Factors influencing aftermarket parts sales in China: the case of an American manufacturer

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dc.contributor.author Bursiek, Chris
dc.date.accessioned 2017-02-15T22:24:32Z
dc.date.available 2017-02-15T22:24:32Z
dc.date.issued 2013-08-01 en_US
dc.identifier.uri http://hdl.handle.net/2097/35224
dc.description.abstract The China agricultural equipment market represents 48% of the equipment demand in South East Asia, and 16.5% of the global equipment demand in 2005. With John Deere’s market leadership position in the global agricultural equipment business, in order to maintain that leadership, China will have be part of their plans. John Deere started doing business in China in 1976 and has grown to four agricultural machinery factories in the country. Service parts sales make up an important part of the agricultural equipment business, both in revenue and profit. Margins on service parts sales can be as much as eight times that of new complete good sales. Within China, the John Deere dealer organization in the past has focused primary on selling complete goods, missing out on service parts sales. Successful equipment dealerships outside of China maintain a balance between complete good sales, service parts sales, and service labor sales. The objective of this research was to determine those factors that appear to impact the amount of service parts a John Deere dealership in China sells. Data was collected for three years and regression modeling used to determine what impact variables had on service parts sales and net service parts sales. The outcome of the research found that there are key attributes of John Deere dealerships along with geographical regions that John Deere can focus on in China to improve their service parts sales. en_US
dc.language.iso en_US en_US
dc.publisher Kansas State University en
dc.subject Sales en_US
dc.subject After-market parts en_US
dc.subject Marketing en_US
dc.subject Complete goods en_US
dc.title Factors influencing aftermarket parts sales in China: the case of an American manufacturer en_US
dc.type Thesis en_US
dc.description.degree Master of Agribusiness en_US
dc.description.level Masters en_US
dc.description.department Department of Agricultural Economics en_US
dc.description.advisor Vincent R. Amanor-Boadu en_US
dc.date.published 2013 en_US
dc.date.graduationmonth August en_US


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