DTT17-seminaari 15.3.2017

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TähtäimessäTähtäimessäTähtäimessäTähtäimessä tulevaisuudentulevaisuudentulevaisuudentulevaisuuden liiketoimintaliiketoimintaliiketoimintaliiketoiminta
Mikko Veikkolainen
Director, Research & Innovation
Twitter: @Miklainen/ @Kemppi_Welding
Agenda
1. Who we are?
2. Where does it all start?
3. Business model, earning logic and target customer
4. How to develop offering that exceed customer expectations?
5. Practical cases
2 Mikko Veikkolainen/ @Miklainen
Power source
& electronics
company
Welding production
expert company
1993 2010
• Inverters
• Digital equipment
• Embedded software
• Preventive maintenance
• Remote diagnostics
• Fleet Management
• Solutions
• WEB-enabled digital equipment
and cloud services
• Application software for
productivity and quality
management
• Consultancy and other industrial
services
• Solution business based on
data and expertise
197750’s & 60’s
Metal
fabrication
company
The evolution of
Kemppi continues…
BIG DATA
Industrial Internet
Cloud
M2M“Industrie 4.0”
IoT
• Transformers
Welding &
software company
Internet of Things
Data analytics
Mikko Veikkolainen/ @Miklainen
2. Where does it all start?
Mikko Veikkolainen/ @Miklainen

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5
Everything starts from customer understanding
Mikko Veikkolainen/ @Miklainen
- How much do we really know about quality of welding?
http://www.nytimes.com
Quality & productivity requirements increasing
Mikko Veikkolainen/ @Miklainen
Hypercompetition
Business environment in all industries
becoming more challenging
Mikko Veikkolainen/ @Miklainen
Cultural differencies, multiple sites, extensive networks, several timezones
Global management challenges
Mikko Veikkolainen/ @Miklainen

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High strength steels, aluminum, titanium, corrosion resistant steels
New materials to be welded
Mikko Veikkolainen/ @Miklainen
Lack of qualified welders world wide
Mikko Veikkolainen/ @Miklainen
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IEC/EN
60974-2
EN 3834-2
EMC
EMF
EN 1090-2
IEC / EN 60974-1
IEC/EN
60974-3
IEC/EN
60974-5
IEC / EN 60974-7
IEC / EN 60974-10
CISPR 11: Class A.
ISO
EN50504
IEC 61000-3-12
CISPR 11: Class A. IEC / EN 60974-11
EMF
ASMEAWS
AS/NZS 1554.1
CE
Norms &
regulaitions
Mikko Veikkolainen/ @Miklainen
a.
Overview of the
company under
visit
b.
People and roles
in the company
c.
Welding Context
d.
Machines and
equipment
Customer understanding lead to reversed engineering
Mikko Veikkolainen/ @Miklainen

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LOW INTENSITY
EXTERNALKNOWLEDGE
HIGH INTENSITY
INTERNALKNOWLEDGE
Interviews and
surveys
Co-creation
with partners
Apprenticeship
Problem focused
customer visits
Co-creation
with customers
Ethnographic
customer visits
Applicable ideas
and patents
Interviews and surveys
of targeted segment
Warranty statistic
and product feedback
Customer feedback
and market analyses
Toolbox for the customer understanding
Mikko Veikkolainen/ @Miklainen
3. Business model, earning logic
and target customer
Mikko Veikkolainen/ @Miklainen
Managers/
Owners
Production managers /
welding engineers
Welders
CUSTOMER UNDERSTANDING: STAKEHOLDERS NEEDSCUSTOMER UNDERSTANDING: STAKEHOLDERS NEEDSCUSTOMER UNDERSTANDING: STAKEHOLDERS NEEDSCUSTOMER UNDERSTANDING: STAKEHOLDERS NEEDS
Mikko Veikkolainen/ @Miklainen
Business model and earning logic
Mikko Veikkolainen/ @Miklainen
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4. How to develop attractive
offering that exceed customer
expectations?
Mikko Veikkolainen/ @Miklainen
Industrial design is essential part of offering
development
Mikko Veikkolainen/ @Miklainen
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RedRedRedRed dotdotdotdot –––– organisaation tutkimusten mukaan näyttää siltä, ettäorganisaation tutkimusten mukaan näyttää siltä, ettäorganisaation tutkimusten mukaan näyttää siltä, ettäorganisaation tutkimusten mukaan näyttää siltä, että
DESIGN voi parantaa yritysten kilpailukykyäDESIGN voi parantaa yritysten kilpailukykyäDESIGN voi parantaa yritysten kilpailukykyäDESIGN voi parantaa yritysten kilpailukykyä
Red dot Top7 index
7 eniten ”Red dot”-palkintoja
saanutta,
Europörssissä noteerattua yritystä
Dow Jones Euro Stoxx 50
Europörssin 50 arvokkainta
Pörssiarvo 2003-2009, referenssinä arvo v. 2003 = 100%
Mikko Veikkolainen/ @Miklainen
Modern tools in offering development
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Partners
Mikko Veikkolainen/ @Miklainen page number 22
UsabilityUsability
AURA Research and development program 2011-2013: project chart
From equipment manufacturer to solution provider –roadmap for change
PROGRAM STEERING
From equipment manufacturer to solution provider –roadmap for change
PROGRAM STEERING
New business opportunities
SERVICES/ SOLUTIONS
New business opportunities
SERVICES/ SOLUTIONS
Future technology platforms
TECHNOLOGY/ RESEARCH
Future technology platforms
TECHNOLOGY/ RESEARCH
Customer orientation
and understanding
CHANGE MANAGEMENT/
PROCESSES
Customer orientation
and understanding
CHANGE MANAGEMENT/
PROCESSES
Development of
new global
services and
solutions
Development of
new global
services and
solutions
HumanWeld -
service
concept
Internatio-
nalisation
HumanWeld -
service
concept
Internatio-
nalisation
R&D&I
Customer
Orientation
development
R&D&I
Customer
Orientation
development
Sales &
Marketing
Customer
orientation
development
Sales &
Marketing
Customer
orientation
development
Welding
Control systems
Welding
Control systems
Battery
Power source
Battery
Power source
Commercialization of new welding solutionsCommercialization of new welding solutions
PROJECT 1 PROJECT 2 PROJECT 3
5. Practical cases
Mikko Veikkolainen/ @Miklainen
MINARC CORDLESS
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GAMMA GTH3 helmet
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Universal solution
THE INTERNET OF WELDING: HOW IOT IS TRANSFORMING QUALITY AND SAFETY
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Functions
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THE INTERNET OF WELDING: HOW IOT IS TRANSFORMING QUALITY AND SAFETY
Mikko Veikkolainen/ @Miklainen
70%
REDUCED REPAIR
RATES
FASTER
DOCUMENTATION
PROCESS
TRACEABLE WPS
COMPLIANCE
WPS AND
QUALIFICATION
MANAGEMENT
40%
100%
WELDEYE — WELDING MANAGEMENT SOFTWARE: PRODUCTION PROCESS
100%
FASTER
QUALIFICATION
PROLONGATION
10x
VIEW OF YOUR
WELDING
PRODUCTION
360o
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29 Mikko Veikkolainen/ @Miklainen Mikko Veikkolainen/ @Miklainen