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タイトル: Hilti Fleet Management (A): Turning a Successful Business Model on Its Head
 
コンテンツID: CCJB-HBS-717427
登録日: 2018/01/19
オリジナルのプロダクトID: 9-717-427
オリジナルの刊行日: 2017/05
著者名: Casadesus-Masanell, Ramon/Gassmann, Oliver/Sauer, Roman
ケース提供機関: Harvard Business Publishing
種類: Case
言語: 英語
ページ数: 23ページ
分野: 経営・戦略
業種:
   
キーワード: Strategy/Construction/Business model innovation/Business models/Customer relationship management/Decision making/Focusing on customers/Innovation/Inventions/Leadership transitions/Leasing/Project implementation
   
文献サマリー: This case explores the introduction of fleet management in the construction industry by the premium power tools manufacturer Hilti in 2000. Following its customers' needs, Hilti moved from selling power tools to leasing them as a service. The introduction of the new business model contributed significantly to the success of Hilti, since it sustainably differentiated the company from its competitors. For instance, the adoption of fleet management resulted in customer loyalty levels five times higher than under the dominant business model Hilti had formerly employed, and over-proportioned profit contribution at Hilti. Hilti's Chief Technology Officer described the importance of the innovation as follows: "Hilti developed many very innovative and successful products over the years, but they paled in comparison with the fleet management business model, which was the most important innovation in Hilti's history." All told, Hilti, which had about 22,000 employees and made about 4.5 billion Swiss Francs (or $4.589 billion USD) in sales in 2015, managed 1.5 million tools under fleet management contracts in 40 countries, resulting in a contract value of more than 1.2 billion Swiss Francs (approximately $1.4 billion USD). Case A describes the strategic decision-making process regarding the introduction of fleet management in its early planning stages. Case B (separate) tackles the implementation and scaling process of fleet management over the years and explores current challenges facing the BMI.
   

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