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MR. ZAHID RAFI, the General Manager of MUHAMMAD RAFI GARMENT INDUSTRIES (PVT) LTD, Lahore Pakistan was trying to implement a management information system. He was facing resistance from Mr. Kashif, his most senior Supervisor. MR. ZAHID RAFI wondered what he could do to overcome this resistance.
Company Background

Westward Exports was an exporter of ladies cotton garments. It was a private company established in 1971. It was a family run business and all four directors were brothers. Over the past fourteen years the exports of the company had grown from Rs. 0.71 million in 1972-73 to
Rs. 59.76 million in 1984. Almost 90% of the exports went to USA. It owned no manufacturing facility of any kind. It purchased cotton cloth from six different textile mills and had the cloth dyed and printed. This fabric was then passed on to 138 stitching subcontractors. The company had been expanding the product line over the years and by 1983 it was exporting about one million garments in over one hundred basic designs. The 100 designs were presented in a large of fabric types, shades, designs and sizes.
When seen in the context that the company had to get all these things done through subcontractors, the managerial control of the operations became quite challenging. The directors who had always been actively involved in each and every aspect of the business, and made all the decisions by themselves, felt the heat of changing situations. They appreciated the problem and decided to hire some professional assistance to bring more control to their operations. Mr. Mahmood

Mr. Mahmood was hired in late 1983 to be the new general manager. He was an agricultural graduate who had about fifteen years of marketing and sales experience with a multinational organization. He also had attended more than a dozen management development courses. The directors were confident

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