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Innovate 2012
Sirris 12.6.12
Conwed 2004 - 2012
Search for a Recipe
June 12, 2012 Sirris -‐ Innovate 2012 -‐ HB 2
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Licenser Conwed Producer Distributor Proffesionals
DIY
Engineering
Consumer
Installer
Building block
NETPAVE+ 50x50 cm
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FEM Analysis
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4 Hot runner gates Filling pa1ern
Material: HDPE – MFI 2.2 g/10 min CondiAons : melt T : 200 °C filling in 6 sec mould T : 40 °C
MoldFlow analysis
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€
t
Products / services
Applied Tech
nology
Value Proposition
Fast Track
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1962 1972 1982 1992 2002 -$100M
$2500M
Profit $250M
Employees 120,000
12,000
Why do we fail?
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€
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K R&D
16
NEW
DOMINANT
MATURITY
PERFORMANCE/Growth
TIME
DISRUPTION
Sirris -‐ Innovate 2012 -‐ HB June 12, 2012
‘60
’00
17
Internal Focus:
Organisation / project management
= More of the Same
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Exposure
= Complexity & Anarchy
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+
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Global Trends Uncertainty & Opportunities
OIL
INFLATION
WATER
POPULATION
BRIC
FOOD
SOCIAL TENSION MASS
MIGRATION
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“ If the Rate of Change Inside the Company is Less than the Rate
of Change Outside
the End is in Sight.”
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Strucural Trends
Fit
Solutions
Business Resource
Customer Intimacy
Art of Selling
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Sirris -‐ Innovate 2012 -‐ HB
Astute Technology Manipulation
Pricing Skill Love to be pushed around by the
Customer
Innovate to Market Needs
Astute Technology Manipulation
NICHEMANSHIP
Cost and Technology come second to Customer Intimacy
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Customer?
Profit?
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Conwed Distributor Proffesionals
DIY
Engineering
Consumer
Installer
HOW PROFIT HAPPENS
1. CUSTOMER SOLUTIONS PROFIT
INVEST FIRST, GAIN LATER
2. TIME PROFIT PRICE COST
FIRST MOVER ADVANTAGE
3. SPECIALIZATION PROFIT
SPECIALIST
ME-‐TOO INNOVATION, QUALITY, SERVICE, PRICING
4. NEW PRODUCT PROFIT
MARGIN REVENU
CONSTANT INNOVATION
5.VALUE CHAIN POSITION PROFIT
CONTROL POSITIONS THAT MAKE PROFIT
6. MULTICOMPONENT PROFIT
Base and Components
15 more models to make profit ….. June 12, 2012 Sirris -‐ Innovate 2012 -‐ HB 26
Control
- Own the Standard 10 - Manage Value Chain 9 - Superdominant 8
- Customer Relationships 7 - Brand, Patent, Copywright 6 - 2-Year Developmen t 5
- 1-Year Development 4 - Cost 3
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Recipe 1. Understand your markets/
customers
2. Due Diligence: Customer / Profit / Control
3. Proudly Apply Technology
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