Process Interfaces in an After Sales Organization

Työn tavoitteena oli selvittää Larox Oy:n, Lappeenranta, palveluorganisaation prosessit ja prosessien väliset rajapinnat. Prosesseja ja prosessien kehittämistä ja innovointia tarkasteltiin ensin kirjallisuuden perusteella. Rajapintojen selkeää esittämistä varten kehitettiin yksinkertainen metodologia mind mapping -tekniikan pohjalta. Nykyisten prosessien tila ja rajapinnat analysoitiin ja dokumentoitiin haastattelemalla Larox Oy:n työntekijöitä ja asiakkaita sekä tutustumalla prosessikuvauksiin ja muihin olennaisiin dokumentteihin. Analyysin tulosten perusteella tunnistettiin suurimmat ongelmakohdat rajapinnoissa ja pohdittiin mahdollisia ratkaisuja niihin. Pieniä prosessinkehitysaloitteita kehitettiin yhteistyössä Larox Oy:n työntekijöiden kanssa. Työn lopussa on pohdittu mahdollisia tulevaisuuden malleja Larox Oy:n palveluorganisaation toimintamalleiksi.

Offering Analysis in New Product Launch and Sales Planning

This Master's Thesis has been written for Stora Enso Flexible Packaging Papers business unit. In the North-American mills, the business unit has developed a range of new flexible packaging paper grades. The Master's Thesis researches opportunities for sales of these new flexible packaging papers in selected Western-European markets. This study consists of theoretical and empirical part. Theoretical part presents supply chain of flexible packaging, discovering of customer requirements, concept of an offering, general market analysis, customer analysis and basis for sales planning. Empirical part includes preliminary market analysis based on secondary sources, results of lead user interviews and conclusions and recommendations. Potential customers' technical and commercial requirements were found and these were compared to current Stora Enso Flexible Packaging Papers offering. Also a list of potential new customers was made and sales action suggestions were presented in order to gain new accounts.

Product management in global sales operations

Työn tavoitteena oli määrittää myyntikonfiguraattorissa käytettävän tuotemallin yleinen rakenne. Ensin selvitettiin tuotemallin luomista ja konseptin suunnittelua kirjallisuuden ja asiantuntijoiden haastattelujen avulla. Asiantuntijoiden haastattelut toteutettiin vapaamuotoisesti kysymyslistaa apuna käyttäen. Tämän lisäksi työssä pohditaan sähköisen liiketoiminnan roolia sekä myyntikonfiguraattorin tulevaisuuden näkymiä. Diplomityössä käsitellään tuotemallia yleisellä tasolla. Toinen näkökulma käsittelee tuotemallia tietoteknisissä sovelluksissa käytettyjen menetelmien pohjalta. Tuotemallin muodostaminen aloitettiin asiakkaalle näkyvästä osasta eli myyntikonfiguraattorin ulkoasusta. Seuraava ongelma oli standardoida tuotetta ja tarjousta kuvaavat dokumentit globaalisti. Tähän ratkaisuun päädyttiin haastattelujen sekä asiantuntijoiden kokoontumisien pohjalta. Loppuosa diplomityöstä käsittelee myyntikonfiguraattorin asemaa kohdeyrityksen sähköisessä liiketoiminnassa sekä esittelee erään näkemyksen myyntikonfiguraattorin yhteenliittymästä asiakashallinta- ja tuotetiedonhallinta järjestelmiin. Diplomityössä saavutettiin asetetut tavoiteet: Myyntikonfigurattori yhtenäistää kohdeyrityksen hinnoittelua globaalisti, nopeuttaa tarjouksentekoprosessia, helpottaa uuden tuotteen lanseerausta ja standardoi tuotemallin globaalisti. Myyntikonfiguraattorin integrointi muihin tietojärjestelmiin tehostaa myynnin toimintoja. Haasteeksi jää loppukäyttäjien kannustaminen tehokkaaseen käyttöön sekä ylläpidon toteuttaminen. Ilman käyttäjiä ja heidän innostustaan voi projekti menettää johdon luottamuksen.

El grabado al aguafuerte con sales corrosivas: el legado de los clásicos

El desarrollo industrial y tecnológico del siglo XX ha conllevado un notable incremento y transformación de los lenguajes artísticos, que también ha afectado al grabado, ampliando los recursos de los grabadores de una forma impensable en generaciones anteriores. Recientemente, sin embargo, han aflorado interrogantes y reflexiones acerca de la sostenibilidad de los procedimientos y materiales que se utilizan y se han valorado sus implicaciones en la salud del artista y en el medio ambiente. Algunos de los nuevos métodos y materiales de grabado de bajo riesgo no son tan nuevos, sino que son mejoras y actualizaciones de antiguos métodos utilizados por los grabadores clásicos: la incorporación de mordientes salinos en sustitución de los ácidos en el grabado al aguafuerte ya eran utilizados por los grabadores de los siglos XVI y XVII, y las formulaciones de los mismos las encontramos en los tratados de Benvenuto Cellini, de Abraham Bosse o de Manuel de Rueda, entre otros.

Critical success factors of sales strategy in small and medium- sized ICT-companies

Tyon tavoitteena on selvittaa. mitka myyntistrategian ja siihen liittyvien muiden strategioiden kriittiset osat pienten ja keskisuurten ICT- yritysten toiminnassa. Tutkimusmenetelmana kaytettiin case- tutkimusta, jossa vertailtiin neljan pienen ja keskisuuren ohjelmisto talon toimintaa. Tutkimuksessa tunnistettiin nelja kriittista osa-aluetta, joiden hoitamiseen yritysten erityisesti tulisi kiinnittaa huomiota. Nama olivat: segmentointi ja kohdemarkkinoiden valinta, myyntikanavien valinta, myyntihenkiloston organisointi ja asiakassuuntautuneisuus, ja markkinointi tietojarjestelma. Tutkimus osoitti, etta yrityksen kasvaessa ja omistuksen eriytyessa toimivasta johdosta yrityksen strategia suunnittelusta tulee jarjestelmallisempaa.

Sales lead management in a global enterprise

Many companies today struggle with problems they face around sales lead management. They are suffering from inconsistent quality of leads, they miss clear sales opportunities and even cannot handle well their internal marketing lists. Meanwhile customers are better and better equipped with means to easily initiate contact via internet, via call centers etc. Investing in lead generation activities that are built on a bad process is not a good idea. Better than asking how to get more leads, companies should ask how to get better quality leads and invest in improving lead management. This study looks sales lead management as a multi step process where a company generates leads in controlled environment, qualifies them and hands over to the sales cycle. As a final step, organization needs to analyze the incomes and successes of different lead sources. Most often in sales lead management a process improvement requires setting up additional controls to enable proper tracking of all leads. A sales lead management process model for the case company is built based on the findings. Implementing the new model involves changes and improvements in some key areas of current process. Starting from the very beginning, these include redefining a bit the lead definition and revising the criteria set for qualified lead. There are some improvements to be done in the system side to enable the proposed model. Lastly a setting for responsible roles is presented.

Marketing in support of sales in industrial high technology company

The aim of this study is to find out how Metso Paper’s marketing could better support sales and how sales people are executing marketing during the sales processes. This study is done from sales people’s point of view. The study is limited to cover only company’s internal environment. This research was executed through literature review and qualitative theme interviews, where 20 of Metso Paper’s sales people were interviewed. The interviewees were asked to tell their opinions about marketing’s support, marketing materials, information and the relationship between sales and marketing. The results of this study show that the relationship between marketing and sales is rather good, but there is still a great need for improvements. It is hoped that marketing would take more part in the selling processes. In addition, more information about the launches and schedules were also hoped for. Marketing is told to be quite Finland centric and sales people are wishing for more adopted marketing materials and occasions. It came up during the interviews, that sales people are not so willing to give regular feedback to marketing and quite often they think that marketing’s role in Metso Paper is not important at all.

Influències de Dostoievski a Incerta glòria de Joan Sales

El treball analitza els punts de contacte entre 'Incerta glòria' i les principals obres de Dostoievski, amb l'objectiu de demostrar que el rus va exercir una influència sobre Joan Sales. Els elements tractats pertanyen sobretot a l'ordre temàtic i, secundàriament, a la construcció formal i dels personatges. Aquests elements són la narració de la vida espiritual dels personatges i l'escissió de la seva personalitat en bé i mal, les idees com a components centrals de les novel·les, la polifonia, l'alliberament pel sofriment i la presència de filosofia i religió en el gènere novel·lístic.

Prescription in the proposal for a common european sales law

The rules on prescription in Part VIII, Chapter 18, of the Proposal for a Common European Sales Law (CESL) follow the provisions of the Principles of European Contract Law (PECL) and the Draft Common Frame of Reference (DCFR), which, in general, have deserved favourable comments. Yet, a number of rules contained in those texts have been omitted. It is necessary to ascertain whether the CESL rules only apply to provisions on rights and claims resulting from sales or related services contracts, or whether they are also applicable to any other contractual right or claim and also to rights or claims of non-contractual origin. One of the most problematic issues concerns general prescription periods: firstly, because there are two general periods, a short one and a long one, without any specification about the claims or rights covered by each one of them; secondly, because neither period is suitable in case of non-conformity. There are also some interpretation problems due to missing, ambiguous or defective definitions. The systematic approach demands clarification too.

Quantitative market and sales forecast accuracy analysis

The main objective of this master’s thesis was to quantitatively study the reliability of market and sales forecasts of a certain company by measuring bias, precision and accuracy of these forecasts by comparing forecasts against actual values. Secondly, the differences of bias, precision and accuracy between markets were explained by various macroeconomic variables and market characteristics. Accuracy and precision of the forecasts seems to vary significantly depending on the market that is being forecasted, the variable that is being forecasted, the estimation period, the length of the estimated period, the forecast horizon and the granularity of the data. High inflation, low income level and high year-on-year market volatility seems to be related with higher annual market forecast uncertainty and high year-on-year sales volatility with higher sales forecast uncertainty. When quarterly market size is forecasted, correlation between macroeconomic variables and forecast errors reduces. Uncertainty of the sales forecasts cannot be explained with macroeconomic variables. Longer forecasts are more uncertain, shorter estimated period leads to higher uncertainty, and usually more recent market forecasts are less uncertain. Sales forecasts seem to be more uncertain than market forecasts, because they incorporate both market size and market share risks. When lead time is more than one year, forecast risk seems to grow as a function of root forecast horizon. When lead time is less than year, sequential error terms are typically correlated, and therefore forecast errors are trending or mean-reverting. The bias of forecasts seems to change in cycles, and therefore the future forecasts cannot be systematically adjusted with it. The MASE cannot be used to measure whether the forecast can anticipate year-on-year volatility. Instead, we constructed a new relative accuracy measure to cope with this particular situation.

Technology roadmap for new sales support and management system for crane manufacturing company

Sales configurators are essential tools for companies that offer complicated case specifically crafted products for customers. Most sophisticated of them are able to design an entire end product on the fly according to given constraints, calculate price for the offer and move the order into production. This thesis covers a sales configurator acquisition project in a large industrial company that offers cranes for its customers. The study spans the preliminary stages of a large-scale software purchase project starting from the specification of problem domain and ending up presenting the most viable software solution that fulfils the requirements for the new system. The project consists of mapping usage environment, use cases, and collecting requirements that are expected from the new system. The collected requirements involve fitting the new sales system into enterprise application infrastructure, mitigating the risks involved in the project and specifying new features to the application whilst preserving all of the admired features of the old sales system currently used in the company. The collected requirements were presented to a number of different sales software vendors who were asked to provide solution suggestions that would fulfil all the demands. All of the received solution proposals were exposed to an evaluation to determine the most feasible solutions, and the construction of evaluation criteria itself was a part of the study. The final outcome of this study is a short-list of the most feasible sales configurator solutions together with a description of how software purchase process in large enterprises work, and which aspects should be paid attention in large projects of similar kind.

Product Data Managemet as a Key Success Factor in After Sales Business

The objective of this master’s thesis is to define Larox´s Product Data present state and future development needs from after sales point of view. In particular the object was to investigate after sales needs, which data related to products need to be managed by using Product Data Management. Empirical material of thesis was collected mainly through interviews, benchmark visits, and personal experience. Among the interviewees were internal stakeholders who are closely related to the product process, as well as external stakeholders. Interviews revealed that each stakeholder group has deviating needs for product data management and that at present all the needs are not met to take the best possible way. The main requirement was availability of up-to-date information, which plays a key role in after sales business. At the end of study is concentrated to find development targets at Larox, especially from after sales point of view. In addition, consideration of how the product data management advantages can utilized in making internal processes more efficient. Development needs are collected together as project descriptions, whose headings are shown at the end of the study.

La plaça del Diamant compleix 50 anys. Les influències d'Armand Obiols i de Joan Sales

L'objecte d'estudi d'aquest assaig de recerca en literatura és el de conèixer a fons les influències que rebé Mercè Rodoreda per a la redacció de les variants d'autor de la seva obra mestra 'La plaça del Diamant'. Concretament analitzarem exhaustivament les influències del reconegut escriptor i crític literari Armand Obiols i, així mateix, les de l'editor Joan Sales i Vallès. Per a aquesta fi ens servirem de dos epistolaris recentment publicats: 'Cartes a Mercè Rodoreda' d'Armand Obiols i 'Mercè Rodoreda. Joan Sales. Cartes completes (1960-1983)'.

Sales and Operations Planning Implementation

The master’s thesis focused on implementing a sales and operations planning process. The main objectives were to create planning methods and tools for the implementation. The ultimate goal of the process, beyond this master’s thesis, is to balance the supply of products with customer demand, with optimized profitability. The theoretical part focused on giving a thorough view on the sales and operations planning process. The basis for a monthly planning cycle was identified. Methods, tools, and metrics for demand forecasting and operations planning were also introduced. Based on the theoretical part, a method for forecasting, a forecast spreadsheet, and a forecast accuracy metric were designed. A spreadsheet tool and methods were also designed for the monthly planning of production volumes, capacity, and inventory. The implementation progress was reviewed for two product families for three months. The sales and operations planning process was able to successfully identify a demand peak for the product families. Suggestions for the future of sales and operations planning were also made.

Arvonlisäveropetokset ja niiden ehkäiseminen

Tämän tutkielman tavoitteena on tutkia suomalaisen liiketoimintaa harjoittavan yrityksen mahdolliset väärinkäyttötilanteet liittyen arvonlisäverovelvollisuuteen sekä mahdolliset ratkaisut, joilla arvonlisäveroväärinkäytöksiä voidaan hallita. Mahdollisia vaarinkatostapoja ovat muun muassa: vääränsisältöiset ilmoitukset, perusteettomat ostotositteet, perusteettoman arvonlisäveropalautuksen hakeminen, toimiminen verovalvonnan ulkopuolella, veron maksamatta jättäminen, verokantojen väärentäminen, ketjupetos, karusellipetos, marginaaliverokeinottelu ja toisen yhtiön alv-tunnisteen käyttö. Torjunta- tai hallintakeinoja ovat muun muassa: käännetty verovelvollisuus, verotili, kansainvälinen tietojenvaihto, yhteisvastuu, verovalvonnan tehostaminen ja ajantasaistaminen, rekisteröitymisien tarkistaminen ja lopullinen verojärjestelmä.