Towards a Technician Marketplace using Capacity-Based Pricing

Today, industrial maintenance is organized as an on-call business: Upon a customer’ s service request, the maintenance provider schedules a service technician to perform the demanded service at a suitable time. In this work, we address two drawbacks of this scheduling approach: First, the provider typically prioritizes service demand based on a subjective perception of urgency. Second, the pricing of technician services is inefficient, since services are priced on a time and material basis without accounting for additional service quality (e.g. shorter response time). We propose the implementation of a technician marketplace that allows customers to book technician capacity for fixed time slots. The price per time slot depends on the remaining capacity and therefore incentivizes customers to claim slots that match their objective task urgency. The approach is evaluated using a simulation study. Results show the capabilities of capacity-based pricing mechanisms to prioritize service demand according to customers’ opportunity costs

Pricing service maintenance contracts using predictive analytics

As more manufacturers shift their focus from selling products to end solutions, full-service maintenance contracts gain traction in the business world. These contracts cover all maintenance related costs during a predetermined horizon in exchange for a fixed service fee and relieve customers from uncertain maintenance costs. To guarantee profitability, the service fees should at least cover the expected costs during the contract horizon. As these expected costs may depend on several machine-dependent characteristics, e.g. operational environment, the service fees should also be differentiated based on these characteristics. If not, customers that are less prone to high maintenance costs will not buy into or renege on the contract. The latter can lead to adverse selection and leave the service provider with a maintenance-heavy portfolio, which may be detrimental to the profitability of the service contracts. We contribute to the literature with a data-driven tariff plan based on the calibration of predictive models that take into account the different machine profiles. This conveys to the service provider which machine profiles should be attracted at which price. We demonstrate the advantage of a differentiated tariff plan and show how it better protects against adverse selection

Optimal design of uptime-guarantee contracts under IGFR valuations and convex costs

An uptime-guarantee contract commits a service provider to maintain the functionality of a customer’s equipment at least for certain fraction of working time during a contracted period. This paper addresses the optimal design of uptime-guarantee contracts for the service provider when the customer’s valuation of a contract with a given guaranteed uptime level has an Increasing Generalized Failure Rate (IGFR) distribution. We first consider the case where the service provider proposes only one contract and characterize the optimal contract in terms of price as well as guaranteed uptime level assuming that the service provider’s cost function is convex. In the second part, the case where the service provider offers a menu of contracts is considered. Given the guaranteed uptime levels of different contracts in the menu, we calculate the corresponding optimal prices. We also give the necessary and sufficient conditions for the existence of optimal contract menus with positive expected profits

Building best practice automotive after sales network:The Volkswagen case

This thesis aims to analyze the service operations and networks in the automotive industry as research into the automotive After Sales service network lacks the necessary fine details and industrial feedback. Its purpose is to present the insights and lessons learned from studying the After Sales service network of Volkswagen, thereby defining a roadmap for further research, and to discuss the needs of the sector. The foremost idea in defining the research question was based on the observation that the automotive After Sales business could be improved by applying and adapting principles and methods used in other industries and in the field of Business Operations research. The initial step thereafter was an extensive external and internal literature research. The key characteristics of the automotive industry in Germany, at the VW Group, at OEMs and at the wholesale level were identified and are described in chapter two. In chapter three the primary After Sales processes are described and analyzed, from the interaction with the customer to the necessary activities at wholesale and OEM level. The proposed research methodology relied on extensive external and internal research and a qualitative and quantitative approach based on structured, in-depth interviews and direct observation. The objective of the interviews was to highlight the most important activities in the service delivery operations within the network and identify the major key factors for success or failure. The best practice dealer model is described in chapter five and was subsequently abstracted and generalized so that it can be applied to other industries too. A Data Envelopment Analysis (DEA), described in chapter six, was undertaken to determine the “efficient frontier” of service operations. Key performance indicators were identified from the important elements discussed and the best practices. In order to achieve an in-depth understanding of their general business models a benchmark analysis of six companies from industrial sectors complementary to the automotive business was then carried out and is described in chapter seven. The thesis highlights the development of a “best practice” network in chapter eight. This network grasps the dynamics of After Sales activities in the light of new technological developments and the experience gained from the benchmark with other industries. The thesis closes with an evaluation of the research work

Product-Service Bundling in Manufacturing Firms

abstract: Most advanced economies have evolved into service economies with the majority of their activity and jobs being in the service sector. The manufacturing sector is also going through a similar shift towards services. Manufacturers are increasingly complementing their products with new services in order to satisfy a broader array of customer needs and increase the value of their offerings. This shift has offered significant opportunities to the sector and the success of major firms such as IBM, Caterpillar, and Rolls-Royce in competing through services has been remarkable. Despite the increased importance of services in the manufacturing sector, the academic literature is yet to investigate the many questions that arise under this new manufacturing paradigm. Perhaps for the same reason study of servitization is listed as a research priority in recent publications both in the field of service operations management and in the field services marketing. This dissertation covers three essays aimed at disentangling multiple aspects of the role of services in the manufacturing sector. The literature on the drivers and implications of transition towards services in manufacturing firms is limited. The three studies in this dissertation aim at shedding light on this issue. Specifically, the first essay looks at the innovation benefits of service transactions with customers. This paper demonstrate the value of services in getting manufacturers closer to customers and allowing them glean useful information from their service interactions. The second essay investigates the antecedents of service strategy adoption. We suggest that the extant diversification theory does not fully explain servitization and this phenomenon represents a unique type of diversification, which is likely driven by different factors. Through econometric analysis of financial data over a 27-year period, this study explores characteristics of product, firm resources, competition, and industry that encourage adoption of service strategies in manufacturing sector. Finally, the third essay takes a deeper dive and focuses on dealerships, as service centers, in the automobile industry. It investigates the role of dealerships in the success of automakers and explores dealership traits that are critical for market success of an automobile brand.Dissertation/ThesisDoctoral Dissertation Business Administration 201

Supply chain coordination and integration under yield loss

The primary objective of this dissertation is to develop analytical models for typical supply chain situations to help supply chain decision-makers under supply yield loss. We derive solution procedures for each model and present several managerial insights obtained from our models through numerical examples. Additionally, this research provides decision-makers insights on how to incorporate uncertainty in demand and supply and shortage information into a mathematical model. This study deals with three forms of integrated cost-profit models under different scenarios including coordination policy and supply yield loss in a two-stage supply chain involving a retailer and a supplier, dealing with a single product under deterministic condition. We compare the profits of the whole supply chain system under the coordinated policy with those of individual decision making approaches and demonstrate the efficiency of coordination. These models attempts to find the optimal solutions for the retailer’s order quantity, quality level, amount of emergency procurement, and the production and shipment decisions of the supplier, so that the resulting joint total profit for the entire supply chain is maximized. We illustrate our model and the potential benefits of outsourcing in a supply chain system through a numerical example. Extending the analyses obtained above, we then develop models for an integrated supplier–retailer supply chain under imperfect production and shortages, with the additional decision variable of market pricing on the part of the retailer. We assume that market demand is sensitive to the retailer’s selling price and study the combined operation and pricing decisions in the supply chain. We develop profit maximization models for the cases of independent and joint optimization. The results of obtained from our analyses demonstrate that the individual profit, as well as joint profit can be increased by our suggested model, under a non-linear price dependent demand function. In addition, the results with retailer-supplier coordination tend to be superior, which leads to illustrate that setting appropriately retailer’s selling price can increase market demand and the profits of both parties, as well as that of the supply chain. Finally, numerical examples are presented to illustrate these models, and the sensitivity analyses of a selected set of model parameters on the total profit is conducted. A major finding of this study is that coordination between the retailer and the supplier improves channel profit significantly. Furthermore, the possibility of external procurement tends to improve total system profitability as the price sensitivity of demand increases.Ph.D., Business Administration -- Drexel University, 201