Improving the Competitive Position of a Small Supplier with regard to Large OEMs
Luojus, Timo (2016)
Luojus, Timo
Metropolia Ammattikorkeakoulu
2016
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2016092614551
https://urn.fi/URN:NBN:fi:amk-2016092614551
Tiivistelmä
This Thesis aims to create a proposal to enable improving of the case company’s competitive position with regard to large OEMs in Finland. The large OEM companies in Finland are currently present worldwide having projects in different countries and cultures. Presently, B2B activity with the large OEM companies in the Finnish industrial field requires capabilities to support the OEM’s business activities. The smaller the supplier is, the more it has to rely on partnerships, and the more it has to be able to utilize its competitive advantages efficiently.
The objective of this thesis is to build a proposal to partner with large OEM companies so that to enlarge the business activities of a small company. The selected research approach for the thesis is a qualitative case study because it is the most suitable approach for understanding the strength and weaknesses of the case company, identifying the missing products and services required for a partnership, and providing a solution for engaging in business activity with the large OEM. The study started with a current state analyses of the case company. The identified strengths of the case company from the CSA section and the conceptual framework are used for cocreating the first proposal. The first proposal is then validated and improved as the final proposal for improving the competitive position of the case company.
The outcome is a proposal that made suggestions how to improve the case company position by using servitization, networking and using existing customer references in the field where there are few existing. The final proposal includes best practice identified in the conceptual framework of the study, the existing strengths of the case company and the personal opinion of the case company local representative. The proposal created in this study proposes steps for the case company how to expand it is operations and offerings to match the requirements set by the large OEM customers.
The objective of this thesis is to build a proposal to partner with large OEM companies so that to enlarge the business activities of a small company. The selected research approach for the thesis is a qualitative case study because it is the most suitable approach for understanding the strength and weaknesses of the case company, identifying the missing products and services required for a partnership, and providing a solution for engaging in business activity with the large OEM. The study started with a current state analyses of the case company. The identified strengths of the case company from the CSA section and the conceptual framework are used for cocreating the first proposal. The first proposal is then validated and improved as the final proposal for improving the competitive position of the case company.
The outcome is a proposal that made suggestions how to improve the case company position by using servitization, networking and using existing customer references in the field where there are few existing. The final proposal includes best practice identified in the conceptual framework of the study, the existing strengths of the case company and the personal opinion of the case company local representative. The proposal created in this study proposes steps for the case company how to expand it is operations and offerings to match the requirements set by the large OEM customers.