#DTT17: Tähtäimessä tulevaisuuden liiketoiminta, Mikko Veikkolainen Kemppi

3/15/2017

1

TähtäimessäTähtäimessäTähtäimessäTähtäimessä tulevaisuudentulevaisuudentulevaisuudentulevaisuuden liiketoimintaliiketoimintaliiketoimintaliiketoimintaMikko Veikkolainen

Director, Research & Innovation

Twitter: @Miklainen/ @Kemppi_Welding

Agenda

1. Who we are?

2. Where does it all start?

3. Business model, earning logic and target customer

4. How to develop offering that exceed customer expectations?

5. Practical cases

2 Mikko Veikkolainen/ @Miklainen

Power source & electronics company

Welding productionexpert company

1993 2010

• Inverters

• Digital equipment

• Embedded software

• Preventive maintenance

• Remote diagnostics

• Fleet Management

• Solutions

• WEB-enabled digital equipment and cloud services

• Application software for productivity and quality management

• Consultancy and other industrial services

• Solution business based on data and expertise

197750’s & 60’s

Metal fabricationcompany

The evolution of Kemppi continues…

BIG DATA

Industrial Internet

Cloud

M2M“Industrie 4.0”

IoT

• Transformers

Welding & software company

Internet of Things

Data analytics

Mikko Veikkolainen/ @Miklainen

2. Where does it all start?


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5

Everything starts from customer understanding


- How much do we really know about quality of welding?

http://www.nytimes.com

Quality & productivity requirements increasing


Hypercompetition

Business environment in all industries becoming more challenging


Cultural differencies, multiple sites, extensive networks, several timezones

Global management challenges


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High strength steels, aluminum, titanium, corrosion resistant steelsNew materials to be welded


Lack of qualified welders world wide


11

IEC / E

N

60974-2

EN 3834-2

EMC

EMF

EN 1090-2

IEC / EN 60974-1

IEC / E

N

60974-3

IEC / EN

60974-5

IEC / EN 60974-7

IEC / EN 60974-10

CISPR 11: Class A.

ISO

EN 50504

IEC 61000-3-12

CISPR 11: Class A. IEC / EN 60974-11

EMF

ASMEAWS

AS/NZS 1554.1

CE

Norms & regulaitions


a. Overview of the company under visit

b.People and roles in the company

c.Welding Context

d.Machines and equipment

Customer understanding lead to reversed engineering


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LOW INTENSITY

EX

TE

RN

AL

KN

OW

LE

DG

E

HIGH INTENSITYIN

TE

RN

AL

KN

OW

LE

DG

E Interviews and surveys

Co-creation with partners

Apprenticeship

Problem focused customer visits

Co-creation with customers

Ethnographic customer visits

Applicable ideas and patents

Interviews and surveys

of targeted segment

Warranty statistic and product feedback

Customer feedback and market analyses

Toolbox for the customer understanding


3. Business model, earning logicand target customer


Managers/

Owners

Production managers /

welding engineers

Welders

CUSTOMER UNDERSTANDING: STAKEHOLDERS NEEDSCUSTOMER UNDERSTANDING: STAKEHOLDERS NEEDSCUSTOMER UNDERSTANDING: STAKEHOLDERS NEEDSCUSTOMER UNDERSTANDING: STAKEHOLDERS NEEDS


Business model and earning logic

Mikko Veikkolainen/ @Miklainen16

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4. How to develop attractiveoffering that exceed customerexpectations?


Industrial design is essential part of offeringdevelopment

Mikko Veikkolainen/ @Miklainen18

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Red Red Red Red dotdotdotdot –––– organisaation tutkimusten mukaan näyttää siltä, että organisaation tutkimusten mukaan näyttää siltä, että organisaation tutkimusten mukaan näyttää siltä, että organisaation tutkimusten mukaan näyttää siltä, että DESIGN voi parantaa yritysten kilpailukykyäDESIGN voi parantaa yritysten kilpailukykyäDESIGN voi parantaa yritysten kilpailukykyäDESIGN voi parantaa yritysten kilpailukykyä

Red dot Top7 index

7 eniten ”Red dot”-palkintoja saanutta,Europörssissä noteerattua yritystä

Dow Jones Euro Stoxx 50

Europörssin 50 arvokkainta

Pörssiarvo 2003-2009, referenssinä arvo v. 2003 = 100%


Modern tools in offering development


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Partners

Mikko Veikkolainen/ @Miklainen page number 22

UsabilityUsability

AURA Research and development program 2011-2013: project chart

From equipment manufacturer to solution provider –roadmap for changePROGRAM STEERING

From equipment manufacturer to solution provider –roadmap for changePROGRAM STEERING

New business opportunities

SERVICES/ SOLUTIONS

New business opportunities

SERVICES/ SOLUTIONS

Future technology platformsTECHNOLOGY/ RESEARCHFuture technology platformsTECHNOLOGY/ RESEARCH

Customer orientationand understanding

CHANGE MANAGEMENT/ PROCESSES

Customer orientationand understanding

CHANGE MANAGEMENT/ PROCESSES

Development of new globalservices and solutions

Development of new globalservices and solutions

HumanWeld -serviceconceptInternatio-nalisation

HumanWeld -serviceconceptInternatio-nalisation

R&D&ICustomerOrientationdevelopment

R&D&ICustomerOrientationdevelopment

Sales & Marketing Customerorientationdevelopment

Sales & Marketing Customerorientationdevelopment

WeldingControl systems

WeldingControl systems

BatteryPower source

BatteryPower source

Commercialization of new welding solutionsCommercialization of new welding solutions

PROJECT 1 PROJECT 2 PROJECT 3

5. Practical cases


MINARC CORDLESS


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GAMMA GTH3 helmet


Universal solutionTHE INTERNET OF WELDING: HOW IOT IS TRANSFORMING QUALITY AND SAFETY


Functions

27

THE INTERNET OF WELDING: HOW IOT IS TRANSFORMING QUALITY AND SAFETY


70%

REDUCED REPAIR

RATES

FASTER

DOCUMENTATIONPROCESS

TRACEABLE WPS

COMPLIANCE

WPS AND

QUALIFICATION MANAGEMENT

40%

100%

WELDEYE — WELDING MANAGEMENT SOFTWARE: PRODUCTION PROCESS

100%

FASTER

QUALIFICATION PROLONGATION

10x

VIEW OF YOUR

WELDING PRODUCTION

360o


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29 Mikko Veikkolainen/ @Miklainen Mikko Veikkolainen/ @Miklainen

Technology

#DTT17: Tähtäimessä tulevaisuuden liiketoiminta, Mikko Veikkolainen Kemppi