A national multi-unit organization sought a system to help them increase their number of units, and to enhance their current units by assessing the performance of the current managers and repositioning people to enhance performance. Ultimately, having a reproducible system within different geographic identified successful managers/operators and created effective teams by implementing an internal coaching and mentoring program.
The challenge was to look at a mixed multi-unit company with a multitude of gas station/supermarket facilities across the United States and across many different geographies, cultures, and resources. It was crucially important to identify who could run the business unit by creating the success profile and then how to attract that profile type more effectively, both internally to existing personnel and for the marketing department to target for the success profile. An assessment system was developed, which is called The Core Motivation Analysis (CMA), and was used across all stores to identify the success profile and create the template.
Due to the depth and breadth, our evaluation process had to be a culture-free, gender-free test. Then, identify any geographic differences to seek individuals who “fit” while reducing the cost of recruiting and increasing the probability of success.
After collecting the profile data, a system was created to identify individuals who would best fit administrator/manager profiles. Our new technology, Core Motivation System (CMS), also includes identifying and properly placing technical/operation staff and customer sales and/ or service roles.
The end result of this project was a significant reduction in the hiring costs by targeting the right person, expediting hiring and re-positioning talent. The roles within each unit were better defined, resulting in increased profitability. The process was significant in most units, and the system lent itself to creating a template for future use in developing new units and adapting current units. Results showed longer-term employees, efficient selection/repositioning system and higher performance for more than 85 percent of the units.
