Background:

Meridian Systems is in the business of selling and developing point of sales (POS)

systems that are sold to restaurants so that the business can manage menus, create orders and

checks, and process payments. Meridian Systems has been a key player in the market and is

looking to roll out its new product called GingerSnap. The new product offers restaurants the

capability to bring the POS system to the customers on a tablet and take orders and

immediately send it back to the kitchen. This was developed as a way to cut time between

taking a customer’s order and getting the order back to the kitchen. GingerSnap is cheap

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effective product that Meridian Systems developed as an alternative to its other POS system

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products, but the products target market differentiates from its current products, which means

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Meridian System’s leadership team is faced with several questions regarding the company’s
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sales force.

Leadership must decide on how it should go about selling GingerSnap. Should the
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company utilize its current direct sales force, or should it create a new sales force dedicated to
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selling GingerSnap. The leaders of Meridian Systems must also take into account on how sales
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representatives should be compensated for their sales of GingerSnap and how would it impact
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its traditional POS system sales. Lastly, leadership should look at whether or not the company
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wants to specialize its product. Meaning, should the company focus on certain types of
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restaurants or the size of a business’ customer base. Throughout this analysis, the questions

noted above will be addressed and recommendations will be made.

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