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Drivers and challenges for growing hauliers: What services can Scania offer to contribute to haulier growth?
KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Business Development and Entrepreneurship.
KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Business Development and Entrepreneurship.
2012 (English)Independent thesis Advanced level (degree of Master (Two Years)), 20 credits / 30 HE creditsStudent thesis
Abstract [en]

Scania is a leading European developer and manufacturer of trucks, buses and engines, based in Södertälje in Sweden. From traditionally having been focused on offering their customer high quality products, Scania is now moving towards becoming a solution provider. This requires a combination of products and services and a deeper understanding of their customers’ business.

Hauliers are one of Scania’s most important customer segments. In order to improve its solution offer, Scania wants to gain a deeper understanding about how hauliers develop. Recent studies at Scania have shown deficiencies in knowledge about haulier development. To fill this gap, this master’s thesis was initiated with the purpose of

"gaining insight into haulier development and listing implications for Scania‟s business and service development". The aim of the study was to identify drivers, challenges and other important factors for growing hauliers. This result was then used to understand how Scania can contribute to its haulier customers’ growth by offering services.

Seven hauliers were selected based on a number of criteria and studied closely. The results showed a gap between the services offered by Scania today and the services suggested after analyses. Particularly, it indicated that non vehicle related services could help hauliers make crucial steps in their development. Scania is advised to further deepen its understanding about haulier development. By doing this, Scania would take an important step into becoming the solution provider it aims to be.

Place, publisher, year, edition, pages
2012. , 151 p.
Examensarbete INDEK, 2012:82
Keyword [en]
Scania, small business development, haulier growth, service development, road haulage
Keyword [sv]
Åkeri, småföretagande, tillväxt, tjänsteutveckling
National Category
Business Administration
URN: urn:nbn:se:kth:diva-98345OAI: diva2:536853
Subject / course
Industrial Economics and Management
Educational program
Master of Science in Engineering - Industrial Engineering and Management
Social and Behavioural Science, Law
Available from: 2012-06-29 Created: 2012-06-25 Last updated: 2012-06-29Bibliographically approved

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