Course in Business Models for Construction Machinery
Online 300-hour course in business models for construction machinery. 6 modules covering Regulation (EU) 2023/1230 (machinery), Regulation (EU) 2022/720 (vertical agreements and distribution) and Salesforce. Assigned tutor and open enrolment.
Take the controls.
Run a real engineering trade-off from this field. Move the sliders, watch the model react in real time and beat the challenge.
What you will be able to do
Describe the structure of the construction machinery market and its players.
Design a distribution network in line with the European competition framework.
Calculate the contribution of after-sales and spare parts to the business margin.
Evaluate servitisation, rental and pay-per-use models.
Estimate the residual value of a machine and its impact on financing.
Analyse the effect of electrification on the business model.
Develop a strategic plan for a machinery distributor.
Who it's for
- Dealership director who wishes to specialise in Business Models for Construction Machinery.
- After-sales and service manager who wishes to specialise in Business Models for Construction Machinery.
- Construction machinery product manager who wishes to specialise in Business Models for Construction Machinery.
- Distribution network manager who wishes to specialise in Business Models for Construction Machinery.
- Residual value analyst who wishes to specialise in Business Models for Construction Machinery.
- Rental and financing manager who wishes to specialise in Business Models for Construction Machinery.
- Engineering or science graduates seeking to enter the construction machinery manufacturing sector.
What you'll work with
- Regulation (EU) 2023/1230 (machinery)
- Regulation (EU) 2022/720 (vertical agreements and distribution)
- IFRS 16 (leases)
- IFRS 15 (revenue from contracts with customers)
- Regulation (EU) 2016/1628 (emissions from non-road mobile machinery)
- Law 12/1992 (agency contract)
- ISO 15143-3 (telematics data for earth-moving machinery)
- Regulation (EU) 2023/2854 (Data Act)
6 modules · 300 h
1.1Value chain: manufacturer, distributor, customer and after-sales1.2Product segments and ranges1.3In-house manufacturing, components and key suppliers1.4The construction economic cycle and its effect on sales1.5Global competition and emerging manufacturers1.6Barriers to entry: network, spare parts and financing1.7Customer map: contractor, rental company and self-employed operator1.8Customer purchase decision and its criteria1.9Manufacturer revenue streams1.10Workshop: describing a manufacturer's business model
2.1Exclusive dealership, multi-brand dealership and direct sales2.2Territories, agreements and margins2.3The role of the dealership: sales, service and spare parts2.4Investment required from the distributor2.5Managing demonstrations and machine trials2.6Captive financing and its effect on sales2.7Sales to key accounts and through tenders2.8Digital channels and configurators2.9Channel conflicts and their management2.10Practice: designing a distribution network
3.1After-sales as the main source of margin3.2Original, alternative and remanufactured spare parts3.3Maintenance and availability contracts3.4Component remanufacturing and the circular economy3.5Telematics and connected services3.6Technician training and network capacity3.7Warranties: cost, management and claims against the supplier3.8Response times and service levels3.9Right to repair and access to technical information3.10Practice: economic model of after-sales
4.1Selling a machine versus selling capacity4.2Payment per hour, per tonne or per metre4.3Guaranteed availability contracts4.4Manufacturer-owned rental4.5Subscription for functions and software4.6Autonomy and remote operation as a service4.7Sharing risk between manufacturer and customer4.8Data and connectivity requirements4.9Model risks and dependence on the manufacturer4.10Practice: designing a pay-per-use offer
5.1The used machinery market and its channels5.2Estimating residual value5.3Guaranteed buy-back and its risk5.4Refurbishment and certification of used machines5.5Export of used machinery5.6Customer financing: leasing and renting5.7Credit risk and portfolio management5.8Effect of used machines on new sales5.9Traceability of hours and maintenance5.10Practice: a distributor's used machinery policy
6.1Electrification and its effect on the business model6.2Emissions regulation as a driver of renewal6.3Digitalisation and fleet management platforms6.4Internationalisation and adaptation to markets6.5Alliances and acquisitions in the sector6.6Business indicators: market share, margin and absorption6.7Managing the low-carbon demand cycle6.8Common mistakes in sector business models6.9Medium-term trends6.10Final project: business plan for a machinery distributor
How you'll learn
Fully 100% online training on the SEIUM campus, with downloadable material, recorded classes and an assigned technical tutor. There are no fixed timetables: students progress at their own pace within the intake, which makes it possible to combine the course with work.
Each module combines theory, guided reading of the original standard and applied exercises. The working software is Salesforce, SAP S/4HANA, advanced Excel, Power BI, IronPlanet / Ritchie Bros. (used equipment valuation), in free, academic or evaluation versions. Assessments are based on real procedures for dealership profitability analysis, pay-per-use models and used machinery valuation. Assessment is continuous by module, plus the final integrative project.
Build it end to end
Your final project follows the real engineering workflow, step by step, reviewed by your tutor.
Describe the structure of the construction machinery market and its players.
Design a distribution network in line with the European competition framework.
Calculate the contribution of after-sales and spare parts to the business margin.
Evaluate servitisation, rental and pay-per-use models.
Estimate the residual value of a machine and its impact on financing.
Where this takes you
Requirements
- No prior degree is required.
- Internet connection and a computer capable of running the programme's software.
- Sufficient Spanish to follow technical regulatory texts.
Ready to start?
Send your application today. Our admissions team replies within 72 hours with your study plan and funding options.
Frequently asked questions
The programme comprises 300 hours in total, spread over 3 to 5 months. That is between 10 and 15 hours per week on average, compatible with a full-time job.
You will work with Salesforce, SAP S/4HANA, advanced Excel, Power BI, IronPlanet / Ritchie Bros. (used equipment valuation). Free, academic or evaluation versions are used, and the tutor indicates the free alternative where one exists.
A SEIUM diploma upon passing the continuous assessment and the integrative project. It is in-house training, not an official qualification from the Ministry.
Yes. Modules passed in a course or Postgraduate Diploma in the same area are credited towards the advanced programme. Check the credit transfer policy when you enrol.
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