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
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 %
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
Industrial Reliability Services
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
Industrial Reliability Services
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
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
Industrial Reliability Services
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
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
Solution Factories Remote
Monitoring
& Global ServicesCoMo
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.
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