Technolog driven and Strategic Use of Big Data to sell security
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Præsentation fra konferencen Fra Big Data til Big Business 2018, 14 juni på Copenhagen Business School.
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Technolog driven and Strategic Use of Big Data to sell security
- 1. Anticimex, Smart Works Technology driven and Strategic use of Big Data to sell security CBS – MBA’s 14.06.2018
- 2. Our vision and strategy Our vision is to become a global leader in preventive pest control – the NO 1 in digitalized Pest Control…. We want to take the position as the company leading the evolution in the pest control industry. Anticimex – The modern pest control company • Prevention • New technology • Sustainable solutions Anticimex Smart is a key to achieve the vision and strategy. In today’s connected world - being on top of business risks, competition and improvements to every detail of clients business – has never been more important. We can help our clients to stay ahead of rodents to secure healthy, rat-free environments, where people want to live and work. Smart thinking
- 3. Smart vs traditional solution The Smart technology is a Paradigm shift, a Game Change and Disruptive to the Industry. “A disruptive technology is one that displaces an established technology and shakes up the industry or a ground- breaking product that creates a completely new industry.” The SMART approach deals with the whole iceberg, meaning that we focus on the total problem of rats and mice; on the surface and in the sewers… Smart thinking
- 4. Smart – Total installed base 0 10000 20000 30000 40000 50000 60000 70000 80000 2013-01 2013-02 2013-03 2013-04 2013-05 2013-06 2013-07 2013-08 2013-09 2013-10 2013-11 2013-12 2014-01 2014-02 2014-03 2014-04 2014-05 2014-06 2014-07 2014-08 2014-09 2014-10 2014-11 2014-12 2015-01 2015-02 2015-03 2015-04 2015-05 2015-06 2015-07 2015-08 2015-09 2015-10 2015-11 2015-12 2016-01 2016-02 2016-03 2016-04 2016-05 2016-06 2016-07 2016-08 2016-09 2016-10 2016-11 2016-12 2017-01 2017-02 2017-03 2017-04 2017-05 2017-06 2017-07 2017-08 2017-09 2017-10 2017-11 2017-12 2018-01 2018-02 2018-03 Smart Catch + Eye Smart Pipe Smart Connect Smart Box Source: WisePlan 2018-04-01
- 5. Anticimex SMART is the #1 digital player 75 50 Creating a total connected solution for customers Largest and fastest growing installed base SMART Catch Active monitoring through proprietary software SMART BoxSMART Pipe Underground SMART Connect control system Preventive digital Pest Control solution – Anticimex SMART Global installed base (‘000s) Most intelligent trap Digital surveillance & inspection Largest installed base Largest global presence Countries 17 10 / Smart introduction
- 6. Intelligent pest control around the clock • 24/7 monitoring and catch • Environmental-friendly • Add-on to the traditional pest control service • Combines automation and expertise • Data driven • Risk minimization Smart thinking
- 7. Detect blind spots Easy documentation Less to worry about Around the clock surveillance Non-toxic pest control Avoid costly problems Smart thinking Value proposition
- 8. Monitoring per year Traditional vs. Smart Smart thinking
- 9. Traditional vs Smart Pest control Smart Pest management • Green & Ethical • Actively sends information when there is an activity • Sends date and time information when there is an activity • Unique trap for sewers • Trend curves from each device, with time • Non-toxic • Proactive Traditional Pest control • Monitoring system requires physical readings • Gives no information when an activity has occurred • Hard to tell how many and how often • No focus in sewers • Very often reliable on pesticides • Problems with resistance • Reactive Smart thinking
- 10. Anticimex SMART, superior vs traditional Pest Control – illustration of typical B2B customer Traditional Pest Control Anticimex SMART Digital Pest Management Technician checks every bait box and refills poison regularly Bait boxes with pesticide Snap traps Sewage baits Technician visits traps for emptying if any activity electronically detected Movement indication Very preventive solution Fewer visits No poison Digital SMART traps Scheduled visits/year (typical B2B customer) 12 8 Units installed (typical B2B customer) 35 11 Digital tracking Toxin free Increased efficiencyHours spent annually (typical B2B customer) ~ 48 ~ 16 Fewer traps • Delayed inhumane killing • Inferior sub ground solution • Only visual checks • EU Environmental legislation demands visual checks every 2nd week (if trap is unconnected) Smart thinking
- 11. Smart Connect is the heart of a Smart monitoring system. Smart Catch is a single catch unit that detects and deals with rodents above ground. Smart Eye is a small sensor that detects and reports movement. Thanks to its tiny size it’s often placed in narrow spaces typically favored by rodents. Smart Connect Smart Catch Smart Eye Smart thinking WisePlan WisePlan is the Data Hub where all Data go in allowing office monitoring of all installations. Planning of servicing, following killing rates, trend analysis etc. Smart products Smart Pipe is designed for installing in main sewer systems. It efficiently detects and deals with rats below ground. Smart Pipe is designed for installing onto metal sewer pipes that connect buildings directly to the main sewer. Smart Box is a multi-catch unit that deals with rodents above ground. Smart Pipe 1&2 Smart Pipe 3 Smart Box
- 12. Smart process Prepare meeting Sales meeting Site Analysis Present solution Offer / Accept Installation Regular Service Surveillance Call outs Report Sales Technician Contract admin Register contract Site review Dismantle equipment Prepare equipment Alarm board Planner Logistics Smart thinking Send order
- 13. Contact level Management Quality Facility Production Building & Security Purchase In order to sell Smart, contact level need to be as high as possible. Preferred will be meeting with management in alliance with daily contact person. Important is to think about the possible budgets that cover our total approach; pest control, damages to buildings, production stop, scrapping of inventory, security to employees and buildings, and the cost of loosing customers… Smart thinking
- 14. The Smart sales method: Content selling – it is the customer’s project ! Sales & Tech meet Customer From Reactive to Proactive Asses risks to be minimized Offer solution - ContractImplement solution - ResultsPR based on Results / Cases Education Smart thinking
- 15. 1. We analyze and plan • We inspect the site, physical, photo, filming • We study available documentation • We interview key persons • We define the optimal setup • We make a plan to solve the infestations we find Smart thinking
- 16. 2. We install and connect • New technology is installed and connected • Designed for multiple purposes • Common functionalities • Start building information data Smart thinking
- 17. 3. We service, you relax • We do physical inspections • We are proactive and act fast when needed • We empty and relocate the traps when it makes sense • We analyze and provide information • You relax and feel secure Smart thinking
- 18. Detect blind spots: We can monitor at places where it has until now not been able to get proper intelligence – a more thorough surveillance Easy documentation: All Data are recorded so our technicians know what is going on with all customer – allowing us to send monthly Data Less to worry about: We offer control and management of Pest problems so customer can focus on their business Around the clock surveillance: We receive data / information so we can monitor all activities at customer sites 24/7 Improve image Non-toxic pest management: We work with a Green solution that contain no pesticides at all – we care about the environment – and health of the customer Avoid costly problems: By using the Smart solution we can minimize costs caused by rodents biting cables, making holes in walls, sewers or going into food areas in super- markets = scrapings Smart thinking Business proposition: Security ! It is the clients project !
- 19. Business and Case examples: • Airplane producers….. • Car manufacturers…… • Food production….. • Pharma production….. • Shopping Malls….. • Municipalities…… • Public health….. • Water supply…… • Warehouse – Logistics…. • Housing associations…… • Hotels - Restaurants • Others ……. • Minimize risks and maximize security Smart thinking
- 20. Reports from WisePlan Smart thinking
- 21. Case in Australia Smart training
- 22. Customer reports
- 24. Monitoring Smart units Smart training
- 25. Monitoring Smart units Smart training
- 26. Thank you ! Questions and comments ? Klaus Baagøe-Nielsen Smart Training, Sub Ground and Smart Cities
Editor's Notes
- This presentation is for the Smart training.
- This is the main message for Smart. One important aspect is that the Smart products doesn’t stand for it self. For best solution it is combined with our traditional Pest control service.
- Around the clock surveillance Most pest solutions today depend on quarterly or monthly physical inspections. Anticimex Smart, on the other hand, monitors constantly, reacts instantly and reports directly. Non-toxic pest control All Anticimex Smart traps are 100% non-toxic. It’s better for the environment, it creates a healthier work environment and it means no pesticides ending up where they aren’t supposed to be. Avoid costly problems Solving an infestation takes time, and the damage done to your business can be substantial. With Anticimex Smart installed, we can act fast on early warnings and deal with potential issues before they turn into costly problems. Detect blind spots Pests excel at hiding in places where they are hard to detect. With Anticimex Smart and our innovative sensors we can detect activities in hidden places and place or relocate traps to that specific area. Easy documentation Anticimex Smart is an intelligent system connected to our Smart data hub, which allows us to analyze your situation and, when needed, export the data you need to present your status and process to an external part. Less to worry about Constant monitoring minimizes the risk of an infestation that could harm your business or your relationship to your customers and partners. In addition, efficient yet non-toxic traps guarantee you’re always OK in terms of laws and regulations.
- Checking a baitstation 30 sek, 6 inspections per year = 3 min monitoring per year Smart box 60 min * 24 h * 365 days = 525 600 min per year
- Traditional pest solutions depend on quarterly or monthly physical inspections. Anticimex Smart, on the other hand, monitors constantly, reacts instantly and reports directly.
- Smart Connect The product is the heart of a Smart monitoring system. It is communicating with all connected traps and sensors at the site and sends the data back to Smart data hub. Smart Catch The trap can both catch and exterminate rats and mice quickly, humanely and efficiently; whilst at the same time it can detect and monitor any rodent activity in the near vicinity of the trap, around 2 meters from the sensor. Smart Catch can be positioned either vertically or horizontally, allowing the trap to easily be placed against walls, under machinery and equipment, on racks and shelves etc. Smart Eye The product has two functions, one as a monitoring device and one as a range extender. It is primarily used as a monitoring device to detect rodent activity in the vicinity of the sensor, around 2 meters. Used in this way it’s ideal for, server rooms, cable runs, electrical cabinets, ceiling and or voids, food or sensitive equipment stores or other areas that are only inspected with difficulty or infrequently. As a range extender, it duplicates and forwards a signal between other Smart units that are otherwise outside the range of Smart Connect.
- We inspect the site Strategy starts with research. Based on years of industry experience we inspect, assess and identify risk zones on-site. We study available documentation In addition to a detailed site inspection we review and analyze available documentation to get a full understanding of your needs. We interview key persons You and your colleagues know your business best. By interviewing key persons, we gain knowledge that’s not necessarily available through documentation. We define the optimal setup Every business is unique as is the optimal pest control solution. Depending on the outcome of the analysis we define the optimal setup for your business. We solve infestations we find If we encounter an ongoing infestation during our inspection, we solve it before installing and connecting the Anticimex Smart system.
- New technology The Anticimex Smart system is developed by our R&D team at Anticimex Innovation Centre. The system and its products carry the latest research and technology, and they’re the only ones of their kind. Designed for multiple purposes The traps are designed to work both in- and outside as well as above and below ground. They carry state of the art technology, such as connectivity, sensors and solar panels. Accompanying baits are non-toxic. Common functionalities All traps have a smart sensor technology that minimizes the risk of false alarms. They are constantly connected and reports activities and catches. All data is gathered in our Smart data hub for further analysis and actions.
- We do physical inspections Anticimex Smart is a powerful system for pest control. However, a system can never replace years of industry experience. That’s why we do physical inspections so that you can get the best of two worlds – automation and professional expertise. We act fast when needed Pest population grows at a tremendous speed. Therefore, it’s crucial to act on early warnings. By constantly monitoring and instantly reporting, Anticimex Smart enables fast responses to any infestation risks. We empty and relocate the traps When the traps are full we make sure to empty them. While doing that, we also service the units, relocate them if necessary and make sure that everything is working according to plan. We analyze and provide information The data provided by Anticimex Smart, complemented by physical inspections, allows us to continuously analyze your situation. The data can also be exported, in case you need to present your status and process to an external part. You relax Physical inspections take time. Emptying traps takes time. Solving infestations takes both time and money. And worrying about any of the above takes a lot of energy. None of it is an issue with Anticimex Smart, because we do it all for you.
- Around the clock surveillance Most pest solutions today depend on quarterly or monthly physical inspections. Anticimex Smart, on the other hand, monitors constantly, reacts instantly and reports directly. Non-toxic pest control All Anticimex Smart traps are 100% non-toxic. It’s better for the environment, it creates a healthier work environment and it means no pesticides ending up where they aren’t supposed to be. Avoid costly problems Solving an infestation takes time, and the damage done to your business can be substantial. With Anticimex Smart installed, we can act fast on early warnings and deal with potential issues before they turn into costly problems. Detect blind spots Pests excel at hiding in places where they are hard to detect. With Anticimex Smart and our innovative sensors we can detect activities in hidden places and place or relocate traps to that specific area. Easy documentation Anticimex Smart is an intelligent system connected to our Smart data hub, which allows us to analyze your situation and, when needed, export the data you need to present your status and process to an external part. Less to worry about Constant monitoring minimizes the risk of an infestation that could harm your business or your relationship to your customers and partners. In addition, efficient yet non-toxic traps guarantee you’re always OK in terms of laws and regulations.