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06-05-2014 106-05-2014 1
• Copenhagen December 12 2013
PROTEUS
06-05-2014 206-05-2014 2
• How PSS changes the
organisation ... and the
organisation changes PSS
• BY : ERIK CHRISTENSEN
• ERIK.CHRISTENSEN@WILHELMSEN.COM
06-05-2014 306-05-2014 3
» World leader in transportation of high and heavy cargo and vehicles, with more than 140 vessels in the fleet
A global maritime industry group
06-05-2014 406-05-2014 4
Click to edit Master title
style
Presentation titleWorld-Class Servitization, methods, cases and partnerships
• Wilhelm Wilhelmsen group.
• Group revenue ~ USD 3.896 Billion.
• Employees ~ 21.000
• Service network covering more than 2400
ports, 200 yards in 125 countries.
INTRODUCING
WILHELMSEN
06-05-2014 506-05-2014 5
Click to edit Master title
style
Presentation titleWorld-Class Servitization, methods, cases and partnerships
• What characterized Novenco Fire Fighting
• Fire fighting systems for marine and land-based applications, primarily
water based.
• Est. 60+ years
• 35 employees
• 60 mio. DKK turnover
• Was owned by Dania Capital until November 2012.
• Was part of Novenco A/S until 2008.
• Acquired by Wilhelmsen Technical Solution November 2012.
• Started integration into Wilhelmsen Technical Solutions January 2013.
ABOUT NOVENCO FIRE FIGHTING
AND ABOUT WILHELMSEN
06-05-2014 606-05-2014 6
Click to edit Master title
style
Presentation titleWorld-Class Servitization, methods, cases and partnerships
• Low pressure water mist system solutions
• Focus on energy efficiency = significant cost savings
• IMO regulative boosted sales = largest non-Asian
producer of fire fighting systems for local applications
systems.
• Low level of complexity = competition mainly on price
• Therefore PSS interesting
• Limited after-sales market, but high call-out service
activity
WHAT WE DO?
06-05-2014 706-05-2014 7
World-Class Servitization, methods, cases and partnerships
06-05-2014 806-05-2014 8
Click to edit Master title
style
Presentation titleWorld-Class Servitization, methods, cases and partnerships
• What characterizes Wilhelmsen safety:
• Offers fire fighting systems for marine.
• Est. 150 + years (parent group)
• ~ 300 employees
• ~ USD 120 mill
• Delivers almost all kind of fire fighting solutions to marine and off-
shore.
Wilhelmsen Safety Group
UNITOR
06-05-2014 906-05-2014 9
Click to edit Master title
style
Presentation titleWorld-Class Servitization, methods, cases and partnerships
• 2008 NFF saw PROTEUS as a good opportunity to
network within the industry
• 2010 Learn about how more systematically to
develop new service concepts
• 2012 Explore generation of new PSS business
models, trying out specific PSS concepts.
• 2012 Strengthen the service business activity,
launched service model initiative at SMM.
WHY PSS FOR US?
Motivation for PROTEUS
06-05-2014 1006-05-2014 10
Click to edit Master title
style
Presentation titleWorld-Class Servitization, methods, cases and partnerships
• Explored opportunities for collaborating with supplementary safety
equipment suppliers to offer a safety package solution for
customers
• Thinking “Design for service” when developing/improve products.
• Recently expanded portfolio to include alternative fire fighting
solutions, in order to be able to offer package solutions for
customers
• Actively participate in discussion on regulations for servicing the fire
fighting equipment at IMO
WHAT PSS THINKING HAS
DONE FOR US
06-05-2014 1106-05-2014 11
Click to edit Master title
style
Presentation titleWorld-Class Servitization, methods, cases and partnerships
• In NFF we were very small and often
reactive to service callouts
• Service was a way to ensure happy
customers and more product sales
• Despite the good intentions, actual
organizational change towards PSS was
difficult
THE CHALLENGE OF PSS
ORGANISATION AT NFF
Maximum reach at NFF
06-05-2014 1206-05-2014 12
Click to edit Master title
style
Presentation titleWorld-Class Servitization, methods, cases and partnerships
• In 2012 NFF was acquired by
Wilhelmsen
• Large (21000 employees) multi-
attributed company
• Has own Ships Service business
• Many opportunities for PSS, but how to control
our passage into new organisation?
AND THEN IT HAPPENED...
Happened overnight
at Wilhelmsen
06-05-2014 1306-05-2014 13
Click to edit Master title
style
Presentation titleWorld-Class Servitization, methods, cases and partnerships
• In principle all service activities are performed by Wilhelmsen Ship
Service.
• However, for safety systems, service requires competences.
• A training program has been initiated to roll-out service for water and
Inergen based systems globally.
OUR PSS FOCUS NOW – HOW DOES IT
HARMIONISE WITH THE NEW ORGANISATION?
06-05-2014 1406-05-2014 14
Click to edit Master title
style
Presentation titleWorld-Class Servitization, methods, cases and partnerships
• At present it is a challenge to maintain the competences in a large
service organization due to a relative few exposures to service for
the individual.
• The availability of the service stations will most likely generate an
increased number of service calls.
• Further the regulations calls for competent service, this will generate
more service calls.
• We expect to sell more systems; consequently the service base will
increase.
FUTURE OUTLOOK
06-05-2014 1506-05-2014 15
KEY FOCUS
MOVING
FORWARD
06-05-2014 1606-05-2014 16
Click to edit Master title
style
Presentation titleWorld-Class Servitization, methods, cases and partnerships
Erik Christensen
Technical Solution Manager, and Fire R&D
Wilhelmsen Technical Solutions A/S
Ringsted, Denmark
T: +45 3016 1916
erik.christensen@wilhelmsen.com
www.wilhelmsen.com/technicalsolutions
THANK YOU FOR
YOUR ATTENTION

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10 wilhelmsen - ec

  • 1. 06-05-2014 106-05-2014 1 • Copenhagen December 12 2013 PROTEUS
  • 2. 06-05-2014 206-05-2014 2 • How PSS changes the organisation ... and the organisation changes PSS • BY : ERIK CHRISTENSEN • ERIK.CHRISTENSEN@WILHELMSEN.COM
  • 3. 06-05-2014 306-05-2014 3 » World leader in transportation of high and heavy cargo and vehicles, with more than 140 vessels in the fleet A global maritime industry group
  • 4. 06-05-2014 406-05-2014 4 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • Wilhelm Wilhelmsen group. • Group revenue ~ USD 3.896 Billion. • Employees ~ 21.000 • Service network covering more than 2400 ports, 200 yards in 125 countries. INTRODUCING WILHELMSEN
  • 5. 06-05-2014 506-05-2014 5 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • What characterized Novenco Fire Fighting • Fire fighting systems for marine and land-based applications, primarily water based. • Est. 60+ years • 35 employees • 60 mio. DKK turnover • Was owned by Dania Capital until November 2012. • Was part of Novenco A/S until 2008. • Acquired by Wilhelmsen Technical Solution November 2012. • Started integration into Wilhelmsen Technical Solutions January 2013. ABOUT NOVENCO FIRE FIGHTING AND ABOUT WILHELMSEN
  • 6. 06-05-2014 606-05-2014 6 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • Low pressure water mist system solutions • Focus on energy efficiency = significant cost savings • IMO regulative boosted sales = largest non-Asian producer of fire fighting systems for local applications systems. • Low level of complexity = competition mainly on price • Therefore PSS interesting • Limited after-sales market, but high call-out service activity WHAT WE DO?
  • 7. 06-05-2014 706-05-2014 7 World-Class Servitization, methods, cases and partnerships
  • 8. 06-05-2014 806-05-2014 8 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • What characterizes Wilhelmsen safety: • Offers fire fighting systems for marine. • Est. 150 + years (parent group) • ~ 300 employees • ~ USD 120 mill • Delivers almost all kind of fire fighting solutions to marine and off- shore. Wilhelmsen Safety Group UNITOR
  • 9. 06-05-2014 906-05-2014 9 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • 2008 NFF saw PROTEUS as a good opportunity to network within the industry • 2010 Learn about how more systematically to develop new service concepts • 2012 Explore generation of new PSS business models, trying out specific PSS concepts. • 2012 Strengthen the service business activity, launched service model initiative at SMM. WHY PSS FOR US? Motivation for PROTEUS
  • 10. 06-05-2014 1006-05-2014 10 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • Explored opportunities for collaborating with supplementary safety equipment suppliers to offer a safety package solution for customers • Thinking “Design for service” when developing/improve products. • Recently expanded portfolio to include alternative fire fighting solutions, in order to be able to offer package solutions for customers • Actively participate in discussion on regulations for servicing the fire fighting equipment at IMO WHAT PSS THINKING HAS DONE FOR US
  • 11. 06-05-2014 1106-05-2014 11 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • In NFF we were very small and often reactive to service callouts • Service was a way to ensure happy customers and more product sales • Despite the good intentions, actual organizational change towards PSS was difficult THE CHALLENGE OF PSS ORGANISATION AT NFF Maximum reach at NFF
  • 12. 06-05-2014 1206-05-2014 12 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • In 2012 NFF was acquired by Wilhelmsen • Large (21000 employees) multi- attributed company • Has own Ships Service business • Many opportunities for PSS, but how to control our passage into new organisation? AND THEN IT HAPPENED... Happened overnight at Wilhelmsen
  • 13. 06-05-2014 1306-05-2014 13 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • In principle all service activities are performed by Wilhelmsen Ship Service. • However, for safety systems, service requires competences. • A training program has been initiated to roll-out service for water and Inergen based systems globally. OUR PSS FOCUS NOW – HOW DOES IT HARMIONISE WITH THE NEW ORGANISATION?
  • 14. 06-05-2014 1406-05-2014 14 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships • At present it is a challenge to maintain the competences in a large service organization due to a relative few exposures to service for the individual. • The availability of the service stations will most likely generate an increased number of service calls. • Further the regulations calls for competent service, this will generate more service calls. • We expect to sell more systems; consequently the service base will increase. FUTURE OUTLOOK
  • 15. 06-05-2014 1506-05-2014 15 KEY FOCUS MOVING FORWARD
  • 16. 06-05-2014 1606-05-2014 16 Click to edit Master title style Presentation titleWorld-Class Servitization, methods, cases and partnerships Erik Christensen Technical Solution Manager, and Fire R&D Wilhelmsen Technical Solutions A/S Ringsted, Denmark T: +45 3016 1916 erik.christensen@wilhelmsen.com www.wilhelmsen.com/technicalsolutions THANK YOU FOR YOUR ATTENTION