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

4 Pages Posted: 1 Jun 2017

See all articles by Robert Landel

Robert Landel

University of Virginia - Darden School of Business

Rebecca Goldberg

University of Virginia - Darden School of Business

Abstract

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.

Excerpt

UVA-OM-1459

Dec. 8, 2011

NAPCO IN 2009: RELAUNCHING THE FIVE STARS

RESTAURANTS PROJECT IN THE MIDDLE EAST (A)

The Situation Prior to the Executive Program (TEP)

Peter Hatem, 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 quality product delivery. Napco's pilot Five-Stars Restaurants Project incorporated elements of training, standardized procedures, and new responsibilities and reporting structures. There had been success in Riyadh, as evidenced by an increase in market share—10% to 40% within 18 months. But there had also been several distinct challenges to rolling out the project in other Gulf Cooperation Council (GCC) countries.

. . .

Keywords: market share, product delivery, geographical expansion

Suggested Citation

Landel, Robert and Goldberg, Rebecca, Napco in 2009: Relaunching the Five Stars Restaurants Project in the Middle East (a). Darden Case No. UVA-OM-1459. Available at SSRN: https://ssrn.com/abstract=2974974

Robert Landel (Contact Author)

University of Virginia - Darden School of Business ( email )

P.O. Box 6550
Charlottesville, VA 22906-6550
United States

HOME PAGE: http://www.darden.virginia.edu/faculty/landel.htm

Rebecca Goldberg

University of Virginia - Darden School of Business

P.O. Box 6550
Charlottesville, VA 22906-6550
United States

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