Insulation Coating for Oil/Chemical Stor...
Cross, Tom
Insulation Coating for Oil/Chemical Storage Tanks (B)
M-0713 | Published June 13, 2005 | 2 pages Case
Collection: Darden School of Business
Product Details
VaporLock was a proprietary coating sold by Heinrich Chemical as a vapor barrier over polyurethane insulation on oil/chemical storage tanks. A company engineer had developed a computer program to compute the energy savings and economics of tank insulation projects. The marketing director wondered how this computer program might be used to help sell VaporLock. This case is one in a series of four cases on value-based selling. The (B) case provides the value mapping and value proposition. The (A) case provides the background.
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