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Study of the Sales-to-Delivery Process for Complete Buses and Coaches at Scania CV

Elmgren, Anna and Mattmann, Anna-Josefina (2004) MIO920
Production Management
Abstract
Background: Customers for buses and coaches on the European market ask for
complete vehicles from one supplier. Since Scania CV are only
manufacturing chassis, their sales companies must co-operate with
body builders in order to offer a complete product and service backup.
This means that the sales companies in connection with every
order have to deal with two order processes, one for Scania CV and
one for the body builder. Managing this situation is complicated and
time consuming.
To be able to offer short lead-times, Scania’s sales companies build
up stocks of chassis and completed vehicles. Due to heterogeneity in
the specification between markets, safety stock is hard to sell in
neighbouring markets and remains over long... (More)
Background: Customers for buses and coaches on the European market ask for
complete vehicles from one supplier. Since Scania CV are only
manufacturing chassis, their sales companies must co-operate with
body builders in order to offer a complete product and service backup.
This means that the sales companies in connection with every
order have to deal with two order processes, one for Scania CV and
one for the body builder. Managing this situation is complicated and
time consuming.
To be able to offer short lead-times, Scania’s sales companies build
up stocks of chassis and completed vehicles. Due to heterogeneity in
the specification between markets, safety stock is hard to sell in
neighbouring markets and remains over long periods with the sales
companies if the market demand decreases.
Purpose: The purpose of this thesis is to find ways for the Scania sales force to
spend more time on selling vehicles and less time on administrative
tasks. The purpose is also to find ways to reduce the lead-time for
delivery of complete vehicles, and to reduce the stock levels.
Delimitation: The study is focusing on Scania’s Globally Preferred Partners, Omni
and Irizar. It concerns the activities and situation on the West-
European market. The study of the sales-to-delivery process has been
focused on sales and order.
Methodology: The study is undertaken with a systems approach, since it allows for
taking into account the relations between different actors and for
considering how the sub-processes should be designed to optimise the
Sales to Delivery process as a whole. Qualitative data has been
collected through in-depth interviews with key individuals.
Conclusions: Routines for information handling and exchange between the parties
in the sales-to-delivery process need to be established. Scania should
focus on and enhance the collaboration with the Globally Preferred
Partners, and all activities should be performed with a complete
vehicle perspective. The sales companies need to have access to
proper sales tools, and CESOW could be used to provide such
support. Communication between parties should be prompt, and
exchanged information must be correct and updated. The sales
companies should be allowed to focus on DDD for complete vehicles.
By implementing several SD-dates vehicles in pipeline can be
accessible for more than one market. Routines for forecasting need to
be implemented. (Less)
Please use this url to cite or link to this publication:
author
Elmgren, Anna and Mattmann, Anna-Josefina
supervisor
organization
course
MIO920
year
type
M1 - University Diploma
subject
other publication id
04/5207
language
English
id
2007084
date added to LUP
2011-06-30 11:37:05
date last changed
2011-06-30 11:37:05
@misc{2007084,
  abstract     = {Background: Customers for buses and coaches on the European market ask for
complete vehicles from one supplier. Since Scania CV are only
manufacturing chassis, their sales companies must co-operate with
body builders in order to offer a complete product and service backup.
This means that the sales companies in connection with every
order have to deal with two order processes, one for Scania CV and
one for the body builder. Managing this situation is complicated and
time consuming.
To be able to offer short lead-times, Scania’s sales companies build
up stocks of chassis and completed vehicles. Due to heterogeneity in
the specification between markets, safety stock is hard to sell in
neighbouring markets and remains over long periods with the sales
companies if the market demand decreases.
Purpose: The purpose of this thesis is to find ways for the Scania sales force to
spend more time on selling vehicles and less time on administrative
tasks. The purpose is also to find ways to reduce the lead-time for
delivery of complete vehicles, and to reduce the stock levels.
Delimitation: The study is focusing on Scania’s Globally Preferred Partners, Omni
and Irizar. It concerns the activities and situation on the West-
European market. The study of the sales-to-delivery process has been
focused on sales and order.
Methodology: The study is undertaken with a systems approach, since it allows for
taking into account the relations between different actors and for
considering how the sub-processes should be designed to optimise the
Sales to Delivery process as a whole. Qualitative data has been
collected through in-depth interviews with key individuals.
Conclusions: Routines for information handling and exchange between the parties
in the sales-to-delivery process need to be established. Scania should
focus on and enhance the collaboration with the Globally Preferred
Partners, and all activities should be performed with a complete
vehicle perspective. The sales companies need to have access to
proper sales tools, and CESOW could be used to provide such
support. Communication between parties should be prompt, and
exchanged information must be correct and updated. The sales
companies should be allowed to focus on DDD for complete vehicles.
By implementing several SD-dates vehicles in pipeline can be
accessible for more than one market. Routines for forecasting need to
be implemented.},
  author       = {Elmgren, Anna and Mattmann, Anna-Josefina},
  language     = {eng},
  note         = {Student Paper},
  title        = {Study of the Sales-to-Delivery Process for Complete Buses and Coaches at Scania CV},
  year         = {2004},
}