Working Smarter

Channel Adoption through Dealer Design

SITUATION The Internet of Things (IoT) is everywhere, and selling services based on connected device data has been lucrative for many OEs.  Our client- a heavy equipment manufacturer- knew that successfully providing these services required the ability to contact customers. It faced unique challenges because it relies on its dealer network to collect the necessary…

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The Wisdom of the Crowd in Root Cause Analysis

SITUATION Our client had made changes to its parts distribution network and to its computer systems used for forecasting and tracking parts. There were initial problems caused by the changes, as is common with any large scale change. Teams were formed and meetings held on a daily basis to address the immediate issues. However, the…

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Recall Management

SITUATION A product recall can have long-term effects on the financial prospects for a product and ultimately for the business as a whole.  Faced with the likelihood of more frequent recall events due to increasing product complexity and regulatory scrutiny, our client understood that enhanced reactions could save millions of dollars and help to mitigate…

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Market and Customer Segmentation

SITUATION Our client, a manufacturer in the transportation industry, recognized the need for greater understanding of its market and customers. As is the case for every player in this industry, the manufacturer sells via dealerships and therefore doesn’t own the day to day relationship with the vast majority of its customers. However, they could see…

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