Upload
others
View
1
Download
0
Embed Size (px)
Citation preview
MAC Solutions: eWON FlexThink Conference 25th May 2016 1
Business Growth through the IoT& Service Thinking
Nick Frank, 25th May [email protected]
+44 208 144 6452
MAC Solutions: eWON FlexThink Conference 25th May 2016 2
Growth and Change are key to developing long term sustainable and successful businesses
MAC Solutions: eWON FlexThink Conference 25th May 2016 3
Finding Pathways to Growth through Service Thinking
Reactive toPro-Active Service
Service BusinessStart up, Operations& Sales
Sales & MarketingLaunch ManagementProfessional Engineer
Nick Frank
Expe
rienc
es Partners
On-Demand Advisory & Support
Field Service News Top 20 influencer#FSN20
MAC Solutions: eWON FlexThink Conference 25th May 2016 4
Growth Stages: Driving Business Growth through Service Thinking and Smarter Connected Products
Remote Services Ecosystem
Telco ProvidersM2M communication
Hardware Manufacturer
CustomersEquipmentInfrastructure
Software ToolsHistorian, SCADAAlarm HandlingWeb Visibility Portal
Coaching / Consulting
Distributor/Integrator
End Customer / User
MAC Solutions: eWON FlexThink Conference 25th May 2016 5
Living in a Digitized world is changing the way we live, the way we work, how companies make money
MAC Solutions: eWON FlexThink Conference 25th May 2016 6
To monetize technology we must find the Profit pools are hidden in the Customers (or Industry) Value Chain
MAC Solutions: eWON FlexThink Conference 25th May 2016 7
Service Thinking: A way to tap into a Customer’s or Industry’s profit pools
Value is created by applying your technical or
business knowledge to improve whatever it is
your customer is trying to achieve.
MAC Solutions: eWON FlexThink Conference 25th May 2016 8
How can companies grow through Service Thinking and Connectivity?
MAC Solutions: eWON FlexThink Conference 25th May 2016 9
MAN UK Truck dealership
Business Challenge• Declining Truck Market• Commoditised Product• How to grow?
OpportunitiesNew Generation of trucks with Telematics
MAC Solutions: eWON FlexThink Conference 25th May 2016 10
Deep insight into how customers made money
Service Thinking• Average Turnover / Vehicle
= £150,000• Net Profit / Vehicle
= 3% ROS or £4,500• Total Cost of Operation / Vehicle
= £145,500 • Fuel Cost @ 45% = £65,475
Fuel
Driver
TractorOther
Total Cost of Ownership
MAC Solutions: eWON FlexThink Conference 25th May 2016 11
Imagination & Determination to make a difference
Imagination• Power of Telematics• Availability Contracts• Control & predict costs / truck per km• Driver training & insurance
Outcome• 10% Saving on Fuel = £6,500• DOUBLE profit per vehicle
ResultGrowth from £50 to £550M over 23 years
MAC Solutions: eWON FlexThink Conference 25th May 2016 12
Is the IoT and Service Thinking just for large companies!
MAC Solutions: eWON FlexThink Conference 25th May 2016 13
3rd Party Maintenance of Air Conditioning Units
Source: www.listo-ltd.com
SLA is a given…I really need help to Optimise my running Costs’
MAC Solutions: eWON FlexThink Conference 25th May 2016 14
Use insight of customer and know how of the business to make a difference!
Air Conditioning Unit - Outputs1. Running: yes/no2. Pressure across filter
Failure!= Meet SLA
Performance?= Planned Visit
Poor performance & energy = Sales
Source: www.listo-ltd.com
As well as meeting my SLA, we want you to help us optimise our running costs
Serv
ice
Thin
king
MAC Solutions: eWON FlexThink Conference 25th May 2016 15
PAY FOR OUTPUT / REDUCE RISK / RE-USE
Long term
profits
OPTIMAL LIFECYCLE COSTS
Revenue & Profit
ASSET FUNCTIONS
Cost
Roadmap to Connectivity
Level 1Unconnected
Level 2Connected
Level 3Serviceable
Level 4Intelligent
Level 5Optimised
Level 6Differentiated
Value End Customers
VALUE
MAC Solutions: eWON FlexThink Conference 25th May 2016 16
Data and Connectivity to Create New Business Models
MAC Solutions: eWON FlexThink Conference 25th May 2016 17
TCSJohnHuxley
The world’s leading manufacturer and supplier of end-to-end live gaming solutions and services
MAC Solutions: eWON FlexThink Conference 25th May 2016 18
• Make sure that everyone on the same game are playing similar stakes
• Throughput – no of games played• Manage your financial risk• Stop cheating
How does a casino make money?
MAC Solutions: eWON FlexThink Conference 25th May 2016 19
From products to an Information platform
http://www.tcsjohnhuxley.com/gamingfloorlive.html
DataNumber & value ofchips
Intelligence
How much money?Who is spending?How fast?Real time cash flow?Fraud?
http://www.tcsjohnhuxley.com/gamingfloorlive.html
MAC Solutions: eWON FlexThink Conference 25th May 2016 20
The result of service thinking will change your relationship with your customers & create more loyalty and long term value
MAC Solutions: eWON FlexThink Conference 25th May 2016 21
FIRST STEPS
MAC Solutions: eWON FlexThink Conference 25th May 2016 22
The road to connected & servitized world starts with the customer experience
Business Growth through the IoT�& Service Thinking�Growth and Change are key to developing long term sustainable and successful businessesNick FrankGrowth Stages: Driving Business Growth through Service Thinking and Smarter Connected Products�Living in a Digitized world is changing the way we live, the way we work, how companies make moneyTo monetize technology we must find the Profit pools are hidden in the Customers (or Industry) Value ChainService Thinking: A way to tap into a Customer’s or Industry’s profit poolsHow can companies grow through Service Thinking and Connectivity?MAN UK Truck dealership�Deep insight into how customers made moneyImagination & Determination to make a difference�Is the IoT and Service Thinking just for large companies!3rd Party Maintenance of Air Conditioning UnitsUse insight of customer and know how of the business to make a difference!�Roadmap to ConnectivityData and Connectivity to Create New Business ModelsTCSJohnHuxley How does a casino make money?From products to an Information platform The result of service thinking will change your relationship with your customers & create more loyalty and long term valueFirst StepsThe road to connected & servitized world starts with the customer experience