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Support thru Co-Value Creations

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  • 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
  • 6. 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
  • 7. 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
  • 8. Think Strategic Service Partner, Not Outsourcer
  • 9. Boston, MA.
  • 10. 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……
  • 11. Service Locations: First half 2008. Service Locations: Second half 2008. April 26 - 28, 2010 2 34 Locations Locations !
  • 12. Two Operating Companies, Non-competitors, April 26 - 28, 2010 similar Markets, similar Opportunities.
  • 13. 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
  • 14. 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)
  • 15. 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
  • 16. RESULTS • Since March of 2009: 42.6% incremental increase to service revenue. Average GM%: 68%
  • 17. 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.
  • 18. Co-Value Partnerships Raising the bar on your competition !