10 wilhelmsen - ec

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10 wilhelmsen - ec

  1. 1. 06-05-2014 106-05-2014 1 • Copenhagen December 12 2013 PROTEUS
  2. 2. 06-05-2014 206-05-2014 2 • How PSS changes the organisation ... and the organisation changes PSS • BY : ERIK CHRISTENSEN • ERIK.CHRISTENSEN@WILHELMSEN.COM
  3. 3. 06-05-2014 306-05-2014 3 » World leader in transportation of high and heavy cargo and vehicles, with more than 140 vessels in the fleet A global maritime industry group
  4. 4. 06-05-2014 406-05-2014 4 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • Wilhelm Wilhelmsen group. • Group revenue ~ USD 3.896 Billion. • Employees ~ 21.000 • Service network covering more than 2400 ports, 200 yards in 125 countries. INTRODUCING WILHELMSEN
  5. 5. 06-05-2014 506-05-2014 5 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • What characterized Novenco Fire Fighting • Fire fighting systems for marine and land-based applications, primarily water based. • Est. 60+ years • 35 employees • 60 mio. DKK turnover • Was owned by Dania Capital until November 2012. • Was part of Novenco A/S until 2008. • Acquired by Wilhelmsen Technical Solution November 2012. • Started integration into Wilhelmsen Technical Solutions January 2013. ABOUT NOVENCO FIRE FIGHTING AND ABOUT WILHELMSEN
  6. 6. 06-05-2014 606-05-2014 6 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • Low pressure water mist system solutions • Focus on energy efficiency = significant cost savings • IMO regulative boosted sales = largest non-Asian producer of fire fighting systems for local applications systems. • Low level of complexity = competition mainly on price • Therefore PSS interesting • Limited after-sales market, but high call-out service activity WHAT WE DO?
  7. 7. 06-05-2014 706-05-2014 7 World-Class Servitization, methods, cases and partnerships
  8. 8. 06-05-2014 806-05-2014 8 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • What characterizes Wilhelmsen safety: • Offers fire fighting systems for marine. • Est. 150 + years (parent group) • ~ 300 employees • ~ USD 120 mill • Delivers almost all kind of fire fighting solutions to marine and off- shore. Wilhelmsen Safety Group UNITOR
  9. 9. 06-05-2014 906-05-2014 9 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • 2008 NFF saw PROTEUS as a good opportunity to network within the industry • 2010 Learn about how more systematically to develop new service concepts • 2012 Explore generation of new PSS business models, trying out specific PSS concepts. • 2012 Strengthen the service business activity, launched service model initiative at SMM. WHY PSS FOR US? Motivation for PROTEUS
  10. 10. 06-05-2014 1006-05-2014 10 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • Explored opportunities for collaborating with supplementary safety equipment suppliers to offer a safety package solution for customers • Thinking “Design for service” when developing/improve products. • Recently expanded portfolio to include alternative fire fighting solutions, in order to be able to offer package solutions for customers • Actively participate in discussion on regulations for servicing the fire fighting equipment at IMO WHAT PSS THINKING HAS DONE FOR US
  11. 11. 06-05-2014 1106-05-2014 11 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • In NFF we were very small and often reactive to service callouts • Service was a way to ensure happy customers and more product sales • Despite the good intentions, actual organizational change towards PSS was difficult THE CHALLENGE OF PSS ORGANISATION AT NFF Maximum reach at NFF
  12. 12. 06-05-2014 1206-05-2014 12 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • In 2012 NFF was acquired by Wilhelmsen • Large (21000 employees) multi- attributed company • Has own Ships Service business • Many opportunities for PSS, but how to control our passage into new organisation? AND THEN IT HAPPENED... Happened overnight at Wilhelmsen
  13. 13. 06-05-2014 1306-05-2014 13 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • In principle all service activities are performed by Wilhelmsen Ship Service. • However, for safety systems, service requires competences. • A training program has been initiated to roll-out service for water and Inergen based systems globally. OUR PSS FOCUS NOW – HOW DOES IT HARMIONISE WITH THE NEW ORGANISATION?
  14. 14. 06-05-2014 1406-05-2014 14 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • At present it is a challenge to maintain the competences in a large service organization due to a relative few exposures to service for the individual. • The availability of the service stations will most likely generate an increased number of service calls. • Further the regulations calls for competent service, this will generate more service calls. • We expect to sell more systems; consequently the service base will increase. FUTURE OUTLOOK
  15. 15. 06-05-2014 1506-05-2014 15 KEY FOCUS MOVING FORWARD
  16. 16. 06-05-2014 1606-05-2014 16 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships Erik Christensen Technical Solution Manager, and Fire R&D Wilhelmsen Technical Solutions A/S Ringsted, Denmark T: +45 3016 1916 erik.christensen@wilhelmsen.com www.wilhelmsen.com/technicalsolutions THANK YOU FOR YOUR ATTENTION

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