Page 399 - Value Proposition Design: How to Create Products and Services Customers Want - PDFDrive.com
P. 399
A Fresh Start
Hilti used its new service-based value proposition to create more value for
construction companies by ensuring that they had the right tools at the right
place at the right time. This would help construction companies achieve a much
more predictable cost management and keep operations profitable.
Impact on the Business Model
Moving from products to services sounds like an easy and obvious value
proposition shift, but it requires substantially reengineering the business model.
Hilti had to add substantial new service resources and activities in addition to
manufacturing. But it was worth it. With their new value proposition, Hilti
achieves higher margins, recurring revenues, and better differentiation.
