Thomas Green Case

The main players

• Frank Davis (28)-Senior market specialist

o 17 year veteran and Dynamic Displays

o Held positions as an account executive, market specialist, and senior market specialist with the travel and hospitality division

o Currently the marketing director for the travel and hospitality division

• Thomas Green (45)- Marketing director

o In march 2007 join dynamic displays as an account executive in their travel and hospitality division

• Currently the divisions senior market specialist for the eastern region of north America

• Shannon McDonald- Divisional Vice President

o Reports to the CEO and president

o Promoted in November of 2006 as the division VP

o Responsible for all aspects of the travel and hospitality business

Company and industry Background

• In 2007, Dynamic Display Travel and Hospitality Division had 60% market share with over 1500 self-service kiosks

• 80% of total trave land hospitality divisions 2007 revenue came from airline carrier clients, 15% from hotels, and 5% car rental agencies

Thomas Green’s Path to Senior Market Specialist

• In march 2007, Dynamic Displays recruited Green for an account executive position in the southwest territory for the travel and hospitality division

o Great opportunity to move up

• In his first four months as an account executive, he completed a contract for one of the largest airline carriers, Journey Airlines, to accelerate rollout of kiosks in 20 airports and purchase upgrade software for kiosks in the majority of their locations

o This allowed him to get noticed immediately

• After a series of meetings and training sessions, McDonald promoted Green to Senior Marketing Specialist

o ***McDonald told Green, “Tom you are obviously a bright and ambitious account executive. You have a great rapport with your clients. You have made a strong case for your promotion and im willing to take a chance on you. I think this group needs a fresh perspective. However, I do have a couple of...