Enabling the Dealer Network to Deliver Smart Services

Giulio Tosato ()
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Giulio Tosato: John Deere Walldorf GmbH & Co. KG

A chapter in Managing Industrial Services, 2021, pp 173-183 from Springer

Abstract: Abstract This chapter describes the transformation of John Deere, the world’s leading manufacturer of agricultural equipment, to a smart technology company. Five success factors support this strategy: (1) delivering measurable customer value, (2) technology and analytics leadership, (3) best-in-class integrated solutions, (4) world-class distribution systems, and (5) winning in the aftermarket. Each success factor is described using John Deere Connected Support™ as case study. The chapter provides important insights into the management and development of distributors’ and dealers’ after-sales service organizations. Thus, the chapter provides fresh perspectives on how indirect sales channels evolve with smart services.

Keywords: Dealer network; Internet of things; Remote monitoring; Smart farming; Smart products; Smart services; Indirect sales; Distributor enablement; Smart services (search for similar items in EconPapers)
Date: 2021
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-030-72728-4_14

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DOI: 10.1007/978-3-030-72728-4_14

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