Students helped Hilti understand the financial decision-making of its customers

Hilti has revolutionised the tool market with its Fleet Management Service, where the customer "rents" tools from Hilti for several years instead of buying them. The tool leasing service comes with many financial benefits, allowing customers to mitigate or even eliminate indirect costs and financial risks.

During the sales process, Hilti wants to discuss and understand the views and decision-making process of the financial management of the customer's small equipment purchases. In this context, it is important to be able to focus on financial metrics, cost savings and productivity improvements.

On this basis, Sebastian Möller and Joose Leppänen designed and implemented a project study for Hilt. The project started in November 2023, and the results of the study were presented at a meeting of Hilti Finland's management team in early March 2024. During the project, the student team planned the project phases, contacted interviewees, conducted interviews and analysed and reported the results.

To understand the thinking of financial decision-makers 

The student team interviewed managers from various construction companies to get a comprehensive picture of their decision-making processes and the focus areas around small equipment procurement. The students also interviewed Hilti’s employees specialised in different stages of the sales process.

The academic supervisor of the project was Mirel Leino-Haltia, Professor of Practice at the School of Business, who was pleased with the students' performance during the project. 

‘Joose and Sebastian quickly understood the direction of the assignment and the perspective of potential clients. The team was very self-directed, and the insights gained will certainly be put into practice quickly at Hilti. It was a pleasure to guide and follow Sebastian and Joose.’

Hilti creating change in the construction industry

Total Cost of Ownership is something that many managers of smaller companies may not even pay attention to yet. ‘With the student-created toolkit, Hilti salespeople are well placed to make customers aware of the indirect costs of owning tools. For example, theft is a significant unexpected cost for some operators in the construction industry. Hilti's fleet management service includes theft protection,’ says Jonne Savo, Head of Tool Park Solutions at Hilti.

Promoting sustainability and sustainability reporting is a growing phenomenon in the construction sector. A smaller carbon footprint and a circular economy model in tooling make it a more attractive option for many interviewees. ‘It would also be good for us to start a discussion with the sustainability managers of our client companies,’ adds Jonne Savo at the end of the feedback session.