The Industrial Equipment & Machinery industry: challenges and opportunities

© Hedera Consulting 2016
INDUSTRIAL EQUIPMENT
A new landscape of challenges and opportunities
Hedera’s Point Of View

INDUSTRIAL EQUIPMENT
A N E W L A N D S C A P E O F C H A L L E N G E S A N D O P P O R T U N I T I E S
1 GLOBAL TRENDS AND “AS-IS” SITUATION
2 CHALLENGES AND OPPORTUNITIES
• FACTORY OF THE FUTURE
• B2B COMMERCIAL EXCELLENCE
• INNOVATION IN ALL AREAS
• NEAR/BACK SHORING
3 HEDERA’S EXPERTISES AND CASE STUDIES
4 YOUR STRATEGIC AGENDA : THE 6 CHALLENGES TO SUCCEED
5 ABOUT HEDERA
CONTENT

Global trends and
“As-Is” situation
1

GLOBAL TRENDS
Greater global
connections
Technological change
Urbanization
Social/Demographic
change
New King
countries
Climate Change
Technology
Innovations
Mobility
Digitalization
Smart
technologies
Global markets
Health and
wellness
IoT and Industry 4.0
Future of energy
Environmental Conditions
SOME DRIVERS UNDERLYING GLOBAL TRENDS
Increasing processing power of ICT and more
sophisticated analytical tools and software.
“Big Data has entered Zettabyte era”
Increasingly interconnected markets and developed
economic/IT tools to manage the interconnectivity
Economic growth and power shift to East and South
countries, driving new ways of doing business
Creating smart products characterized by intelligent
sensing technologies to manage energy, infrastructure,
mobility, tourism, social life industries within cities.
“Sensor devices are driving our day to day life”
Increase of energy prices and strict regulations on
climate policies
Increasing attention to e-mobility solutions and
autonomous cars due to climate policies restriction and
regulation issued by local government
A shift in spending away from treating towards
predicting, diagnosing and increasing of health
services provided to the hospital
New requirements for competences related to the
expanded use of sophisticated changing technologies
and new market strategies

“As-Is” situation Industrial Equipment
1 . G L O B A L T R E N D S A N D “ A S - I S ” S I T U A T I O N
After the economic downturn, industrial equipment
manufacturers faced many difficulties to grow to pre-crisis levels
in production and turnover (European market)
Production (EU 28) per year
(2010=100)
Turnover in non domestic market
(EU 28) – percentage change
Source: Statista 2015
0
2000
4000
6000
8000
10000
2010 2011 2012 2013 2014 2015
Sales (MEur) Ebit (MEur)
Orders received (MEur) Order book (MEur)
Industrial equipment manufacturers able to ride
the wave of new opportunities experienced a
positive trend during the last 5 years
Kone Group – Year Results
Challenges… … Opportunities
Gap

2
Challenges and
opportunities

The shift to new paradigms
2 . C H A L L E N G E S A N D O P P O R T U N I T I E S
B2B COMMERCIAL
EXCELLENCE
NEAR/BACK SHORING
INNOVATION IN
ALL AREAS
INTERNATIONALIZATIONFACTORY INNOVATION
MULTI-LAYER
SUPPLY CHAIN
CUSTOMERS
FACTORY OF THE
FUTURE
Select from the catalogue please
Your delivery has been delayed
Sorry, our offices are closed
Products, products, products…
It happens in the Lab
DATA Intelligence & Relevance
M2M Community
Proactivity
Smart Robotics
Customer Centricity 2.0
Everything is a Service
Excellent!
All-areas
Accelerate
Foster an innovation culture
Collaborate
Customers are empowered, high-
demanding, expect excellence from
products & services and want
companies to be available at their
convenience
Companies are implementing Big
Data & Analytics to transform
business as usual into a service-
driven business with a focus on
Total-Lifecycle-Value
Companies consider innovation as a
complete journey taking into account
all different areas through the open
innovation approach as emerging
paradigm
Companies are reconsidering their
internationalization strategies by
back/near shoring production
activities and offices
Low labour cost countries
Low cost suppliers
Higher competences
Higher quality
Improvement in delivery time
Stand-alone & Reactive
Non-optimal Operations
High inventory levels
Behind closed doors

Opened questions for Industrial Equipment companies
2 . C H A L L E N G E S A N D O P P O R T U N I T I E S
B2B COMMERCIAL
EXCELLENCE
NEAR/BACK SHORING
INNOVATION IN
ALL AREAS
FACTORY OF THE
FUTURE
Which are the major
opportunities for our company
with IoT and Data analytics? Do
I have a clear strategic
roadmap?
Which is the level of maturity of
digital technologies within the
company?
Is our organization designed for
using IoT and Big Data? Do I
need to adjust internal operation
and business processes?
Did we scout potential partners
to implement new industrial
challenges?
Do we analyse and monitor:
• margins of each department?
• each product/service?
• profitability and potential of
each customer?
Do we know in which customer
segments, products and
geographies we should invest
to let the business grow?
Which are the main marketing
channels we have to consider
according to our strategy and
product portfolio?
Did I implement cross-sell and
up-sell campaigns?
Is our innovation strategy linked to
the future business opportunities?
Are we taking into account the
impact of major trends?
Is our organization promptly
structured to foster innovation?
Do we have internal innovation
labs and the right culture?
Are we giving the right attention to
innovation in business processes,
sales, customer services and
business models?
Did we find or select the right
partners to implement the
innovation journey?
Is our company analysing all the
factors to implement the right-
shoring strategy?
Did I perform a cost breakdown
analysis to understand the
convenience coming from back
and near shoring?
Did I analyse potential
partnerships to assess the right-
shoring solutions ?
Did I perform a benchmark
analysis of companies belonging
to my business area on right-
shoring solutions?

3
Hedera’s expertise
and case studies

Hedera: A pragmatic approach to translate vision into implementation
3 . H E D E R A ’ S E X P E R T I S E A N D C A S E S T U D I E S

Market and Hedera’s examples
Market example Description Hedera’s example Description
Factory of the
future
JOY GLOBAL INC.
Company that manufactures
heavy machineries installed
sensors in their machines to let
clients make predictive
maintenance
B2B commercial
excellence
EATON
Eaton offers a new remote
monitoring service that
provides 24×7 monitoring of
connected Uninterrupted
Power Supply (UPS) systems
to their customers
Innovation in
all areas
MICHELIN
Provide an innovative service
to truck fleet companies by
analysing data coming from
tyres with embedded sensors
that measures temperature,
pressure and speed
Near/Back
shoring
FIAMM
Italian manufacturer of
batteries decided to move
back the industrial production
from Czech to Italy to have
higher productivity and
higher product quality
AUTOMATED MATERIAL
HANDLING MANUFACTURER
ENERGY STORAGE
MANUFACTURER
Defined and implemented a new
business model consisting in creating
partnerships and open collaborations
with system integrators to approach
customers belonging to the emerging
market
Performed a market analysis on new
B2B and B2C marketing programs to
implement a growth strategy in
existing and new markets
MULTINATIONAL ENERGY
UTILITY
Back shoring and reorganization of
customer service operations
performed by a multinational energy
utility
INDUSTRIAL TOOLS AND
EQUIPMENT MANUFACTURER
Defined and implemented a digital
marketing strategy from multichannel,
multi-branding product database and
website to innovative marketing
automation and e-commerce working
with indirect channel partners
*Experience of Hedera consultants prior to joining Hedera
*
*

Let’s look at a company with flat revenue and profitability over the past 5 years
where management believed there was untapped potential to restore growth…
“We have no view on the real
margin in each of our
departments and products in
our portfolio”
“We lack visibility on profitability
and potential of each customer; If
there were a hidden gem out
there, our sales force wouldn’t
know”
“We do not know in which
customer segments,
products and geographies
we should grow business”
“We do not offer different service
levels to customers, everything is
gold plated; It costs a lot of
money, and at the same time, we
know there are customers out
there who deserve even better”
CONTEXT

Extensive portfolio analysis across all departments and across all dimensions
Analysis of key buyer values and identification of areas where the company has competitive advantage
Definition of “must-win battles”: a manageable selection of focus points that will yield maximum results in
short-, mid-, and long-term
Development of actionable growth plan and roadmap for the “must-win battles”, in cooperation with relevant
stakeholders that will own and drive its implementation
First time visibility on portfolio performance across all departments and dimensions; Identification of products
and customers to embrace and pamper
Identification of growth areas where the business has a competitive advantage
Clear action plans for a focused selection of “must-win battles” and detailed roadmaps to position the business
for profitable growth
Practical help and coaching for sales, marketing and service staff, e.g. for segmentation of accounts (key vs.
non-key) and sales planning using the new insights
ACTIONS
OUTCOME
…and how Hedera helped to get it back to profitable growth

CONTEXT
“Which channels should
we take into
consideration?”
“We have very little experience with
partnerships; What is the best way
to construct a basis for third party
partnerships as indirect sales
channel?
“Once we have a solution,
what would be the best
way to sell it internally and
externally? ”
“How can we create a solution to
better integrate our B2B
customers? What are our
industry peers doing in this area
and what should we do to stay
ahead of our competitors?”
Or another company struggling to develop a multi-channel go-to-market strategy
for its B2B e-commerce segment…

Created a solution that transformed the company from a follower to an innovator within the e-Commerce area
Developed partnerships to create a new indirect sales channel and improved image within the e-Commerce
market
Defined short-term and long-term partnership management framework to grow, retain and manage performance
of partners
Create business case and perform market research & benchmark to qualify customer needs
Define, implement and launch partnership management framework for indirect sales channel
Sell solution to prospects & customers, as well as to internal customers and top management as base for future
development
ACTIONS
OUTCOME
…and how Hedera helped to develop and implement its multi-channel B2B
e-commerce strategy

Your Strategic
Agenda
4

Ready
to start ?
Do I have a legitimacy to access
and use key data (customers,
machines, processes,…)?
How can I manage these data to
generate revenues?
How can I build the relevant
ecosystem (Factories, Customer
Centres, Warehouses, Freighters,…)
to fill gaps in my offering?
Do I infuse enough innovation and
entrepreneurship within my
organization, and do I consider all
innovation areas ?
What are the major opportunities for
me deriving from the new
challenges? Do I have a clear
strategic roadmap for new
solutions?
Do I have enough, frequent and
quality touch-points with customers
along the customer journey across
channels? Do I really put the
customer in the centre of my
universe?
Did I analyse the right-shore strategy
for my company? Did I exploit all the
opportunities coming from new
dynamics in the external
environment?
To be prepared, you need to address the 6 strategic questions …
4 . Y O U R S T R A T E G I C A G E N D A

… and align your organization to start your transformation journey
4 . Y O U R S T R A T E G I C A G E N D A
CUSTOMER
JOURNEY
STRATEGY
ROADMAP
Boost innovation in your
organization (Innovation
change program,
Innovation Lab, Data
driven innovation)
INNOVATION
PROGRAM
ACCOUNT &
PARTNERSHIP
MANAGEMENT
PROJECT
MANAGEMENT
DATA
ANALYTICS
3
1
2
4
6
5
CUSTOMER
JOURNEY
Build your data
analytics capability
to understand and
optimize your
processes and your
interaction with
customers
Bring key people
together to map all new
business opportunities
from factory of the
future, B2B marketing,
innovation and
back/near shoring, then
define your roadmap
Define strategy and
execute accounts and
partnership management
programs to exploit new
opportunities and optimize
your B2B and B2C
commercial capabilities
Implement new
project management
process to speed up
go-to-market,
processes and
organisation changes
Design the ideal
customer’s journey
for B2B (distributors,
OEM, B2B clients)
and B2C (end users)

We are Hedera. To us, growth is more than a target. It's a passion.
5
About Hedera

Founded in 2009 in Belgium
Fast-growing
50+ people
Active in Belgium, Netherlands, Switzerland, Poland and Italy
Launched a practice in Big Data and Analytics
Our story
5 . A B O U T H E D E R A
HISTORY
Passionate about growth related topics: marketing, sales, growth strategy, innovation
3+ years experience in business/strategy consulting, project management and/or sales &
marketing roles
Strong academic background
Excellent business track recordPEOPLE
VALUES
Challengers Innovative, focused, ambitious, striving for excellence
Entrepreneurs Pragmatic, actionable, no-nonsense, just do it
Connected Team players, supportive, trusted, fun

Every client is unique
Our approach is based on building blocks, which are always tailor-made to client needs
We are pragmatic: only do what adds value
Our differentiators
TAILORED
APPROACH
We are able to offer excellent value for money
By our lean structure and
By employing good people with excellent academic background and business track recordVALUE FOR
MONEY
COLLABORATION
You know your business best
We bring project expertise and domain knowledge from other industries and companies
Close and extensive collaboration benefits from complementary skills, experience and knowledge
Vast experience in Strategy, Customer Relationship, Multichannel and Human Resource
Management
Strong project & change management skills, including experience in business and ICT alignment
Cross-industry expertise
EXPERTISE
20 50

22
CONSULTING, INSIGHTS, VENTURES
C O N S U LT I N G I N S I G H T S V E N T U R E S
Our consultants work with clients
that have a growth challenge.
We identify and quantify the
growth opportunity, come up with a
solution to capture this opportunity,
and support in realizing growth in a
sustainable way.
In today’s world, where more and
more data is being generated, it is
an absolute necessity to have a
clear vision for what you want to
achieve with this data.
Hedera Insights can help you
formulate this vision and translate
it into reality.
We love start-ups. That’s why
we launched Hedera Ventures.
We help start-ups accelerate
growth, help corporates
become more innovative
through innovation labs and in-
company ventures, and pursue
our own business ideas

Our focus and expertise
Growth Strategy
Digital / Omni-Channel
Innovation
Marketing, Sales,
Customer Service
BUSINESS
CONSULTING
PROJECT &
CHANGE MGT
ANALYTICS &
INTELLIGENCE

We have offices in 5 countries
- Belgium
- The Netherlands
- Poland
- Switzerland
- Italy
We can deliver projects across borders
Hedera’s locations

Selection of Hedera Subject Matter Experts
Philip
Lahey
Functional
• Digital & Omni-channel
• Sales/Marketing/Service
Optimization
• Innovation & Venturing
• Partnership Development
• HR / Change Management
Industries
• Utilities
• Banking/Insurance
• Telecom
Hedera Group is able to bring best practices and experiences from other companies in other countries, as well as
creating business opportunities in other geographical markets by leveraging their network.
Belgium Office
Evelyne
Dewitte
Functional
⁃ Responsible Hedera Insights
(B.I. & Analytics)
⁃ Data-driven Product
Development (IoT)
⁃ Data Governance
⁃ Data mining & Machine
learning
Industries
• Pharma
• Retail
• Technology & High-Tech
Kristof
Suykerbuyk
Functional
• Product Development
• Strategy development &
realization
• Innovation
Optimization
Industries
• Industrial Equipment
• Machinery
Belgium Office
Patrick
Fransen
Functional
• Innovation
realization
• Off-shoring/back-shoring
• IoT
Industries
• Energy
• Utilities
Belgium OfficeBelgium Office

Selection of Hedera Subject Matter Experts
Hedera Group is able to bring best practices and experiences from other companies in other countries, as well as
creating business opportunities in other geographical markets by leveraging their network.
Marcel
Bila
Functional
realization
Optimization
• Business Intelligence &
Analytics
• Research, analysis & scenario
development
Industries
• Industrial equipment
• Manufacturing
Switzerland Office
Lorenzo
Boscherini
Functional
• Energy innovation,
renewables, energy storage
systems
realization
• Research, analysis & scenario
development
Industries
• Energy
• Utilities
Functional
• Strategy development and
realization/operationalization
• Sales strategy and
partnership excellence
Industries
• Utilities
• Energy
• Heavy Industry & Mining
• Automotive
Piotr
Obidziński
Jai
Rambaratsingh
Functional
• Innovation and venturing
• Commercial Strategy &
Excellence
• Internet-of-Things
Industries
• Telecom
• Utilities
• FMCG
Italy Office Poland Office The Netherlands Office

Kristof Suykerbuyk
MANAGEMENT CONSULTANT HEDERA GROUP
+32 495 56 65 95
kristof.suykerbuyk@hederaconsulting.com
Contact us for more information
Philip Lahey
PARTNER HEDERA GROUP
+32 477 59 74 92
philip.lahey@hederaconsulting.com
www.hederaconsulting.com

The Industrial Equipment & Machinery industry: challenges and opportunities

Recommandé

Recommandé

Contenu connexe

Tendances

Tendances (20)

En vedette

En vedette (20)

Similaire à The Industrial Equipment & Machinery industry: challenges and opportunities

Similaire à The Industrial Equipment & Machinery industry: challenges and opportunities (20)

Dernier

Dernier (20)

The Industrial Equipment & Machinery industry: challenges and opportunities