is a successful distributor in the beverage industry. The motivation and work ethics of the founder, Vince Patton, helped the company to excel to one of Miller's top distributors. Numerous awards demonstrate the hard work and customer satisfaction that Westchester provides. The company is well run and successful, but bad decisions can cripple or even destroy a successful company.
When the certified letter from an attorney was received, Vince saw that there were problems in his sales department. The motivation to sale Westchester's products is high, and that created pressure on the sales team to deliver sales at unethical costs. To better understand why the sales people acted the way they did we can look at a few different models. First we can assess the risk pressures by using the Risk Exposure Calculator, see exhibit 1. This model shows that growth risks are high and will lead the to errors of commission. Pressure for performance is ranked high because of the bonuses that are based on sales quotas and the competitive market of the beverage distributing industry. Westchester is growing rapidly in sales volume and also in employee numbers this causes the rate of expansion risk to be high. Inexperience of employees is linked to the growth of the company and hiring new people. This inexperience is demonstrated in the sales persons not knowing the regulations of the ABC, and how detrimental their actions were to the company. .
The Second model that can be analyzed to understand how the salesman acted the way that they did is the Dangerous Triad, see exhibit 2. Pressure, Opportunities, and Rationalization all existed at Westchester during the sales scandal. Pressure is a result of expected sales quotas and the competitive market that Westchester is involved in. Opportunities arose to manipulate the reimbursement accounts through broken bottles and the entertainment of clients.
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