262529 2 Arrow-Electronics

7/29/2019 262529 2 Arrow-Electronics

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Harvard Business School 9-800-290!"#$%&"'"()"*%++,%-...

Professor Brian Hall and Research Associate Carleen Madigan prepared this case as the basis for class discussion ratherthan to illustrate either effective or ineffective handling of an administrative situation.

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1

Compensation and Performance Evaluation atArrow Electronics

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800-290 Compensation and Performance Evaluation at Arrow Electronics

2

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Company and Industry Background

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Compensation and Performance Evaluation at Arrow Electronics 800-290

3

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Management of the Sales Force

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%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%

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D O N O T

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4

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The College Recruiting Plan

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D O N O T

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5

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Performance Evaluations

K"'<D9"%N**0?W9% +,G..%9<>"91"01>"%?"*"% '0(1";9<6":%<''0*:3;4%60% 65"3*% >"#">%0@%9<>"9,

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D O N O T

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P Y


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Table 1 V#"*<>>%U8!%!<63;49%@0*%+]]GE]F

Rating Rangesa

Goal 1995 1996 1997 1998

4.00-5.00 (Best) 5% 0.2% 3% 3% 2%

3.43-3.86 20% 7% 20% 19% 18%

2.71-3.29 50% 84% 63% 63% 67%

2.14-2.57 20% 9% 12% 13% 11%

0.00-2.00 (Worst) 5% 0.3% 1.5% 2% 1%

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Exhibit 1 L">"'6":%=3;<;'3<>%&<6<%@0*%N**0?%U>"'6*0;3'9

SELECTED FINANCIAL DATA(In thousands except per share data)

For the year: 1998 1997 1996 1995 1994

Sales 8,344,659 7,763,945 6,534,577 5,919,420 4,649,234

Operating income 352,504 374,721 400,627 423,209 255,974

Net income $ 145,828 $ 163,656 $ 202,709 $ 202,544 $ 111,889

Diluted earnings

per share $ 1.50 $ 1.64 $ 1.98 $ 2.03 $ 1.16

At year-end:

Accounts receivable andinventories $2,675,612 $2,475,407 $1,947,719 $1,979,160 $1,422,457

Total assets 3,839,871 3,537,873 2,710,351 2,701,010 2,038,774Total long-term debtand subordinateddebentures 1,040,173 823,099 344,562 451,706 349,398

Shareholders'equity 1,487,319 1,360,758 1,358,482 1,195,881 837,885



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Exhibit 1 (continued) N**0?%U>"'6*0;3'9%!"><63#"%L60'_%8*3'"

0

5

10

15

20

25

30

35

J a n - 9 0

J

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J a n - 9 1

J

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J a n - 9 2

J

u l - 9 2

J a n - 9 3

J

u l - 9 3

J a n - 9 4

J

u l - 9 4

J a n - 9 5

J

u l - 9 5

J a n - 9 6

J

u l - 9 6

J a n - 9 7

J

u l - 9 7

Arrow Electronics

S&P 500

Source: Datastream



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Exhibit 2 N**0?%V*4<;3[<630;<>%/5<*6

Product Managers%EE%(<:"%'"*6<3;%65<6%<>>%9<>"9%*"19%?"*"%@<(3>3<*%?365%9D11>3"*9W%1*0:D'69,%<;:%";9D*":%65<6%65"%9<>"9%@0*'9D11>3"*$%%!"910;93)>"%@0*%(<3;6<3;3;4%<''0D;69%?365%9"#"*<>%(<\0*%<;:%(3;0*%9D11>3"*9$

Area Sales Managers%d%*"910;93)>"%@0*%:*3#3;4%9<>"9%3;%65"3*%<*"<,%<;:%@0*%(<;<43;4%9"#"*<>%9<>"9%*"19$

General Branch Managers%d%*"910;93)>"%@0*%4*0?3;4%(<*_"6%95<*"%?365%"<'5%9D11>3"*,%<;:%(""63;4%1*0@36%<;:%9<>"9%6<*4"6

Regional VP of Sales%d%<:(3;396*<60*%?50%:"<>6%1*3(<*3>2%?365%*"430;<>%(<;<4"*9%@*0(%9D11>3"*%'0(1<;3"9,%<;:%?50%0#"5"*%*"430;$

VPs of Funct ionalAreas

Presidents of4 other divisions

MicroprocessorSegment: 4-8

Purchasing Mgrs.and Buyers

L inear Segment:4-8 Purchasing

Mgrs and Buyers

DiscreteSegment: 4-8


LogicSegment: 4-8


M e m o r ySegment: 4-8


VP of ProductManagemen t

6-8 F ie ldSales Reps

Area SalesManager

6-8 F ie ldSales Reps

Area SalesManager

6 -12Sales and

Market ing Reps

Inside SalesManager

3 -6Product Managers

M arketing M anager A dm inManager

F

BranchGenera l Managers

(45 )

Regional VPs(7 )

S V P of S ales V P of F in an ce

President,Arrow/Schweber

C EOStephen P. Kaufman



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Exhibit 3 N**0?%U>"'6*0;3'9%U(1>02""%8"*@0*(<;'"%!"#3"?

Management Performance Reviews for:

Jim Band, Product Manager

Charles Browning, VP of Sales

Betsy Levine, Branch General Manager

Linda Chan, Sales Manager

Sue Smith, Sales Manager



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Exhibit 3 N**0?%U>"'6*0;3'9%U(1>02""%8"*@0*(<;'"%!"#3"?



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Exhibit 3 (continued)



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262529 2 Arrow-Electronics

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