Page 159 - engage workbook

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Activity

This is an opportunity to try out multiple elements of the engage universe approach and
get a better understanding of how it all fits together.

How it works

We will work in three groups. The meetings will be in public so that we can all see three
separate meetings and learn from them. The facilitator will be the buyer for each meeting.

Step 1 – Prepare (20 minutes)

Read the background information – it is deliberately very brief.

Background information

A-Star is a major retailer, with over 500 stores throughout Ailand. They are also expanding
internationally and have stores in neighboring Beeland, with plans to open more across the
Greater Letter Region.

A-Star’s main competitors are other large retails chains such as 8-Ball, ABC and Whatnots.

A-Star is a highly successful business. Sales are growing, market share is growing and margins
are being maintained.

You are about to meet the CEO of A-Star for the first time. To explore how you adapt to
different individuals, each group will meet a different person – though it is always the CEO.

Group #1: Raul Gonzalez is imaginative, intuitive, experimental and innovative. He takes a
big picture view and has a strong future orientation. Raul is the “trouble shooter”. He closed
the underperforming business in Seeland and refocused the international expansion on the
Greater Letter Region.

Group #2: Tracy Jones is highly cerebral and has very strong logical, analytical skills. She
is very matter of fact and avoids displays of emotion. She has the imagination to see the
possibilities of developments in technology but she insists on data, data and then more data,
before making decisions.

Group #3: James Tam combines logical and analytic thinking with intuitive interpersonal
skills. He is slightly fussy but has a down-to-earth approach and makes constant references
to buyers. He is very popular with staff and suppliers who see him as a real team-player.

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