skf industrial market regional sales and service · • raise energy efficiency • increase...

SKF Industrial Market –

Regional Sales

and Service

Agenda

•Vartan

Vartanian,

President

Regional Sales and Service

-

Introduction

and business overview-

Industrial Reliability

Services

•

Michael Crean, DirectorWest Europe

•

Thomas Fröst, Director

Focused Industries

Two

business areas supporting

Industrial Market

End userAsset life cycle management

Industrial Market

StrategicIndustries

Industrial Market

Regional

Sales

andService

Distributors

Both

Business Areas offer a full range

of products, solutions and services to both

OEMs

and end

users

supporting

industries’

total lifecycle.

Business Focus

•

A global network of SKF partners –

ease of access

•

Working to improve customers productivity around the world with a focus on industrial segments such as Food and Beverage, Marine, Metals, Pulp and Paper as well as Mining

•

Driving growth by leveraging SKF

platform offers and SKF Distribution network as well as SKF Solution Factories and Life Cycle Management

•

Modernised supply chain management

•

Proven value –

driving profitability

Committed value providers, at your service!

We create, provide and realize full life-cycle value through our industry leading services and integrated engineering products

Offering:•

Advanced services

and technical competence based

on SKF’s

technology platforms to increase customer’s

profitability and productivity•

SKF’s

platform products and services mainly through authorized distributor channels

•

Professional supply chain and global reach

The Power of Knowledge Engineering

Regional Sales and Service Business Structure

7 Sales Areas

Solution, Production, Product Development

with18 Solution

Factories

Focused Industrieswith

Strategic Accounts

Channel

and Pricing

Managementwith

Distribution

7 Sales Areas

with

Global Coverage

Industrial Market, Regional Sales and Service

Business Overview

Sales Share and Net Sales

Regional Sales

and Service out

of SKF Group 39 %

RSS

Regional Sales and Service Net Sales 2011

Sales SEKm

25,868

Operating Margin

12,5 %

Sales by

Geography

Sales Structure within RSS Sales

26 %

Distribution OEM

Direct

End User

Focused

Industries and Strategic

Accounts

Example

OEM End user

The assetThe asset

life cyclelife cycle

Deliver SKF equipped solutions

Equip

with SKF knowledge

Marine MiningMetalsPulp and Paper Food and Beverage

Why

Strategic

Accounts

•

Achieve

higher

growth

and profit

•

Replication

of knowledge

•

Generating

customer

value

•

SKF platform

growth

–

leverage

relationship

to grow

•

Innovation together

with customers

•

Customers

take

our

offer to their

market

•

Professional selling

culture

Strategic

Accounts

as Growth Engine

0

20

40

60

80

100

120

140

160

2009 2010 2011

Total with StrategicAccounts (SA)Total without SA

Delivering

the SKF value

consistently

CUST

OM

ER

INDUSTRIES

TECHNOLOGIES

EVALUATION OF THE VALUE

CUSTOMER CHALLENGES

• Raise energy efficiency

• Increase productivity

• Decrease maintenance

• Optimise designs

• Reduce cost

• …

Documenting Value Measured

SKF Documented Solution Program

Verified Customer Savings:

19 Billion SEKVerified savings in 2011:

3 Billion SEK

Total Accepted/Verified Cases: < 24,500Coming from more than 25 industrial segments

5 languages 51 currencies can be converted

14 energy and sustainability calculations and can convert KW saved to C02 reduction

SKF Documented

Solution Program

Industrial Reliability Services


Global offering of innovative products, services and value added

solutions to optimize asset efficiency in order to deliver customer value at each stage of the asset life cycle.

• Research and Development• Condition Monitoring Product Development and Production• Product Business Development and Product Services• Solution Factories• Remote Monitoring and Global Services• Strategic Projects

Global Infrastructure

Solution FactorySolution Factory plannedResearch and DevelopmentRemote Monitoring & Global ServicesCondition Monitoring

Product Development & ProductionEnergy and Sustainability

Management


Solution Factories Remote

Monitoring

& Global ServicesCoMo

Product

Develop-

ment

& ProductionResearch & Development

Prod

uctB

usin

ess

Dev

elop

-m

ent&

Pro

duct

Serv

ices

PSD(Product

Service Division)

Seals

MaPro(Maintenance

Products)

Power Transmission

Strategic

Projects

Research and Development

OperationsCountry

CityNetherlands

NieuwegeinSweden

GothenburgUSA

Plymouth (MI)USA

Lansdale (PA)Switzerland

Liestahl

India

Bangalore

Global footprint

Continuous

innovation and R&D investments

•

Active

innovation process with customers, industry

consortiums

and through

alliances

•

R&D investments in service products

•

Significant investment in services-spread throughout our geographic organisation

Strategy driven direction

Technology driven inventions

Customer driven innovations

New Market Offers

2011 –

Service Examples

SKF Microlog

Inspector

system SKF Mulitilog

On-line

System IMx-R

SKF Shaft

Alignment

System

SKF Enodoscope

TKES 10

SKF Stroboscope

TKRS 20 SKF Thermal Camera

TKTI 20

Baker DX series

of SKF‘s

static

motor

analyzersSKF Idler

Sound

Monitoring

kitSKF @ptitude

Monitoring

Suite

Growth through

Innovation: Out now!

• SKF development and production• Tooless

set-up•

Detachable batteries for an environ-

mentally friendly disposal•

Designed and tested for toughest real working conditions

• Atex

approved for zone 0

Development of new System 24

•

Extensive scope coverage

•

Energy Efficiency

•

Impact

on machine

performance

•

Increase

machinery

uptime

SKF Alignment Products

Growth through

Innovation

ProtectionAnalysisSurveillance

This new innovation will help us

•

to optimize the efficiency of our customers assets, even in harsh, demanding and remote environments

•

to deliver real benefits to our customers

by improving their maintenance programs and planning for

higher availability, reducing maintenance costs and avoiding

costly failures•

to improve process controls

Breakth

rough

Innovatio

n



Monitoring


Product

Develop-

ment


Prod

uctB

usin

ess

Dev

elop

-m

ent&

Pro

duct

Serv

ices

PSD(Product

Service Division)

Seals

MaPro(Maintenance

Products)

Power Transmission

Strategic

Projects

Core CompetenceIntegration of industry knowledge, project and reliability engineering, field maintenance services, training and workshop services to provide customized solutions for asset efficiency optimization

Solution Factories

Running OperationsCountry

CityAustralia

PerthBrazil

CajamarCanada

EdmontonColumbia

BogotaChina

Shanghai, TianjinFrance

MontignyGermany

SchweinfurtIndia

PuneItaly

TurinMexico

MonterreyRussia

MoscowSouth Africa

WitfieldSweden

GothenburgTaiwan

TaichungTurkey

IstanbulUK

LutonUSA

Houston

Planned within next 12 monthsCountry

CityBenelux

NieuwegeinPoland

KatowiceRomania

BucharestSpain

MadridUSA

Cleveland

Global footprint

Solution Factory

France



Monitoring


Product

Develop-

ment


Prod

uctB

usin

ess

Dev

elop

-m

ent&

Pro

duct

Serv

ices

PSD(Product

Service Division)

Seals

MaPro(Maintenance

Products)

Power Transmission

Strategic

Projects

Cloud

Computing

Remote Monitoring & Global Services

OperationsCountry

CityArgentina

Buenos AiresAustralia

OakleighBrazil CajamarCanada

EdmontonChina

ShanghaiFrance

MontignyGermany

HamburgIndia

PuneSouth Africa

WitfieldUK LutonUSA

Houston

Global footprint

Asset Management Services


Monitoring


Product

Develop-

ment

& Production Research & Development

Prod

uctB

usin

ess

Dev

elop

-m

ent&

Pro

duct

Serv

ices

PSD(Product

Service Division)

Seals

MaPro(Maintenance

Products)

Power Transmission

Strategic

Projects

Major contract

just closed

in Latin AmericaIn Latin America one of the largest Integrated Maintenance Solution contracts has just been closed. The customer is a leading company in the Pulp and Paper industry.

Background:SKF has worked with this customer for a couple of years and a good partnership has been developed. In this performance based Integrated Maintenance Solution (IMS) contract, all indicators connected e.g. to plant operational stability,

productivity increase and cost reduction were jointly defined and aligned according to the customer’s business strategies.

Benefits:With an Integrated Maintenance Solution, SKF becomes an integral

part of a customer’s operational team and is responsible for creating and implementing an asset management strategy with the goal of increasing the reliability and profitability of their plants. SKF supplies bearings, seals and lubricants ; manages the maintenance of machinery; and collaborates with the customer, combining SKF’s

in-depth experience and expertise in asset management and knowledge

of rotating equipment to reduce the total cost of ownership (TCO) of assets.

Solution:The solution is an SKF Integrated Maintenance Solution (IMS) including bearings supply, predictive and lubrication services, training, engineering, condition monitoring supply, operator driven reliability (ODR) and maintenance products.

Q & ABusiness OutlookBusiness Outlook

Business Outlook

• Driving profitable sales growth in all 7 Sales Areas

• Accelerate growth through Strategic Accounts

•

Expand SKF offerings and value propositions from Focused Industries

• Leverage and bundle technology platforms

•

Drive Service business growth both to OEM and end-user

•

Drive long-term sustainable business through innovations

•

Leverage and increase Distributor customer contacts and activity level and increase supply chain value

• BeyondZero

Portfolio opportunities

Value

based

profitable growth for

sustainable

customer

and business

development

Committed value providers, at your service!

What we stand for

Industrial Market, Regional Sales and Service

skf industrial market regional sales and service · • raise energy efficiency • increase...

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