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And why they matter

BY : THOMAS J. HOWARDTHOW@MEK.DTU.DK

PSS Networks and Partnerships

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Presentation title World-Class Servitization, methods, cases and partnerships

315 European Manufacturing Firms Surveyed

In a 2007 survey(Economist Intelligence Unit, 2007)

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Presentation title World-Class Servitization, methods, cases and partnerships

107 Had at least 30 External Manufacturing

Partners

In a 2007 survey(Economist Intelligence Unit, 2007)

315 European Manufacturing Firms Surveyed

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Presentation title World-Class Servitization, methods, cases and partnerships

63 Had at least 30 External Design Partners

In a 2007 survey(Economist Intelligence Unit, 2007)

315 European Manufacturing Firms Surveyed107 Had at least 30 External Manufacturing Partners

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Presentation title World-Class Servitization, methods, cases and partnerships

0 No Stat

In a 2007 survey(Economist Intelligence Unit, 2007)

315 European Manufacturing Firms Surveyed107 Had at least 30 External Manufacturing Partners63 Had at least 30 External Design Partners

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Presentation title World-Class Servitization, methods, cases and partnerships

• Delivering PSSs means looking at activities.

• Such activities are often shared between suppliers.

Why are Networks and partners

important?

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Presentation title World-Class Servitization, methods, cases and partnerships

• Value is created by several suppliers/stakeholders.

Shared domains means shared

goals

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Presentation title World-Class Servitization, methods, cases and partnerships

Market pullCommercial potential identified, partners

needed.

How are networks initiated?

Capability pushPartners in place,

commercial possibilities need to be explored

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Presentation title World-Class Servitization, methods, cases and partnerships

• Examples covers:• Motivation• Getting started• Solution• Execution

Network Cases

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Presentation title World-Class Servitization, methods, cases and partnerships

Green Ship of the FutureMOTIVATION: COP15, the time bomb of unsustainable shipping

GETTING STARTED: A platform for green project creation

SOLUTION: Open and Voluntary.

EXECUTION: Move from an initial product or technology focus to a customer driven segment focus.

Case excerpts I

Aalborg Industries, A.P. Møller-Mærsk, MAN Diesel and Odense Shipyard

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Presentation title World-Class Servitization, methods, cases and partnerships

Case excerpts II

Retrofitting MOTIVATION: IMO regulations soon to become active along with a young fleet.

GETTING STARTED: Work packages formed around IMO regulations. Mapping suppliers and offerings, coordinated instillations.

SOLUTION: Dansk Maritime web portal linking offering to vessels. Links to relevant component and service providers.

EXECUTION: Recommendations but with open competition.

Danish Maritime

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Presentation title World-Class Servitization, methods, cases and partnerships

• Building Academies • (PrimeServ Frederikshavn & Alfa Laval Aalborg)

• Transitioning from product- to service-oriented company.

• Need for training staff and customer personel. • Sharing experiences and discovering new

opportunities.

Case excerpts III

PrimeServ Frederikshavn & Alfa Laval Aalborg

Building AcademiesMOTIVATION: Making a transition form Product to Service orientated companies with a need for knowledge sharing.

GETTING STARTED: A platform for green project creation

SOLUTION: Open and Voluntary.

EXECUTION: Move from an initial product or technology focus to a customer driven segment focus.

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Presentation title World-Class Servitization, methods, cases and partnerships

PrimeServ Academy

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Presentation title World-Class Servitization, methods, cases and partnerships

Identify commercial opportunity

Clarify the required capabilities

Identify shortcomings in own capabilities

Identify and engage partners

Develop incentives

Expect change (and capitalise on it!)

Getting Started

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Presentation title World-Class Servitization, methods, cases and partnerships

Certain factors can challenge a network:• Conflicts of interest• Trust• Equity / incentives• Culture

Easy, right?

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Presentation title World-Class Servitization, methods, cases and partnerships

The Customer is Ready

- Are You?

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Presentation title World-Class Servitization, methods, cases and partnerships

• Now presenting:Erik Christensen, Technical

Solution Manager, and Fire R&D

Wilhelmsen Technical Solutions

& Søren Petry Mortensen,

Product Manager Service Alfa Laval Aalborg A/S

Thank you!thow@mek.dtu.dk