THE BUSINESS MODEL CHEMICAL LEASING AS A TOOL FOR PROCESS, ENVIRONMENTAL, AND OCCUPATIONAL HEALTH AND SAFETY IMPROVEMENTS

The future in chemical consumption, without any doubt, belongs to business models which involve intensive dialog, cooperation and pooling of the knowledge and experiences of users and producers. Sustainability goals of producers should include, among others, expansion of the sustainability of their products and services to customers to help them decrease their impacts on the environment. Chemical Leasing is a business model which includes these premises. It is a service-oriented business model that shifts the focus from increasing sales volume of chemicals towards a value-added approach. The producer mainly sells the functions performed by the chemical and the basis of payment is a functional unit instead of quantity or volume. Model implementation leads to process, environmental and occupational health and safety improvements as well as to economical benefits for both parties. This model is also a very powerful marketing tool, as in today’s business world, which is characterized by turbulent changes in market relations, building new customer relationships rests on the development of new instruments and business models that will retain customers for a long period. In this paper, the results obtained in the case study Knjaz Milos (beverage producer) and Ecolab (producer of chemicals) are presented. The model is implemented through the supply of chemicals for lubrication of the PET packaging line. The results obtained are lower consumption of resources, substitution of a hazardous chemical by an environmentall