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Introduction
InterClean Incorporated is a company that specializes in the institutional and industrial sanitation industry and in the changing climate of the competitive business field, InterClean must change their business model to keep up with the changing times. InterClean feels very strongly that by changing their business model from a products selling model to a full service turn key company by combining product sales and service that they will become the industry leader, become more profitable and potentially tap into new markets.
Currently the sales force does very well at demonstrating and selling product, however the new trend will require a sales force that can not only sell the products but sell the service along with those products in a package deal tailored to individual companies. The new direction will be called the solutions/service model.
In order to switch the focus to a solutions/service model, InterClean will merge with a company called EnviroTech which is a service based company in the institutional and industrial sanitation industry. InterClean’s goal for this merger is to combine the knowledge of their sales force in product selling and couple that with the knowledge of EnviroTech’s employees which have the service experience. By merging the two companies and their workforces, InterClean can become a true industry leader.
The purpose of this paper is to identify where InterClean would like to be and how the company can get there. We will examine the major stakeholders involved, the challenges involved with merging two very different workforces, not to mention some alternative solutions that InterClea ...