Recruitment for Harrison Corporation: Rewards consideration,
Harrison Corporation Profile
Harrison Corporation, a U.S.-based corporation with business
units in Europe and South America, has recently decided to create a business
unit focusing on expansion into Central America. As a low-cost producer of
discount office supply products, the company’s products will continue to be
produced at existing facilities, or purchased from existing suppliers. This
unit primarily focuses on marketing and delivery of products to two groups of
customers: corporate customers, retail, and consumers.
Currently, the organization markets primarily through the
Internet and through catalogs mailed to businesses. To reach direct sales
customers, such as retail and direct consumers, the company mails catalogs to
homes and offers its products in discount stores. Although the company has a
Spanish Web site and has translated its catalogs, it has not been able to
penetrate the Central American market. As a result, the company has decided it
needs a presence in Central America; therefore, they have created a business
unit that will be located in Costa Rica, from where marketing and sales
activities will take place.
The company began operations 20 years ago and quickly found
a niche selling to midsized businesses. These businesses were often unable to
negotiate strong discount programs with major office supply stores, but found
that Harrison offered exactly what they needed: good quality office products at
reasonable prices. The company currently holds 10% of the market share in the
United States and hopes to duplicate this success in Central America within the
next five years.
1) What rewards consideration should be included for the
business unit.
2) How will candidates be attracted?
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