Evaluate Theresa Campana’s current strategy and how the proposed solvent line fits in with what she is doing now. What should she do? Why? Evaluate Theresa Campana’s current strategy and how the proposed solvent line fits in with what she is doing now. What should she do? Why? Theresa Campana owns The Scioto Group (named after a local river)—a manufacturers’ rep agency. The Scioto Group sells similar products for noncompeting producers in the technology industry. She is deciding whether to add a new product line—serving another producer. She is very concerned because although she wants more lines, she feels that something is wrong with her latest candidate.

Theresa graduated from a large midwestern university 10 years ago with a BS in business. She worked selling cell phones for a year. Then Theresa decided to go into business for herself and formed The Scioto Group. Looking for opportunities, Theresa placed several ads in her local newspaper in Columbus, Ohio, announcing that she was interested in becoming a sales representative in the area. She was quite pleased to receive a number of responses. Eventually, she became the sales representative in the Columbus area for three local computer software producers:

Accto Company, which produces accounting-related software;

Saleco, Inc., a producer of sales management software;

and Invo, Inc., a producer of inventory control software. All of these companies were relatively small and were represented in other areas by other sales representatives like Theresa. The companies often sent her leads when customers from her area expressed interest at a trade show or through the company’s website.