By Maurice Dutrisac and Stephen D. Clement

• At start: A No.2 Canadian major appliance manufacturer and distributor with declining sales of $450 million (CDN), was purchased by Whirlpool and told to reduce costs by $60 million
  (CDN).
• Implementation: Full RO implementation with major restructuring and key re-staffing.
• Results: Increased sales 33 percent in one year in a flat, recessionary market to become No. 1 in Canadian market for first time in industry history.
• Using a requisite approach made it easier for a new CEO to
  transition into the job.