1. April 26 - 28, 2010
Case Study
Evolving The Business To Increase Service
Revenue Through Co-Value Creations
Don Bernard
Vice President Service & Operations

2. Agenda
• Dustcontrol Inc. – The business
• Co-Value Creation Strategy
• Four Value add Partner examples
• Results
• Key takeaways

3. The Challenges
• Increase Profitable Revenues
• Augment Resource Utilization
• Cost ROI
• Fluid Customer Demands
• Respected Competitors

4. Dustcontrol engineered products and services help eliminate health and safety
risks in the workplace, improve productivity and reduce downtime on
expensive, production equipment. It is technology for a Clean Production!

5. Where we play…… April 26 - 28, 2010
Pharmaceutical Printing Transit Processing
Construction Aviation services Aircraft manufacturing Electronics

7. April 26 - 28, 2010
Co-Value Creation
Today’s economic climate demands
businesses embrace Transformation, by
expanding Efficiencies and Capabilities
through Collaborations.
Collaboration
Co - labor - relations
Don Bernard
Vice President Service & Operations

8. Service Levels
Sys. Optimization
DustcontrolCare
Field
Repairs Exten. Warr
Depot Depot Depot
Repair Repair Repair
Spare Spare Spare Spare
Parts Parts Parts Parts
Replacement & Depot Field Repair Total Care
Spare Parts Repair Services
(Tech. Support) Services 2 – 4 hr.
48 hr

9. Think Strategic Service
Partner,
Not Outsourcer

10. Boston, MA.

11. In early 2009, Dustcontrol Inc. made a strategic decision to
initiate a program to expand it’s service offerings utilizing
inorganic resources. We began to source, qualify and sign up
other installation and service maintenance companies to
augments our organic talent pool.
What does a Service Provider Partner look like?
The following are 4 examples……

13. Service Locations: First half 2008.
Service Locations: Second half 2008.
April 26 - 28, 2010
2 34 Locations
Locations !

15. Two Operating Companies, Non-competitors,
April 26 - 28, 2010
similar Markets, similar Opportunities.

18. Co-Value Partner Selection - Criteria
• Leadership & Management
Alignment •
•
Strategic in Thought
Financial
• Culture & Core Values
• Geography
Footprint • Markets
• Contracted Services
• Human Resources
Capability • Technology Resources
• Complimentary Solutions

19. April 26 - 28, 2010
Support Partner Program
Approach
• Research (Hunt, Network, Draw other resources)
• Identify (Like markets, opportunities, MINDS)
Source • Qualify ( Against specific criteria)
• Contract (Written Agreement)
• Certify (Bring in to your business model)
Enable • Train (Within the scope of the agreement)
• Strategize (Think Tank)
• Collaborate (Co-Labor)
Nurture • Share (Solution potentials)
• Metrics (KPI’s)
• Accountabilities
Measure • Report Card (Keeping Score – Qualify Long Term Players)

20. April 26 - 28, 2010
Support Partner Program
Approach
• Metrics (KPI’s)
• Accountabilities
Measure • Report Card (Keeping Score – Qualify Long Term Players)
• Resource Management
• Workmanship
• Communications
• Administration
• Scheduling
• Delivery of Services – MTTR, etc.
• Customer Satisfaction
• Cost

21. RESULTS
• Since March of 2009:
42.6% incremental increase to service revenue.
Average GM%: 68%

22. Key Takeaways…
• The way of doing business continues to change, as are expectations.
• The current economic climate requires us to do more, with the same, or less.
• All have finite resources and expertise.
• Progressive organizations consider alternatives to a traditional business way.
• There are other business leaders who are just as passionate as you are
about growing their business through collaborative strategies and measures.
I challenge you to …
• Be a leader in your markets by offering new and innovative service products.
• Consider value add partnerships versus from-the-ground-up start up strategies.
• Co-Value Creations can provide incremental service & product revenue streams.

23. Co-Value
Partnerships
Raising the bar on
your competition !