Successful Product-service Strategies and Managerial Practices: A Case Study Research of the Italian Heavy Truck Assistance Networks

Still very little is known about the adoption of servitization of heavy truck assistance network since, up to now, literature has been focusing on focal companies. The withstanding aim of this article is to understand, through a case study analysis, the peculiarities of successful heavy truck workshops, investigating the main elements of their business model (BM) strategies, management practices and manoeuvres that allowed them to achieve noteworthy valuable results. 19 workshops operating in the Italian heavy truck industry have been interviewed and managerial implications discussed according to the four main pillars of the BM Canvas proposed by Osterwalder.