Bachelor's students of business administration have analysed and presented new sales channels in addition to the classic product catalogue for the family-owned company Haas+Sohn Ofentechnik as part of a practical project.
Haas+Sohn Ofentechnik GmbH is a Salzburg-based family business with its headquarters in Puch near Hallein. In their more than 160-year history, Haas+Sohn have become the only full-range supplier in the industry and the specialist for innovative cookers and cookers. The product range extends from fireplace kits to wood-burning and pellet cookers to oil-fired cookers and cookers.
Objectives of the project
Haas+Sohn is a company that operates throughout Europe and offers its products for sale online, through specialist dealers and in various DIY stores. In addition to a homepage, Haas+Sohn relies primarily on product catalogues for sales support. A major disadvantage of passing on information via catalogues, apart from the printing costs, is the long lead time, which makes it impossible to respond to new brand trends at short notice. However, when visiting a retailer, customers also want documents that they can take home with them.
The aim of the project was to find an alternative to the traditional product catalogue. The aim was to reduce costs, to be more flexible in the presentation of products and to provide a high level of product information for the customer.
The following tasks were to be carried out:
- Analysis of the needs of sales representatives and dealers
- Market analysis of online sales tools
- Development of a concept, including possible software programmes / apps, costs as well as activities and time schedule.
Approach
The project team conducted a needs analysis of sales representatives and dealers as well as a market and competitor analysis. The current status of product presentation options on the market and among competitors was determined. Based on the data obtained, alternative concepts were developed, including solutions using QR codes or virtual reality (VR) or augmented reality. Pro and con points were recorded, discussed and finally checked for possible practical applicability.
In order to meet the company's requirements for cost reduction and flexibility on the one hand and the customers' wishes for product information on the other, a combination of digital hardware and software solution was developed. Based on a self-prepared specification, several software companies were contacted and asked to provide a preliminary time and cost estimate for the programming and implementation of a corresponding software / app.
The results were first presented in an external final presentation at Haas+Sohn and then in an internal final presentation at the FH Salzburg.
General information on the project
- Project team members: Mathias Slodnjak (student project leader), Christine Rettenwender, Kathrin Seer, Markus Starnberger
- Project coach: Arno Kinzinger, Department of Marketing and Relationship Management
- Contact persons: Michael Gruböck, Stefan Terkel, Sophia Austrup
- Project duration: Winter semester 2018/19
Contact
Senior Lecturer
Department Business and Tourism
| Location: | Campus Urstein |
|---|---|
| Room: | Urstein - 223 |
| T: | +43-50-2211-1115 |
| E: | arno.kinzinger@fh-salzburg.ac.at |