sales position would they need? Justify your choice.
\n4. If they were short on capital and wanted to outsource sales, could they? What would
\nstop a scaffolding manufacturer from outsourcing in a similar fashion and then beat
\nthem on price?<\/p>\n
——<\/p>\n
CASE 5: REAGAN TECHNOLOGIES
\nMike Reagan and his brother, Marc Reagan, were justifiably proud of their company. What they began<\/p>\n
Fresh out of college, he started as a paint distributor and grew into one of the largest paint distributors in the country.<\/p>\n
The largest specialist painting contractors in the United States, if not the entire world. What their firm does<\/p>\n
is to paint ships, which may not appear difficult at first, but when one realizes that every surface on a ship must be painted, it becomes challenging.<\/p>\n
Over time, the ship must be painted and repainted, including some in very tight spaces.<\/p>\n
It’s clear that the average painter wouldn’t be able to complete the task. The truth is that the<\/p>\n
The company has the best safety<\/p>\n","protected":false},"excerpt":{"rendered":"
CASE 5 \u2014Reagan Technologies Mike Reagan and his brother, Marc, were justifiably proud of their company. What they began as a paint distributor some forty\u2026<\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[9033,7586,1386,7589,9034,9031,7587,7588,7584,7585,9032],"tags":[8809,7838,8811,8808,8813,8807,8806,8814,8810,8812],"class_list":["post-106849","post","type-post","status-publish","format-standard","hentry","category-assignment-help-uae","category-best-dissertation-writing-service-in-australia","category-best-research-paper-writing-services-in-usa","category-capstone-project-writing-service","category-cheap-essay-writing-services-china","category-essay-writing-service-usa","category-legitimate-phd-dissertation-writing-services-usa","category-term-paper-writing-service","category-thesis-writing-service-in-canada","category-uae-best-dissertation-writing-help-service","category-write-my-essay-australia","tag-best-master-thesis-writing-service","tag-best-thesis-writing-services","tag-cheap-thesis-writing-services","tag-master-thesis-help","tag-master-thesis-writing-service","tag-thesis-help-online-free","tag-thesis-writing-help-online","tag-thesis-writing-services-cost","tag-thesis-writing-services-near-me","tag-thesis-writing-services-reviews"],"_links":{"self":[{"href":"https:\/\/www.studyproessays.com\/help\/wp-json\/wp\/v2\/posts\/106849","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.studyproessays.com\/help\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.studyproessays.com\/help\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.studyproessays.com\/help\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.studyproessays.com\/help\/wp-json\/wp\/v2\/comments?post=106849"}],"version-history":[{"count":0,"href":"https:\/\/www.studyproessays.com\/help\/wp-json\/wp\/v2\/posts\/106849\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.studyproessays.com\/help\/wp-json\/wp\/v2\/media?parent=106849"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.studyproessays.com\/help\/wp-json\/wp\/v2\/categories?post=106849"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.studyproessays.com\/help\/wp-json\/wp\/v2\/tags?post=106849"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}