Relationship Marketing Strategy and implementation

reaction of one industry analyst, adding, ‘It’s hard to know what to make
of it’.^40
In a press interview, Egan explained that ‘Cedric was offered the oppor-
tunity to resign, which he refused. He was, in effect, sacked.’^41 In a special
edition of the company’s newspaper, Egan confidently announced that
‘The radical action taken by Fisons this week has wiped the slate clean.
Now the company can make a fresh start to secure its future.’^42 Wiping the

The referral and influence market domains 285

Table 4.2.2 Fisons sales and trading profit by activity, 1984–93 (£m)

Pharmaceuticals Scientific equipment Horticulture

Year Sales Profit Sales Profit Sales Profit

1984 198.5 31.2 291.1 15.8 63.0 5.8

1985 220.8 39.0 358.2 19.2 67.7 8.7

1986 249.8 49.8 380.6 23.2 72.2 8.0

1987 281.9 62.8 410.0 27.0 68.4 8.6

1988 327.6 91.5 419.5 27.0 76.6 5.2

1989 473.0 127.7 467.7 31.2 79.1 8.1

1990 500.7 151.7 620.0 67.2 84.4 10.4

1991 484.1 120.8 644.5 68.4 96.7 11.5

1992 417.6 71.4 662.9 34.6 108.0 11.0

1993* 445.8 42.2 749.0 (12.0) 67.3 4.2

Source: Fisons Annual Reports, 1980–93.

*1993 figures for Horticulture are for continuing operations only.

600

500

400

300

200

100

0

80 81 82 83 84 85 86 87 88 89 90 91 92 93 94

Figure 4.2.2 Fisons share price, 1980–94.