This case study presents a company within the wood industry, selling blades to cut wood. In a highly competitive field, price was the unique factor to differenciate from the competitors.
This specific company had to rethink its way of selling and contractualizing. It went from seling blades to selling a global offer including maintenance, logistics, supply, and assessment, thus leading to functional economy model. This company then decided to focus on Customer Relationship Management (CRM).
As a result, blades were lasting longer (life extension), customers considered outsourcing the maintenance of these tools, and less blades were to be creating which means a reduction of materials and energy consumption for the company.
To understand the whole process this company went through and what skills it required please find below the full case study.