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www.bmilab.com
Hilti: the customer wants holes
not drill hammers
Discover how to innovate YOUR Business
with the 55 Busine...
www.bmilab.com
Did you know that 90% of the most
successful companies are based on
only 55 Business Model Patterns?
That m...
www.bmilab.com
Now, see how Hilti innovated its industry
www.bmilab.com
First, see how the drill business used to work
WHO WHAT
HOW WHY
- Construction firms need drills
to handle ...
www.bmilab.com
But this do not satisfy major customer problems
RELIABILITY
- Broken drilling machines
can cause heavy loss...
www.bmilab.com
Now, Meet Hilti!
WHO WHAT
HOW WHY
- Especially bigger construction
firms, which need stable
high quality an...
www.bmilab.com
But HOW did Hilti innovate?
www.bmilab.com
#12 Direct Selling
HOW HILTI DOES IT: A new big sales
department has been introduced, which is
specifically...
www.bmilab.com
#20 Guaranteed Availability
HOW HILTI DOES IT: Through the Fleet
Management program, Hilti organizes the
ma...
www.bmilab.com
#27 Lock-In
HOW HILTI DOES IT: By leasing the drills
and offering full maintenance through
long-term subscr...
www.bmilab.com
WANT TO LEARN MORE?
Yes, we know, we only
gave you a small taste
of what’s to come!
And that was a piece of...
www.bmilab.com
Visit www.bmi-lab.ch and
discover more about Business
Model Innovation!
PS.: No real cake included! But mor...
www.bmilab.com
WHERE DOES IT ALL COME FROM?
Of course, there was a
lot of research behind
the pattern cards
The result of ...
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Hilti: Holes instead of Hammers. Business Model Innovation Explained

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See how Hilti innovated its industry by focusing on a service rather than selling its products. This Slideshare explains the process by using the Business Model Pattern Cards based on the St. Gallen Business Model Navigator. For more information, check out our website: www.bmi-lab.ch

Publicado en: Empresariales

Hilti: Holes instead of Hammers. Business Model Innovation Explained

  1. 1. www.bmilab.com Hilti: the customer wants holes not drill hammers Discover how to innovate YOUR Business with the 55 Business Model Patterns Based on the St Gallen Business Model Navigator
  2. 2. www.bmilab.com Did you know that 90% of the most successful companies are based on only 55 Business Model Patterns? That means that innovation is mostly built on the recombination of already existing ideas. Want to learn more about the patterns and the process? Check out our Uber Slideshare
  3. 3. www.bmilab.com Now, see how Hilti innovated its industry
  4. 4. www.bmilab.com First, see how the drill business used to work WHO WHAT HOW WHY - Construction firms need drills to handle performances - Different requirements in respect to various treated materials and operations - Selling single drills - Remedial maintenance is mostly provided by independent providers - Tools wholesales - Commercial agents who target purchasing departments - High one-time payment for every sold drill
  5. 5. www.bmilab.com But this do not satisfy major customer problems RELIABILITY - Broken drilling machines can cause heavy losses, because most performances are consecutive in construction business - In case of reparation, service parts and providers are often not quickly reachable - A further problem is that tools are stolen at construction sites frequently COSTS - Specialized drilling machines are very costly - High amounts of investment result in fewer repeated buys - On the other hand uncertain reliability leads to the demand for extra stock of tools
  6. 6. www.bmilab.com Now, Meet Hilti! WHO WHAT HOW WHY - Especially bigger construction firms, which need stable high quality and permanent availability - Drill Fleet Management: availability of right tool at right time and right location - Rather than selling the drills, a leasing system is implemented - Direct targeting of the users on the ground by new problem focused sales team - Full maintenance everywhere through Hilti Centers - Subscription fees - No high one-time investment cost for customers - Full service allows for distinctly higher returns for Hilti
  7. 7. www.bmilab.com But HOW did Hilti innovate?
  8. 8. www.bmilab.com #12 Direct Selling HOW HILTI DOES IT: A new big sales department has been introduced, which is specifically focused on the problems of drill users on the ground.
  9. 9. www.bmilab.com #20 Guaranteed Availability HOW HILTI DOES IT: Through the Fleet Management program, Hilti organizes the machine park of the customer and with decentralized “Hilti Centers” it ensures permanent availability of the right tools.
  10. 10. www.bmilab.com #27 Lock-In HOW HILTI DOES IT: By leasing the drills and offering full maintenance through long-term subscription contracts, Hilti achieves long-term customer relationships.
  11. 11. www.bmilab.com WANT TO LEARN MORE? Yes, we know, we only gave you a small taste of what’s to come! And that was a piece of cake, wasn’t it? Easy, but delicious! If you’re still hungry for more…
  12. 12. www.bmilab.com Visit www.bmi-lab.ch and discover more about Business Model Innovation! PS.: No real cake included! But more juicy information ;)
  13. 13. www.bmilab.com WHERE DOES IT ALL COME FROM? Of course, there was a lot of research behind the pattern cards The result of it is this book to the right: The Business Model Navigator! by Oliver Gassmann, Karolin Frankenberger & Michaela Csik

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