hilti could help contractors get the job done by selling tool use instead of the tools themselves managing its customers tool inventory by providing the best tool at the right time and quickly furnishing tool repairs, replacements, and upgrades, all for a monthly fee. To deliver on that value proposition, the company need to create a fleet management program for tools and in the process shift its focus from manufacturing and distribution to service.That meant Hilti had to construct a new profit formula and develop new resources and new processes.