Join Henk Oude Brunink from itsme, an international group offering innovative technology and distribution to industrial users, machine manufacturers, panel builders, and industrial installers. Hear about its visionary transformation from a traditional wholesale business to a service-oriented model with a focus on best-in-class customer engagement. Share itsme’s vision and implementation road map as well as lessons learned. For more information, visit: https://www.hybris.com/

1. Becoming a service oriented
wholesale distribution company
date:
subject:
to:
by:
October18 2017
Becomingsomething
[y] Global Summit
Henk Oude Brunink

2. family owned
550 people
over 10.000 customers
Dutch!
over 2 million SKU’s
electrical + mechanical
5 countries
over 50.000 contacts
over 2.500 suppliers
over 200 million turnover
machinebuilding + MRO

3. THEN

4. NOW

5. Children changeNOW

6. Students changeNOW

7. Businesses change
NOW?

8. itsme becoming a customer centric
technical service provider
date:
subject:
to:
by:
October18 2017
Fitfor the Future!
[y] Global Summit
Henk Oude Brunink

9. Digitization
Digital
transformation
Digitalization
Digital
disruption
Digital innovation
The beginning of wisdom is the definition of terms
1
2

10. Customer trends and impact
Digitization
Transparancy
International
Commoditization
Flexibility
Connectivity
Revenue model
Services
Consolidation
Skills
Systems
Organisation
Processes

14. use your strength
start from the inside
look at what you’re greatat
find opportunities to capitalize on
core competences
Combination of skills and technologies
that enables a company to provide
a particular benefit to customers
source: “Competingfor the future”
Gary Hamel & C. K. Prahalad
Harvard Business Review Press, 1996

15. COMPETENCES
how we create
customer value
what we are good at
that gives benefit to customers
what we sell
to whom
1. Long tail
2. Technical support
3. Process optimization
4. Consultation
• Skills
• Processes
• Organisation
• Systems
itsme | Making You Succeed

17. co-create
value
communicate
value
capture
value

20. “Would you tell me please, which way to walk from here?”
“That depends a good deal on where you want to getto.”
said the Cat.
“I don’t much care where.” said Alice.
“Then is doesn’t matter which way you walk.” said the Cat.
End in mind

21. it’s one small step…

22. itsme supports the success of
industrial customers
by providing services in technology and supply
of mechanical and electrical components and systems

23. international

24. sustainable
technical
services
efficient

25. itsme | Making You Succeed

27. Connecting the dots

28. … in journeys
UP!
áThe only way is
awareness
consideration
evaluation
re-purchase
experience
purchase

29. personal sales
value based sales
connected sales
synergy sales
omnichannel sales
multichannel sales
… in relations
UP!
áThe only way is

31. if you want to go
FAST
go alone
if you want to go FAR
go together!

32. let’s turn
into
h.oudebrunink@itsme.eu