Factors Affecting Growth in Semiconductor Business-to-Business Sales

Abstract

This thesis focuses on factors influencing sales growth in semiconductor market. The thesis is commissioned by Okmetic Oy which is a manufacturer of high-tech silicon wafers in Vantaa and an essential player of the electronics industry chain. Okmetic's strategy is to grow profitably together with its customers. To ensure this, it is important to understand their market position in relation to competitors, the strengths, and weaknesses of the company, as well as customer requirements and applications. Okmetic is in a new market situation as they are expanding and opening a new factory 2025. The capacity will more than doubled, and it will no longer be a limiting factor for sales growth. The aim of the thesis is to understand the factors affecting sales growth in the new market situation. The purpose of the study is to find answers to the following questions: How to enable increased sales with customers? What are the problem areas in terms of sales promotion? What makes the customer choose Okmetic? What works, what is done right? What makes Okmetic even more competitive when there is no longer a capacity limit? The results of the survey corresponded to theoretical views on customer expectations and Okmetic's strengths and weaknesses. In conclusion, the upcoming factory expansion is both an inspiring opportunity and a place for growth, but at the same time, it is also a big challenge to fulfil hopes and dreams and adapt to new things. The result of the work is several development suggestions and recommendations for the company, and also challenges to be taken into account in planning the future.