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2logical Case Studies

	Pfizer Divisional Turnaround Pfizer Animal Health is a key division and profit center of Pfizer Pharmaceutical. However, to spite the critical importance of its potential contribution to the overall success of the corporation, the division had suffered from a lack of leadership development and the ongoing problems that ensue: low morale, un-motivated work teams, turnover, and under-performing sales results relative to true market potential. These problems were further compounded by the overwhelming task of merging a new group of employees and product lines from the acquisition of Pfizer's long-time competitor, Pharmacia.
	Konica Minolta Shifting the Channel Management Strategy As innovative as Konica/Minolta's products had become, their channel management strategy relied on a traditional practice of offering incentives to dealers to encourage them to make large purchases up front, ahead of customer demand. While manufacturers had employed this strategy successfully for decades, the realities of modern-day sales resulted in full warehouses at Konica/Minolta's 400 independent dealerships at the end of each month, inhibiting the manufacturer's ability to move more product and to make quarterly sales goals.
	Oki Data Implementing a New Sales Strategy While Oki Data enjoyed a leadership position in the dot matrix printer market, the organization struggled to position and sell its industry-leading color printers. By pioneering a technology which allowed for single-pass color printing (as opposed to the four passes required by traditional color laser printers), Oki Data was able to produce extremely high quality color output at a speed four times faster than any other color printer on the market – including those of industry leaders such as Hewlett-Packard, Xerox and Lexmark. Despite earning more than 20 major industry awards, corporate America remained largely unaware of these cutting-edge color LED printers.