Solution of Case Study of HBR

2. PIONEER
• Sunanda Sarker 161201
• Mousumi Shabnam 161215
• Shamima Majumdar 161218
• Taanzim Jahan 161239
• Tashkeen Jahan 161259

3. SYNOPSIS
 Armor Coat
 C.J Albert
 52-year-old Ed McGlynn
 New-comer Roger Sterling

4. SYNOPSIS
 Ed- the star salesperson
 Roger was assigned to work with Ed on his
computer knowledge
 Ed closed himself off from learning new technology
 Ego clash began between two
 Both was looking for solution ; therefore went to
business dinner. But no solution came out
 Both turned to C. J. for counsel and warned to
leave the company

5. WHY ED WAS UNWILLING
TO ACCEPT THE CHANGE?

6.  Ed’s ego and self-esteem
 Age gap
 Reverse mentoring

7. Why did C. J. need to connect the
works of both Ed McGlynn and
Roger Sterling?

8.  Ed
 has 23 years of experience with “Armor
Coat”
 had a very strong information regarding
customer base
 Roger – “web guru”
 Had a reputation for his technological
savvy
 Non-existent people skill
If the customer-focused salespeople understood the
Web more, they could help the company use the
Internet to boost profits and improve service.

9. WHY THE TECHNOLOGICAL CHANGE
WAS NEEDED FOR “ARMOR COAT”?

10. GROUNDS
 To continue its existence in the market
 Changing customer’s mentality
 No other way to overcome the customer’s desire
 To compete with the competitors
 Cheaper, more efficient, easy to communicate

11. WHAT SHOULD C. J. DO?

12. RECOMMENDATION FOR C. J.
 Undo the damage to Ed.
 Assist Ed in his efforts to accommodate all the
changes.
 Should have an intervention from HR
 Reposition reverse mentoring more positively to his
employees.
 Needs to reexamine how it
matches individuals.
 Seek out the best practice
from other companies.
 Needs to exercises real
leadership. badly bruised.

13. DO YOU AGREE WITH?

14. REASONS:
 New knowledge and technology is frequently up-
dated day by day
 we have to learn otherwise we will live behind the
development.
 age just determines the state of human life and
physical development, but knowledge does not
increase by age if we do not learn.