Spare Parts business is one of the important development areas in new Kalmar Growth strategy. Strategy aims to increase service revenue share up to 30% of total Kalmar revenue. These ambitious goals require changes in our business models, how we support and cooperate with our Spare Part dealers.
In current business model we can capture only a fraction of total parts potential and market penetration remains low. Parts business faces tough price competition in most of the countries and especially in APAC. In order to avoid direct price competition we need to find new ways to be more attractive partner for our dealers, where key success factor is providing solutions and support instead of spare part component.
Project objective is to identify best practices for dealer management and incentive programs. Additionally to develop one or more standardized dealer management models, including incentives and basic frame for parts business cooperation.
Työn teettäjä:
Kalmar Global
Yhteyshenkilö:
Tom Jaatinen
Ohjaava opettaja:
Timo Junell
Projektiryhmä:
Ilkka Pyökeri, Taavetti Korelin ja Jarno Lepistö
Projektiin hakeutuminen:
Yhteydenotto ohjaavaan opettajaan