Services, leveraging untapped potential SVP, Services, Artturi Mäki
Glaston Services Full offering and unique global footprint with presence in 12 countries Market dominated by inhouse maintenance, large untapped potential from extended services Extensive installed base with over 2,000 production lines in use New market, additional potential in data analytics and artificial intelligence Key Drivers: optimizing lifecycle performance, automated production and assisted maintenance MAINTENANCE SPARE PARTS & TOOLS TRAINING AND CONSULTATION SOFTWARE AND MACHINERY UPGRADES
Market specifics and drivers Capacity and flexibility under pressure Maintenance done mainly in-house Growing need for specialists Scattered offering for machinery and services Flat glass market growing in all regions Strongest growth in Asia Growing number of glass types and shapes Multi-OEM machinery and systems High availability requirements in production Need for outsourcing options More complex technology applied for the performance and quality Expected consolidation or extended scope of services
Glaston s products are in the center of the glass processing process
Number of machines shipped Strong installed base Maintenance, spares, service agreements, remote support with data Control upgrades and major overhauls Functional upgrades, new features Major refurbishes, rebuilds High loyalty with returning customers Over 2000 machines operational Proven robust design built to last Computer controlled since beginning Growing share of modern icontrols for IoT Year shipped
Cloe Global Presence Factories Sales & Service units Machine manufacturing in Finland and China Global reach with Sales and Services located in 12 countries
MEUR Order intake development Services 60 40 37,6 32,8 33,8 20,7 16,7 13,5 10,2 20 5 % 24,3-11 % 21,5 10 % 23,6 13 % 26,8-10 % 24,0 10 % 26,3-3 % 25,6 0 2012 2013 2014 2015 2016 2017 09/2018 L12M HT Services Pre-Processing & Tools Prior 2014 PP Machines was part of Machines BA, in this presentation PP Machines is included in Services BA
MEUR Net sales development Services Net sales 2017, distribution EMEA Americas 14% 41% 60 Asia 45% 42,8 40 33,7 32,6 18,6 16,8 14,9 10,7 20 7 % 24,6-7 % 23,0 5 % 24,2 23 % 29,6-16 % 25,0 12 % 28,0-3 % 27,1 0 2012 2013 2014 2015 2016 2017 09/2018 L12M 2017 & 2018 according to IFRS15 HT Services Pre-Processing & Tools Prior 2014 PP Machines was part of Machines BA, in this presentation PP Machines is included in Services BA
MEUR Net sales development Services 60 42,8 40 33,7 32,6 18,6 16,8 14,9 10,7 20 7 % 24,6-7 % 23,0 5 % 24,2 23 % 29,6-16 % 25,0 12 % 28,0-3 % 27,1 0 2012 2013 2014 2015 2016 2017 09/2018 L12M 2017 & 2018 according to IFRS15 HT Services Pre-Processing & Tools
Services journey forward Core is heat treatment services for all customer segments Divestments for increased focus High impact reputation initiatives, need to ensure services continuation Pre-processing machines, services Pre-processing Tools Growth with Emerging technologies New market to capture Extending the scope of supply Growth with Heat treatment Assisted Maintenance Automated tempering New earnings with continuous online services in addition to traditional earnings Strong global footprint
Continuous online services and earnings Glaston s Digital Product offering Line item sales Insight Reporting Support Room Assistant Pro Knowledge on machine status Remote support Project sales Automated tempering Assisted maintenance Annual contract sales Montly based fees
Must-wins RENEW MARKET DEFINITION AND APPROACH Extended scope of services for customers in-house maintenance Closeness to customers at site and online EXPAND PRODUCT OFFERING Upgrades for competitor machines New IoT based fit-to-purpose services Digitalization of the old installed base AUTOMATION Less operator intensive production with intelligence to protect the process (not the asset) Update outdated machine control systems to enable automated processes ASSISTED MAINTENANCE Optimized production, high over all efficiency Reduced total cost of ownership, overall spend Continuous monitoring and online support Machines resilience against failures