Sullivan Container had operated both the new industrial steel barrel generation as well as the reconditioning of industrial steel drum and plastic containers in a number of plant locations in the USA. The firm operated in an industry with a checkered past, characterized by periods of price fixing and environmental issues. A fresh management team acquired the firm in 2007 and started focusing on sustainable practices and revamping manufacturing practices.
Faced with the serious economic crisis in 2009, the business continued to pursue sustainable practices, but now faces a vital question as investment costs in sustainable practices increase. The key question we explore is: Given the sector history, will build sustainable practices in their business model drive a customer's Willingness to Pay? The case allows pupils to explore the challenges of making a Willingness to Pay for facets of value creation that will have no immediate positive impact on their customer's internal operations.
Sullivan Container case study solution
PUBLICATION DATE: June 01, 2013 PRODUCT #: BAB145-HCB-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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