Segmentation of Industrial Customers – Case: Finnish Mechanical Engineering Companies

Segmentointi on perinteisesti ollut erityisesti kuluttajamarkkinoinnin työkalu, mutta siirtymä tuotteista palveluihin on lisännyt segmentointitarvetta myös teollisilla markkinoilla. Tämän tutkimuksen tavoite on löytää selkeästi toisistaan erottuvia asiakasryhmiä suomalaisen liikkeenjohdon konsultointiyritys Synocus Groupin tarjoaman case-materiaalin pohjalta. K-means-klusteroinnin avulla löydetään kolme potentiaalista markkinasegmenttiä perustuen siihen, mitkä tarjoamaelementit 105 valikoitua suomalaisen kone- ja metallituoteteollisuuden asiakasta ovat maininneet tärkeimmiksi. Ensimmäinen klusteri on hintatietoiset asiakkaat, jotka laskevat yksikkökohtaisia hintoja. Toinen klusteri koostuu huolto-orientoituneista asiakkaista, jotka laskevat tuntikustannuksia ja maksimoivat konekannan käyttötunteja. Tälle kohderyhmälle kannattaisi ehkä markkinoida teknisiä palveluja ja huoltosopimuksia. Kolmas klusteri on tuottavuussuuntautuneet asiakkaat, jotka ovat kiinnostuneita suorituskyvyn kehittämisestä ja laskevat tonnikohtaisia kustannuksia. He tavoittelevat alempia kokonaiskustannuksia lisääntyneen suorituskyvyn, pidemmän käyttöiän ja alempien huoltokustannusten kautta.

Use Of Systems Approach with Total Quality Management in Industrial Organizations

The objective of the work has been to study why systems thinking should be used in combination with TQM, what are the main benefits of the integration and how it could best be done. The work analyzes the development of systems thinking and TQM with time and the main differences between them. The work defines prerequisites for adopting a systems approach and the organizational factors which embody the development of an efficient learning organization. The work proposes a model based on combination of an interactive management model and redesign to be used for application of systems approach with TQM in practice. The results of the work indicate that there are clear differences between systems thinking and TQM which justify their combination. Systems approach provides an additional complementary perspective to quality management. TQM is focused on optimizing operations at the operational level while interactive management and redesign of organization are focused on optimization operations at the conceptual level providing a holistic system for value generation. The empirical study demonstrates the applicability of the proposed model in one case study company but its application is tenable and possible also beyond this particular company. System dynamic modeling and other systems based techniques like cognitive mapping are useful methods for increasing understanding and learning about the behavior of systems. The empirical study emphasizes the importance of using a proper early warning system.

Developing the service offering of an industrial company

The purpose of this thesis was to determine, what kind of service offering the case company should provide to its customers in the Australian market. For this, a model for analysing the competitive environment was developed. In the model, three players were considered: customers, competitors and the case company. Benchmarking was used in identifying competitors’ offerings currently available in the market. Experts inside the case company were consulted for determining the customer need. The competitors’ offerings were analysed on the basis of Pekkarinen et al.’s (2009) framework, dividing the offerings to services supporting the supplier’s product (SSP), supporting the client (SSC), supporting the client’s network (SSN), supporting mutual actions (SSM) and benefit and risk sharing elements. After this, they were compared to the competitive environment in order to identify areas where the case company can differentiate itself from its competitors in the Australian market. On the basis of the company’s key success factors, and the Finnish service concept currently in use, some additional offerings were suggested for the case company in order to further outperform its competitors in the market. Finally, on the basis of the suggested offerings and competitors’ offerings, a service concept was suggested for the case company to introduce in the Australian market.

Manejo da requeima do tomateiro industrial empregando sistema de previsão

Três experimentos foram conduzidos utilizando-se o híbrido de tomateiro industrial H 7155N, em 2003 e 2004 visando adequar um sistema de previsão modificado para o uso de fungicidas no manejo da requeima causada por Phytophthora infestans. Os experimentos foram conduzidos num delineamento em blocos ao acaso com dez tratamentos e três repetições. Os fungicidas sistêmicos foram aplicados quando o valor de severidade da doença (VSD) alcançou oito, dez ou doze pontos. A alternância dos fungicidas sistêmicos com o metiram ocorreu na semana em que não foram alcançados os VSD´s. O tratamento calendário de pulverização para o controle da requeima consistiu da aplicação semanal de fungicidas após o aparecimento dos primeiros sintomas e aqueles definidos pelo sistema de previsão foram baseados nos VSD acumulados durante o experimento. A avaliação da requeima foi feita semanalmente com auxílio de uma escala descritiva de severidade e uma chave diagramática. A eficiência dos tratamentos foi comparada calculando-se a área abaixo da curva do progresso da doença, a taxa de progresso da doença (r) e produtividade de tomate. Os valores de r do melhor tratamento (dimetomorfe misturado com clorotalonil (VSD = 10) alternado com metiram variaram de 0,03 a 0,07, enquanto para o tratamento calendário semanal foi de 0,05 a 0,09 e para testemunha de 0,24 a 0,39. Dimetomorfe + clorotalonil (VSD = 10) alternado com metiram produziu em média 15,7 toneladas a mais de tomate, comparado ao tratamento calendário semanal de fungicidas. Dimetomorfe ou metalaxil-M misturado com clorotalonil (VSD = 10) baseado no sistema de previsão sem a alternância com metiram diferiu do calendário semanal baseado na severidade da doença e na produção de tomate. Os tratamentos piraclostrobina misturado com metiram (VSD = 8; VSD = 10) alternado com metiram; dimetomorfe misturado com mancozeb (VSD = 8; VSD = 10) alternado com metiram proporcionaram controle intermediário da requeima. O sistema de previsão baseado no uso de dimetomorfe misturado com clorotalonil alternado com metiram (VSD = 10) permitiu redução de uma aplicação da mistura dimetomorfe misturado com clorotalonil pulverização em dois dos três experimentos, comparados ao tratamento calendário semanal de aplicação de fungicidas, sem afetar a produção.

Determinants of cash holdings in Finnish industrial sector: measuring the impact of financial crisis 2007- 2010

This thesis studies cash and short term investments to net assets ratio of Finnish industrial companies during financial crisis, and how different firm specific and macro economical variables affect cash and short term investments. The data consists of quarter level interim reports. Regression analysis was used to find out the effects of different variables. Regression models were formed based on previous studies on cash holdings. It was found that firms studied held more cash during financial crisis than before it. Cash and short-term investments acted as substitute of net working capital. Leverage had a positive and significant relationship to cash and short term investment ratio. It was also found out that firms have a target cash and short term investments ratio.

Value co-creation in industrial buyer-seller partnerships - creating and exploiting interdependencies : an empirical case study

In summary the main findings of the study are that there seems to be is no universal definition of value in the context of industrial relationships, but a notion that it is context-, time-, and actor dependent. Value co-creation is a suitable concept in the context of buyerseller relationships. The evolution of a relationship from a transactional to a partnership is long and eventful - a process where the outcome is impossible to estimate in advance. The process is filled with differenttypes of events and also conflicts, which as a matter of fact can be seen as constructive forces in relationship development. The perceived value of a relationship is an antecedent to pursuing a high-involvement strategy; once a partnership exists, the value co-creation potential is realizable through exploiting interdependencies. Those interdependencies are the trigger for value co-creation potential. The value cocreation potential is realized though different processes of value co-creation either to achieve efficiency in exchange or effective use of resources. The logic of buyer-seller partnerships is to create and exploit interdependencies in order to create both efficiency and effective use of resources. (Summary of main findings p. 176)

Efeito da aplicação de fungicidas no controle de doenças foliares de arroz irrigado e sua relação com o rendimento industrial

RESUMO As doenças foliares do arroz podem comprometer o enchimento e a maturação dos grãos por acelerar a sua secagem e, consequentemente, reduzir o rendimento industrial. O uso de fungicida tem o potencial de reduzir os danos das doenças foliares da cultura e aumentar o rendimento industrial. O objetivo deste trabalho foi avaliar o número de aplicação de fungicida em diferentes estádios fenológicos no controle de doenças foliares para o patossistema múltiplo (brusone, mancha parda e escaldadura) e sua relação com o rendimento industrial (rendimento de benefício, grãos inteiros e grãos quebrados). Os experimentos foram conduzidos nas safras agrícolas 2011/12 e 2012/13 no município de Rio do Oeste, localizado no Alto Vale do Itajaí, estado de Santa Catarina. Nos experimentos foi utilizada a cultivar SCS 116 Satoru. O delineamento foi de blocos casualizados, com quatro repetições e seis tratamentos constituídos de aplicações de mistura de fungicida difenoconazol e azoxistrobina, sendo um dos tratamentos (testemunha) sem aplicação. As aplicações de fungicidas foram feita no estádio vegetativo V8 e nos reprodutivos R0, R2, R4 e R6. A colheita foi de forma manual, colhendo-se 2m2 da área central de cada parcela. Uma, duas, três, quatro e cinco aplicações de fungicida apresentaram incremento médio em relação á testemunha nas duas safras, de 6%, 7,2%, 13,1%, 17,4% e 19,2% no rendimento debenefício,14,6%, 28,5%, 36,1%, 45% e 48,7% para grãos inteiros e reduziu o percentual de grãos quebrados em 4,4%, 13,2%, 21,7%, 35% e 41,4,1%, respectivamente.

Usability of laser–arc hybrid welding processes in industrial applications

Metal industries producing thick sections have shown increasing interest in the laser–arc hybrid welding process because of its clear advantages compared with the individual processes of autogenous laser welding and arc welding. One major benefit of laser–arc hybrid welding is that joints with larger gaps can be welded with acceptable quality compared to autogenous laser welding. The laser-arc hybrid welding process has good potential to extend the field of applications of laser technology, and provide significant improvements in weld quality and process efficiency in manufacturing applications. The objective of this research is to present a parameter set-up for laser–arc hybrid welding processes, introduce a methodical comparison of the chosen parameters, and discuss how this technology may be adopted in industrial applications. The research describes the principles, means and applications of different types of laser–arc hybrid welding processes. Conducted experiment processing variables are presented and compared using an analytical model which can also be used for predictive simulations. The main argument in this thesis is that profound understanding of the advanced technology of laser-arc hybrid welding will help improve the productivity of welding in industrial applications. Based on a review of the current knowledge base, important areas for further research are also identified. This thesis consists of two parts. The first part introduces the research topic and discusses laser–arc hybrid welding by characterizing its mechanism and most important variables. The second part comprises four research papers elaborating on the performance of laser– arc hybrid welding in the joining of metals. The study uses quantitative and qualitative research methods which include in-depth, interpretive analyses of results from a number of research groups. In the interpretive analysis, the emphasis is placed on the relevance and usefulness of the investigative results drawn from other research publications. The results of this study contribute to research on laser–arc hybrid welding by increasing understanding of how old and new perspectives on laser–arc hybrid welding are evidenced in industry. The research methodology applied permits continued exploration of how laser–arc hybrid welding and various process factors influence the overall quality of the weld. Thestudy provides a good foundation for future research, creates improved awareness of the laser–arc hybrid welding process, and assists the metal industry to maximize welding productivity.

Influência do tratamento térmico do resíduo sólido industrial (Grits) na resistência mecânica de um latossolo para pavimentos de estradas florestais

Em estudos que envolvem o tratamento de solos com aditivos químicos com fins rodoviários, merecem especial importância aquelas pesquisas orientadas no sentido de descobrir novos meios de torná-los mais econômicos e, ao mesmo tempo, mais resistentes. No presente trabalho, o resíduo sólido industrial Grits, oriundo do processo de fabricação de papel e celulose, foi aplicado a um latossolo denominado ETA, característico da microrregião de Viçosa, Minas Gerais, Brasil, com o intuito de melhorar suas características mecânicas para sua aplicação em pavimentos de estradas florestais. O Grits, após receber tratamento térmico a 200, 300, 400, 500 e 600 ºC, em mufla, foi misturado no teor de 10%, em peso, ao solo anteriormente citado. Parâmetros geotécnicos, característicos dos ensaios de compactação e resistência à compressão simples, foram utilizados para avaliar o efeito do tratamento térmico nas misturas solo+10% Grits. Os resultados indicaram que o Grits tem potencial para estabilização de solos de pavimentos de estradas florestais, sendo o melhor resultado alcançado para o Grits tratado a 600 ºC, pois houve ganhos de resistência mecânica.

IT Financial Management In a Large Industrial Company

IT Service Management plays a key role in many IT organizations today. First IT Service Management principles founded in the early 1980s but the real adaption emerged in the end 2000s. IT Financial Management is one of IT Service Management’s processes. The main purpose of this thesis was study how IT Financial Management approach can be improved in a case company. Budgeting, accounting and charging are IT Financial Management functions. These functions are researched in this thesis. Thesis materials consist of both qualitative and quantitative material. The theoretical part consists mostly of IT Service Management literature while interviews and the case company’s information systems are researched in the empirical part. Thesis also reviews different kind of the systems which supports and automates IT Financial Management functions. The biggest challenge is the cost allocation with the current ERP system in the case company. It is worth to take group based system for allocation in use before there is a holistic system in a market. The case company should also develop its IT service processes forward.

Industrial solid waste (whitewash mud) use in forest road pavements

The objective of the present study was to evaluate the effects of industrial solid waste (whitewash mud) on geotechnical properties considering the following engineering parameters: California Bearing Ratio (CBR), Atterberg limits and Permeability test. Seven soil samples derived from Alagoinhas, Bahia - Brazil, were classified by the Transportation Research Board (TRB) system. Two were selected as having a great geotecnical potential classified as A-3 (0) and A-2-4 (0), whitewash mud contents 10%, 15%, 20% and 25% dry weight and medium compaction effort were studied in the laboratory testing program. The results indicated the soil denominated good gravel as being the most promising one, when stabilized with whitewash mud, reaching the best results with the dosage of 20 and 25% of whitewash mud.

Uso do resíduo industrial grits em pavimentos de estradas florestais: influência do período de cura na resistência mecânica e expansão de misturas solo-grits compactadas

Analisou-se a influência do teor de estabilizante, da energia de compactação e do período de cura na resistência mecânica e expansão de dois solos da Zona da Mata Norte de Minas Gerais. As amostras de solos residuais de gnaisse coletadas na cidade de Viçosa, MG, Brasil, respectivamente, de texturas argilo-areno-siltosa e areno-argilo-siltosa, foram denominadas solos 1 e 2. Empregou-se como estabilizante químico o resíduo "grits" fornecido pela empresa de Celulose Nipo Brasileira (CENIBRA); os teores, em massa, de 4, 8, 12, 16, 20, 24 e 28% desse resíduo foram utilizados nas misturas solo-"grits". Corpos-de-prova das misturas solo-"grits" foram compactados nos teores ótimos de umidade relativos às energias de compactação dos ensaios Proctor intermediário e modificado e curados por 0, 7, 28 e 90 dias. Avaliou-se a resistência mecânica dos solos e misturas através dos seguintes parâmetros: (a) índice de suporte Califórnia (ISC ou CBR), resistência à compressão não confinada (RCNC) e resistência à tração em compressão diametral (Rt). Os resultados permitiram concluir que todos os parâmetros considerados na análise influenciaram, significativamente, a resistência mecânica das misturas solo-"grits", sendo o comportamento das misturas solo 1-"grits" influenciado, também, pelo teor de sódio presente na constituição química do "grits".

Avaliação econômica e financeira de projetos de fornos dos tipos container industrial e retangular de 40 estéreos

Este trabalho teve como objetivo principal a análise econômica e financeira de um projeto com 100 fornos tipo container industrial e 100 fornos tipo retangular de 40st. para a produção de carvão vegetal. Para tanto, utilizaram-se como indicadores financeiros a lucratividade, rentabilidade, prazo de retorno do investimento e ponto de equilíbrio. Os indicadores econômicos utilizados para proceder a análise econômica foram o VPL, TIR, B(C)PE e B/C. Concluíram que os fornos são viáveis do ponto de vista econômico e financeiro. Entretanto o forno container por ter maior VPL daria um retorno mais lucrativo quando comparado ao retangular de 40 st.

Estudo das relações dos atores sociais no complexo industrial florestal de Minas Gerais

O objetivo deste estudo foi conhecer as interações entre os diferentes atores sociais relacionados às empresas do complexo industrial florestal de Minas Gerais. Tendo em vista tratar os dados obtidos, utilizou-se a adaptação da escala Likert como mecanismo de medida, tornando possível aferir o grau de concordância e importância atribuídas pelos entrevistados diante das afirmativas descritas no questionário aplicado. A relação com o governo, sociedade, clientes, fornecedores e concorrentes é considerada importante, sendo a busca por informações prática generalizada. A carga tributária, a má qualidade da rede viária e o apoio insuficiente destacaram-se como obstáculos ao desenvolvimento da atividade produtiva.

From Fluid Dynamics to Human Psychology.What Drives Financial Markets Towards Extreme Events

For decades researchers have been trying to build models that would help understand price performance in financial markets and, therefore, to be able to forecast future prices. However, any econometric approaches have notoriously failed in predicting extreme events in markets. At the end of 20th century, market specialists started to admit that the reasons for economy meltdowns may originate as much in rational actions of traders as in human psychology. The latter forces have been described as trading biases, also known as animal spirits. This study aims at expressing in mathematical form some of the basic trading biases as well as the idea of market momentum and, therefore, reconstructing the dynamics of prices in financial markets. It is proposed through a novel family of models originating in population and fluid dynamics, applied to an electricity spot price time series. The main goal of this work is to investigate via numerical solutions how well theequations succeed in reproducing the real market time series properties, especially those that seemingly contradict standard assumptions of neoclassical economic theory, in particular the Efficient Market Hypothesis. The results show that the proposed model is able to generate price realizations that closely reproduce the behaviour and statistics of the original electricity spot price. That is achieved in all price levels, from small and medium-range variations to price spikes. The latter were generated from price dynamics and market momentum, without superimposing jump processes in the model. In the light of the presented results, it seems that the latest assumptions about human psychology and market momentum ruling market dynamics may be true. Therefore, other commodity markets should be analyzed with this model as well.