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| 研究生： |
丘梓謙 Timothy Yau Tsz Him |
|---|---|
| 論文名稱： |
替換零件及耗材之實務商務行銷計畫和需求預估模式 Practical business approaches with a simple forecasting model for aftermarket replacement parts |
| 指導教授： |
何小台
Ho, Chester |
| 學位類別： |
碩士
Master |
| 系所名稱： |
商學院 - 國際經營管理英語碩士學位學程(IMBA) International MBA Program College of Commerce(IMBA) |
| 論文出版年： | 2011 |
| 畢業學年度： | 99 |
| 語文別： | 英文 |
| 論文頁數： | 31 |
| 中文關鍵詞： | 替換零件及耗材 |
| 外文關鍵詞： | Aftermarket Replacement Parts |
| 相關次數： | 點閱：109 下載：21 |
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The main aim of this thesis is to develop a framework that allows an equipment manufacturer to forecast the demand of its aftermarket user-replaceable parts and prepare the challenges it may face from third party manufacturers. Some business practices ensuring the performance against third party part manufacturers are suggested in this thesis as a reference for a manufacturer to retain its customer and optimize its performance in aftermarket.
The first part of this thesis focuses on the framework of a forecasting model for an equipment manufacturer which needs to provide aftermarket consumers to end users through the service or sales channels of the manufacturer. The forecasting model is carried out using the data from annual sales quantity of one model of equipments(known as install base) during the product life cycle. Each year during the product life cycle would have a different Rate of Replacement. The forecasting model aggregates the data from the install base and the rate of replacement to come up with an annual demand of the aftermarket replacement parts needed for the equipment.
The second part of this thesis focuses on some practical business practices for the manufacture to ensure its performance in aftermarket. The designs of the products, logistics arrangement and selection of channels are also curial to its performance.
Abstract……………………………………………………………………….…i
Acknowledgements……………………..…………………………………….…ii
Table Of Contents……………………..………………………………………..iii
Chapter 1 Introduction………………………………………………..…1
1.1 Current Situation of Aftermarket………………………………………….....1
1.2 Common Terminology……………………………………………………....7
Chapter 2 Applicable Industries…………………………………….…10
2.1 Automobile Business……...…………………………………….…….……11
2.2 Printer Business………………………………………………….……....…11
2.3 Projector Business……………………………………………….……....…11
2.4 Rear Projection TV Business…………………………………….……...…12
Chapter 3 The Framework of the Forecasting Model…………….….13
3.1 Forecasting Factors……………………………………………….……...…14
3.2 Forecasting Formula…………………………………….………….…...…16
Chapter 4 Industry Practices of Product Design……………………..16
4.1 Intellectual Property Rights…………………………….………….….....…17
4.2 Built-in Protection Mechanism……………………….……...…….….....…18
4.3 Packaging…………………………………………….……...…….…......…19
4.4 Warranty Extension….…………………………….……...…….…........…20
Chapter 5 Marketing Tactics in Aftermarket Replacement Parts...…22
5.1 Bundling Deals……………………………….……...…….………….....…22
5.2 Redemption Coupons……………….……...…….……………………...…23
5.3 Trade-in Rebate……………….…….……...…….……………………...…23
Chapter 6 Distribution Channels of Replacement Parts………......…25
6.1 Service Channel……………….…….……...…….……………………...…25
6.2 Part Channel……………….…….……...…….…………………….…...…26
6.3 Point-Of-Sale Channel…….…….……...…….…………………….…...…26
6.4 Direct Channel…….…….……...…….……………………………..…...…27
Chapter 7 Conclusion.……...…….……………………………..…...…28
Chapter 8 Future Research.……...…….……………………….…...…29
Appendix……...…….………………………………………………….…...…30
i. References….………………………………………………...…….…...…30
i. References
[1] National Center for Remanufacturing and Resource Recovery, “Remanufactured Toner & Inkjet Cartridge Business Climate Sample Survey Report”, Rochester Institute of Technology, pp. 17, 2004.
[2] Capgemini Consulting, Institute of Technology Management, University of St. Gallen. 2010. The Aftermarket in the Automotive Industry, pp. 13-14, 2010.
[3] Wikipedia, “Aftermarket (merchandise)”, March 2011, http://en.wikipedia.org/wiki/Aftermarket_(merchandise)
[4] Wikipedia, “Install Base”, March 2011, http://en.wikipedia.org/wiki/Installed_base
[5] Capgemini Consulting, Institute of Technology Management, University of St. Gallen. 2010. The Aftermarket in the Automotive Industry, pp. 7, 2010.
[6] Tricia Judge, “Finding on Remanufactured Cartrdige” in Imaging Spectrum Magazine, Int’l ITC, 2004
[7] “The 2004 Projection Lamp Supply Chain Report”, Insight Media, LLC, pp 35, 2004
[8] “Global TV Report”, NPD, Intelect, Q1’10, 2010
John Shane, “USA OEM and Aftermarket Trends”, InfoTrends / CAP Ventures, pp. 7, 2010.
[9] Department of Investment Services, “Automobile Components & Auto Electronics Industry：Analysis & Investment Opportunities”, Ministry of Economic Affairs of Taiwan ROC, pp5, 2007,
[10] Catherine Cresswell, “W European OEM & Aftermarket, Toner & Inkjet Cartridge, Market 2004-2009”, InfoTrends, 2010
[11] John Shane, “USA OEM and Aftermarket Trends”, InfoTrends, 2006
