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Dienstleistungen im Maschinenbau

Dienstleistungen im Maschinenbau


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About the Book

Inhaltsangabe: Einleitung: Immer mehr Maschinenbauer definieren sich heute nicht mehr als reine Produkthersteller, sondern als Lösungsanbieter für ihre Kunden. Dieses Geschäftsmodell zielt darauf ab, mit Hardware und Dienstleistungen kundenspezifische Problemlösungen abzubilden. Vielen dieser Maschinenbauer gelingt es jedoch nicht, den für die Kunden geschaffenen Mehrwert über höhere Margen abzuschöpfen. Andere Branchen, wie z.B. IT-Hardware Produzenten, sind in dieser Hinsicht wesentlich erfolgreicher. In der vorliegenden Arbeit wird gezeigt, dass der Maschinenbau bei agressiverer Vermarktung und Bepreisung von Dienstleistungen den Branchenumsatz um 14% steigern kann. Aufgrund der großen Bedeutung des Maschinenbaus für die deutsche Volkswirtschaft würde dies zu einem zusätzlichen Wachstum von Deutschlands BIP um 1% führen. Allerdings ist die Vermarktung industrieller Dienstleistungen des Maschinenbaus mit zahlreichen spezifischen Problemen verbunden, die hauptsächlich durch deren Individualität bedingt sind. Der Anbieter von industriellen Dienstleistungen muss in der Wahrnehmung des Kunden eine höhere Problemlösungskompetenz als die Wettbewerber oder er selbst verfügen. Nur dann ist er bereit, für die Dienstleistungen zu bezahlen. Aufgabe des Anbieters ist es, dem Kunden den Wert seiner Dienstleistungen zu vermitteln. Je höher der tatsächliche wirtschaftliche und der wahrgenommene Wert für den Kunden, desto höher wird dessen Preisbereitschaft ausfallen. Der industrielle Dienstleister kann den wirtschaftlichen und wahrgenommenen Kundenwert mit Hilfe eines im Rahmen der vorliegenden Arbeit entwickelten Instrumentariums ermitteln und in seine Preisfindung einbeziehen. Führende Maschinenbauer wie die Heidelberger Druckmaschinen AG und die Lignum Gruppe haben sich durch konsequente Umsetzung ihrer Preisstrategien mit Dienstleistungen neues Wachstumspotenzial erschlossen. Inhaltsverzeichnis: Inhaltsverzeichnis: ABKÜRZUNGSVERZEICHNISv ABBILDUNGSVERZEICHNISvi 1.E


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Product Details
  • ISBN-13: 9783838657622
  • Publisher: Diplom.de
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 7 mm
  • Weight: 209 gr
  • ISBN-10: 3838657624
  • Publisher Date: 20 Aug 2002
  • Height: 210 mm
  • No of Pages: 114
  • Series Title: German
  • Sub Title: Vom Kostenfaktor zum Gewinntreiber
  • Width: 148 mm


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