Telan ja nuohoimen kunnossapitopalveluiden kehittämisvaihtoehdot: kannattavuus ja markkinat

The purpose of this thesis was to find possible development options for roll and sootblower maintenance services in an industrial maintenance company. In addi-tion company wanted to know the size of the maintenance market in both of these services and what services it should offer to markets. Research method of this work was case-study and research approach was mainly analytical but it also had some features of constructive approach. This thesis consists of theoretical literature review and empirical case-study. Theoretical part of this thesis included theories about strategic planning of maintenance, service production, customer value, profitability and methods to analyze company’s current environment. Strategic maintenance elements, service concept and aspects of customer value were found to plan and develop maintenance services. The result of the empirical part of this thesis was that problems in roll maintenance were narrowed down to organization of mainte-nance services and in sootblower maintenance services problems were narrowed down to maintenance methods. Based on this scope four development options were formed which of all turned out to be profitable. Market size for roll and maintenance services in Eastern Finland was determined and recommendations of services, which company should offer to these markets, were given.

Asiakasarvon selvittäminen ja palvelukonseptin kehittäminen muovialan pk-yrityksessä

Kahden yrityksen väliset transaktiot perustuvat pohjimmiltaan asiakkaan kokemaan arvoon, eli siihen, mitä hyötyjä asiakas kokee saavansa suhteessa niihin kustannuksiin, jotka se joutuu uhraamaan ne saavuttaakseen. Tämän arvon tulee parantaa asiakkaan asemaa suhteessa sen omaan kilpailutilanteeseen ja asiakkaisiin. Arvo voi muodostua tarjooman hinnoittelusta, mutta muita asiakasarvon ulottuvuuksia voivat olla muun muassa laatutekijät sekä asiakassuhteen ja toimittajan imagon vaikutukset. Tämän tutkimuksen tavoitteena on selvittää, mitkä ulottuvuuden muodostavat asiakkaan kokeman arvon case-yrityksen toimialalla sen urakoitsija- ja jälleenmyyjäasiakkailleen segmenteissä. Lisäksi analysoidaan, kuinka tuotantoon keskittyneen yrityksen tulisi kehittää palvelukonseptiaan luodakseen lisäarvoa kyseisille segmenteille ja saavuttaakseen siten kilpailuetua markkinoilla. Tutkimus on tapaustutkimus, jonka tärkeimpänä aineistonkeruumenetelmänä toimivat 17 nykyisten, entisten ja potentiaalisten asiakkaiden teemahaastattelua. Tulokset osoittavat, että toimiala on haastava lisäpalveluiden kannalta, koska ne eivät ole sille tyypillisiä. Asiakkaiden näyttää olevan erityisen vaikea tunnistaa palveluita, joista ne olisivat valmiita maksamaan. Tämä johtaa tilanteeseen, jossa asiakasuskollisuus ei ole erityisen korkea, vaan etenkin jälleenmyyjäasiakkaat ostavat tuotteet pääosin hintaan perustuen. Selkeän lisäarvopalvelukonseptin luominen voikin parantaa asiakasuskollisuutta ja sitä kautta asiakkaan elinkaaren arvoa, mikä voi rikkoa markkinoiden perinteisiä toimintamalleja case-yrityksen eduksi.

Tukitoiminto palveluliiketoiminnassa

The purpose of this thesis was to discover whether the common financial concept has created benefits for the franchisees as well as to find out how the financial con-cept should be developed. Services play an important role in franchising supporting the core competence and releasing the franchisee to do what he knows best. So they don’t need to use their time and energy on something that a working service function does for them. This thesis has been implemented by using a qualitative research. A survey to fran-chisees and semi-structured thematic interviews formed the research material used in this study. A theoretical framework was created through value chain, core compe-tence, customer-perceived value, creating value to the customer and together with the customer and noticing the difficulties in individual decision-making. The thesis is based on practical and investigational needs. On the practical level, the research is intended to support the development process of the financial ser-vices. The purpose of the financial service concept is to support the core business. Furthermore the intention was to find through the theoretical basis the background to support the practical work specifically in a service-dominant business.

Palveluruokamarkkinoiden innovatiivisen toimintamallin suunnittelu

Diplomityön tavoitteena on ollut kehittää elintarvikeyrityksen palveluruokamarkkinoille uusi innovatiivinen toimintamalli haastattelujen, havainnoinnin ja kirjallisuuden perusteella. Tutkimusongelman päätutkimuskysymys on: Miten yrityksen palveluruoka- eli valmisruokatuotteille suunnitellaan innovatiivinen toimintamalli tuoteperheen ja jakelun suhteen? Tavoitteena on kartoittaa yrityksen palveluruoan nykytilanne ja luoda toimintamalli, joka toisi yritykselle selkeää lisäarvoa ja kilpailuetua. Teoreettisessa osuudessa selvitetään elintarviketeollisuuden, valmisruoan ja elintarvikelogistiikan tilannetta suomalaisesta ja globaalista näkökulmasta. Työssä on tarkasteltu elintarvikepuolen nykytilannetta ja tulevaisuuden suuntauksia tuotteiden, ruokailutottumusten ja logistiikan osalta. Innovaatioiden osalta työ painottuu palveluruokapuolen konseptin ja uuden logistisen yhteistyöhön pohjautuvan mallin kehittämiseen. Työn käytännön osiossa on tehty case-tutkimus ”yrityksen palveluruoan nykytilanne tuotteiden ja logistiikan osalta”. Toimialan markkinatilannetta on kartoitettu, jotta hahmotetaan, missä on potentiaalisimmat markkinat palveluruoalle. Työn tavoitteena on ollut kehittää Hoviruoka Oy:lle palveluruoan segmentointiin ja logistiikkaan liittyvä innovatiivinen toimintamalli. Toimintamallin avulla yritys saa kilpailuetua ja taloudellista hyötyä kilpailijoihin nähden, ja on edelläkävijä kyseisen toimintamallin ansiosta. Työn tuloksissa on käsitelty keskeiset tulokset ja mahdolliset jatkotoimenpiteet. Työssä kehitettiin yritykselle uusi toimintamalli palveluruoka puolelle. Työlle asetetut tavoitteet saavutettiin kaikkien kolmen - tekijän, yliopiston ja yrityksen - kannalta.

El nuevo escenario global y un modelo de negocio para la industria naval militar del 2025

Los retos y oportunidades a los que se enfrentan las organizaciones y administraciones de las primeras décadas del siglo XXI se caracterizan por una serie de fuerzas perturbadoras como la globalización, el avance de las tecnologías emergentes y el desequilibrio económico, que están actuando como impulsores de la transformación del mercado. La acción conjunta de estos factores está obligando a todas las empresas industriales a tener que trabajar con mayores y más exigentes niveles de productividad planteándose continuamente como mejorar y lograr satisfacer los requerimientos de los clientes. De esta situación surge la necesidad de volver a plantearse de nuevo ¿quién es el cliente?, ¿qué valora el cliente? y ¿cómo se pueden generan beneficios sostenibles? La aplicación de esta reflexión a la industria naval militar marca los objetivos a los que esta tesis doctoral busca dar respuesta. El primer objetivo, de carácter general, consiste en la definición de un modelo de negocio sostenible para la industria naval militar del 2025 que se adapte a los requisitos del cliente y al nuevo escenario político, económico, social, tecnológico y ambiental que rodea esta industria. El segundo objetivo, consecuencia del modelo general, trata de desarrollar una metodología para ejecutar programas de apoyo al ciclo de vida del “buque militar”. La investigación se estructura en cuatro partes: en la primera se justifica, por un lado, la necesidad del cambio de modelo y por otro se identifican los factores estructurantes para la definición del modelo. La segunda parte revisa la literatura existente sobre uno de los aspectos básicos para el nuevo modelo, el concepto Producto-Servicio. La tercera parte se centra totalmente en la industria naval militar estudiando los aspectos concretos del sector y, en base al trabajo de campo realizado, se identifican los puntos que más valoran las Marinas de Guerra y como estas gestionan al buque militar durante todo su ciclo de vida. Por último se presentan los principios del modelo propuesto y se desarrollan los pilares básicos para la ejecución de proyectos de Apoyo al Ciclo de Vida (ACV). Como resultado de la investigación, el modelo propuesto para la industria naval militar se fundamenta en once principios: 1. El buque militar (producto de alto valor añadido) debe ser diseñado y construido en un astillero del país que desarrolla el programa de defensa. 2. El diseño tiene que estar orientado al valor para el cliente, es decir, se tiene que diseñar el buque militar para que cumpla su misión, eficaz y eficientemente, durante toda su vida operativa, asegurando la seguridad del buque y de las personas y protegiendo el medio ambiente de acuerdo con las regulaciones vigentes. 3. La empresa debe suministrar soluciones integrales de apoyo al ciclo de vida al producto. 4. Desarrollar y mantener las capacidades de integración de sistemas complejos para todo el ciclo de vida del buque militar. 5. Incorporar las tecnologías digitales al producto, a los procesos, a las personas y al propio modelo de negocio. 6. Desarrollar planes de actuación con el cliente domestico a largo plazo. Estos planes tienen que estar basados en tres premisas: (i) deben incluir el ciclo de vida completo, desde la fase de investigación y desarrollo hasta la retirada del buque del servicio; (ii) la demanda debe ser sofisticada, es decir las exigencias del cliente, tanto desde la óptica de producto como de eficiencia, “tiran” del contratista y (iii) permitir el mantenimiento del nivel tecnológico y de las capacidades industriales de la compañía a futuro y posicionarla para que pueda competir en el mercado de exportación. 7. Impulsar el sector militar de exportación mediante una mayor actividad comercial a nivel internacional. 8. Fomentar la multilocalización ya que representa una oportunidad de crecimiento y favorece la exportación posibilitando el suministro de soluciones integrales en el país destino. 9. Reforzar la diplomacia institucional como palanca para la exportación. 10. Potenciar el liderazgo tecnológico tanto en producto como en procesos con políticas activas de I + D+ i. 11. Reforzar la capacidad de financiación con soluciones innovadoras. El segundo objetivo de esta tesis se centra en el desarrollo de soluciones integrales de Apoyo al Ciclo de Vida (ACV). La metodología planteada trata de minimizar la brecha entre capacidades y necesidades a lo largo de la vida operativa del barco. Es decir, el objetivo principal de los programas de ACV es que la unidad conserve durante toda su vida operativa, en términos relativos a las tecnologías existentes, las capacidades equivalentes a las que tendrá cuando entre en servicio. Los ejes de actuación para conseguir que un programa de Apoyo al Ciclo de Vida cumpla su objetivo son: el diseño orientado al valor, la ingeniería de Apoyo al Ciclo de Vida, los proyectos de refresco de tecnología, el mantenimiento Inteligente y los contratos basados en prestaciones. ABSTRACT On the first decades of the 21st century, organizations and administrations face challenges and come across opportunities threatened by a number of disruptive forces such as globalization, the ever-changing emerging technologies and the economic imbalances acting as drivers of the market transformation. This combination of factors is forcing all industrial companies to have more and higher demanding productivity levels, while bearing always in mind how to improve and meet the customer’s requirements. In this situation, we need to question ourselves again: Who is the customer? What does the customer value? And how can we deliver sustainable economic benefits? Considering this matter in a military naval industry framework sets the goals that this thesis intends to achieve. The first general goal is the definition of a new sustainable business model for the 2025 naval industry, adapted to the customer requirements and the new political, economic, social, technological and environmental scenario. And the second goal that arises as a consequence of the general model develops a methodology to implement “warship” through life support programs. The research is divided in four parts: the first one justifies, on the one hand, the need to change the existing model and, on the other, identifies the model structural factors. On the second part, current literature regarding one of the key issues on the new model (the Product-Service concept) is reviewed. Based on field research, the third part focuses entirely on military shipbuilding, analyzing specific key aspects of this field and identifying which of them are valued the most by Navies and how they manage through life cycles of warships. Finally, the foundation of the proposed model is presented and also the basic grounds for implementing a Through Life Support (TLS) program are developed. As a result of this research, the proposed model for the naval industry is based on eleven (11) key principles: 1. The warship (a high added value product) must be designed and built in a shipyard at the country developing the defense program. 2. Design must be customer value oriented, i.e.warship must be designed to effectively fulfill its mission throughout its operational life, ensuring safety at the ship and for the people and protecting the environment in accordance with current regulations. 3. The industry has to provide integrated Through Life Support solutions. 4. Develop and maintain integrated complex systems capabilities for the entire warship life cycle. 5. Introduce the product, processes, people and business model itself to digital technologies. 6. Develop long-term action plans with the domestic customer. These plans must be based on three premises: (i) the complete life cycle must be included, starting from the research and development stage throughout the ship’s disposal; (ii) customer demand has to be sophisticated, i.e. customer requirements, both from the efficiency and product perspective, "attract" the contractor and (iii) technological level and manufacturing capabilities of the company in the future must be maintained and a competitive position on the export market has to be achieved. 7. Promote the military exporting sector through increased international business. 8. Develop contractor multi-location as it entails an opportunity for growth and promote export opportunities providing integrated solutions in the customer's country. 9. Strengthen institutional diplomacy as a lever for export. 10. Promote technological leadership in both product and processes with active R & D & I policies (Research & Development & Innovation) 11. Strengthen financing capacity through innovative solutions. The second goal of this thesis is focused on developing integrated Through Life Support (TLS) solutions. The proposed methodology tries to minimize the gap between needs and capabilities through the ship operational life. It means, the main TLS program objective is to maintain the ship’s performance and capabilities during operational life, in relative terms to current technologies, equivalent to those the ship had when it entered service. The main actions to fulfill the TLS program objectives are: value-oriented design, TLS engineering, technology updating projects, intelligent maintenance and performance based contracts.

Manager's Perspectives on the Provision of Healthy Meals in Resort Hotels

This research aimed to understand hotel managers’ attitudes toward the provision of healthy meals. The study deployed a mailing survey to assess the managers’ perceptions. A closed-ended questionnaire was developed evaluating the role of healthy food choices in Mediterranean resort hotels. The findings showed that (1) atmosphere in the restaurant, (2) appealing display of food, and (3) eating habits and lifestyle were more important than personal health when selecting a meal. In addition, this study suggested that the managers were not ready to promote healthy eating because their customers would have been critical of this new service concept

Pk-yritysten ympäristöllisen kestävyyden kehittäminen palvelumuotoilua hyödyntäen

Ympäristöllinen kestävyys on ajankohtaisempi asia kuin koskaan ja sen merkitys yritysten yhtenä kestävyyden osa-alueena kasvaa jatkuvasti. Erityisesti suuret yritykset pyrkivät erottumaan kilpailijoistaan ympäristöllisen kestävyyden avulla, mutta myös pk-yritykset olisi tärkeää saada mukaan toiminnan kehittämiseen. Aikaisemmat tutkimukset yritysten ympäristöllisestä kestävyydestä ovat keskittyneet pääosin käytössä oleviin menetelmiin ja kestävyyden kehittämisen suurimpiin haasteisiin. Tärkeää olisi tutkia myös sitä, miten pk-yritykset saataisiin mukaan kehittämään toimintaansa ympäristöllisesti kestävämmäksi. Tähän pyritään löytämään vastauksia tässä diplomityössä. Diplomityön tarkoituksena on tutkia sitä, millä tavoin pk-yritykset haluavat kehittää toimintaansa ympäristöllisesti kestävämmäksi. Työn tavoitteena on suunnitella pk-yritysten tarpeita vastaava palvelukonsepti niiden ympäristöllisen kestävyyden kehittämiseksi. Tutkimuksessa hyödynnetään palvelumuotoilua ja sen prosessin kolmea ensimmäistä vaihet-ta: asiakasymmärryksen hankintaa, luovaa ideointia sekä palvelukonseptin kehittämistä. Tutkimus on laadullinen tutkimus, jonka tutkimusmetodina toimii palvelumuotoilun tärkein osa-alue eli yhteissuunnittelu. Yhteissuunnittelu toteutettiin visuaalisten työpajojen avulla suunnitteluun osallistuvien pk-yritysten kanssa. Tutkimuksen tuloksena saatiin suunniteltua pk-yritysten tarpeisiin räätälöity palvelukonsepti niiden ympäristöllisen kestävyyden kehittämiseksi. Palvelun tärkeimpiä ominaisuuksia ovat jatkuva tiedon lisääminen, kokonaisuuden hahmottamista helpottava visuaalisuus sekä palvelun virallisiin standardeihin pohjautuva kokonaisuus. Lisäksi palvelu mahdollistaa toiminnan kehittämisen pienin askelin sen porrastetun menetelmän ansiosta. Yksi tärkeä ominaisuus on myös palvelun tarjoama mahdollisuus tietojen helppoon ja nopeaan doku-mentointiin sekä jalostamiseen.

Broad and restricted scope of the concept of civil service: a multipolarização do conceito de publica nos modelos hibricos. A capacidade transformadora dos memorados de entendimento: Portugal e Irlanda

Analise do conceito de Função Publica, identificando, á partida, uma dicotomia conceptual, entre um modelo marcadamente continental(broad concept of civil service) e um modelo restrito(restricted scope of the concept of civil service), característico dos países anglo-saxónicos, aflorando a reforma da Administração Publica, na senda da New Public Management, como o caminho para a afirmação de modelos híbridos, com características de laboralização da Função Publica e de flexisegurança, que surgem como consequência da pulverização daquela dicotomia, revelando uma miscigenação entre os modelos iniciais e elementos externos, de acordo com as idiossincrasias de cada país. Posterior estudo de caso, versando sobre Portugal e a Irlanda , dois países que, são contrario do que a tradição anglo- saxónica da Irlanda faria adivinhar, partilham um conceito amplo de Função Publica(broad concept of Civil Service), apoiado num sistema de carreira(carrear sytem). Percorrerem, quase em simultâneo, o caminho de um regate económico-financeiro desenvolvido pelo Fundo Monetário Internacional, Banco Central Europeu e Comissão Europeia. Procurara investiga-se se o acordo firmado entre os dois países e a Troika, materializado nos respectivos Memorando de Entendimento e sucessivas revisões, no período compreendido entre 16 de Dezembro de 2010 e 31 de Dezembro de 2012, introduziu modificações nos respectivos modelos de Função Publica, designadamente forçando-os a uma aproximação do restricted scope of the concept of Civil Service e, com isso, projectando-os para a adopção de modelos híbridos.

Developing Service Promise Concept Based on Supply Chain

Diplomityön tavoitteena on analysoida ja kehittää palvelulupauskonseptia toimitusketjuun perustuen Halton Oy:ssä. Työ toteutettiin, koska asiakaslähtöinen liiketoimintatapa on voimakkaasti valtaamassa alaa tuote- ja tuotantopainotteiselta toimintatavalta. Tuotteiden erinomaisuus koetaan markkinoilla yhä useammin itsestään selvyytenä. Prosessien tehokas hallitseminen ja asiakkaan kokeman lisäarvon muodostaminen ovat muodostuneet ratkaisevimmaksi kilpailuedun luojaksi. Toimitusketjun hallinnalla ja sähköisellä kaupankäynnillä on tärkeä rooli tämän kilpailuedun muodostumisessa.Diplomityö käsittelee uuden palvelulupauskonseptin tarjoamia etuja Halton Oy:lle. Työssä pureudutaan toimitusketjun ja sähköisen kaupankäynnin integraatiomahdollisuuksiin. Tarkoituksena on selvittää parhaat mahdolliset kriteerit Haltonin palvelulupauskonseptilleja luoda menetelmät yrityksen materiaalivirtojen sekä uuden konseptin analysoinnille ja kehittämiselle jatkossa.

Value added logistical support service: logistics cost structure and performance in the new concept. Part 3

The aim of this study is to present an Activity-Based Costing spreadsheet tool for analyzing the logistics costs. The tool can be used both by customer-companies and logistics service providers. The study discusses the influence of different activity models on costs. Additionally this paper discusses about the logistical performance across the total supply chain This study is carried out using ananalytical research approach and literature material has been used for supplementing the concerned research approach. Cost structure analysis was based on the theory of activity-based management. This study was outlined to spare part logistics in machine-shop industry. The outlines of logistics services and logisticalperformance discussed in this report are based on the new logistics business concept (LMS-concept), which has been presented earlier in the Valssi-project. Oneof the aims of this study is to increase awareness of different activity modelson logistics costs. The report paints an overall picture about the business environment and requirements for the new logistics concept.

Creating customer relationship management concept for engineering and service business

Customer relationship management has been one essential part of marketing for over 20 years. Today’s business environment is fast changing, international and highly competitive, and that is why the most important factor for long-term profitability is one-to-one customer relationships. However, managing relationships and serving customers that are profitable has been always challenging. In this thesis the objective was to define the main obstacles that the case company must overcome to succeed in CRM. Possible solutions have also been defined. The main elements of the implementation i.e. people, processes and technologies, can clearly be found behind these matters and solutions. This thesis also presents theoretical information about CRM and it is meant to act as a guide book inside the organisation to spread information about CRM for those who are not so familiar with the topic.

The effects of the service process on satisfaction, trust and value as creators of customer loyalty in a daily deals concept

This study aims at applying the customer behaviour studies of satisfaction, trust, perceived value and loyalty to a daily deals concept. The goal is to find out whether the relationships are the same in this specific context when compared to previous e-commerce studies. The study examines how the daily deals service process affects customer satisfaction, trust and value, and how these in turn impact customer loyalty and each other. The data was collected via e-mail survey from case company customers, and research was conducted on a quantitative basis by using multivariate methods as tools. The results suggest that daily deals service process and service quality do have a direct and positive effect on customer satisfac-tion, trust and value. Additionally, positive correlations between the latter variables and customer loyalty were found. The results imply that the daily deals concept does not differ from other e-services when considering the studied factors. The results also emphasize the importance of recognizing what determinants have the greatest impact on customer loyalty in this specific context.

The concept of e-service from a social interaction perspective

Today’s e-services are complex phenomenon consisting of several different e-services linked together. The e-services are provided by IT systems and presented to customers through user interfaces. Within web design research criteria are laid out for the design of good user interfaces, but one problem is that these analyses are performed without a service focus. This lack of service focus can result in the designed user interfaces providing indistinct service concepts, especially where several e-services are intertwined with each other.In order to design IT system interfaces, we have to be clear about which e-services are provided by the IT system and how these e-services are related to each other. This paper presents a framework for the analysis of user interfaces in terms of focused e-service, service environment and two types of intertwined e-services; related e-services and interrelating e-services. The analyses are exemplified by an Internet based e-marketplace. The paper discusses how the framework can be combined with ordinary web design criteria and how it can be used for e-service development.

Development of a supplier and purchase order management product/service under the 4PL logistics concept: a case study

Supply chain starts with a demand arisen and ends with material transport and delivery at its final destination. With this in mind, most of manufacturing, processors or distribution companies of consumer goods, spare parts and components for production, processing and finished goods, within national or international markets, may not have information and control over its supply chain performance. This article presents concept and logistics models evolution, purchase order and international supplier management, control tower and its logistics information systems. This also presents a real process implementation for a global high tech manufacturer company.