Managing Storage Installation Contracts in the UK Available to Purchase

Dexion Ltd are the UK‐based subsidiary of an American corporation, concerned with the manufacture and supply of storage and materials handling equipment. The study discussed here originates from a project carried out as part of an in‐company MBA programme. It aims to improve the overall profitability of UK storage installation sales and the quality of service offered to the client. The approach adopted concentrated primarily on information from in‐house sources due to the unwillingness of comparative companies to co‐operate. Much of the information came from in‐depth analysis of performance/trends of the three major UK sales regions, a series of interviews with key personnel involved in the installation process, and previously published in‐house reports. The recommendations will impact on people, the work and structure of the organisation, and its systems, all of which interact with one another. Therefore while many of the proposals will stand alone the full benefit will only accrue with the introduction of the total package and broad acceptance of those most affected.