How the introduction of Financial PMSs impact SMEs performance operating in the Italian IAM Wholesale Spare Part Distributors sector

Incremental competition in the Italian Independent Aftermarket (IAM) is forcing local Small and Medium Enterprises (SMEs) to exert a tighter control over their performance and financial results. As new big players have entered the market, SMEs were encouraged to introduce performance management systems (PMS) in order to support senior leadership teams with the decision-making process. Nonetheless, the introduction of these systems in SMEs is still scarce due to limitations regarding both SMEs specific characteristics and dynamics (Garengo et al. 2005) and characteristics of the traditional performance measurement systems (Busi et al., 2015). The objective of this dissertation is to investigate whether the introduction of financial PMS in Italian IAM SMEs operating in the Wholesale Spare Part Distributors sector leads to significant improvements in their financial performance. In order to corroborate this hypothesis with high quality and diversified data, two research methods were selected: a research trial involving the development and implementation of a PMS in a SME operating in the Italian IAM; and a quantitative study among 30 companies that operate in the market. Both methodologies have shown high consistency of results. Statistical analysis of the Income Statement of the company taking part in the trial (before and after the implementation of the PMS) shows that the company has been able to reduce both fixed and variable costs while producing more efficiently. This is corroborated by findings from the quantitative study. As such, this dissertation successfully proves that the implementation of PMS in SMEs operating in the Italian IAM Wholesale Spare Part Distributors sector has a positive impact on company performance, and in particular on cost management and responsiveness.