Arrow Electronics has grown in leaps and bounds since its inception as a retailer of radio equipment. Expanding into semiconductors and electronic components, Arrow has been the worl’s largest distributor with a swaggering $6 billion in sales. The CEO, Stephen Kaufman, felt that execution of the Company’s strategy was an important aspect of a CEO’s job. Finding the right jobs for the right people and motivating them for effective execution of the strategy. He felt that the major strategy issues require periodic attention while human resources issues require daily attention. Kaufman took a lot of efforts in building a talented sales force and felt that the people were their main asset. Relationship with Customers and suppliers was dependent on personal relationships.
For salespeople commission was an important criteria. If the market slowed down and the commissions went down, they would start looking at another distributor.
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