ORGANISATIONAL

BEHAVIOUR - II
GROUP PRESENTATION

GROUP MEMBERS :
- ADITI SINGH
- RAASHIKA AGARWAL
- SHIVANSH SINGH
- UDAI KOCCHAR
UNITED PRODUCTS INCORPORATION
U.P.I. was established by Mr.
Brown father of Richard &
George, in the year 1941.
Mr. George recognized tax
advantages in keeping separate
organizations instead of
consolidating in one.
U.P.I. was initially engaged in
Sales & Services of basic supply
items for Shipping & Receiving,
Production & Packaging, Research
and Development, Office &
Warehouse departments.
In 1967, Mr. Brown steps aside and gives
control to his sons, Richard Brown, the
elder, was to operate United Products
Southeast Inc., and George was to
operate United Products Inc..
 • In 1972, UPI moved to a new facilities where
they could attract a new market. And the
company segmented into 8 major products:
Stapling Machines
UNITED Staples
PRODUCTS Stenciling Equipment & Supplies
Gummed Tape Machines
INCORPORATION Industrial Tapes
Gluing Machines
Work Gloves
Marking & Labeling Equipments.
• According to George, UPI does not have clearly
defined rivals.

East Coast Supply Co. Inc. – Manufacturers

and Distributors of pressure sensitive tapes.
Atlantic Paper Products, Inc. – Wholesale
Paper products, paper specialties, twines,
COMPETITION
etc.
The Johnson Sales Co. – Wholesale Shipping
room supplies, Staplers, Stencils.
Big City Staple Corp. – Wholesale Industrial
Staplers.
 PROFIT MOTIVE, MONEY
ORIENTED.

1974
1967

MANAGEMENT MOTIVATED, MODERATE RISK

TAKING.

PHILOSOPHY

Reference: Marketing Management Philosophy

 • The Optimized Production Technology Era – the
secret algorithm.
• The Goal Era – articulating drum-buffer-rope
scheduling;
THEORY OF • The Haystack Syndrome Era – articulating the
CONSTRAINTS TOC measures.
(MANAGEMENT • The It’s Not Luck Era – thinking processes
applied to various topics.
PHILOSOPHIES) • The Critical Chain Era – TOC project
management.

From : The Evolution of a Management Philosophy: The theory of Constraints

Organisational
Structure
• Soon after, George Brown
realized that UPI needs
restructuring, he assigned a
General Manager.
• The Organisational
structure: (Picture to the
right).
• Functional basis /
formalized Job Description
• However, he thought that
his people wore too many
hats and could do multiple
work.
Organisational
Structure
• Motivation and Morale: close
relationship, have a social
obligation, listens and no yelling
in public.
• Respect: Mr. Brown, not George.
• Relation/ approachable: friendly,
open to all yet cannot mix
socially.
• Lay-off: good employees are hard
to find therefore, cannot put too
much pressure.
• Bonus system: on the basis of the
employee’s performance
 Organisational
Structure

Page 45, The Impact of Organisational Structure and Practices on learning in the workplace - David N. Ashton
 • What is planning?
• Firm believer of planning, mostly on
profitability.
• Performance of the employees is assessed on
a weekly or monthly basis and evaluated,
development of plans.
UPI’S • Informal system of planning, hence forecasted
only for a year depending on the economic
PLANNING and political situations.
• Re evaluation and setting of new plans.
PROCESS • Their planning includes mainly the following:
 Increase sales volume by 20% per year
 Increase gross profit margin 0.5 to 1 % per
year
 Make UPI a friendly place to work
 STRENGTHS AND WEAKNESSES

• Strength:
 The number of different products carried.
 The quality of its employees., particularly sales people.
 The absence of any debt.
 Purchasing capabilities.
• Weaknesses: Inability to get and train new personnel especially in the area of sales.
 PLANNING (SWOT ANALYSIS)

How restructuring of health

How strategic analysis is
sector in most of the
significant in the health
European countries have
sector. And its use in that
taken place because of the
particular organisation.
use of SWOT Analysis.

Research Article: Strategic Analysis for Health Care Organizations: The suitability of the SWOT‐Analysis
SALES FORCE:
• No Sales Quota: the sales people are
evaluated on the basis of Mr. Brown’s
assessment of the particular salesperson’s
territory and initiative.
• Salary: 10 salespeople have earned as much
as $40,000 in a single year and are also
compensated.
• Mr. Brown is contended with the sales of his
company with its ability to “sell anything to
anybody”
 • The management team comprises of 37
UPI’S employees along with Hank Stevens as the GM
and MR. Brown as the company president.
MANAGEMENT • Most of the decisions is taken by Steven after
TEAM Mr. Brown.
 UPI MANAGERS TEAM

HANK STEVENS JIM HANES

Goals proposed by Hank Stevens :
• Profitability
• Sales level
• Personal relationships
Concentrated it’s sales efforts on
large customers
• He decided to take a step
forward so that they can
broaden his background .
• He planned to assign new
salesman with an experienced
salesperson for six weeks.
 MANAGEMENT TEAM

Skilled people with Bring out divergent The strength in having Examine itself and
irreplaceable points of view a team continuously improve
experiences

From the website : The balance Careers

UPI CORPORATE STRATEGY
To expand their business UPI started adding new salesperson , products line , purchasing more
effectively and undertaking more aggressive sales promotion .

To achieve this company tried to set its prices 10% above the competition .

Innovating new products and new applications.

Emphasis on service together with his business philosophy .

Instead of expanding geographically , they decided to concentrate more on the market they were
working on.
CORPORATE
STRATEGY Set Innovation-
Definition: Corporate procedures guiding
strategy encompasses a to react framework
firm’s corporate actions
with the aim to achieve
Offer
company objectives while
expert Get specific
achieving a competitive guidance
advantage.

Set
milestones

Articie : Why your customers should be central to your innovation efforts by Vicki Huff
 Everyone should recognize difficulties that lie
ahead in the economic times.

They should minimize contacts with existing

accounts.
UPCOMING
STRATEGY Spending more time in developing new
accounts on less competitive products and
selling new products to established accounts.

Promotion of new items.

REFERENCES
• https://www.sciencedirect.com/science/article/abs/pii/S0272696306000337
• https://www.feedough.com/marketing-management-philosophies-five-
marketing-concepts-with-infographics/
• http://www.michimedia.com/our-services/marketing/
• https://onlinelibrary.wiley.com/doi/pdf/10.1111/j.1360-3736.2004.00195.x
• https://onlinelibrary.wiley.com/doi/full/10.1002/hpm.1032
• https://pmstudycircle.com/2012/08/what-is-a-functional-organization-
structure/
• https://www.thebalancecareers.com/tips-for-better-teamwork-1919225
• https://www.strategy-business.com/blog/Why-your-customers-should-be-
central-to-your-innovation-efforts?gko=9eb19
• https://www.myaccountingcourse.com/accounting-dictionary/corporate-
strategy
THANK YOU!