Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
Publications
Publications
  • August 2017 (Revised May 2019)
  • Case
  • HBS Case Collection

Hilti (A): Fleet Management?

By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
  • Format:Print
  • | Language:English
  • | Pages:16
ShareBar

Abstract

This case explores the strategic decision-making process of premium power tools manufacturer Hilti in 1999, when the company was considering implementing a fleet management system in the construction industry. Fleet management would involve a shift from selling power tools to leasing them as a service. For Hilti, it represented an entirely new business model, which would substantially differentiate the company from its competitors. While fleet management had the potential to significantly improve the customer experience, Hilti was already a successful firm under its extant model and had to decide whether the restructuring of its business model was worth the risk.

Keywords

Hilti; Business Model Innovation; Bmi; Fleet Management; Decision-making; Implementation; Power Tools Industry; Business Model; Restructuring; Transformation; Transition; Customer Value and Value Chain; Customer Focus and Relationships; Construction; Innovation and Invention; Leasing; Strategy; Decision Making; Construction Industry; Switzerland; Liechtenstein; Germany; Austria; Europe; United States; Asia; Brazil; China; Latin America; North America; Africa; Japan; Hong Kong

Citation

Casadesus-Masanell, Ramon, Oliver Gassmann, and Roman Sauer. "Hilti (A): Fleet Management?" Harvard Business School Case 718-419, August 2017. (Revised May 2019.)
  • Educators
  • Purchase

About The Author

Ramon Casadesus-Masanell

Strategy
→More Publications

Related Work

    • June 2017 (Revised May 2018)
    • Faculty Research

    Hilti Fleet Management Video Supplements

    By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
    • July 2018 (Revised March 2019)
    • Faculty Research

    Hilti (A): Fleet Management?

    By: Ramon Casadesus-Masanell and Jan Rivkin
    • August 2017 (Revised May 2019)
    • Faculty Research

    Hilti (A): Fleet Management?

    By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
Related Work
  • Hilti Fleet Management Video Supplements By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
  • Hilti (A): Fleet Management? By: Ramon Casadesus-Masanell and Jan Rivkin
  • Hilti (A): Fleet Management? By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
ǁ
Campus Map
Harvard Business School
Soldiers Field
Boston, MA 02163
→Map & Directions
→More Contact Information
  • Make a Gift
  • Site Map
  • Jobs
  • Harvard University
  • Trademarks
  • Policies
  • Digital Accessibility
Copyright © President & Fellows of Harvard College