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Mobil USM&R Case Analysi Essay

Decent Essays

Management accounting advanced

Timothy Alkemade 10195270
Theo Dekker 10004598
Ninh Pham 10281746
Lion Scholte 10002248
Marco van Zijp 10285040

Mobil USM&R (A) Case Analysis

1 What objectives and measures should the two customer teams ( consumer sub-team, dealer sub-team) select for their core customer outcomes. How can these teams measure what the dealer and Mobil must do well to achieve the desired customer outcomes?

Customer Sub Team

Objective
Measures
Customer retention
Percentage of customers retained
Attracting new customers
Number of new customers
Increase market share
Market share in the industry
Customer satisfaction
Surveys

Dealer Sub Team

Objective …show more content…

It will help them to adapt to the new organization. USM&R used the balanced scorecard as a performance measurement tool and a management system. It is used to rate the performance of individuals (linking to compensation). And the balance score card is also used by managers to make good decisions that take into account the whole business.
The case shows that it made business managers take a look at the mission, develop goals, and flow these values down to the NBU’s and Servcos that are closer to the customer. Managers are able to see outside their functional areas when making important decisions. NBU’s were open to make changes like measuring C-store sales on revenues per month vice aggregate revenues per square foot. In 1995 there is an almost 12% rise in revenues, which is over twice the amount in any year since 1991. There is a drop in debt-to-capital ratio. 1995 is also Mobil’s first year on beating the industry average in return on assets, which is one of their Balanced Scorecard metrics.
There were several critical elements in the development process. There was the collection of management’s views on the strategy, through interviews. Then the management developed of the Balanced Scorecard perspectives, top management buy-in. They also recognized that there are two customer segments that need to be handled separately. Slowly, the development starts to incorporate more managers from lower levels. Then Mobil sent pilots out to develop the NBU’s on

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