KAM & Development of a Market / CustomerMattias Bernhard

Mattias Bernhard

Gubbio 1987

Family run biodyn. farm

Conca d’Oro

Scientific Lyceum High

School

Bologna

MSc in Energy and Nuclear

Engineering

Baden (Switzerland)

12 months internship:

Combustor development &

Product Support Dept.

Wednesday 21st October

2015

Gruppo Loccioni

Roles

1. Business Developement

2. Key Account Management

Established

1968 by Enrico & Graziella

Loccioni

Ownership

Loccioni Family

Business

80 Milions Euro (2015)

Installations in over 45 countries

Innovation

5% of sales turnover

5 R&D Labs

1 innovation Lab

20 patent families

Community

9000 visitors per year

smart sustainable community

Places

Angeli di Rosora - Ancona, Italy

Washington, USA

Stuttgard, Deutschland

Shanghai, China

People

400 employees

45% university graduated

34 average age

1 out of 9 dedicated to research

5% of personnel cost invested in

training

BUSINESS AREAS

Assembly, testing and quality control systemsfor industrial and home appliances

Assembly, testing and qualitycontrol systems for automotive components

Automated quality control solutions for health care

Integrated solutionsfor energy independence

Integrated solutionsfor process analysis and environmental monitoring

Robotic solutionsfor diagnostic and maintanance applications

Energy

Enviroment

Industry

Humancare

Mobility

Train&Transport

Business developer

Market area

Train & Transport

The project

To develop the national

and international railway

market

From data to value Safety

Vision

Solutions and measurement

services to automate diagnostics

and maintenance activities and

to increase the quality and safety

of rail transport.

Mission

Niche technologies

in the railway sector,

expertise in

measuring

and

add value to

data

The Railway Market:

Country - Market

➢ Market based on

national - local

regulations

➢ Absence of

competition between

one customer and the

other Customer

Communities

➢ A sales-based market

with the possibility of

developing a long-

term relationship.

Beginning of the relation: December 2010First contact with a representative in Foligno (Trenitalia Network).Second Contact: invitation to a visit in Loccioni Group HQThird meeting in Foligno with the Head of Pway and the idea of a “trolley” project

Manual instruments

Diagnostic wagons

Performance & Automation

Density

Flexibility

Felix robot

2011

Approval of the

project by the

Production Manager

Creation of a Mixed

Work Group between

Loccioni and RFI

2012

Approval and

purchase of the first

model

Presentations at CIFI

and Railway Expo in

Torino.

2013

Development of a

new model and a new

approval process.

Increase of the

network within RFI

customer

2014

Approval of FELIX

robot mod. A1

RFI purchase order

for 38 FELIX mod. A1

Gruppo Ferrovie dello Stato

From 2005 to 2010

Loccioni Group Customer n.58

From 2010 to 2016Loccioni Group Customer n.7

2014

From Project Team to

Business Unit

From 4 to 16 people

2014-2016 International Developement

Innotrans Berlin

Switching innovation Forum, Bologna

Railway Forum 2016, WCRR, Milano

PWI – London South Bank University

Key Account Manager

The project

Commercial responsibility of

International Customers:

Network Rail

London Underground

E.ON

Network Rail:Some Figures

Organizational charts

The Relation

The RELATION is the MEANS to build up a NETWORK

The Network can be vertical (within the Customer) or Horizontal (in a market with

noncompetitive Customers)

The Network develops with a relationship between several subjects (both from Customer and

Enterprise side), referring to the Customer’s organization and / or the market structure.

To have a clear understanding of the Customer's organizational chart and the flow of

decisions is crucial to the development of the Network.

Network Development Theory

In B2B, attention is shifting from the micro dimension analysis (single company, user) to a

group/actor’s based analysis and their interconnections - Knowledge-based enterprise ...

PROJECT DEVELOPEMENT

➢ Identify first customer / partner to use as alpha site: market leader, proximity (lower

cost, lower risk, higher and more frequent relationship), more complete

representation and understanding of the industry, environment and people cultural

characteristics (Identikit collaborators, values)

➢ Official research / collaboration agreement as partners (public / private

collaboration) or framework agreement with NDA in private / private case

➢ Intellectual property / patents / registrations

➢ Laboratory of «Ideas»: Define specifications with the partner (crosschecking the

“market specifications” through a network of “external friends")

➢ Installing the solution / service as an investment (cost-free for the partner, but

always with a look at funded projects) and then talking about money when the

solution works according to commonly defined criteria.

➢ Define Time Roadmap / developements / goals with periodic checks

➢ Economical Roadmap: (0- , 0 , 0 + oop costs, start-up, explosion), consolidamento)

0-30 years15 Countries

4 work experiences

2 Projects

Hearing,Ready to listen, to assimilate and to make treasure of others’ experiences

Touch,The concreteness of the present and the curiosity to touch the future.

Sight,The task is to imagine and design new paths for the Group.

Taste,The pleasure of teamworking, the enthusiasm of building something together.

Smell,The sense of smell (given by the experience) of seizing new opportunities for personal growth, for the team and the Group.

Loccioni.com

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Mattias Bernhardm.bernhard@loccioni.com