Vertriebssteuerung in der Automobilindustrie

2013 ◽  
Vol 54 (4) ◽  
pp. 25-30
Author(s):  
Martin Weiss ◽  
Christiane Zorn
Keyword(s):  
Performance Measurement ◽  
Influencing Factors ◽  
Measurement System ◽  
Automotive Industry ◽  
Performance Indicators ◽  
Management System ◽  
Sales Management ◽  
Performance Measurement System ◽  
Holistic Management ◽  
Integrated Performance

In einer wettbewerbsintensiven Branche wie der Automobilindustrie kommt der Vertriebssteuerung eine besondere Rolle zu. Allerdings sind die Bedürfnisse der Automobilhersteller nach einem ganzheitlichen Vertriebssteuerungssystem bisher nur unzureichend erfüllt. Daher wird in diesem Beitrag auf Basis von zahlreichen Experteninterviews ein umfassendes Konzept für die Vertriebssteuerung entwickelt. In dieser sog. Sales Scorecard werden die zentralen Einflussfaktoren auf den Vertriebserfolg in den umfassenden finanziellen und nicht-finanziellen Perspektiven zusammengetragen und mit messbaren Kennzahlen hinterlegt, so dass eine ganzheitliche strategische Steuerung des erfolgskritischen Vertriebs ermöglicht wird. In highly competitive industries, such as the automotive industry, sales management plays a highly important role. However, the need of automotive OEMs for an integrated performance measurement system for the sales function has not yet been fully satisfied. Therefore, in this article, we develop a comprehensive concept for a sales management system, based on various interviews with experts. With this sales scorecard we incorporate the key influencing factors of the sales function in all relevant financial and non-financial perspectives and provide key performance indicators (KPI) in order to allow a holistic management of the sales function, which is critical for the companies’ success. Keywords: vertriebsprozess, sales scorecard, prozessperspektive, kundenperspektive, finanzperspektive

scholarly journals Perancangan Sistem Pengukuran Kinerja Dengan Metode Integrated Performance Measurement System (IPMS) (Studi Kasus: Program Studi Teknik Industri Universitas PGRI Adi Buana Surabaya)

2011 ◽  
Vol 9 (1) ◽  
pp. 16-24
Author(s):  
Yunia Dwie Nurcahyanie
Keyword(s):  
Performance Measurement ◽  
Measurement System ◽  
Performance Indicators ◽  
Key Performance Indicators ◽  
Performance Measurement System ◽  
Measurement Systems ◽  
Stakeholder Requirement ◽  
Performance Measurement Systems ◽  
Integrated Performance

Untuk menjamin kualitas pendidikan di Program Studi Teknik Industri Universitas PGRI Adi Buana surabaya, diperlukan sebuah rancangan sistem pengukuran kinerja (SPK) yang terintegrasi dengan metode IPMS (Integrated Performance Measurement Systems). Dengan metode IPMS, Key Performance Indicators (KPI) Program Studi Teknik Industri ditentukan berdasarkan stakeholder requirement melalui empat tahapan yaitu; identifikasi stakeholder requirement, external monitor, penetapan objectives, dan identifikasi KPIs. Hasil perancangan SPK di Program Studi Teknik Industri Universitas PGRI Adi Buana Surabaya, dapat mengidentifikasi 26 KPIs yang dikelompokkan dalam 9 kriteria kinerja Program Studi Teknik Industri, yaitu; kurikulum, mahasiswa, finansial, SDM, administrasi akademik, proses belajar mengajar, lulusan, evaluasi dan pengendalian, dan masyarakat

scholarly journals THE SELECTION OF PRODUCTIVITY KEY PERFORMANCE INDICATORS FOR CAR MANUFACTURING COMPANIES USING INTEGRATED PERFORMANCE MEASUREMENT SYSTEM

SINERGI ◽  
2018 ◽  
Vol 22 (2) ◽  
pp. 101
Author(s):  
Uly Amrina ◽  
Alfa Firdaus
Keyword(s):  
Performance Measurement ◽  
Measurement System ◽  
Performance Indicators ◽  
Performance Indicator ◽  
Key Performance Indicators ◽  
Performance Measurement System ◽  
Manufacturing Companies ◽  
Stakeholder Requirement ◽  
Integrated Performance ◽  
Stakeholder Requirements

The increase in car market 17% in 2020, and ASEAN Free Trade policy only 5% for imported products, cause tightened competition in the automotive market. Car manufacturing companies face problems in selecting their performance indicators related to competitive challenges. The purpose of this research is to develop productivity key performance indicators in car manufacturing that conform to stakeholder requirements as a strategy to win the market. The conditions are manifested in a mapping of manufacturing symbols using the Integrated Performance Measurement System (IPMS) method. That manufacturing productivity indicators will become the focus of the top management to be controlled. There are four stages to go through, starting with the identification of stakeholder requirement, which produces six criteria and 12 stakeholder requirements and mapped into 16 goals and 24 key performance indicator (KPI). The second stage is benchmarking, and preparation of KPI hierarchy and the third stage is the description of each KPI in the form of KPI specification table. The fourth stage is the weighting of the six main criteria that result in 3 priority criteria which must be reported monthly between the manufacturing division (painting), finance and administration. Those are employee safety, manufacturing process effectiveness (painting) and waste elimination activities. The priority is obtained based on questionnaires answered by ten stakeholders (experts) processed with Analytical Hierarchy Process (AHP) approach and has been tested consistency in the number 0.09. These three criteria are described in 15 KPIs: performance rate, availability rate, quality rate, trained operator ratio, training value ratio> 80, delay ratio, attendance ratio, downtime losses, setup and adjustment losses, idle time, defect losses, yield losses, manpower efficiency, environmental impact and work accident ratio. 

scholarly journals Defining the Integrated Performance Measurement Systems in Small and Medium Enterprises: An Advanced Model

2019 ◽  
Vol 14 (12) ◽  
pp. 203
Author(s):  
Pirozzi Maria Grazia ◽  
Agliata Francesco ◽  
Tuccillo Danilo ◽  
Pirozzi Francesco
Keyword(s):  
Performance Measurement ◽  
Measurement System ◽  
Small And Medium Enterprises ◽  
Performance Measurement System ◽  
Strategic Management Accounting ◽  
Proposed Model ◽  
Performance Measurement Systems ◽  
Medium Enterprises ◽  
Integrated Performance ◽  
Advanced Model

Purpose: The purpose of this paper is to propose an “Integrated Performance Measurement System” (PMS) addressing the measurement and management of the financial and non-financial performance and “Intellectual Capital” (IC) for the “Small and Medium Entreprises” (SMEs). The paper relies on the “Integrated New Model” (INM) by Pirozzi and Ferulano (2016) that deals with the same task applied to a specific sector. Thus, we propose the modification of the INM model to define a “Renewed and Advanced Model” called “INM*” as integrated PMS for SMEs. Design/methodology approach: We used a qualitative method with an inductive and deductive approach to obtain an advanced model INM*. Thus, the SMEs characteristics are translated in our advanced INM* model according to the INM* structure and the IC framework. Moreover, we integrated in our proposed model INM* the “Strategic Management Accounting” (SMA) and the “Systems of Innovation” (SI) perspectives. Findings: We proposed the advanced model INM* as integrated PMS. This is a model supporting entrepreneurial and innovative SME as well as a conceptual framework summarizing the interactions and the knowledge conversions that occur between the IC components within the innovation processes. Thus, the proposed model is a useful tool for SMEs organizations. Originality/value: The renewed and advanced model INM* is useful in the academic and practical communities. It exhibits the advantages related to the innovative usage of a unique measurement system devoted to accomplish all the measurement tasks activated by SMEs. In addition, two other models are proposed and, in turn, are available for further research.

Performance measurement effects on organizational responses to threats

2015 ◽  
Vol 19 (1) ◽  
pp. 24-32 ◽  
Author(s):  
George Huber
Keyword(s):  
Performance Measurement ◽  
Organizational Performance ◽  
Performance Management ◽  
Measurement System ◽  
Management System ◽  
Organization Design ◽  
Performance Measurement System ◽  
Performance Management System ◽  
Content Type ◽  
Management Literature

Purpose – The purpose of this paper is to explain how an organization’s performance measurement system can influence the appropriateness of an organization’s responses to threats. Design/methodology/approach – Inductive and deductive reasoning, drawing on major theories and on empirical findings in the management literature. Findings – An organization’s performance measurement system can influence the effectiveness of the organization’s detections of threats and the appropriateness of the organization’s responses to threats and, in these ways, contribute to the organization’s robustness and sustainability. Practical implications – Formation of an appropriate performance management system can prove critical to both detection of and responses to organizational threats. As such, an organizational performance management system can contribute to organizational robustness and sustainability. Originality/value – The idea, that an organization’s performance measurement system can influence the effectiveness of the organization’s detections of threats and the appropriateness of the organization’s responses to threats, is not articulated in the management literature. Thus, the research reported here is original and would seem to have value to the research community, the organization design community (as an organization’s control systems are an important component of its architecture), and the management community.

DEVELOPING PERFORMANCE MANAGEMENT SYSTEM WITH BALANCED SCORE CARD APPROACH: A CASE STUDY OF PT. SMART-MODULAR BUILDING INDONESIA

2020 ◽  
Vol 25 (3) ◽  
pp. 200-215
Author(s):  
Elia Oey ◽  
Daniel Tommiki ◽  
Fachrun Nisaa Widyastuti
Keyword(s):  
Performance Measurement ◽  
Performance Management ◽  
Continuous Improvement ◽  
Measurement System ◽  
Management System ◽  
Performance Measurement System ◽  
Balanced Score Card ◽  
Performance Management System ◽  
Score Card

Performance Measurement System (PMS) is essential for any organization, as it serves as guiding compass for continuous improvement. The research is a case study in a modular concrete company refining their current PMS using Balanced Score Card approach. The research developed Balanced Score Card starting from the whole company level, and then cascaded down into 3 main company activities, design, supply and construction. Measurement for 1st quarter of 2019 was done, and target and action plans for each activity were also set for the studied company

Humanitarian supply chains and performance measurement schemes in practice

2015 ◽  
Vol 64 (6) ◽  
pp. 784-810 ◽  
Author(s):  
Giulia Santarelli ◽  
Hella Abidi ◽  
Matthias Klumpp ◽  
Alberto Regattieri
Keyword(s):  
Performance Measurement ◽  
Supply Chains ◽  
Measurement System ◽  
Performance Indicators ◽  
Disaster Response ◽  
Added Value ◽  
Operational Performance ◽  
Performance Measurement System ◽  
Content Type ◽  
Humanitarian Supply Chains

Purpose – The purpose of this paper is to provide a system for the performance evaluation of humanitarian supply chains. The system will help humanitarian organizations (HOs) to make better decisions, improve their performance, and provide accountability, as well as helping them measure their operational performance during disaster response and reconstruction projects. Design/methodology/approach – A holistic and implementable performance measurement system was developed to measure the operational performance of HOs during disaster response and reconstruction projects. The system is divided into five categories with several key performance indicators (KPIs) being identified for each; identifiers are qualitative and quantitative, as well as financial and non-financial. Findings – Empirical testing of the system demonstrated the low use of existing performance indicators in humanitarian supply chains and the possible added value for HOs to improve their operational efficiency. Social implications – The performance measurement system could help HOs improve their operations and resource allocation. Originality/value – The paper is one of the first research contributions in which a sample of developed KPIs is empirically tested in various HOs. Prior to this paper, a limited number of articles examined the performance of HOs, and no defined system of KPIs existed. By analyzing real results in the field of the humanitarian projects and applying the proposed performance measurement system, it will be possible to define a set of best approaches to improve the effectiveness and efficiency of humanitarian supply chains.

scholarly journals PERANCANGAN SISTEM STANDARISASI DESA WISATA KABUPATEN BANTUL DENGAN MODEL SISTEM PENGUKURAN KINERJA BALANCED SCORECARD GUNA PENGUATAN INDUSTRI PARIWISATA DAERAH

2017 ◽  
Vol 8 (2) ◽  
pp. 1
Author(s):  
Yasrin Zabidi ◽  
Suhardiwamo Suhardiwamo
Keyword(s):  
Performance Measurement ◽  
Measurement System ◽  
Balanced Scorecard ◽  
Performance Indicators ◽  
Assessment Instrument ◽  
Performance Criteria ◽  
Performance Measurement System ◽  
Design Phase ◽  
Strategic Objectives ◽  
Tourist Village

Bantul regency until now has approximately 36 villages wisata. Standarisasi tourist village needs to be done, which is the standard tourist village which is categorized as an embryo, develops, and advanced. These standards can be used by Disbudpar to determine work programs such as mentoring programs, counseling, training for rural tourism in the category or the developing embryo. One standardized assessment instrument is the assessment of performance against a tourist village. Therefore, in this study, researchers are trying to design a system of standardization of the tourist village of Bantul model performance measurement system balanced scorecard that includes the identification of performance criteria, strategic objectives, determining indicators of performance, the determination method / means of performance measurement precise, systematic and easy to use, as well as the design of performance reporting. The design activity in this study is divided into four phases, namely: the initial phase of the study and formulation of the problem, the design phase, the phase of analysis and conclusion phase. Early research phase and the formulation of the problem include the formulation of the problem and determine the research objectives. Design phase includes the design process performance measurement system with Balanced Scorecard method which includes the establishment of strategic objectives, the establishment of performance indicators (key performance indicators / KPIs), target setting and action plans, draft worksheet performance measurement methods Omax and draft reporting of performance-based website. Phase analysis includes analysis of balanced scorecard performance measurement system that includes analysis perspective, the analysis of strategic objectives, KPI analysis and analysis of the strategy map. Phase conclusions include conclusions from the findings and suggestions. From the research performance based on four perspectives of the balanced scorecard, namely financial, customer, internal business processes, learning and growth. Strategic objectives that form there are 10 and there are 24 KPI KPI formed. Besides of this study the formation worksheet Omax performance measurement method, so that can know the value of each performance indicator of performance and total performance in a particular period.

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