world-class servitisation: methods, cases and partnerships

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World-Class Servitisation: Methods, Cases and PartnershipsCompleting the PSS toolbox with the maritime industry

PROTEUS ConferenceBY TIM C. McALOONE

PROFESSOR, PhD, PROJECT LEADERTMCA@DTU.DK

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Introduction to the conference

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By way of introduction:What is PROTEUS?

PROduct/service-system Tools for Ensuring User-oriented ServiceMethods and implementation in the maritime branch

Innovation ConsortiumFeb 2010 – December 2013

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The PROTEUS consortium companies

Plus research partners:• DTU• CBS• IPU

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Why is service interesting for the maritime branch?

BUSINESS POTENTIAL

MARITME OBSERVATIONS:

• Many Danish maritime companies operating after-sales service, but at a cost/no profit

• Service still the key to more product sales, in a world where the opposite is dominating

• No systematic service development examples

• How to create a service-based business model?

• How to organise the company for service?

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9% 50%

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Products Services

[Karmarkar, 2007]

1. Maritime branch analysis

DK has a leading branch, with respect

to quality and efficiency

2. What do other industries do?

It’s difficult to servitise, but the

benefits are considerable

4. How to design a PSS?

Comprehensive development of own tools, plus

design methodology

6. What can PSS partnerships give?

Many cost and energy savings, new

business, greater global presence

7. How to make business out of this?

Creation of business model concepts and trialling of these in

the branch

3. If/when to servitise?

Each company we studied is different

and therefore needs careful guidance

5. How to organise company for PSS?

Understanding of the change situation of the company, for the adoption of PSS

PROTEUS Workbook series

Plus:• 25 academic publications• and more in pipeline

• 3 PhD projects underway• 6 bachelor projects• 10 master projects• 2 open industry conferences• PSS Configurator...

Our approach in the consortium(Focus here on industry results)

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Programme for the day

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Programme for the day

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Programme for the day

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Programme for the day

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Our expectations for the day...

• To share our insights with you from the PROTEUS consortium• To gauge from you about our achievements to date• To invite you to consider and implement our results• To invite you to consider a future collaboration with us in

this field• To say thank you for some good years of collaboration …

so far …

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Our expectations to you!

• Please contribute to the discussion!• Tell us what you think!• We want to gauge from you about our achievements to date

• Use the day to network• Come to us with ideas of the next project after PROTEUS!

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Practicalities

• Breaks & lunch• Handouts and products from the day• Presentations from the day• Follow-ups and feedback after today• There’s no such thing as a free lunch…• Timesheets from all - this is what makes the day “free”

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The PROTEUS workforce

Core staff • Look out for us during the day• Multi-disciplinary team• Workpackage depth and general project breadth

• Staffing mix• Three permanent staff• Three PhD students• Three consultants• Nine hard-workers!

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Programme for the day

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Programme for the day

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Programme for the day