Air Ambulance Card~® Case Study: Exploring Strategies for Small Business Expansion

摘要

Sam Jackson and his business partners had accumulated over sixty years of knowledge and experience in the medical evacuation and healthcare industries. In the eight years since the founding of Air Ambulance Card", the business had experienced a great deal of growth and established itself as a respected leading provider of medical evacuation services. Air Ambulance Card" (AAC), a medical evacuation provider based in Birmingham, Alabama was eager to grow their business, particularly in their group sales segment. This case describes decisions facing Sam Jackson, managing director of AAC, had to make concerning: 1. Devising strategies for increasing the group sales component of revenue from 30 percent to 40 percent. 2. Determining the viability of aggressively pursuing the college and university travel market. 3. Determining if a new hire is justified to serve as a dedicated salesperson to this new target market, and if so, what should his or her qualifications must be and what form compensation should take.