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  • May 2017 (Revised September 2018)
  • Case

Hilti Fleet Management (A): Turning a Successful Business Model on Its Head

By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
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... View Details
Keywords: Hilti; Business Model Innovation; BMI; Fleet Management; Decision-making; Implementation; Power Tools Industry; Business Model; Restructuring; Transformation; Transition; Customer Value and Value Chain; Customer Focus and Relationships; Construction; Innovation and Invention; Leasing; Strategy; Decision Making; Construction Industry; Switzerland; Liechtenstein; Germany; Austria; Europe; United States; Asia; Brazil; China; Japan; Hong Kong
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  • August 2017 (Revised May 2019)
  • Case

Hilti (A): Fleet Management?

By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
This case explores the strategic decision-making process of premium power tools manufacturer Hilti in 1999, when the company was considering implementing a fleet management system in the construction industry. Fleet management would involve a shift from selling power... View Details
Keywords: Hilti; Business Model Innovation; BMI; Fleet Management; Decision-making; Implementation; Power Tools Industry; Business Model; Restructuring; Transformation; Transition; Customer Value and Value Chain; Customer Focus and Relationships; Construction; Innovation and Invention; Leasing; Strategy; Decision Making; Construction Industry; Switzerland; Liechtenstein; Germany; Austria; Europe; United States; Asia; Brazil; China; Latin America; North America; Africa; Japan; Hong Kong
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  • May 2017 (Revised September 2018)
  • Supplement

Hilti Fleet Management (B): Towards a New Business Model

By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
The (B) case tackles the implementation and scaling process of fleet management over the years. Finally, the case explores current challenges facing the BMI. View Details
Keywords: Hilti; Business Model Innovation; BMI; Fleet Management; Decision-making; Implementation; Power Tools Industry; Europe; Switzerland; Business Model; Restructuring; Transformation; Transition; Customer Value and Value Chain; Customer Focus and Relationships; Construction; Innovation and Invention; Leasing; Strategy; Growth Management; Decision Making; Construction Industry; Switzerland; Liechtenstein; Germany; Austria; Europe; United States; Asia; Brazil; China; Latin America; Africa; Japan; Hong Kong; France; Italy; Spain
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  • May 2017
  • Teaching Note

Hilti Fleet Management (A) and (B)

By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
These notes are meant to accompany Hilti Fleet Management (A): Turning a Successful Business Model on Its Head (717-427) and Hilti Fleet Management (B): Towards a New Business Model (717-465).
This case explores the introduction of fleet management in the... View Details
Keywords: Hilti; Business Model Innovation; BMI; Fleet Management; Decision-making; Implementation; Power Tools Industry; Europe; Switzerland; Liechtenstein; Business Model; Restructuring; Transformation; Transition; Customer Value and Value Chain; Customer Focus and Relationships; Construction; Innovation and Invention; Leasing; Strategy; Decision Making; Growth Management; Construction Industry; Switzerland; Liechtenstein; Germany; Austria; Europe; United States; Asia; Brazil; China; Latin America; Africa; Japan; Hong Kong; France; Italy; Spain
Related
  • Fast Answer

Resources for Investment Management and Financial Analysis

Reports - Click "Browse" and in the "Industry and Market Reports" section select BMI Industry Reports. IBISWorld IBISWorld is a database that provides research reports on industries in the United States, the... View Details
  • Web

Online Business Analytics Course | HBS Online

firm, BMI Research. The techniques I learned make it easier to comprehend the more complex functions. In addition, the integrated learning I took from the case studies allows me to apply “total analysis” in my everyday work and... View Details
  • Web

HBS Alumni Research Tips: Finding Company News & Industry Research | Baker Library

type, etc. if needed. Industry Reports: ABI/ProQuest provides in depth research reports from BMI Research, First Research, The Economist Intelligence Unit, and others covering hundreds of markets and countries. Click “Browse” in the page... View Details
  • Fast Answer

HBS Alumni Research Tips: Finding Company News & Industry Research

needed. Industry Reports: ABI provides in depth research reports from BMI Research, First Research, The Economist Intelligence Unit, and others covering hundreds of markets and countries. 1. Click “Browse” in the page header.... View Details
  • Fast Answer

Field Course: Private Equity Projects and Ecosystems: Company, Industry, Market and Transaction Research

Answer: Where can I find information on small and/or private companies? Industry ABI/ProQuest
Business Monitor International Industry Reports - Click "Browse" and in the "Industry and Market Reports" section, select View Details
  • Fast Answer

Stock Pitching: company, industry and market research

href="https://www.library.hbs.edu/Find/Databases/ABI-ProQuest">ABI/ProQuest
Business Monitor International Industry Reports - Click "Browse" and in the "Industry and Market Reports" section select BMI... View Details