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Financial and Cultural Turnaround: Unify the Division

Tar Products was the worst performing division in its company. Its operations were all connected with the refinement of coal tar, and while some of its businesses were showing profits, its three refining plants were losing money. The industry as a whole was suffering, and it was notoriously difficult and expensive to close a plant — and would typically lead to extensive demands from the... CONTINUE READING

Win-Win: Meeting the Needs of the Workforce and the Bottom Line

The Israel-based company CityBook supports U.S.-based real estate services companies. Rather than compete with other outsourcing organizations on price, it stays competitive through the caliber of its services, turning around quality work overnight. CityBook’s workforce is primarily made up of women who are Haredi, a stream of Orthodox Judaism in which many families have seven or eight... CONTINUE READING

The Mensch on the Bench: How to Start a Business and Keep the Lights On

When Neal Hoffman’s son — whom he and his wife were raising in the Jewish faith — expressed interest in the Elf on the Shelf, Hoffman had an idea for an analogous toy for Jewish families: the Mensch on a Bench. The Yiddish word for a person of honorable character, Hoffman gave his mensch a role in the story of Hanukkah and named him Moshe. He and his wife, Erin, believed in the idea, but... CONTINUE READING

Capital Ice Cream Calls for Ice Cream Capital

By Darden

In 2009, New York ice-cream-of-the-month club MilkMade opened, delivering members two pints of uniquely flavored ice cream for $30 monthly. Perhaps due to natural, local ingredients and creative flavors like Maple Pancake and Brie Mine, the startup was popular, and founder Diana Hardeman built demand through social media. In 2013, MilkMade had plentiful fans and potential but was wanting in... CONTINUE READING

Get Off My Turf: Assigning Sales Territories

A territory is a salesperson’s battleground; it’s the turf that he or she defends. As one of the first decisions that many sales executives make, territory assignment can be quite a complex process, serving several goals — and stakeholders — at once. Leaders often draw up territories to minimize the time and travel expense of serving customers in a particular geography. At the same... CONTINUE READING

Not Just Fast Food — Efficient Food

The regional fast food chain Pal’s Sudden Service has 26 locations and a sterling reputation for making things convenient and fast for the customer. The reputation is well-earned; at peak flow, cars pull through the drive-through-only restaurant every 14 seconds. Meanwhile, the company’s operating income and inventory turnover are many times the industry averages, making for high financial... CONTINUE READING