Case | HBS Case Collection | May 1992

Sunday River Ski Resort

by Leonard A. Schlesinger

Abstract

Sunday River is a ski area in Bethel, ME which has been run by entrepreneur Les Otten since 1980. The year before Otten purchased the area, it posted a loss of $235,000 on revenues of $541,000. Under Otten's leadership, however, Sunday River posted year after year of growth and profit to become one of the leading Eastern ski areas. Its strategy focused on providing the best snow surface possible. Sunday River's success is particularly impressive in the overall context of the ski resort industry which has been plagued by losses and bankruptcy.

Keywords: Service Delivery; Competitive Advantage; Entrepreneurship; Success; Transformation; Tourism Industry; Entertainment and Recreation Industry; Maine;

Citation:

Schlesinger, Leonard A. "Sunday River Ski Resort." Harvard Business School Case 692-025, May 1992.