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Best Practice: Gates Corporation

Empower manufacturer field sales to buy into new ideas and products

December 25, 2004
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Who
Justin Aschenbrenner, Vice President Industrial Business Development, Power Transmission Division, Gates Corporation (Denver, CO)

Company Snapshot
  • Number of production facilities: 68 plants in 21 countries
  • Number of employees: 23,600
  • Key products: Belts, hose and hydraulics, pulleys and tensioners

The foundation for empowering field sales people is built around trust. If we do our job as management to communicate the intent, the direction and the thinking about our business, then our people are going to do the right thing in the field.

Instead of trying to control everything the salespeople do, we now enable them to have more authority. We've made their lives a little bit ...

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