A detailed commentary of Valentin Korzhov, development director of UPECO Company, is added to the Publications section. 

The Sales Business journal, a leading publication in the sphere of sales and production at the consumer goods’ market, regularly discusses the most typical business problems, topical for the Russian market, with top managers of leading companies. 

A case-study describes some real business situation. Experts analyse the problem, sort it out and offer possible solutions. 

In October, 2007 Valentin Korzhov, development director of UPECO Company, was invited to discuss a case-study. He analysed the following situation and offered his variant of the solution. 

The short description of the case-study:
One of the branches of a dealer network was very efficient and successful. New schemes of motivation and promotion made a large profit. The assortment of the produce widened, the company’s reputation improved, its branches left behind competitors and were becoming leaders. Many people wanted to become the company’s employees.
Director of the branch, Zaitsev, who climbed up the ladder from rank and file employee to the position of a top executive, was waiting for some reward, appreciation and hoped for a transfer to Moscow. 

At last Zaitsev got a letter from the management of the parent company. It thanked him for the good work and informed that there would be changes at the branch: rebranding, the improvement of the products’ quality and their moving into medium and high price segments. The management of the company offered Zaitsev to take part in the development of a new sales concept and in active promotion of new products. 

Zaitsev imagined near future: the work round the clock at rearrangement of the assortment, of the business organization, of contracts and data base; meetings with angry wholesale buyers, rebellion of the employees who began to get accustomed to high salaries and well-run corporate life… 

What should the director of the branch do in such a situation – to organize his own business on the basis of the assortment the company is going to abandon? Or to go to Moscow and persuade the management of the parent company to postpone the changes for a year or two? 

Valentin Korzhov offered his solution. Read his advices to Zaitsev in the article named “ The Concept Has Changed” in the Press Center’s Publications section. The article was published in October issue of Sales Business journal.