MICHELIN MFS CASE STUDY

Our efforts of educating customers show results. Enter the email address you signed up with and we’ll email you a reset link. Register Submit to us Case writing resources Case writing scholarships How to submit your case Online case submission Why submit your case to us? It is its backbone. Instead of paying a fix amount of money per contract, the payment should be counted on the retread rate of clients who that service provider serves.

From Selling Tires to Selling Kilometers us with. Some data have been modified for reasons of confidentiality. In buying TB tires, most transportation companies adopt a multiple-sourcing strategy, buying different brands of tires for their vehicles and sourcing them from differ- ent distribution networks. Failing to exploit one single mm of rubber means adding 6 to 7 percent on their cost. But keep in mind that transportation companies suffer from a negative image, as they are seen as a main source of CO2 emissions.

Difficulties went well beyond the contracting phase. Tax ID No However, three years later, the pic- ture had become much darker: From Selling Tires to Selling Kilometers MFS charged its clients a monthly fee, which directly depended on the number of kilometers driven per vehicle.

A strong teaching note and multimedia material to accompany the case are also critical to ensure widespread adoption.

michelin mfs case study

Clearly, drastic steps were required to mjchelin MFS alive. Remember me on this computer. It is not just about sales! It is just like getting married: The consultancy had found more than 72 different contract versions, each greatly varying in content.

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MFS charged its clients a monthly fee, which directly depended on the number of kilometers driven per vehicle.

michelin mfs case study

Every four months, it is necessary to measure remaining rubber millimeters thickness to ensure safe driving. As a consequence, they are reluctant to pay a price premium. As one sales manager recalled: This is the flesh of the tire.

Business Model Innovation: Michelin Fleet Solutions – From Selling Tires To Selling Kilometers

They are complex and sophisticated products. From Selling Tires to Selling Kilometers us with. Our administrative people are overwhelmed with MFS invoices coming from the service providers.

In buying TB tires, most transportation companies adopt a multiple-sourcing strategy, buying different brands of tires jichelin their vehicles and sourcing them from differ- ent distribution networks. What was to be done?

Copy of Michelin Fleet Solutions by khaoula Hariz on Prezi

This is the flesh of the tire. From Selling Tires to Selling Kilometers clearly stressed, played a critical role in MFS European roll-out model, as they now prescribed and delivered services to clients in the name of Michelin Exhibit 5.

Public relations and word-of- mouth, as well as advertising in the trade press, play a cxse role. We expect 3 percent growth a year for road freight transport. This is also quite a hot topic among scholars and has led to a growing number of publications. The main clients are truck manufacturers such as Mercedes, Man, Iveco or Renault.

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However, low-cost Asian firms are increasingly gaining traction. The deal would offer customers a number of peace-of-mind benefits including better cost micyelin, fewer breakdowns and less administration. Mastering such a life cycle is complex.

Michelin by Debbie Lu on Prezi

They bring an incredible value that the clients immediately perceive. Perhaps its solution offer should be repackaged, or maybe it would be best to simply return to its traditional business model of manufacturing and selling tyres. ,ichelin

This agreement was still in place 70 years later. Tire which ensures regrooving and retreading. To balance the way tires wear out, they are regularly moved to different axles Moving TB tires is a complicated and time consuming job, requiring professional equipment. It is true that I cannot fully guarantee the consistency of the stud we provide throughout.

The consulting firm identified four important marketing issues regarding segmentation practices, selling, contracting and managing the relationships with third parties.