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Case
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Reference no. 001-C96A-P
Subject category: Entrepreneurship
Published by: Babson College
Published in: 1996

Abstract

This case describes how a successful, serial entrepreneur launched and harvested increasingly complex business ventures. AirTech was twelve years old in 1995, and it was one of the manufacturer's largest US compressed-air machine distributors. The case provides a platform for discussing manufacturer-distributor and distributor-distributor relationships as the entrepreneur evaluates strategic growth alternatives, including buying additional distribution territories and pursuing vertical integration. This entrepreneur shaped an opportunity in a fragmented industry and helped change the market's perception of a once free service (accessing compressed air at gas stations). The case also describes the creative development of a service delivery system, and raises the issue of managing growth in a cash-based business.
Other setting(s):
1985-1995

About

Abstract

This case describes how a successful, serial entrepreneur launched and harvested increasingly complex business ventures. AirTech was twelve years old in 1995, and it was one of the manufacturer's largest US compressed-air machine distributors. The case provides a platform for discussing manufacturer-distributor and distributor-distributor relationships as the entrepreneur evaluates strategic growth alternatives, including buying additional distribution territories and pursuing vertical integration. This entrepreneur shaped an opportunity in a fragmented industry and helped change the market's perception of a once free service (accessing compressed air at gas stations). The case also describes the creative development of a service delivery system, and raises the issue of managing growth in a cash-based business.

Settings

Other setting(s):
1985-1995

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