Fleet Management in the Construction Industry: Innovation, Value Proposition, and Impact on Client-Company Relations

Marcelo Soares Nascimento and Renata Maria Christofoleti-Furlan

Revista IPecege, 2017, vol. 3, issue 2

Abstract: Companies have been seeking innovative solutions that add value and contribute to their development. In this scenario, a company in the civil construction sector developed the Fleet Management service, which offers clients new and updated tools at a fixed monthly cost, functioning like a rental, but with significant differentiators that distinguish it from others. The objective of this work was to analyze the creation of the Fleet Management service and its respective value proposition, as well as the impacts of its implementation on customer relations and the benefits generated for the company. A single case study methodology was employed. Data was collected from the company's main departments, and the analysis was based on internal reports and unstructured interviews. The identification of critical points within the civil construction segment, highlighting the lack of concern for the tool fleet, as well as the lack of knowledge of the real costs involved in its acquisition and maintenance, led the company to identify that paying for the use rather than ownership of the tool would be more efficient for clients. The creation of the service and its value proposition were based on offering services, not selling products. The service strengthened and deepened relationships with customers, providing the company with gains in profitability, market share, and product mix, increasing brand credibility in the national market.

Keywords: Research; and; Development/Tech; Change/Emerging; Technologies (search for similar items in EconPapers)
Date: 2017
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