Publications
Publications
- May 2010
- HBS Case Collection
Clayton Industries, Inc.: Peter Arnell, Country Manager for Italy
By: Christopher A. Bartlett and Benjamin H. Barlow
Abstract
Clayton Industries, a sixty-year-old U.S.-based firm in the HVAC industry (heating, ventilation, and air conditioning), with nearly $1 billion in revenues, has gradually built a presence in a number of countries, including several in Europe. Peter Arnell, previously Clayton's successful country manager for the U.K., has been asked to take over the Italian subsidiary, which has recently been struggling on several fronts. Arnell must juggle the strategic objectives of his manager (the head of Clayton Europe) and of the firm's Wisconsin-based CEO while overseeing the day-to-day activities of the business in this new setting. Many of Arnell's challenges derive from his dual responsibilities of handling manufacturing as well as sales of Clayton products in his new home country.
Keywords
Business Subsidiaries; Multinational Firms and Management; Organizational Structure; Corporate Strategy; Problems and Challenges; Conflict and Resolution; Sales; Cross-Cultural and Cross-Border Issues; Manufacturing Industry; Consumer Products Industry; Wisconsin; Italy; United Kingdom
Citation
Bartlett, Christopher A., and Benjamin H. Barlow. "Clayton Industries, Inc.: Peter Arnell, Country Manager for Italy." Harvard Business School Brief Case 104-199, May 2010.