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Plm conference v3

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Plm conference v3

  1. 1. PLM ‫הועידה למחזור חיי המוצר ואיכותו‬ 24/05/2011 ‫השינוי מתחיל מבפנים‬ ‫הטווח שבין ניהול חיי מוצר‬ ‫להיענות לצרכי לקוח‬Guido Pardo RoquesGeneral Manager, Philips Medical Systems TechnologiesSr Director Global Research and Advanced Development, Computed TomographyChairman of the Association of Electronics Industries’ Medical Equipment Forum CONFIDENTIAL 1
  2. 2. PLM – Definition and benefits • PLM is the process of managing the • Reduced time to market entire lifecycle of a product from its • Improved product quality conception, through design and • Reduced prototyping costs manufacture, to service and disposal. • More accurate and timely Request PLM integrates people, data, For Quote generation processes and business systems and provides a product information • Ability to quickly identify potential backbone for companies and their sales opportunities and revenue extended enterprise. contributions • Savings through the re-use of original data • A framework for product optimization • Reduced waste • Savings through the complete integration of engineering workflows • ComplianceCONFIDENTIAL 2
  3. 3. Philips Healthcare, 2011
  4. 4. Depth and reach of Philips Healthcare 2009 Philips Healthcare Businesses Sales & services geographies Imaging Home Patient Care Services North America International Emerging Systems Healthcare and Clinical Markets Solutions Informatics 40% 15% 20% 25% 47% 34% 19% €7.8 34,000+ 9% 450+Billion in sales People employed of sales Products and in 2009 worldwide in 100 invested in services offered in countries R&D in 2009 over 100 countries 4 Philips Healthcare, 2011
  5. 5. Philips and PLM Philips Healthcare, 2011 5
  6. 6. Philips and PLM Philips Healthcare, 2011 6
  7. 7. • Reduced time to market • Improved product quality • Reduced prototyping costs • More accurate and timely Request For Quote generation • Ability to quickly identify potential sales opportunities and revenue contributions • Savings through the re-use of original data • A framework for product optimization • Reduced waste • Savings through the complete integration of engineering workflows • ComplianceCONFIDENTIAL 7
  8. 8. Based on your experience with this product, how likely are you to recommend our product to a friend, relative or colleague?’ Based on your experience with this brand, how likely are you to recommend our brand to a friend, relative or colleague?’CONFIDENTIAL 8
  9. 9. CONFIDENTIAL 9
  10. 10. What is NPS?The NPS is founded on one simple question: ‘Based on your experience with this product,how likely are you to recommend Philips to a friend. Example: (100 customers)Detractors are unhappy Promoters are loyal Passives are satisfiedcustomers who can but unenthusiastic enthusiasts who will keep buying and refer 20% rated 9 & 10damage your brand andimpede growth through customers who are vulnerable to others, fueling growth 20% rated 7 & 8negative word-of-mouth competitive offerings 60% rated 0 to 6 _________________ NPS = - 40% 20% rated 9 & 10 50% rated 7 & 8 30% rated 0 to 6 __________________ NPS = - 10% 40% rated 9 & 10 20% rated 7 & 8 40% rated 0 to 6 __________________ Courtesy of NPS = 0% Trian the trainer manual CLS071217-PN2-DAP Train the trainer manual V5 CLS surveys 10
  11. 11. Why NPS?High relative NPS drives market share gains Trian the trainer manual CLS071217-PN2-DAP Train the trainer manual V5 CLS surveys 11
  12. 12. CONFIDENTIAL 12
  13. 13. Good Profit • Amazon.com: The company channels investments into free shipping, lower prices, and service enhancements. CEO Jeff Bezos has said, "If you do build a great experience, customers tell each other about that."CONFIDENTIAL 13
  14. 14. Bad Profit Conventional accounting can’t distinguish a dollar of good profits – the kind that lead to growth – from a dollar of bad profits, which undermine it. The Net Promoter Score fills this gap. • Mobile Phone Operators: Most mobile-phone operators have created pricing plans that cleverly trap customers into wasting prepaid minutes or incurring outrageous overages. One mobile-phone operator calculates that proactively putting customers in the plan that was best for them would cut profits by 40%. • Airlines: Most airlines change their prices hundreds of times a day, so no one knows what the "real" fare is. Numerous airlines have repeatedly used their market power to raise prices, sometimes to levels that can only be described as price gouging. Most airlines impose a $100 fee to change a ticket and many charge to check baggage.CONFIDENTIAL 14
  15. 15. Life Cycle Management Y1 – Y3 100 Hospitals / year Innovators $2.5 million ASP TAM = $250 million / year 100 % satisfied Top Academic Hospitals customers GM/year:170 M$ Y4 – Y6 950 Hospitals / year Early Adopters $1.5 million ASP 60% satisfied TAM = $1,425 million / year customers GM/year: 850 M$ Y7 – Y12 2200 Hospitals worldwide / year Consensus $0.850 million ASP 0% satisfied TAM = $1,870 mil USD / year Adopters GM/year: 850 M$ customersCONFIDENTIAL 15
  16. 16. Why this is relevant to our discussion • What are we optimizing? – Product Life Cycle – Customer Life Cycle – Brand Life Cycle (Good to Great) • Are we thinking short term or long term? • Can we build and grow a large industry in Israel?CONFIDENTIAL 16
  17. 17. Thank you 17 17

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