As companies are increasingly taking on the challenge of global sustainable development, they have to revise a standard business plan based on the increasing consumption of products. On the basis of case studies involving Gage products, PPG Industries Inc, and Xerox Corp, the author shows that some companies have built their business plans on a number of key services and products, and what they see as the benefits to the bottom line and in customer retention and acquisition. The author identifies six keys to a new model based on the existing strengths of service, revision of contracts to review the basis of profit for a win-win situation where the product is reduced consumption and improved service, communicating a new business plan for existing clients, the sales incentives, acquiring new organizational skills to provide a better understanding of the consumer, and education, to highlight the potential benefits of taking action to improve the environment. "Hide
by Sandra Rothenberg Source: MIT Sloan Management Review 9 pages. Publication Date: January 1, 2007. Prod. #: SMR239-PDF-ENG
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