| HBS Case Collection
Roxbury Technology Corporation
Roxbury Technology is a Boston-based re-manufacturer of ink and toner cartridges. In early 2012 RTC was re-evaluating its approach to the company's two most important goals: reducing customer concentration and increasing profitability. RTC's largest customer accounted for about 98% of sales and the company had roughly broken even over the last two years. The two goals were intertwined because RTC's sales growth strategy had to be designed so it didn't bring the company into conflict with its largest customer. That raised its marketing costs and reduced profitability.
Keywords: social enterprise;
Green Technology Industry;
Ruback, Richard S., and Royce Yudkoff. "Roxbury Technology Corporation." Harvard Business School Case 213-029, September 2012.