Napco in 2009: Sales Growth in the Middle East

The background regarding sales for the two-case series "Napco in 2009: Relaunching the Five Stars Restaurants Project" cases A and B, is presented in this case. This case and the two-part series are designed to be used as a set; however, sufficient background is provided in the A case for instructors to use the two-part series independently of this background case. Excerpt UVA-OM-1458 Rev. Mar. 14, 2012 NAPCO IN 2009: SALES GROWTH IN THE MIDDLE EAST Peter Hatem was taking the long flight to Riyadh, Saudi Arabia, out of Washington-Dulles International Airport. He settled into his seat and began thinking about the new ideas that he had recently generated to achieve 20% sales growth for the National Paper Products Company (Napco) in Gulf Cooperation Council (GCC) countries. Hatem was returning from the Darden Graduate School of Business Administration where he had just completed the summer 2009 Executive Program (TEP). During TEP, he had the opportunity to reexamine his plans for a pilot sales force development initiative he called the Five Stars Restaurants Project. Hatem was the area general manager for Napco in Riyadh and for the Napco Consumer Products Company in Dammam. Napco operated throughout the Middle East and in Egypt and the United Kingdom (Figure 1). Figure 1. Napco locations. Source: Company document; used with permission. . . .