1. Group 1 ERIC BROOKS, LEAH SKINNER, CYLYSCE MARTINEZ, BRIAN HERALD, MARINA RAYNIS INSDSG 618

2. Original Text The ThermoLift Company has five divisions. Division 1 is experiencing problems with its 345 employees and the bolts and pins it produces. The president of ThermoLift, because of falling sales, is concerned about the production problems discovered at the end of 2014. He asked ThermoLift’s training department to develop a comprehensive training that will bring production back to its 2013 levels. Division 1’s senior manager told the president that the employees' lateness and lack of attention to detail are the causes of the production problems. The president thinks otherwise. Problem Statement 1

3. Questions & Answers Does each division produce a different product, or do they produce the same product in different regions? ◦Each division performs a different task in the production process for the lifts and all divisions work in one factory. What's the number and/or percentage sales fell from 2013 to 2014? ◦8% decrease from 2013 to 2014, $4M loss in one year. What specifically are the problems with the bolts and pins in Div 1? ◦They fail quality testing 25% more often than they did in 2013. What is the production level decline from 2013-2014? ◦40% decrease in Division 1. Original Text The ThermoLift Company has five divisions. Division 1 is experiencing problems with its 345 employees and the bolts and pins it produces. The president of ThermoLift, because of falling sales, is concerned about the production problems discovered at the end of 2014. He asked ThermoLift’s training department to develop a comprehensive training that will bring production back to its 2013 levels. Division 1’s senior manager told the president that the employees' lateness and lack of attention to detail are the causes of the production problems. The president thinks otherwise. Problem Statement 1

4. Questions & Answers Does each division produce a different product, or do they produce the same product in different regions? ◦Each division performs a different task in the production process for the lifts and all divisions work in one factory. What's the number and/or percentage sales fell from 2013 to 2014? ◦8% decrease from 2013 to 2014, $4M loss in one year. What specifically are the problems with the bolts and pins in Div 1? ◦They fail quality testing 25% more often than they did in 2013. What is the production level decline from 2013-2014? ◦40% decrease in Division 1. Original Text The ThermoLift Company has five divisions. Division 1 is experiencing problems with its 345 employees and the bolts and pins it produces. The president of ThermoLift, because of falling sales, is concerned about the production problems discovered at the end of 2014. He asked ThermoLift’s training department to develop a comprehensive training that will bring production back to its 2013 levels. Division 1’s senior manager told the president that the employees' lateness and lack of attention to detail are the causes of the production problems. The president thinks otherwise. Problem Statement Rewrite ThermoLift Co. has 5 divisions in their production line. From 2013 to 2014, Division 1 experienced a 40% decrease in production of their bolts and pins and a 25% increase in the number of bolts and pins that do not meet quality standards. Also, there was an overall 8% decrease in sales for the entire company from 2013 to 2014. This amounted to a decrease in sales of $4 million dollars for the company in 2014. Needs Assessment Goal This needs assessment will determine the cause of the production problems occurring in Division 1 and will seek to recommend a plan to increase production by 20% within 6 months, and 40% within a year. The assessment will focus on comparing a number of production factors between 2013 and 2014 including: production history data, annual job performance reviews, hiring history, and the quality and technical aspects of bolts and pins. This needs assessment will also retrieve information from interviews and surveys of all personnel of Division 1 and selected personnel from other divisions. Lastly, none of the other 4 divisions have experienced production problems, so it will be useful to compare job performance of employees and management between the division experiencing problems and a selected one experiencing success. Until the needs assessment can determine the cause of the production problems, it is not clear whether training will be necessary. Problem Statement 1

5. Original Text Company XYZ’s sales staff must increase their sales goals in order for the company to remain viable. The training department was asked to train staff. Problem Statement 2

6. Questions & Answers Sales goals must be increased by what percentage? ◦20% by end of 2016 to continue covering all expenses What are current sales? ◦Have decreased every quarter for the last 18 quarters and are currently at 50% of the record high from 5 years ago What does "viable" mean? ◦Remain open for business, covering expenses and payroll; avoid the need for a buyout. Are sales people meeting the existing sales goals? ◦Have not been achieved in each of the last 5 years. Each year the goals are significantly higher than the previous years sales and each year they fall well short, resulting in anticipated bonuses and commissions not being hit. Concurrently there has been an increase in turnover most notably in sales and management. Is there an advertising budget? ◦Corresponding with the decreasing sales the advertising and marketing budget has been cut every year for the past 5 years. Original Text Company XYZ’s sales staff must increase their sales goals in order for the company to remain viable. The training department was asked to train staff. Problem Statement 2

7. Questions & Answers Sales goals must be increased by what percentage? ◦20% by end of 2016 to continue covering all expenses What are current sales? ◦Have decreased every quarter for the last 18 quarters and are currently at 50% of the record high from 5 years ago What does "viable" mean? ◦Remain open for business, covering expenses and payroll; avoid the need for a buyout. Are sales people meeting the existing sales goals? ◦Have not been achieved in each of the last 5 years. Each year the goals are significantly higher than the previous years sales and each year they fall well short, resulting in anticipated bonuses and commissions not being hit. Concurrently there has been an increase in turnover most notably in sales and management. Is there an advertising budget? ◦Corresponding with the decreasing sales the advertising and marketing budget has been cut every year for the past 5 years. Original Text Company XYZ’s sales staff must increase their sales goals in order for the company to remain viable. The training department was asked to train staff. Problem Statement Rewrite In order to remain operational, revenue must increase at least 20% by end of 2016. Sales have decreased every quarter for the last 18 quarters and are at 50% of the record high from 5 years ago. Today, only 5% of the sales force and 10% of management currently remain from 5 years ago, which is also the last time annual sales goals were achieved. Sales force compensation has gone from 40% salary and 60% commission to 80% salary and 20% commission over the same 5 year period. Management compensation has gone from 60% salary and 40% bonus to 90% salary and 10% bonus over the same 5 year period. Marketing and advertising budget has been reduced each year by the same percentage that sales goals have fallen short. Needs Assessment Goal We will re-evaluate the marketing plan, budget, compensation plan, and training curriculum based on performance over the last 5 years instead of expecting sales to return to the record high from 2010. It is likely that training may be part of the resolution, but other strategic changes may be required. Problem Statement 2