Sleep Well Motel

Powerful Essays
Case Study #1
The Sleep Well Motel

In April 1990, Will Shelton was evaluating information received from the owner of a motel that was for sale in Fort Morgan, Colorado. Will had answered an ad in the Wall Street Journal under the heading “Business for Sale.” To Will’s surprise, he received a call directly from Hank Bennington, the owner of the Sleep Well Motel of Fort Morgan, Colorado.
During the conversation, Mr. Bennington described his motel and his reason for wanting to sell. He also described the many advantages of living in Colorado and promised to send Will more information on his company. The next day an overnight package of information arrived at Will’s home.
Background on Will Shelton
At 44 years of age, Will felt that he had climbed the corporate ladder about as high as he was likely to go. He also had doubts about remaining in a large corporation for the rest of his working life. The present position Will held was director of marketing research for a large electronics corporation located in Houston, Texas. Despite the title, Will felt his position was not satisfying. “Marketing research in an industrial company just isn’t very exciting or personally rewarding; in fact, it’s downright dull.” This statement pretty well summarized Will’s feelings. Although Will had been trained as an engineer, he discovered that engineering wasn’t his primary interest and began to move into marketing. When the position of marketing research director opened in his company, Will applied and was elated when he learned he had received the position. In reviewing this move, Will stated that he believed the fact that he had recently completed an MBA during part-time studies had helped him to obtain the position.
Will had recently gone through a divorce and his former wife had been awarded custody of the two boys. Because the laws of Texas called for a division of shared property and child support, Will had suffered a financial setback and was faced with large ongoing payments to



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