Rogelio Oliva, James Quinn
Harvard Business School (603112-PDF-ENG)
February 25, 2003
To reduce its ecological footprint, Interface Americas, a leading manufacturer of carpet tiles for commercial use, has established the Evergreen Services Agreement (ESA). Acoustics and safety). According to the ESA, Interface retains ownership of all carpet materials, ensuring proper recycling. Despite great media coverage and many interested phone calls from potential buyers, Interface is struggling to sell ESA. CEO Dan Hendrix is at a crossroads and must decide whether to continue supporting ESA or focus on other initiatives. In this case, which is based on a failed negotiation with the University of Texas, Houston, the difficulties to structure a long-term lease, define a new value proposition for the client and develop a sustainable business model for services are discussed. related to the product. .
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