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Servitisation as a business game-changer - Søren Langelund, Global Manager and Shipowner Agreement for Viking Life-Saving Equipment A/S
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Servitisation as a business game-changer - Søren Langelund, Global Manager and Shipowner Agreement for Viking Life-Saving Equipment A/S

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As producer of highly regulated products such as life rafts and life-saving equipment, Viking has been operating services on their products for many years. This story tells of how the company has used ...

As producer of highly regulated products such as life rafts and life-saving equipment, Viking has been operating services on their products for many years. This story tells of how the company has used this service activity to radically change the way in which they do business.

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Servitisation as a business game-changer - Søren Langelund, Global Manager and Shipowner Agreement for Viking Life-Saving Equipment A/S Servitisation as a business game-changer - Søren Langelund, Global Manager and Shipowner Agreement for Viking Life-Saving Equipment A/S Document Transcript

  • PræsentationSøren Langelund Global Manager, Shipowner Agreement (SOA) Ansvarlig for BP15 initiativet SOA 25 år hos VIKING, 17 år i salg, deraf 10 år som salgschef.3 år som service chef, 6 år som SOA ansvarlig
  • ■ Established 1960■ Privately owned■ Based in Esbjerg, Denmark■ Turnover of >1,580 DKK million (2012)■ 1,700 employees worldwide■ 70 branch offices■ 4 manufacturing facilities■ 270 servicing stations worldwide
  • Udvikling - salg & kunder
  • Fra lokal dagspris til global fastpris1 2 983 4 65 107Omk.ÅrFremtiden –En fastprisaftale med forudsigelige omkostninger letterbudgetteringen og administrationen
  • Udfordringer Forandringsprocess – service fylder mere– Fra produktsalg til konceptsalg med varierende løsninger. 6 mdr til 10 år ! Konkurrence– 3 globale konkurrenter som alle bestræber sig på at øge egen population af flåder ogderigennem sælge service aftaler. Effektivitet– Fra lokal til global service – vi arrangerer og håndterer alt for kunden Processer & struktur– IT, uddannelse, intern afregning, priser, indgåelse af aftaler, hvad vi tilbyder og leverersamt aftersales + genforhandling af kontrakter. Alle sælgere på VIKING skal forholdesig til service og sælge det. Tænk globalt– Undgå intern sub-optimering “Den eneste konstant er forandring”
  • Forandringsprocessen Fra flådesalg (kortsigtet)– Salg af redningsflåder til værfterne (sælger)– Servicestation (serviceplanlægger/ordremodtager)– Indkøber & indkøbsordre Til globale serviceaftaler (5-10 års aftaler)– Langt forløb, komplekst indhold, andre beslutningstagere, transport, overtid,forsikring, lead-time, lager, exit fee, globale priser, valutarisiko, debitorforsikring,finansiering, leasing– Køberen er rederiet Reaktiv til proaktiv process– Simpel service til komplekse globale aftaler med større risici - men gør det nemt forkunden……. Medarbejderprofiler– Kompetencer– Kunderelationer