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Output and earnings are surging, making Rowe a hot stock in the furniture group. How Ms. Pedrolie pulled it off teaches a valuable lesson not only in the management of change but also in the attainment of corporate power.
Rowe Furniture was stuck midway through a major transformation when it recruited her in April 1995 from a plant manager's job at General Electric. Rowe's research showed that people hate buying upholstered furniture. They want a much wider selection than any showroom can display, yet they refuse to wait months for a special order. So Rowe created a computer network on which customers could match fabrics and styles, promising speedy delivery and a midrange price...
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