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Creating a New Business Model

A manufacturing company

The Goal

With founders who have more than 30 years of experience in the trucking industry, the company sought to pioneer change. Rather than simply be known as a truck body builder selling directly from its factories, the company wanted to create a unique business model designed to enhance its service and value proposition to truck dealers, while facilitating improved operating profit for truck buyers and users.

The Challenge

The company committed to strengthening Dealer Members (DMs) by providing a competitively priced quality product available only through DMs. Under this business model, the company’s product would be built according to individual specifications and delivered within acceptable timeframes. Additionally, the company wanted to use Internet technologies to make it easy and desirable for DMs to work directly with them, while finding ways to deliver greater value to the end-customer.

Endurant Solution

The company engaged Endurant to help develop and implement a value-enhancing Dealer Member program within tight time-and budget-constraints. Endurant, a Minnesota-based provider of business and management consulting solutions with extensive transportation experience, worked with the company to clarify the company’s short- and long-term goals. This process led to the development of a phased DM plan and creation of an internal Information Technology (IT) department to help the company achieve its mission. During the first phase of the project, Endurant also worked closely with the company to develop and implement a first-of-its-kind website that facilitates vocational truck dealers nationwide in their efforts to buy and sell used vocational trucks for use in various industries.

Results

  • The launch of an industry leading program that utilizes the Internet and other related technologies to provide seamless operations, sales and service. The company information systems eventually will be expanded to connect the company, its DM’s, suppliers and end-customers.
  • A state-of-the-industry website exclusively for used mixer trucks. This site provides an opportunity to promote mixer trucks that the company and/or Dealer Members acquire through trades on new equipment, thus strengthening the company-DM relationship.

The Bottom Line

“We don’t like operating in a typical client-consultant relationship. We appreciated the fact that Endurant functioned almost as part of our staff. There are a lot of consultants who couldn’t work that way. . . . Endurant brought invaluable trucking and technology expertise to the table. They really listened and worked closely with us to develop solid technology and business solutions. And they were great at helping to keep us on track and letting us know if changes along the way made sense from a cost/value perspective. . . Endurant has been enjoyable to work with. It’s been a very positive business partnership. We feel we got our money’s worth, and then some. Endurant really delivers!”
-Chief Financial Officer