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• How PSS changes the
organisation ... and the
organisation changes PSS
• BY : ERIK CHRISTENSEN
• ERIK.CHRISTENSEN@WILHELMSEN.COM
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» World leader in transportation of high and heavy cargo and vehicles, with more than 140 vessels in the fleet
A global maritime industry group
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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
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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
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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?
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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
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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
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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
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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
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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
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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?
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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
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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
