Product Overview

Charles Haynsworth III is the president of Haynsworth's Inc., an office-supply firm in Danville, Virginia, that his grandfather founded. The store is a town institution and has been in operation and run by a member of the Haynsworth family since 1937. The case is set in 1997, as big-box retail stores and office-supply superstores are beginning to change the retail character of many towns throughout the United States. Haynsworth's Inc.'s profits are flat, and Haynsworth is concerned that they will further erode. He has learned that an OfficeMax is set to open in town soon. Haynsworth has begun talks with a national office-supply company called Independent Stationers Group (IS Group) about joining its stable of retailers. However, IS Group is making strong suggestions to Haynsworth that would involve significant changes to longstanding ways of doing business—including a store makeover and relocation. Haynsworth must decide what to do.

Learning Objectives

This case can be used in a course on entrepreneurship, and may be most useful when discussing the following topics: Location decisions: The protagonist faces the option of moving a long-established business Strategic change: The protagonist must choose whether to make fundamental business changes Retail: The business in question is a retail office-supply house Family businesses: The protagonist is a third-generation business owner Rebranding: The business in question is considering a name and brand change