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Before Harold?¦s appointment, the division had centralized operations. For example any purchase decision had to be made by the division headquarters, and the operating decisions of any branch mostly was to be approved by the division headquarters. By getting that authority he was responsible for the growth of division and the rate of return on investment, and in addition Harold decided to decentralize all branches operations by putting the responsibility of those operations on the shoulders of branch managers.
One of the features of the decentralization was the incentive compensation plan for his branch managers, which Harold announced in late 1994 and implemented with the divisional sales manager Howard Percy?¦s help in January 1 1995...
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