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1、www.hbr.orgHBRCASESTUDYANDCOMMENTARYShouldPetersalvageShouldThisTeamBetheVigorteam?Saved?Fourcommentatorsofferexpertadvice.byHollisHeimbouch•ReprintR0107AAhotteamturnsaroundamoribunddivision,butnow,withsuccessbehindit,theteamisrunningicycold.HBRCASEST
2、UDYShouldThisTeamBeSaved?byHollisHeimbouch“Passengers,thisisCaptainMcMahon.We’rean-SkinCarewasthesleepingdogoftheindustry,ticipatingafairamountofturbulenceasweheadproducinganunremarkablelineofcosmetics,overtheRockies,soI’mturningonthefastenseat-soaps,
3、andskin-carelotionsthatbarelybrokebeltsignuntilweclearthisroughpatch.Thanksevenyeartoyear.Vigorwasadivisionofoneofthelargestpackaged-consumer-goodscompa-foryourpatience.”niesinNorthAmerica.Atfirst,Peterhadn’tPeterMarklesclickedthe“save”buttonandknowne
4、xactlyhowtosavetheflaggingbusinesslookedupfromhislaptop.Hisgazeshiftedunit—hecouldadmitthatnow—onlythatitde-fromthepalebluecomputerscreentotheservedanhonesttry.Afterall,wasn’tVigor’scloudlessblueskyvisiblethroughtheporthole.originalmission—toprovidesa
5、feandhealthy“Roughpatch?”hewondered.“Itlooksasskin-careproductsforthewholefamily—stillsmoothasglassoutthere.”Appearancescer-valid?True,thecompany’sproductportfoliotainlycanbedeceiving,hemused,beforeturn-wasn’tasslickandtrendyassomeoftherecentinghisatt
6、entionbacktothecomputerontheentrantsinthemarket,butPeterhadalwaystraytable.Peterwasdraftingaspeechforthislikedunderdogs,andVigorwasjustthat.evening’scelebration;histeamatVigorSkinPeterhadspentthefirst15yearsofhiscareerCarewouldbereceivingthecompany’sh
7、ighestwithanotheroneofthecountry’slargestcon-awardforperformance.Nevermindthattheteamhadslowlybeenlosingsteam.Tonight,sumergoodscompanies.Hehadbeenhiredtheywouldparty.Tomorrow,Peterwouldhaverightoutofcollegeasadistrictsalespersonandtofigureoutwhattodo
8、.hadspentthousandsofhoursdrivingfromaccounttoaccountintheupperMidwest.Dur-RejuvenatingtheBusinessinghistenureatthecompany,hewasady-WhenPetertookthereinsfouryearsago,Vigornamo:first,hewasnamednationalaccountsCOPYRIGHT©2001HARVARDBUSINESSSCHOOLP
