SKF Industrial Market. Regional Sales and Service

Transcription

1 SKF Industrial Market Regional Sales and Service

2 Agenda Vartan Vartanian, President Regional Sales and Service Thomas Fröst, Director Focused Industries Michael Crean, Director West Europe

3 Focused Industries and Strategic Business Marine Pulp and Paper Metals Mining Food and Beverage Focused Industries: To translate and communicate industry trends and customer challenges To construct an attractive differentiated portfolio To drive implementation through effective strategic account management and channel development Strategic business - To give direction for prioritized and selected: Industries Markets Strategic Accounts and Sales Channels Products, Services, Competences and Technologies

4 Industry Example Marine

5 Optimizing the ship life cycle Specification Close cooperation with regulatory bodies, institutes and maritime agencies enables support in defining and meeting standards and requirements Design and develop Engineering services to enable new design and minimize risk of machinery failures and warranty costs Manufacture and test A one-stop source for proven, world-class products, delivered and available worldwide Maintain and repair A range of maintenance engineering and consulting services to boost asset uptime Operate and monitor Safer and more profitable operations with increased availability through class approved solutions for condition-based maintenance Install and commission Optimized operational performance through best practice installation services

6 Strategic Planning and New Market offers 2 Create new offers and input to R&D Launch and measure 1 Build, align and implement strategy 4 Manage portfolio, measure, define gaps October 30, 2007 SKF Group Slide 5

7 Overview: The Marine Industry Value Chain OEM (Supplier) Yard (Builder) End User (Owner and Operator) Suppliers/OEMs/Designers: Providing components and subsystems to the shipyard Shipyards: System integrators. Building and repairing vessels. Shipowner: Owner of assets (ships). Specifies the systems to be installed. Ship operator/managers: Technical manager of ships, specialized in operating and maintaining ships. OEM (Supplier) Yard (Builder) End User (Owner and Operator)

8 Strategic Programs for Marine Industry Position SKF as Marine Specialist by Raising Awareness of SKF Global Marine Capabilities at Market leaders across the value chain Influencers (class agencies and marine societies) Media (exhibitions/conferences, trade press) Secure the leadership with propulsion system OEMs Position SKF as a preferred application development partner Market leader for Asset Management for Marine End-Users

9 Meeting the needs of the ship operator Ensure thruster reliability to minimise risk and improve ship availability Improve planning of maintenance Integrated CM solution that exceeds class requirements Extend class survey interval and reduce need for dry-docking

10 SKF Thruster Monitoring Market Launch March 2012 Top gearbox Transmission shaft (Z-drive) Slewing bearing and drive Lower gearbox Lubrication monitoring: Water, wear debris,... Engine/Motor Input from ship: Steering angle, Speed, Pitch angle, Remote Diagnostics Centre SKF Offering for Thruster Monitoring: Reliability Engineering Condition monitoring hardware and software selection: Vibration, Lubrication, Process, Electrical & Inspection Installation and commissioning Analysis and reporting

11 Solution s Benefits Minimised risk of failures Simplified class survey and reduced need for dry-docking = Increased availability Improved planning of maintenance Simplified implementation of class Thruster CM Integrated and flexible monitoring solution

12 Service Business Growth in Focused Industries Service Business Sales 15 % 21 % Technology Platforms Offer except Service 2011 Focused Industries Sales 2016 Focused Industries Sales

13 Sales Development Focused Industries Focused Industries (FI) Growth 2016 Total Sales FI Index Base Year