INFLUENCE OF REACTIVE MAINTENANCE AT RETAIL OUTLETS ON SALES VOLUME: A CASE OF TOTAL KENYA LTD
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The main purpose of this study was to examine how reactive maintenance influences the
sales volume at the Total Kenya limited retail outlets. The objectives were to find how
response to reported breakdown, frequency of breakdown on particular equipment, nature
of repair and quality of contracted contractors in various regions affect sales volume
The study adopted a case study of Total Kenya limited and the target population of 164
retail outlets managers and dealers. The sample size of 65 retail outlets managers and
dealers and two equipment contracted companies were drawn from the target population
of 165 retail outlets managers and dealers. Out of the targeted 65 respondents, 55
responded while 10 were unable to return back the questionnaires. Both the two
contractors responded.
Primary and secondary data using questionnaires and equipment maintenance software
reports respectively were used. Descriptive tables, regression analysis and correlation
coefficients were used to analyse the data.
The study established that longer response time lead to low sales volume while
generators and compressors frequency of breakdown did not have as much effect as
pumps which showed significant reduction in volume with high breakdown reports.
Areas with technicians with higher qualification and experience registered lower
frequency of reported breakdowns hence better sales volume. Correlation coefficients
showed strong positive correlation between the parameter testing reactive maintenance
and sales volume.