| Summary: | 碩士 === 元智大學 === 資訊管理學系 === 96 === Companies need to maintain a positive profit margin in order to survive. Sales revenue is undoubtedly one of the most important contributing factors. In recent years, the decline in the new machines sales and overall market share caused a serious problem for the Heavy Equipment dealer. How to win back lost business and gain market share is a tough challenging task for the company. Based on our research, 6 Sigma has been used in many well-known companies in the world and shown to not only yield significant improvement in product quality but also help solve various problems faced by companies, improvement of business strategies and business transformation. Therefore, we intended to implement a 6 Sigma project to improve the Heavy Equipment dealer’s new machine sales operation process and performance.
This paper is a case study on the Heavy Equipment dealer, which applied 6 Sigma and Sales Funnel Management to improve its new machine sales operation process. The 6 Sigma project team first identified the project goal and then analyzed the problems of the existing new machine sales process. Brain storming was used to generate the best solution. Then, various information technologies were utilized to develop systems which applied Sales Funnel Management as a tool for process improvement. In addition, Sales Incentive Program was adjusted. After an implementation of these proposed changes with close monitoring and control of the progress, the results were a substantial improvement of the sales operation process and the growth of new machine business. The market share had grown from 15% to 25% from year 2004 to 2006, which achieved the goal of the project. With this success, the 6 sigma project duplicated to other sales operation processes, which will enable the 6 Sigma project to create the maximum benefit to the whole company.
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