Xella – Steps towards a digital Xella Steps towards a digital building world of tomorrow BIMobject ® LIVe S F i San Francisco Thursday, 29 th of October 2015 Markus Heße, Xella International GmbH, Duisburg
Xella – Steps towards a digitalXella Steps towards a digital building world of tomorrow
BIMobject® LIVe
S F iSan Francisco
Thursday, 29th of October 2015
Markus Heße, Xella International GmbH, Duisburg
SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Xella – well known brands for raw & building materials
Xella Group (2014: Sales 1,273 m€, FTE 6.686)
LIMEBUILDING MATERIALS DRY LINING SYSTEMS LIME BUILDING MATERIALS DRY LINING SYSTEMS
Ytong and Hebel AAC blocks Fermacell Gypsum fibre b d
Fels Lime Silka Calcium Silicate blocks Multipor Mineral Insulation
boards Hebel AAC elements
boards Aestuver Fire protection
boards Fermacell Cement-bonded
Fels Limestone
Hebel AAC elementsdrywall system boards
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
BIM will change the way you BIM enables you to
create new salescommunicate with your customers
create new sales leads
BIM is becoming mainstream
BIM content is your business card
towards the customer
BIM is for manufacturers BIM creates more
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marketing that pays for itself
trust in your products
SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Internet affects your business more and more –depending on materials you offerdepending on materials you offer
Internet in the building industry - for (almost) everyone profitableMarket survey August – October 2015
Tools
Sanitary articles (visible, in front of the wall)
strongly affected
Electrical / Home automation
Building materials (with exhibition relevance)
less affected
Building materials (with exhibition relevance)
Building materials (without exhibition relevance)
Sanitary articles (invisible behind the wall)Sanitary articles (invisible, behind the wall)
Other
1 2 3 4 5 6 7 8 9 10
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How strong the product areas are affected(1 less affected / 10 strongly affected)
1 2 3 4 5 6 7 8 9 10
SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Some important fact about BIM and the challenges – NBS UK National BIM Report 2015challenges NBS UK National BIM Report 2015
83%92% 95%
80%
100%
50%
20%
40%
60%
0%
20%
We currently use BIM
In one year's time we will use
In three year's time we will use
In five year's time we will useBIM time we will use
BIMtime we will use
BIMtime we will use
BIM
77 % of participants 76 % of participantsThe design p pin the market investigation
believes that BIM is the future of project
76 % of participants emphasize the need
for digital product information by
gcommunity is looking to manufacturers to help in the creation and implementation
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the future of project information
ymanufacturer and implementation
of BIM
SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Trend DigitalizationEarly-Stage collaboration will
i i i t
Trend Energy efficiencyBuildings as key element to
d ti
Trend UrbanizationHigher number of multi-family
h i i b k t increase in importancereduce energy consumptionhomes in growing urban markets
Increasing data collection & sharing (Building Info Modeling)
Increasing awareness of energy consumption
Urban population will grow by ≈3.5B people until 20501pt
ion
g ( g g)
Early supplier integration and stronger collaboration)
p
Buildings consume high amount of energy
p p
67% of population will live in urban areas by 2050D
escr
ip
Early stage collaboration with suppliers more importantHigh comparability of different
suppliers
Increasing demand for energy saving materials Importance of insulation
characteristics of building
High demand for infrastructure
Trend towards high-volume/low-cost housingpl
icat
ions
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supplierscharacteristics of building materials
low cost housing
Imp
1. Growth of 44% from 2010 until 2050Source: World Urbanization Prospects: 2011 Revision Population Database; press research; Boston Consulting Group analysis
Xella’s way to be prepared forXella s way to be prepared for new business approach ff t d b BIMaffected by BIM
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
10/201305-10/2013
03/2013Management attention
“Buy this kind of software”First meeting with BIMobject
and discussion about technical solution
Market assessment towards “BIM trend or need?”
Local and global
Buy this kind of software
01-06/2014 01-12/2014Decision making process
and preparation of the first Xella BIM strategy
Workshops technical and marketing together with
BIMobject
04-05/2015R i i f X ll BIM
01/2015Fi t l ti f YtRevision of Xella BIM
strategy in cooperation with BIMobject
First solution for Ytong masonry walls presented on
BAU2015 fair in Munich09/2015
Ytong masonry unitizationCreation Fermacell walls
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Xella’s digital building in the future
Worldwidedigital cloud
based product ranges
Local digital marketing
under company guideline
Local technical services with
digital customer advisory
Central E-Commerce
services
Digital on site support in
logistic and execution
Full chain software integration – invisible for our customers (SAP, CRM, XPPS, etc.)
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g ( , , , )
Worldwide digital cloud basedWorldwide digital cloud based product ranges
Worldwidedigital cloud
based product ranges
Local digital marketing
under company guideline
Local technical services with
digital customer advisory
Central E-Commerce
services
Digital on site support in
logistic and execution
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Full chain software integration – invisible for our customers (SAP, CRM, XPPS, etc.)
SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Digital objects – container of all informationLinks to additionalProduct information
GeometriesTechnical values
Classification systems
Links to additional information like
certifications, instruction videos, technical and marketing brochuresy marketing brochures
Web based digital interlinked productinterlinked product
information and communication container
P L
U S
Usability information about availability in
different countries and
Software related information e.g. PDF-
documentation or BIM-A li ti i R it
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different countries and regions Application in Revit,
Vectorworks, Archicad
SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Digital image of the product with integrated complete informationinformation
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Object description Manufacturers links Materials and Origin
Classification systems Availability in regions Sustainability systems
Download options Contact to manufacturer Request for more BIM files
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Be digital visible with your product container
Publishing BIMobject public cloud
Private single brand cloud
Private multi brand cloud
Private project cloudPrivate project cloud
Sharing E Mail and social media
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Sharing E-Mail and social media
Local digital marketing underLocal digital marketing under company guideline
Worldwidedigital cloud
based product ranges
Local digital marketing
under company guideline
Local technical services with
digital customer advisory
Central E-Commerce
services
Digital on site support in
logistic and execution
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Full chain software integration – invisible for our customers (SAP, CRM, XPPS, etc.)
SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Internet affects your business more and more –a new focus sales and marketing mixa new focus sales and marketing mix Strengthening pull activities of investors, planners and architects
Intensification of building materials user support 81%
88%
Launching more product innovations
Start/intensify end customer marketing activities
Support Internet activities of intermediaries 69%
74%
78%
Individualize prices
Networking in e-commerce merchants/processors/customer
Assortments / brands differentiate between online and classical channel 58%
67%
67%
Intensify cooperation with Internet platforms
Create own Internet shop / extend it
Dynamizing prices 46%
52%
56%
Increase non-internet savvy products in the price
Promotion of businesses with mega-dealers
Position products in Internet marketing attractively priced 23%
27%
38%
31Source: Internet in the building industry - for (almost) everyone profitable, Simon-Kucher & Partners,
Frankfurt, Market survey August – October 2015
Perform more surcharge actions 15%
SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Let's t lktalk
about BIM!
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
BIM a worldwide topic for a manufacturer
BuildingInformationModeling
The 1. choice for smart architects
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Company internet news
Planificación y creación digital con nuestros nuevos objetos BIM
Descargas
B I M
j
Hotel Residencia de Est diantes en B I MBuilding
InformationModeling
Hotel Residencia de Estudiantes en Vic
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Information towards customer in different level of detail
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Integration in Internet presence
Digitale Planungshilfeng ta e a u gs e
BIM – Objekte >
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Integration in Internet presence
B I MBuilding
InformationModeling
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Modeling
SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Presence in portals for Building materials
B I MBuilding
InformationModeling
Digitale Planungshilfen jetzt live erleben
www.xella.com/de/content/bim.php
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Presence and information in portals for architects
Building
Information
Digitale Produktinformationen tagesaktuell
rund um die Uhr für Ihre Planung und
B I MModeling
g
Ausschreibung unter www.xella.com/BIM
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Social media advertisement – example LinkedIn
BIM! Ytong presenta para el mercado español la gama completa como BIM digital de objetos Ytong.
B I M Experimente Ayudas PlanificaciónB I MBuilding
InformationModeling
Experimente Ayudas Planificación
Digital viven ahora
www.ytong.es/es/content/noticias.php
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Local technical services withLocal technical services with digital customer advisory
Worldwidedigital cloud
based product ranges
Local digital marketing
under company guideline
Local technical services with
digital customer advisory
Central E-Commerce
services
Digital on site support in
logistic and execution
41
Full chain software integration – invisible for our customers (SAP, CRM, XPPS, etc.)
SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
From information on paper towards digital value
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Digital information customer tailored
Architects Constructors
Engineers Craftsmen
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House-Owner
SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Shifting processes in daily work
Print Media Internet Digital mediafor BIM Sales Reps Technicians
Tools PeopleInformation
Today Traditional Traditional
Tomorrow DigitalDigital
Benefits: up-to date-information, focus on project business, efficient internal workflowsand better accessibility towards customers
S i it l t d lli T l t d ti CO E i i
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Savings: unit related selling expenses, Travel costs and time, paper, CO2-Emissions
SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
The way of communication with BIM for Xella – digital and personaland personal
Digital objectsArchitect / Engineer (AEC)
XellaBIManalytics-Pro User
Direct customer contact via Xales
BIManalytics Pro User
45Xella DATA PRIVACY (XDP) rules!
SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Daily use of BIManalytics for creating sales leads
Sales Force and technical field support team
Marketing und Product Management departmentsupport team
Identify new customer in sales area
Pre sales intelligence with personal
Management department Marketing analysis of products
Communication in view of marketing g pcontact to architects and engineers
Personal digital communication via BIMmail like social media
ginformation e.g. invitation to fairs in modern social media style
Selected information towardsBIMmail like social media communication to engage collaboration in a project
Selected information towards classified customers together with sales force
Priorization of customers for collaboration with marketing
Information about actual changes in product range
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Digital on site support inDigital on site support in execution
Worldwidedigital cloud
based product ranges
Local digital marketing
under company guideline
Local technical services with
digital customer advisory
Central E-Commerce
services
Digital on site support in
logistic and execution
47
Full chain software integration – invisible for our customers (SAP, CRM, XPPS, etc.)
SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Digital on site support for engineers and craftsmen
48
SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
Labeling with additional on site information
“Digital Paper” Instruction video
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
All digital product information whenever you need them
50
SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
First steps and lessons learned
Prepare a digital strategy and be brave to change it over the time
BIM is an ongoing process with a high speed of evolution
Be open minded towards the technology development
Without a strategy, it does
not work!
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
First steps and lessons learned
Be BIM digital visible
Estimate the grade of quality of your digital information
Start on a low level and improve your product visibility
The customer must see you
on the Internet!
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
First steps and lessons learned
Add digital value to your information
Be unique and provide to all customer tailored information
Create digital interaction to your customers
Be your customer’scustomer s preferred
partner in BIM!
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
First steps and lessons learned
Work on digital integration
BIM for manufacturers is an added tool towards the internet presence
One stop solution for the presentation of the product offering and the daily
product guidancep g
Digital integrationintegration
reduces change management!
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
First steps and lessons learned
Communicate on all levels internally and externally
Motivate all involved people in your company and explain them simple and
easy BIM and companies activities
Use all channels to communicate
with your customers to see the Keep it simple
use of your BIM objects and stupid! BIM is easy!
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SILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOPSILKAYTONG HEBEL FERMACELL FELSMULTIPOR ECOLOOP
First steps and lessons learned
Understand internet as multi level marketing instrument in construction
industry
Information about materials and their applications are increasingly networked
Customers expect simple solutions Customers expect simple solutions
and always have access to the Digital networking is
latest product data and the
applications on the site
networking is everyday
networking!pp
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