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Business Model Innovation: A Process Model and Toolset for Servitizing Industrial Firms

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Practices and Tools for Servitization

Abstract

Product-centric firms find opportunities for increasing revenues and building new competitive advantages in a comprehensive transformation from traditional business models (BMs), based on product sales, to new service-oriented ones, where the use or the function of a product is sold instead of the product itself. However, a limited application of these models has been observed. In particular, manufacturers rarely understand how they should reconfigure the elements of their BM. This chapter describes a new methodology for the selection and design of the most appropriate service-oriented BM. In addition, the chapter describes managerial tools specifically developed to support the practical application of the methodology. The case of ULMA, a company operating in the forklift truck business, is presented to illustrate the methodology and tools in action and their benefits.

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Acknowledgements

figure a

The work described in this chapter has been conducted as part of the project T-REX (Lifecycle Extension Through Product Redesign And Repair, Renovation, Reuse, Recycle Strategies For Usage and service-oriented business model), a research project funded by the European Union Seventh Framework Programme (FP7/2007-2013) under grant agreement no 609005 (http://t-rex-fp7.eu).

Author information

Authors and Affiliations

  1. RISE Laboratory, Department of Mechanical and Industrial Engineering, University of Brescia, Brescia, Italy

    Federico Adrodegari, Nicola Saccani & Marco Perona

  2. ULMA Servicios de manutencion, Onati, Spain

    Asier Agirregomezkorta

Authors
  1. Federico Adrodegari
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  2. Nicola Saccani
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  3. Marco Perona
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  4. Asier Agirregomezkorta
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Corresponding author

Correspondence to Federico Adrodegari .

Editor information

Editors and Affiliations

  1. University of Vaasa, Vaasa, Finland

    Marko Kohtamäki

  2. Aston Business School, Aston University, Birmingham, United Kingdom

    Tim Baines

  3. University of Vaasa, Vaasa, Finland

    Rodrigo Rabetino

  4. Aston Business School, Aston University, Birmingham, United Kingdom

    Ali Z. Bigdeli

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Adrodegari, F., Saccani, N., Perona, M., Agirregomezkorta, A. (2018). Business Model Innovation: A Process Model and Toolset for Servitizing Industrial Firms. In: Kohtamäki, M., Baines, T., Rabetino, R., Bigdeli, A. (eds) Practices and Tools for Servitization. Palgrave Macmillan, Cham. https://doi.org/10.1007/978-3-319-76517-4_6

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