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Digital Sales Excellence: Systematic implementation of new technologies in sales force management
(2017)
This bachelor thesis deals with the changing qualification requirements caused by In-dustry 4.0 and provides an overview of the current qualifications of employees and the accompanying future training measures to improve their qualifications, using Daimler and its strategies as an example. The results regarding necessary future qualifications are derived from an extensive literature research as well as an employee survey and qualitative expert interviews. Previous studies depict that due to Industry 4.0 and the transformation from internal combustion engines to electrical engines many current job positions are dissolving, but in return new fields of work are being created. Conse-quently, to see what challenges companies and employees will face in the future, the-oretical concepts were described and analyzed. As theoretical basis the resource-based, competence based and knowledge-based view as well as the strategic leader-ship approach were chosen, which explain how companies grant their competitive ad-vantage and future success. Afterwards, the theoretical foundations were applied to the resources, competences, knowledge and leadership styles relevant to Industry 4.0. In addition, the company, which served as the research object, was presented with its business units, departments and strategies. Conclusively, the results state that it is necessary and possible to invest primarily in basic knowledge using further training measures. Additionally, more intensive communication is required for the effi-cient implementation of the company's strategy. Lastly, recommendations regarding training measures to increase competences, limitations and further measures are dis-cussed.
The management of the company Brasch Feinkost is striving for a digital process, which is particularly necessary and examined in incoming goods.
The change from analog to digital processes cannot be implemented without further planning in advance, which is why a concept must be developed that includes different steps. The introduction of warehouse management software in particular requires basic steps that are part of a clear concept. The representation of the actual processes in the incoming goods department at Brasch Feinkost are not only necessary for a specification sheet, but should also show comparisons between analog and digital processes by creating the target processes. With the identified weaknesses and approaches for improvement, the necessity of the digital way of working is shown by means of different analyzes and external benchmarking. The market research is ultimately intended to find a suitable provider of digitally supporting software based on the specified optional and mandatory requirements.
Abstract
The large-scale impact of the climate change on all regions and industries of the world underlines the need for action in the logistics sector. Despite literature in this field has matured fast since the last 5 years, it neglects the consideration of digital tools or measures to introduce sustainability in the sector. Consequently, precise recommendations on how to manage digital disruptions in order to reach sustainability goals in Logistics are lacking.
The objective of this thesis is to develop those recommendations and to facilitate their implementation for practitioners in the truck container transportation sector. To do so, the impact as well as the evolution of digitalization must be determined. Besides, factors for managing digital change successfully and measuring their impact in this sector shall be ascertained. Finally, a holistic framework to support the implementation process for becoming more sustainable by using digitalization should be presented.
A single-case study at the Logistics Start-Up “driveMybox” intends to fill the identified gap in knowledge. Particularly, it is studied how the organization manages to use digital tools to offer CO2-neutral truck container transports on their platform. Thereby, the different approaches are being looked at. Besides, data is gathered through qualitative interviews and other internal documents.
The first outcome of the thesis is an overview that illustrates the role of digitalization in Logistics. It increases the awareness of the digital impact and helps practitioners to take useful actions. Furthermore, a clear set of success factors to forward sustainability in the transportation sector was developed. Finally, a holistic result depicts which steps can lead to a more sustainable transportation process. Summarising, the thesis contributes to extant literature by combining digitalization with approaches to sustainability. The given recommendations consider the particularities of Start-Ups and support practitioners in this field with valuable guidelines and a holistic framework.
Digitalization is one of the major challenges for companies today. Well-established “traditional” companies have to adapt and develop new business models to stay competitive. Digitalization, connected services and alternative drive technologies are identified as key trends in the automotive industry. New competitors from different industry segments, e.g. IT industry, enter the automotive industry. Therefore, the automotive industry faces new challenges due to digitalization. These challenges are identified in the scope of this thesis. One major is a transformation of the classic sales process of a vehicle. Mercedes-Benz Special Trucks developed a new certified partner program. Bodybuilders, who are working with the model series Econic, can apply for the partner status.
Furthermore, Mercedes-Benz Special Trucks will launch a product information platform. Bodybuilders have the opportunity to market themselves and their products on the platform. Therefore, this thesis aims to identify the theoretical factors of the success of a digital platform and to transfer these factors to the automotive industry. Qualitative research methods were conducted to examine the practical relevance of these factors. By analyzing already existing platforms in the automotive industry, it turned out that many industry-specific success factors are already implemented. Thereby a series of recommendations for actions, regarding the design and optimization of the EconicPartner Portal, were derived.
Currently, a digital transformation is taking place in logistics and manufacturing environments of the Robert Bosch GmbH. This digital transformation consists of several central initiatives, resulting in big impacts on the organizations of the business units. This paper aims to provide an overview of these organizational changes with regard to the role of change management. After identifying the organizational setting at Bosch, the ongoing digital transformation at the business unit Powertrain Solutions is analyzed by focusing on the future collaboration strategy between logistics and manufacturing as well as the organizational transformation along the Value Stream Integrated Processes and IT program. The complexity of the ongoing transformation is narrowed down to the changes in processes and IT-landscapes before elaborating the future interaction between the landscape documentation tools “scout.it” and “Lean IX”. The readiness of plants in preparation for the Bosch Manufacturing and Logistics Platform is determined by creating a dashboard using Microsoft Power BI.
Ahead of the analytical work, the paper considers theoretical insights about the current state of research in terms of the digital development and change management to ensure successful planning, implementation and preservation of future organizational changes at Bosch.
Conception and development of a corporate website strategy on the example of KARL STORZ SE & Co. KG
(2022)
In recent years, digitalization has caused an increasing transformation of the entire business world towards a digitalized economy. The Covid-19 pandemic has rapidly accelerated this ongoing digital transformation. Therefore, online presence is also becoming increasingly important for companies to survive in the digital economy. KARL STORZ SE & Co. KG, a traditional medium-sized company firmly focused on face-to-face sales, was strongly affected by the limitations of the pandemic. Switching to digital alternatives, especially the corporate website, stands out as the most critical digital cross point.
This bachelor thesis uses a marketing strategy model to analyze and research the position of KARL STORZ SE & Co. KG in the market and explores the functions and characteristics that a corporate website must have to meet today’s customer, stakeholder, and employee needs.
First, this work intends to offer an overall understanding of digitalization and its impact on the medical technology industry and medium-sized companies. Secondly, the corporate website characteristics are considered. The third theoretical part includes the analysis of two digital marketing strategy models, which are compared with each other. Finally, the company KARL STORZ SE & Co. KG and its website are presented, and a strategy model for developing a website strategy for the business year 2023 and beyond is applied.
Interviews conducted with internal and external experts on websites provide valuable information and a deeper understanding of the importance of a website in the digital environment.
In the end, this paper gives recommendations for actions for website development.
Digitalization is currently taking place in all areas of the business environment. This thesis aims to provide an overview of digitalization in the field of controlling, specifically focusing on the use business intelligence (BI) dashboards. Embracing digitalization by implementing BI enables companies to transform the way in which data and information relevant for decision making is procured and managed. The utilization of a BI solution to conduct complex analyses is exemplified by the conceptualization and development of a BI dashboard for assessing the consolidation effect at Bosch Rexroth AG. The importance of designing an effective dashboard according to its purpose in a simple, clear and intuitive way as a front-end application of a BI solution is emphasized. Furthermore, five different potential roles for the controller that arise as digitization progresses are identified, all of which require an expansion of the controller's IT capabilities.
Key factors sustainability and digitalization – an analysis of countries performance and actions
(2022)
Climate change is an extremely relevant topic nowadays in everyday life, politics and even economy. Therefore, it is important to understand the dimension of this topic and be conscious about how it is affecting everyone’s life. Many people’s base of living is fading through for example crop failure or natural disasters. Next, businesses must also adapt since many governments have implemented emission caps which force organizations to restructure business processes to meet those goals. Adapting to new circumstances or ways of working is crucial to fight back menacing environmental changes and without coherent enforcement, the goal of combating global warming and tackling climate change can’t be achieved.
But how can these challenges be fought against in a meaningful way and matter in a long-term perspective? There were already some attempts made like setting a maximum for global warming worldwide. On the other hand, there is no country which can meet those in the required period of time. Next to battle the problem of global warming every country in the world has to take part and work together, or else the goals can’t be fulfilled, which can occur to be difficult and hard to execute in reality. If there is no coherency in enforcement the aim of fighting the global warming and climate change can’t be attained.
The essential query I want to obtain with this thesis is what the possibilities for countries through sustainability and digitalization to live and operate in a more renewable way are. Part of this work will be assessing Sweden’s progress and development in this field since they are pioneers in both key areas. Afterwards there will be a comparison to Morocco and Singapore which at first glance differ completely from each other to work out differences and common ground.
In the end contrasting key factors like climate and geography, politics or economy etc. will give insights about opportunities and unused potential in making the world more sustainable with the help of digitalization.
The technique of acquiring the data is mainly focused on news articles, tech, and business publications as well as governmental proclamation and reporting of environmental portals. The reasoning for this is that the topic is very up to date and the source of information needs to be as recent as possible.
The intention of the project is to generate understanding and awareness about how sustainability and digitalization can be drivers and work together in a complex sphere like environmental change.