The electronics distribution company is one of the five largest companies in sales volume in the industry. It provides suppliers of electronic products and equipment with nationwide coverage of customers in both the United States and Canada. Its customers are mainly original equipment manufacturers in the major industries of computer mainframes and peripherals, capital and office equipment, communications, medical equipment and instrumentation, the military, and aerospace. The general product areas it handles for its customers include semiconductors, connectors, passive components, computer systems, and peripherals. It also provides value-added services ranging from component testing and assembly to sophisticated computer interface services such as electronic data interchange.Its sales revenue over the three-year period from 1989 to 1991 inclusive ranged from about $534 million to $583 million. The company has only three tiers of management hierarchy. At the top is the CEO and president, at the next level is the executive vice president and COO, and below the COO are twelve senior executives, as follows: the vice president of finance, who also reports to the president, regional vice presidents (nine of them), the senior vice president of marketing, the vice president of MIS, and the director of human resources. The above corporate officers together manage a network of thirty-nine distribution facilities and three regional support and distribution centers in the United States and Canada. Some time during the later half of the 1980s the company became convinced of the need to develop a new IS to meet the growing business demands for its services. A small cadre of users in the marketing department was asked by the senior vice president of marketing to spearhead the development for a project that would satisfy the IT needs of the company well into the 1990s.
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