service division - investors.skf.cominvestors.skf.com/cmd2011/files/sd_vartan vartanian_web.pdf ·...
TRANSCRIPT
Agenda1.
Business overview and introduction to Service Division
2.
Growth segments and news
3.
Channels to market –
development of Industrial Distribution
4.
SKF Solution Factories and Life Cycle Management
5.
Customer examples
6.
Key business message
Service Division business
Providing the industrial aftermarket with value added solutions for improved overall customer productivity based on:
•
Advanced services
and technical competence to optimize plant asset efficiency for industrial end users
•
SKF’s
platform products and services through authorized distributor channels
•
Professional supply chain and global reach
The Power of Knowledge Engineering
End-user business issues
1.
Reduce costs
2.
Continuous improvements3.
Safety
4.
Increase productivity
5.
Reliable spare parts
6.
Solve difficult technical problems
7.
Align people & processes with organization strategy
Voice of our customerscustomer survey 2010
SKF sales and Service Division share
Service Division sales 2010 (2009)
Sales SEKm 22,029 (19,599)
Operating margin 13.5% (13.0%)
SKF Group
Service Division out
of SKF Group 37%
SD Net
sales
by geography
North America
13%
Asia33%
Western Europe25%
Latin America12%
Middle East & Africa8%
Eastern Europe
9%
Key achievements
• Sales
growth•
Distribution sales
growth
•
US distributor
destocking
•
Non-bearing
platforms
• Service sales•
Major partnership
value
contracts
with key customers
• 9 SKF Solution Factories
• SKF Economos
integration/growth
• Large
number
of product
and offering
launches
Reliability Systems (RS) revenue development
Reliability
Systems resources
Number
of people
> 2,000
1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010
SKF -
Unique
in industry
•
Global presence–
SKF sales
offices
& SKF factories
–
SKF Solution Factory
& Industry
Service Centre’s
–
Certified
distributor
network
–
Authorized
distributor
network
•
The combination of machine
knowledge and asset efficiency
services
–
Asset Life Cycle
management
•
SKF technology platforms
TianjinQingdao
Beijing
DalianWafangdian
Pinghu
Shanghai
SKF China SD sales and service network
SKF Solution Factory
SKF Asia Reg
Office
SKF China HOSKF College Campus
SKF Solution FactoryJV BaoSteel
Shanghai Domestic & International Warehouse
Global Technical Center
Remanufacturing Dalian
Dalian Domestic & International Warehouse
Chengdu
Guangzhou
Hong Kong
Nanjing
Shenyang
Wuhan
TaiyuanUrumqi
Zhengzhou
Baotou
Changsha
Ningbo
Harbin
Kunming
Chongqing
Xiamen
Xi’an
SKF Wind Industry Service Centre
SKF Machined SealsProduction
centre
Distributor
network
is in addition
Capture
the full potential of the asset life cycle
IndustryOil platforms
Paper millsSteel plants
RailwaysMines
...
Industry ApplicationsGearboxesMachinesConveyers
PumpsFans...
OEM End userStrengthen aftermarket sales
Create OEM sales pull
Evolution of the SKF service offering
•Simple
Condition Monitoring
•Primarily
Vibration
•Data Collector Wizards
•PdM
Services
•Energy Efficiency
•Electric Motor Testing
•Asset Efficiency Optimisation
• Environmental• Safety • Prognostics
•Consulting•Perf. Based
Contracts
(IMS/PRM)•Reman
•Value integration of platform & services
•Automating & Integrating Asset Efficiency Optimization
• Diagnostics• Protection• Oil Sampling
1987 19981990 2007 2008
SKF ReliabilitySystemsSKF Service
Trouble-FreeOperation
(TFO)
SKF ReliabilitySystems
2000
SKF ReliabilitySystems
EnergyEfficiencySolutions
ConditionMonitoring
SKF Solution Factory
2008
Asset Health Management
Next-
Growth segments for Service Division
Oil & Gas
Wind
Marine
Metal Mining
Machine tool Food & Beverage
Pulp & Paper
Traditional energy
Major opportunities
in new segments
Major opportunities in growing markets and segments
Opportunities with technology platforms
Continous
innovation and R&D investments
•
Active
innovation process with customers, industry
consortiums
and through
alliances
•
R&D investments in service products > group average
•
Significant investment in services -
spread throughout our
geographic organization.
SKF Idler Sound Monitor
A tool
for early
detection
of faulty
conveyor
idlers
Customer benefits
•Early detection of faulty conveyor idlers
•Avoid unplanned downtime
•Helps avoid costly belt damage
•Safer & easier inspection
Industry focus
•Mines and quarries
•Cement plants
•Ports
•Power plants
•Steel mills
SKF Alignment Products
SKF’s
own range of alignment products
Customer
benefits:
•
Extensive scope coverage
•
Energy Efficiency
•
Impact
on machine
performance
•
Increase
machinery
uptime
SKF Multilog
On-line System IMx-R
SKF knowledge transfer and customisation
Customer
benefits:
•
Protection against bogie instability, high temperature protection and condition monitoring to train applications
•
Follows industry standards
High speed trains, long-distance
trains, short
distance
trains, freight
locomotives, metros…
SKF Microlog
Inspector system
•
Developed
in close
cooperation
with customers
•
Customer
requirements: connect
wirelessly
•
Customer
benefits: More
effective
work
while
maintaining
plant uptime
and profitability
•
Front line
tool
for operators in an Operator Driven Reliability
(ODR) program
New standards for operations and maintenance
staffEmpowerment
of machine
operators and maintenance
staff
Industrial distributors bring value to SKF by their:
• Core competence in logistic and inventory management
• Broad range of products
• Spare parts supply optimization knowledge• Reduction of working capital
• Flexibility
• Local presence
• 24/7/365
• In-site operations at customer
• and more…
Business scope
of distribution
Bearings Seals Chains
& Sprockets
Clutches
& Couplings
Health and Safety
Gearboxes
Lubricants
Motors
Maintenance
tools
Hydraulics
Belts
& pulleys
Linear
Motion
SKF Distributor College -
Number 100,000
Certificate 100,000: Self-aligning bearing systems
Ronnie Yandle FLORIDA BEARINGS INC ORLANDO
Distribution activities
in focus
•
Extend
and diversify
our
network
•
Grow
platform
sales
•
Enhance
value
selling
•
Actions
to optimize
stock levels
and product
availability
Type
of distributors
Documented
value
Documented
Solutions Programme-the
industry
leading
value
calculatorValue
created
with customers:•
related
to increased
availability
and capacity•
attributable
to short
term cost
savings
in the areas of productivity, reduced component usage, reduction of spare parts, reduction of scrap and HSE (Health, Safety & Environmental)
Distributor
Value
Programme-the tool
for SKF Authorized
Distributors
to:•
Identify
and record
the provided
value-added
services
•
Document
the value
of the benefits
provided
•
Support cost
saving
agreements
Documented
value
Documented
Solutions Programme-the
industry
leading
value
calculatorIn 2010 value
created
with customers:•
Xx%
related
to increased
availability
and capacity•
Xx%
attributable
to short
term cost
savings
in the areas of productivity, reduced component usage, reduction of spare parts, reduction of scrap and HSE (Health, Safety & Environmental)
Distributor
Value
Programme-the tool
for SKF Authorized
Distributors
to:•
Identify
and record
the provided
value-added
services
•
Document
the value
of the benefits
provided
•
Support cost
saving
agreements
SEK 2,700 billion documented
customer
savings
2011
SKF Solution Factory from concept
to reality
–
driving
growth
Business Excellence
17 opened in 24 months
SKF Solution Factories –
next phase
USA (Cleveland)
, Argentina, Singapore, Saudi Arabia, South Korea,
Japan, Australia, The Netherlands
Capture
the full potential of the asset life cycle
Bakeries
The assetThe asset
life cyclelife cycle
Create OEM sales pull
Strengthen aftermarket sales FoodLubrication
Systems
Services
Bearings
Wafer owens
Bakeries
Create OEM sales pull
Strengthen aftermarket sales FoodLubrication
Systems
Services
Bearings
Wafer owens
Idea
Design
Develop
Install
Operate
Monitor
Maintain
Repair
Restore
Redesign
Manufacture
Capture
the full potential of the asset life cycle
Key business message
•
Working to improve customers productivity inside all markets and industries
•
A global network of SKF partners –
ease of access
•
Platform growth, supported by SKF Solution Factories Life cycle management
•
Modernised supply chain management
•
Proven value –
driving profitability
•
Enhanced growth targets