The Changing Mattress Industry in America

2517 WordsJul 13, 201811 Pages
The Changing Mattress Industry in America Changes in the global environment in conjunction with the deepest and most prolonged economic downturn since the Great Depression have started what I believe is a sea change in the domestic mattress industry. Factors such as declining new home sales, tightening of consumer credit, the consumer confidence index still well below pre-recessionary levels (Wang, 2010) and unemployment hovering near 10% have all contributed to the end of conspicuous consumption for big-ticket items like mattresses and foundations (‘mattresses’). Mattress manufacturers will need to lower material and manufacturing costs, develop products that differentiate them from their competitors, or develop new channels of…show more content…
There are now processes in place that include the production of individual objectives, strategies and action plans. In addition, in order to create an environment of cooperation, trust and motivation for both KKLC and its licensees, the Executive Vice President at KKLC has directed the sales team to establish a “big brother system” where each of the sales team members are now assigned specifically to certain licensees around the country. As such, each sales team member has begun the process of fostering a harmonious working relationship with the sales executives from their assigned licensees. For the first time in the history of the licensee-licensor relationship, there are now defined strategies and objectives that both parties are tackling together. This is a new initiative for KKLC, and one that is necessary to foster the creation of a synergistic approach to mutual growth. If each of the five sale team members have eight personal objectives, strategies and action plans and each establishes eight additional objectives and strategies with two sales managers who we are assigned to from the licensee side, as a total company we now have approximately 120 total objectives and strategies for 2011. The framework of management by objective is now in place. Specific goals have been determined in a participatory manner, and the goals are reviewed monthly. This is a step in the evolution of the two parties,

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