ASSESSMENT OF CHANGE MANAGEMENT INITIATIVES IN FOOD INGREDIENT DIVISION TO INCREASE SALES GROWTH, CASE OF PT. EKACITTA DIAN PERSADA

• Main Author: Paulia, Okta
• Format: Theses
• Language: Indonesia
• Online Access: https://digilib.itb.ac.id/gdl/view/53458
• Institution: Institut Teknologi Bandung

Ekacitta Dian Persada (EDP) is a supplier company for ingredients that focus on food, pharmaceutical, and personal care products. The company was established in October 1996 under MUGI Group. In running its business, EDP is very dependent on performance and sales growth. Sales growth is the spearhead of the company’s sustainability. Unfortunately, EDP has faced an issue where they declined in sales growth from 2018 to 2019 with a decrease of 10.50% to (-20.19%). This decline in sales growth occurs because there was a change in the CEO, where the new CEO made sudden changes in the organization and management system in EDP. The internal factor that caused the change is the employee's resources' efficiency, where technical support is considered inefficient. The external factor that caused the changes is an extensive list of food industries that have not become regular customers in the Food Ingredient Division of EDP. This research aims to assess the change management initiatives and their implementation at the Food Ingredient Division of EDP and recommend better change management practices of both the leaders and the company's employees. In achieving the research objectives, the author used a change management framework called Kotter's 8-steps model for leader level and the ADKAR model for salespeople. In this research, almost all the salespeople were not ready for the changes that affected sales performance and sales achievement. Due to the sudden change’s implementation, there is no time for adaptation regarding these changes and the lack of training regarding the change and technical data product information. The changes that occur at the Food Ingredient Division of EDP are not effective and efficient in increasing the sales growth. Many improvements still needed to be done, such as using the change management framework as a guideline to be more transparent and positively impact, especially for increasing sales growth in the Food Ingredient Divisions of EDP.