Emerson's transition towards a servitised business - Per Svensson, Director of Aftermarket for Emerson Process Management A/S

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World-Class Servitisation: Methods, Cases and Partnerships

Thursday the 12th, December 2013

Throughout the course of the Innovation Consortium PROTEUS, we have worked together with the consortium’s ten component suppliers, two research institutions, the branch organisation Danish Maritime and technical service provider IPU, to create a series of preparatory steps towards servitisation.

From a research perspective, this action research approach has given us access to a wealth of empirical insight,
which has allowed us to understand the considerations, the decisions, the challenges and the opportunities,
when companies from the same branch take the step to servitise, or to intensify an already running programme
of servitisation.

From an industry perspective, we have focused on creating methods and tools, both as ways to gather our
empirical data and also to build and test a methodology for servitisation. Underway in the project, new suppliers
have joined us, and even customers (shipowners) have actively engaged in the consortium.

The results of the Innovation Consortium are many, which we have organised around seven main themes. Each
theme has a workbook, and each workbook has many studies, sub‐projects and academic papers behind it.
We invite you to join us at this conference, where we will remind of the first two themes (presented at our
conference in March 2013) and launch the five new themes, along with their workbooks:

• Theme 1: Maritime Branch Analysis
• Theme 2: PSS Cases from other B2B industries
• Theme 3: Gauging your Readiness for PSS – workbook launch
• Theme 4: PSS Tools – workbook launch + launch of PSS Configurator Tool
• Theme 5: Organisational Considerations for Servitisation and PSS – workbook launch
• Theme 6: PSS through Strategic Partnerships with Suppliers and Customers – workbook launch
• Theme 7: Building New Business from PSS – workbook launch

Read the full program here.

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Thank you to all speakers and participants for making such a succesful conference; the event gathered more than 70 representatives from industry and academia.

The day started with a presentation of how a number of PSS best‐practice companies have fundamentally changed the way they do business. After lunch the focus moved to how the Danish maritime industry is currently working to undergo this servitisation process, through collaboration within the members of the consortium. If you want to know more about the context for this conference, please check the invitation and programme. 

Following you will find some of the material which was shared publicly:

PROTEUS approach to PSS. Introduction to the programme and expectations of the day. 

Proactive service solutions in the commercial vehicle industry - Les Bishop, Product Marketing Manager for MAN Truck & Bus UK Ltd.

From can-kickers to total solution providers - Ole Würtz, Senior Training Consultant for Mercuri International / BASF Automotive Refinish

BASF has transformed their business from the sales of paint and small devices to the total provision of coating facilities for the automotive industry. This transition was based on deep insight into the company’s customers’ needs and activities.

Innovating within the value chain: Supplying components to an existing PSS - Ola Isaksson, Senior Specialist for GKN Aerospace Engine Systems (former Volvo Aero)

The classic product-to-service example is how Rolls Royce changed from product manufacture to selling power-by-the-hour. But how is it to be a supplier to such a service-oriented manufacturing company? This case tells of how GKN Aerospace Engine has also gained from this transition. 

Business models for PSS in the maritime branch - Jakob Andersen, Research Assistant for PROTEUS

What can we learn from the morning’s cases? The customer is requesting, but do you know what? What business models would be fitting and apt to address the needs of the maritime market?

The voice of the customer: TORM's experiences and needs within PSS - Allan H. Rasmussen, VP Fleet & Newbuilding Support for TORM A/S

As shipowner and global operator of shipping routes, TORM presents their current situation and their desire for certain PSS-oriented solutions.