The document summarizes information about Adams Brand and Pfizer, including their histories, products, markets, and competitors. It then evaluates three candidates (Lydia Cohen, John Fisher, and Barry Moore) for a key account supervisor role based on their experience, education, skills, and attributes. Lydia Cohen is identified as the most qualified candidate based on her scores in categories like experience, industry knowledge, and personal selling skills. While she could improve with training, her strengths in critical areas and interest in the local market make her the top choice.

1. ADAMS BRANDADAMS BRAND

2. ABOUT COMPANYABOUT COMPANY
•Warner-Lambert Company manufactures and
markets pharmaceuticals company, consumer health
care, and confectionery products
•Having two separate entities
•Companies expansion through mergers and
acquisitions
•Alliance with Pfizer in late 90’s
•Founded-1920
•H.Q. –Morries Plains, New Jersey

3. • 1962 acquisition of American Chicle
company
• Major products are chewing gum, breath
freshener, cough tablet and other
• Success factors of Adams brands
• Origin of Adams brands

4. ABOUT PFIZERABOUT PFIZER
• Pfizer is an American pharmaceutical
company.
• H.Q.- New York City, U.S.
• CEO- Ian C.Read
• Founder- Charles Pfizer
• Founded- 1849
• Revenue- 52.82 billion US Dollar(2016)
• Subsidiaries- Parke-Davis, Medivation,
Warner-Lambert etc.

5. PRODUCT LINE OF ADAMSPRODUCT LINE OF ADAMS

7. CHEWING GUMCHEWING GUM

8. PORTABLE BREATHPORTABLE BREATH
FRASHNERSFRASHNERS

9. COUGH TABLETS ANDCOUGH TABLETS AND
ANTICIDSANTICIDS

10. OTHEROTHER

11. SWOT ANALYSISSWOT ANALYSIS

12. STRENGTHSSTRENGTHS
• Leading Market Share (23%)
• Product Quality
• Contribution of sales force in distribution display and
merchandising
• Customization of display according to retailers’ needs

13. WEAKNESSESWEAKNESSES
• Dependency on retailers (2/3 of volume sold through
them)
• Sales representatives less sophisticated than the
buyer’s ones

14. OPPORTUNITIESOPPORTUNITIES
• Price increases- Higher profit margin
• Impulsive purchases
• Catering to the retailers needs
• Long term relationship and personal association of
manufacturer’s representative and retailer’s buyer

15. THREATSTHREATS
• Aging population- Marginal decline of sales in units
• Rising competiveness of competitor Effem
• Retailers’ influence in trade promotion decisions
• New breed of buyers, highly educated, more sophisticated and
exigent on analysis and forecasting along with the sellers
proposition

16. MARKET SHAREMARKET SHARE

17. DISTRIBUTION CHANNELDISTRIBUTION CHANNEL
Manufacturer
(Adams)
Retail chain
warehouse
Wholesal
ers
Food
retailers
(32%)
Drug
stores
(17%)
Variety
(17%)
Mass
merchants
10%)
Others
(26%)

18. IDENTIFICATION OFIDENTIFICATION OF
PROBLEMSPROBLEMS
• Problem: Which of three candidates Ken should hire
as key account supervisor for the Ontario region
• Key account supervisor (Characteristics of the job):
8 Key-Accounts Management in Toronto
Preparation of presentations to buyers every 3-6 weeks
Midyear reviews presentation
Finding and identifying needs and problems of the

19. Half-yearly sales trends analysis, and connection with
merchandising programs, listings, and payment
methods
Store checks
Working with field staff

20. KEY ATTRIBUTES OF ANKEY ATTRIBUTES OF AN
IDEAL CANDIDATEIDEAL CANDIDATE
• Experience
• Knowledge of industry
• Personal selling skills
• Former education
• Creativity
• Ego drive/motivation
• Self confidence
• Empathy
• Initiative
• Analytical skills

21. IDENTIFY AND EVALUATEIDENTIFY AND EVALUATE
CANDIDATESCANDIDATES
Lydia Cohen
• 31 year old
• Bachelor of business
administration
• District manager
• Establishment of annual
sales plan
• 10 years experience in
field sales
• Do not have computer
skills
John Fisher
• 27 year old
• Bachelor in arts
• Six years experience in
coffee and chocolate
distribution
• Computer skills
• Job offer from previous
employer

22. Barry Moore
• 40 year old
• Diploma in business administration
• Excellent knowledge of sales area
• Social intelligence
• Updates the standards methods of sale
• Inventory analyst, assistant product manager & sales
representatives in various companies

23. WeightWeight Lydia CohenLydia Cohen John FisherJohn Fisher Barry MooreBarry Moore
ExperienceExperience 1010 33 22 55
Knowledge ofKnowledge of
industryindustry 99 55 11 33
Personal selling skillsPersonal selling skills 88 44 33 11
Former educationFormer education 77 33 22 11
CreativityCreativity 66 11 22 22
MotivationMotivation 55 22 44 33
Self ConfidenceSelf Confidence 44 11 44 33
EmpathyEmpathy 33 22 33 33
InitiativeInitiative 22 22 44 33
TOTALTOTAL 158 132 164

24. CONCLUSIONCONCLUSION
• Based on the analysis, the most qualified candidate is
Lydia Cohen
• She has excellent score on top 4 characteristics
required for the company
• Improvement through guidance, mentoring and
further training on other characteristics
• Lydia is interested in working in the Toronto area
specially on the sales task