BUILDING ON THE CORE

By ROBERT A. JACOBSON

      One of the world's oldest brewers and bottlers had a virtual monopoly on beer and soft drink sales in its home region of the European nation where it was founded in the 19th century. But its sales were poor in the rest of the country, and the organization had become so used to working in its traditional mode that it had no idea of how much better it could be.

     A productivity firm recognized the opportunity to make widespread changes within the plant's operations to address the woeful lack of sales beyond its home region. The firm proposed a 10-month program of revitalization and renewal. The partnership resulted in savings and sales increases of more than $9 million annually.

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