Strategy & Tactics - Dunnigan's Departure

Dunnigan's Departure

However, despite annual income declared at two million dollars, SPI's sales declined, and while monetary income remained constant, increasing inflation eroded the company's profits. Dunnigan's departure in the late 1970s led to internal struggle at SPI in 1980; chief among SPI's problems was poor marketing. Howie Barasch's departure as marketing manager in the late 1970s was never properly rectified and the founder of S&T, Chris Wagner, who was now a management consultant, was brought back into the fold to address SPI's marketing problems. He found that many sales representatives, previously independently commissioned by SPI, had no idea they were still representing the company and some didn't even realize the company was still in operation, as no one had been in touch with them for several years.