Allentown Materials Corporation, established in the late 1800s, specializes in electronic products but has faced significant challenges since the passing of its authoritative leader, Joe Bennett, in 1990. Under new manager Don Rogers, issues such as declining sales, low morale, and lack of inter-departmental cooperation have emerged. An action plan suggests that Rogers improve his leadership style, promote cross-functional teams, boost sales incentives, enhance customer service through feedback, and increase accountability in team meetings.

1. HISTORY
Allentown Materials Corporation was established in late 1800’s in
Allentown, Pennsylvania
Leading manufacturer of speciality glass
Eight Line Divisions
The Electronic Products Division manufactured high quality electronic
components
It had unique technological capabilities.
Shifted to Commercial Market in late 1980s.
It is known as a leading manufacturer.
It has an annual growth rate of 10%.

2. MAJOR PROBLEMS
EPD was headed by Joe Bennett up until 1990, when he passed away.
He was determined and very authoritative.
Don Rogers became the new General Manager following Bennett.
He was too soft and not very involved.
Now EPD is facing a number of problems.
Operating margin came down significantly after 1990
Lack of mutual confidence and trust amongst departments like
marketing, manufacturing and sales
Company is not able to develop new products because of lack of
coordination and internal rivalries

3. MAJOR PROBLEMS
EPD is having a hard time understanding their missions and goals.
Don Rogers does not seem to push them to reach these goals.
The core problems faced by Rogers are:
 Decline in sales and service
 Decrease in morale
 Lack of mutual trust and confidence
 Fierce Competition
• Problems could be caused by the workplace environment and lack of
cohesiveness and the change of leadership styles between Rogers and
Bennett.

4. ACTION PLAN
• Rogers need to take responsibility and work on his leadership skills
before anything changes through workshops, counselling sessions or
training.
Team comprising for new product development should have employees
from all the functions i.e. – it should be cross-functional
Sales team should be incentivized on the basis of doing greater business.
More team activities should be there so that trust, confidence and relation
can be built amongst the teams
Customer service level should be improved by taking feedback from the
customers to know the satisfactory levels
Accountability should be increased in meetings by giving responsibilities
and defining the exact parameters for achieving targets.