Diversification as a Sustainable Growth Strategy in the Packaging Market: case study of a Brazilian company, Impacta S/A Indústria e Comércio


  • Paulo Renato Mendonça School of Management - PUCSP
  • Alexandre Luzzi Las Casas School of Management - PUCSP




diversification, sustainability, business strategy


The diversification strategy is one of the most preferred by companies that search for the sustainable growth of their sales and profits in markets where products appear, grow in demand and become mature in a progressively faster way. This process is strongly perceived in the packaging product market, as packaging are means of product promotion, brand image building and product quality protection, currently more and more important for consumer products.This research aims to verify if the diversifying strategy is a suitable option for companies of such segment. The verification is performed through a case study covering the diversification solution of Impacta S/A, traditional supplier of aluminum collapsible tubes in Brazil and Latin America that added to its portfolio plastic tubes and aluminum monoblock aerosol cans. The conclusion of this study is that such diversification reached its goals of generating sustainable growth, reduce business risk, obtain solid “Market Share” in Brazil for all its products, adequately re-position the company in the market and surpass the results achieved by its competitors in the country. It was also possible to assess the perspective of continuity of the current strategy as a way to increase sales by 85% in US dollars in the next five years, confirming the good quality of the company managers’ strategic choice.As this conclusion is in part limited by the fact that the study focused on a single case, a suggestion should be left recommending the analysis of other diversification cases of companies in the packaging segments.


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