Business Case Studies & Business Publications

Napco in 2009: Relaunching the Five Star...

Landel, Robert D.,...

Case

Napco in 2009: Relaunching the Five Stars Restaurants Project in the Middle East (A)

Landel, Robert D.; Goldberg, Rebecca

OM-1459 | Published December 8, 2011 | 4 pages Case

Collection: Darden School of Business

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The area general manager for the National Paper Products Company (Napco) in Riyadh, Saudi Arabia and for Napco's Consumer Products Company in Dammam, had organized the Riyadh restaurant sector sales force into a more effective mechanism for relationship management and product delivery. The pilot Five Stars Restaurants Project had experienced success in Riyadh, but the first stages of a deploying the Riyadh system to the company's eight other operating areas in Saudi Arabia and other countries of the Gulf Cooperation Council has not progressed well. The manager needs to relaunch the rollout plan in order to secure the 20% sales growth results he wants for his company operations.