Developing the New Truck Sales Process for Battery Electric Trucks
Silvonen, Janne (2022)
Silvonen, Janne
2022
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-202205047229
https://urn.fi/URN:NBN:fi:amk-202205047229
Tiivistelmä
This thesis is conducted for the case company to evaluate the new Truck Sales Process (TSP) for Battery Electric Vehicle (BEV) sales. Automotive industry in Finland, Nordic, Europe and worldwide is facing significant changes and challenges, when traditional internal combustion powered diesel trucks start to change to electric powered trucks. This change of the energy powered by the trucks may not sounds significant, but it brings many questions which need to solve. Therefore existing processes need to be re-evaluated, the organization need trainings, so that the company may offer answers to customers questions, which was done in this Thesis.
The study was conducted by using qualitative research methods and mainly relied on unstructured or semi-structured interviews. Based on the results of the current state analysis, the current TSP was analyzed, and it was identified that the new BEV sales need only sub-processes to be added to the tradition TSP process.
The theoretical framework focused on the topics of new technologies, business models and processes. The proposal for the case company was developed based on the results from the current state analysis, the theoretical framework, as well as a new round of data collection and co-development with the stakeholders. As a result of this thesis, new steps were proposed to be either added to the traditional TSP or the existing steps changed to adapt to the new product (BEV) sales.
The outcome of this study is the proposal for the new sub-processes added for conducting BEV sales in the current TSP process, and the action plan was developed how the new ways of working will be put into action. These processes have been created only for BEV’s and sales of BEV trucks for customers. It became obvious that new technology brings new element to sales processes which need special knowledge for the BEV’s. These elements were important to describe on a detailed level, and plan how to train the sales personnel for these processes, so that the company can operate efficiently, and responsibilities are clear for everyone. As sales have just begun for the new BEV trucks, major changes will still happen in the upcoming years, and the processes will need to be re-evaluated again soon for the sales of BEV trucks to be adopted as part of the normal sales processes.
The study was conducted by using qualitative research methods and mainly relied on unstructured or semi-structured interviews. Based on the results of the current state analysis, the current TSP was analyzed, and it was identified that the new BEV sales need only sub-processes to be added to the tradition TSP process.
The theoretical framework focused on the topics of new technologies, business models and processes. The proposal for the case company was developed based on the results from the current state analysis, the theoretical framework, as well as a new round of data collection and co-development with the stakeholders. As a result of this thesis, new steps were proposed to be either added to the traditional TSP or the existing steps changed to adapt to the new product (BEV) sales.
The outcome of this study is the proposal for the new sub-processes added for conducting BEV sales in the current TSP process, and the action plan was developed how the new ways of working will be put into action. These processes have been created only for BEV’s and sales of BEV trucks for customers. It became obvious that new technology brings new element to sales processes which need special knowledge for the BEV’s. These elements were important to describe on a detailed level, and plan how to train the sales personnel for these processes, so that the company can operate efficiently, and responsibilities are clear for everyone. As sales have just begun for the new BEV trucks, major changes will still happen in the upcoming years, and the processes will need to be re-evaluated again soon for the sales of BEV trucks to be adopted as part of the normal sales processes.