3. Re-and nearshoring of production
Securing supply chains
Increasing resilience and flexibility (logistics, politics)
New Segments
“Low-cost robotics opens up new customer segments”
Easy setup and installation (out-of-the-box solutions)
New distribution channels
Ongoing trend to high mix-low volume production
Growing demand for highly customized products
Fully digitalized production from order intake to delivery
Labor Shortage as a key driver for robotics
15 Mn healthcare workers missing worldwide by 2030 (Who)
Market & Trends
Advancements in adjacent technologies
Vision and spacial awarenes technologies
New software and end effectors for a diversified range of tasks
AI offering new applications
Human-robot collaboration steadily developing
Expanding product range with higher payloads and longer reach
Business ecosystems & one-stop shops ease the deployment
Ease of use is the main driver of cobots
Technology Trends
Robotics will continue to grow double digit
11. Universal Robots = Ease of Use
The Benefits of an Ecosystem - Collaborative Robots
12.
13. UNIVERSAL ROBOTS
ABB
FANUC
KeyTopics
Leader in Cobots
Leader in complete
solutions/value-add
/revenues
Leader in number of robots
sold worldwide
Key Focus Area
Assembly & Software
development
Mainly focused on Assembly
& Design of components
Highly integrated Supply
Chain
Supply chain
Leader in ease of use.
Leader in robotics
applications, simulation
software, Innovation
Best in class
operations/Quality/
reliability & variety of
products
Strength
Sells through distributors /
distributors sell to
integrators
Dual Sales Strategy, sells
through integrators, but also
sells complete solutions to
key Accounts
Sells mainly through
integrator & robots direct
to main accounts
Sales Channel / Business
model
Service through distributors
Service 95% direct, own
resource in 45 countries
Good technical support &
Spare parts availability. Labor
executed mainly by
Integrators
Service Organization
Different Business models for each player
14. Service & Digital key succes factor for ABB Robotics
Source: Presentation to Investors- ABB
15. Key driver for customer satisfaction
Important part of the company revenues & profit
Always keeping close to the customer for next investment cycle
Generating insights for new product requirements
Feedback on quality issues
Why is Customer Service important?
16. Value-added life cycle services
June 19, 2023 Slide 16
4. Lifetime Extension Phase
‒ Secured production
‒ Maximized ROI
‒ Latest technology
‒ Safety
1. Start-up Phase
‒ Faster ramp-up
‒ Risk reduction
‒ Secured long
equipment lifetime
3. Production Improvement Phase
‒ Reduced cycle time
‒ Improved productivity
‒ Increased production output
‒ Reduced costs
2. Production Phase
‒ Production continuity
‒ Increased uptime
‒ Increased availability
‒ Cost control
Tech support
Spare Parts
Training
Tech support
Spare Parts
Training
17. Spare Parts Technical Support
Field Operations
& Training
Service Level
Agreement
Upgrades/
Replacements/Production
optimization
The journey to a successful Service Organization
IS tools to support the process - Installed base management system
20. REMOTE SUPPORT
Supported devices Characteristics Remote Connectivity
Microsoft Remote Assist (Dynamics 365) & Connected Services
See what I see
Voice call
Graphical interaction (Dynamic)
File Sharing
Chat
Record session
Group Call
Works in China
Hololens 1 and 2
iOS (iPad, iPhone)
Android phones
Windows 10 devices.
Windows 10 PC.
21. WEB BASEDTRAININGS
VIRTUAL CLASSROOMTRAINING (VCT)
Virtual:Trainer and participants meet at defined time in a
virtual classroom
Flexible:
Trainer is located at ABB Training room
Participants are at customer site or distributed elsewhere
Interactive:All participants can see and hear the complete group
Collaborative:Trainer & participants can share screen /
applications
High Quality: max 12 participants per virtual classroom
Basic Programming Advanced Programming Robot Studio
Global Offering:
22. Creating value of the information of usage of customer´s installed base.
CONDITION-BASED MAINTENANCE
Slide 22
• Recommendations for customized maintenance, based
on analysis of the robot motion cycle data to detect
robot stress level.
• Condition-Based Maintenance is a data-driven service
that helps to avoid unplanned downtime, extends the
lifetime of robots and allows to improve maintenance
activity and budget planning.
Condition-Based Maintenance Data analysis
Individual maintenance
recommendations
23. ROBOTICS AS A SERVICE OFFERING
Integrated Vision
Cameras embedded in gripper make it
possible to use the hand for inspection
applications
Safe and collaborative
No cages needed, padded arms and light
weight design, designed to be inherently
Safe
Easy of integration and use
Light weight and portable is mounted to a
table and it’s easy to program thanks to the
Wizard programming app
A Truly safe and
collaborative Quality
Inspection solution for
your factory
Robot as a Service
Description
Equipment
Dual-arm YuMi®
Single-arm YuMi®
Robots
0,5kg
Payload
Multi-option hand with five
options
Integrated, communications
and air, Servo, Vacuum,
Camera
Integrated
hand(s)
Cognex
Vision
system
Functional Safety listed,
Independent body has certified
the robot
PL b Cat b
Safety
Average price
x€/hour*
Collaborative, small footprint,
flexible, safe & easy of use.
24. Good know how of installed base. Invest in an installed base management system from the begining
Establish Customer Service as a Profit Center not as a cost center
Participate in R&D decisions for serviceability & ease of use
Pricing & Availability of Spare parts is Key
Invest in Product Management , Marketing & Sales for Service
Focus on attachement of SLA as main KPI(Service level agreements)
What are they Key Success factors for good service business
