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06-06-22 1 06-06-22 1 • Copenhagen December 12 2013 PROTEUS
| Date post: | 20-Oct-2014 |
| Category: |
Business |
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• Copenhagen December 12 2013
PROTEUS
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• How PSS changes the organisation ... and the
organisation changes PSS
• BY : ERIK CHRISTENSEN• [email protected]
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» World leader in transportation of high and heavy cargo and vehicles, with more than 140 vessels in the fleet
A global maritime industry group
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Presentation title World-Class Servitization, methods, cases and partnerships
• Wilhelm Wilhelmsen group.
• Group revenue ~ USD 3.896 Billion.• Employees ~ 21.000• Service network covering more than
2400 ports, 200 yards in 125 countries.
INTRODUCING WILHELMSEN
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Presentation title World-Class Servitization, methods, cases and partnerships
• What characterized Novenco Fire Fighting• Fire fighting systems for marine and land-based applications, primarily
water based.• Est. 60+ years• 35 employees• 60 mio. DKK turnover
• Was owned by Dania Capital until November 2012.• Was part of Novenco A/S until 2008.• Acquired by Wilhelmsen Technical Solution November 2012.• Started integration into Wilhelmsen Technical Solutions January 2013.
ABOUT NOVENCO FIRE FIGHTING AND ABOUT WILHELMSEN
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Presentation title World-Class Servitization, methods, cases and partnerships
• Low pressure water mist system solutions• Focus on energy efficiency = significant cost savings
• IMO regulative boosted sales = largest non-Asian producer of fire fighting systems for local applications systems.
• Low level of complexity = competition mainly on price• Therefore PSS interesting
• Limited after-sales market, but high call-out service activity
WHAT WE DO?
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World-Class Servitization, methods, cases and partnerships
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Presentation title World-Class Servitization, methods, cases and partnerships
• What characterizes Wilhelmsen safety:• Offers fire fighting systems for marine.• Est. 150 + years (parent group)• ~ 300 employees• ~ USD 120 mill
• Delivers almost all kind of fire fighting solutions to marine and off-shore.
Wilhelmsen Safety GroupUNITOR
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Presentation title World-Class Servitization, methods, cases and partnerships
• 2008 NFF saw PROTEUS as a good opportunity to network within the industry
• 2010 Learn about how more systematically to develop new service concepts
• 2012 Explore generation of new PSS business models, trying out specific PSS concepts.
• 2012 Strengthen the service business activity, launched service model initiative at SMM.
WHY PSS FOR US?Motivation for PROTEUS
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Presentation title World-Class Servitization, methods, cases and partnerships
• Explored opportunities for collaborating with supplementary safety equipment suppliers to offer a safety package solution for customers
• Thinking “Design for service” when developing/improve products.
• Recently expanded portfolio to include alternative fire fighting solutions, in order to be able to offer package solutions for customers
• Actively participate in discussion on regulations for servicing the fire fighting equipment at IMO
WHAT PSS THINKING HAS DONE FOR US
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Presentation title World-Class Servitization, methods, cases and partnerships
• In NFF we were very small and often reactive to service callouts
• Service was a way to ensure happy customers and more product sales
• Despite the good intentions, actual organizational change towards PSS was difficult
THE CHALLENGE OF PSS ORGANISATION AT NFF
Maximum reach at NFF
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Presentation title World-Class Servitization, methods, cases and partnerships
• In 2012 NFF was acquired by Wilhelmsen
• Large (21000 employees) multi-attributed company
• Has own Ships Service business• Many opportunities for PSS, but how to control
our passage into new organisation?
AND THEN IT HAPPENED...Happened overnight
at Wilhelmsen
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Presentation title World-Class Servitization, methods, cases and partnerships
• In principle all service activities are performed by Wilhelmsen Ship Service.
• However, for safety systems, service requires competences.
• A training program has been initiated to roll-out service for water and Inergen based systems globally.
OUR PSS FOCUS NOW – HOW DOES IT HARMIONISE WITH THE NEW ORGANISATION?
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Presentation title World-Class Servitization, methods, cases and partnerships
• At present it is a challenge to maintain the competences in a large service organization due to a relative few exposures to service for the individual.
• The availability of the service stations will most likely generate an increased number of service calls.
• Further the regulations calls for competent service, this will generate more service calls.
• We expect to sell more systems; consequently the service base will increase.
FUTURE OUTLOOK
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KEY FOCUS MOVING FORWARD
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Presentation title World-Class Servitization, methods, cases and partnerships
Erik ChristensenTechnical Solution Manager, and Fire
R&D
Wilhelmsen Technical Solutions A/S
Ringsted, DenmarkT: +45 3016 1916
[email protected]/technicalsolutions
THANK YOU FOR YOUR ATTENTION
