Fleet Care: Servicising in the Humanitarian World Harvard Case Solution & Analysis

"Denmark-based Kjaer Group had provided vehicles and services to humanitarian fleets since 1977. In 2005, in an effort to distinguish their value proposition from that of other suppliers to the sector, they formulated a built-in fleet management option, thereby moving from a product to a service based offering (servicising) for their customers.

This case looks at the key issues involved in making such a transition in an atypical context. Challenges for Kjaer Group included: nailing humanitarian organisations' actual needs, identifying who within the customer organisations had decision-making power to implement the solution, and beating the traditional suspicion felt by humanitarians towards the private sector. "

PUBLICATION DATE: September 30, 2009 PRODUCT #: INS111-HCB-ENG

This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE

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