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- W3151423529 abstract "Introduction Joe Christopher was in his home office pondering over the past thirty days at Inclusive Title of America (ITA) Michigan Operations (WMO). During his job interview, his boss, Fred Thomas told Joe West Michigan Residential Title Insurance business is in the tank (Table 1). Not only were the local and national economies in a slump, but also local competition was very intense. At ITA Michigan, the sales and marketing departments were in virtual disarray. Declining sales and operational confusion in the marketing department were driving down the business and Fred was very upset. As Fred commented to Joe, I am hiring you to fix this mess and bring us back to profitability! OK? Can you do it quickly? Joe's reply was problem. Fred set his expectations. I want you to get both departments up and running. The sales people have no clue on how to sell and the marketing department folks were not meeting the real estate customers' demands for quality printed materials on time and we have lost our brand recognition. Fred had a reputation of having no patience with his people and firing them. A cold chill started to run down Joe's spine. While he had turned around other businesses in the past, could he turn this business around quickly or lose his job? Would ITA close its doors permanently because of its significant and ongoing declining business? ITA National Headquarters Inclusive Title of America (ITA), headquartered in Glen Allen, Virginia was the third largest title insurance group in the U.S. and had over 15,000 employees. Founded in 1876 as The Real Estate Title Insurance Company of Philadelphia, it was later incorporated in 1991 as Inclusive Title of America. The company's subsidiaries were primarily residential title insurers; however, they offered a number of other real estate transaction services. Through its subsidiaries, principally Wealth Title Insurance Company and Lawler Title Insurance Corporation its third largest subsidiary, National Title Insurance Company, was merged into Lawler Title in 2008. Inclusive Title principally engaged in the residential title insurance business in the United States. Its products and services facilitated the purchase, sale, transfer, and financing of residential and commercial real estate. ITA Michigan Operations ITA Michigan Operations (WMO), based in Grand Rapids, Michigan had over 150 employees located in the Grand Rapids office, and, twelve branch locations located throughout Michigan. It was responsible for one-half of Michigan's residential title insurance business. Residential Title Insurance is a Federal Government requirement for homebuyers. This insurance guarantees a clear home title conveyance to the new buyer. Title insurance pays for any title claims from previous owners not identified at the time the sale of the home was made. Title property search was a key element of the title business. The chain of title, that is, what names appeared, as property owner on the current title was found on microfilm records at the County Records office. Copies were made and brought to the closing. There were twelve closing offices for real estate sales representatives and their customers to buy and sell their homes. Each of these locations had approximately 3-5 ITA employees. Fifteen sales representatives were dispersed to these offices. ITA had seen many profitable years from 1991 to about 2000. There existed an old style management system of handshakes, pub-crawling, and non-solicited gifts in the Grand Rapids main office. In addition, the office had not adapted to changing markets, customers, and competition. Furthermore, both sales and marketing departments lacked some of the fundamental processes expected in a sales firm. For example, the sales group did not use the basic sales process steps, such as pre-call planning, problem/needs recognition, handling objections and closing the sale, just to name a few. …" @default.
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- W3151423529 date "2012-11-01" @default.
- W3151423529 modified "2023-09-28" @default.
- W3151423529 title "New Sales Manager Possible Dilemma: Inclusive Title of America, West Michigan" @default.
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