Value innovation through customer advocacy and competence development

 

Fleet Management - From Product to Service

Situation:

  • Strong market position in key product lines
  • Low market growth in large, but mature markets
  • Introduction of new product lines in highly competitive environment

Opportunity:

  • Existing know how about "life cylce" cost of product lines
  • Lack of asset management with medium to large customers
  • Transfer of quality image to new product lines

Approach:

  • Definition of simple asset management models with and without financing
  • Broad customer acceptance testing
  • Systematic design of business model

Solution:

  • Fleet Management for own range of products with customers
  • three-step model for low or high service levels
  • highly automated transactions for scalability and quality of program

 

Results:

Doubling the organic growth of concerned product lines

Increase of profitability for total product range

Competitive advantage due to long-term customer bonding