Quality Assurance in Tightening: How should Atlas Copco Tools and Assembly Systems develop this business?
Independent thesis Advanced level (degree of Magister), 20 points / 30 hpStudent thesis
A year ago, Atlas Copco Tools and Assembly Systems (ACTA) bought the Italian company BLM in order to increase their product range within Quality Assurance in Tightening (QAT). This was a strategic move for ACTA to strengthen the position on the QAT market. What ACTA should do to increase their QAT sales in the future has been the underlying problem for this study.
The purpose for the master thesis is to analyse ACTA’s QAT market offer and to provide recommendations on how to develop this offer. The study has been divided into three parts. We have examined how ACTA’s QAT products meet the customers’ needs and if ACTA’s competitors do this in a better way. Secondly, we have analysed ACTA’s pricing in relation to what the customers are prepared to pay. The last part of the study includes an analysis of how ACTA’s selling process for the QAT offer matches the customers’ buying process. Interviews with 18 customers and some 20 people internally at ACTA in Germany and Sweden constitute the information base.
Place, publisher, year, edition, pages
Institutionen för ekonomisk och industriell utveckling , 2007. , 188 p.
Quality assurance in tightening, Business to business, Price strategies, Buying process, Selling process, Market offer, Product offer, Industrial marketing
Production Engineering, Human Work Science and Ergonomics
IdentifiersURN: urn:nbn:se:liu:diva-8482ISRN: LIU-IEI-TEK-A--07/0010--SEOAI: oai:DiVA.org:liu-8482DiVA: diva2:23252