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© IK4-TEKNIKER 2017
© IK4-TEKNIKER 2017
OSCAR REVILLA | Innobasque, 02/02/2017
Servitización e Industria 4.0
© IK4-TEKNIKER 2017
Centro Tecnológico (Fundación
Privada sin ánimo de lucro).
36 años de investigación aplicada.
Misión: Mejorar el posicionamiento y la
competitividad de nuestros clientes a
través de la transferencia de tecnología
y experiencia, maximizando el retorno de sus inversiones.
Especializados en Manufacturing.
Miembros fundadores de IK4
Research Alliance.
QUIÉNES SOMOS
© IK4-TEKNIKER 2017
ORIGEN DE INGRESOS I+D+i
VICOMTECH
AZTERLAN
CEIT
CIDETEC
GAIKER
IDEKO
IKERLAN
LORTEK
TEKNIKER
94 PERSONAS
10 Doctores
11,7 M€
272 PERSONAS
37 Doctores
23,3 M€
228 PERSONAS
114 Doctores
15,3 M€
129 PERSONAS
62 Doctores
10,4 M€
102 PERSONAS
14 Doctores
6,9 M€
92 PERSONAS
24 Doctores
8,9 M€
199 PERSONAS
49 Doctores
19,4 M€
59 PERSONAS
13 Doctores
4,4 M€
105 PERSONAS
34 Doctores
8,1 M€
Datos 2015
24 M€
PERSONAS
278
FABRICACIÓN
AVANZADA
INGENIERÍA
DE PRODUCTO
TICSINGENIERÍA
DE SUPERFICIES
© IK4-TEKNIKER 2017
IK4-TEKNIKER y la Industria 4.0
Industria 4.0: tecnologías posibilitadoras y
drivers como instrumento para incrementar
la competitividad de las empresas,
mejorando su sistema de producción y/o
identificando nuevos negocios.
La propuesta de Valor de la Transformación Digital puede variar en función
del nivel de sofisticación, generando nuevos ingresos y en algunos casos
desarrollar Modelos de Negocio disruptivos en torno a la Servitización.
Modelo de referencia: Fabricación Avanzada
© IK4-TEKNIKER 2017
Industria 4.0: Sistemas inteligentes y conectados
Los limites de la industria están cambiando…
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© IK4-TEKNIKER 2017
Industria 4.0: Sistemas inteligentes y conectados
Los limites de la industria están cambiando…
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ps:
//h
br.
org
/201
4/11
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mar
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© IK4-TEKNIKER 2017
Servitización e Industria 4.0: aplicación al caso de uso de alquiler de carretillas elevadoras
T-REX: Lifecycle extension through
new Service-Oriented Business Models(nuevas estrategias para REdiseño, REparación,
REnovación, REuso y REciclado)
http://t-rex-fp7.eu
T-REX has received funding from the European Union’s Seventh Framework Programme for research, technological development and demonstration under grant agreement nº 609005
© IK4-TEKNIKER 2017
“Traditional” Business Model New Business Model
Product design- Product is designed for the minimum cost
- Lifetime should be “enough”
- Product cost is less important. The relevant is the Total Cost of Ownership
- The product is configured for the application
- Product lifetime is enlarged
Services,
supply chain
and customer
relationships
- Product developer establishes conservative
preventive maintenance policies. Maintenance is
made “in house” or by third parties
- After-sales services, mainly technical assistance and
spare parts, are sources of revenue for the
manufacturer (or third parties)
- Product developer make extra effort to minimize maintenance cost: leveraging
on techniques and tools to optimise preventive and emphasize on prediction
- Services allow to increase the product availability
Customer
relations and
Cash flows
- Product sales as a one-off transaction
- In the usage and end-of-life phase interactions
between the manufacturer and the customer may
not occur
- If they occur, their monetary value is often negligible
compared with the product value
- Product developer is not aware of the conditions in
which the product is in operation
- Dismantling is in charge of the user
- Product-Service System provision as a relational, long-term process
- Stable and continuous cash flows from customer to manufacturer over the
product lifecycle, of a smaller entity compared to product sales
- Cash flows cover both the product and service component of the offer
- Product developer is aware of operating conditions
- Information from the product is collected to increase product availability (e.g.
Condition based Maintenance), increase service efficiency (e.g. remote
control) and transform the feedback from the field in input to the design of
product and services
- End of life is in charge of the producer. Some modules could be re-used
Origen y Objetivos del proyecto T-REX
© IK4-TEKNIKER 2017
Resultados T-REX
Desarrollo de una plataforma de negocio integral para ofertar nuevos
Productos-Servicios Integrados a través de:
1) Nuevo marco de referencia para Modelos de Negocio Orientados a Servicios
2) Diseño de Producto (o sistemas principales) mejorado para extender su vida útil
3) Re-ingeniería de los Servicios de apoyo y creación de nuevas propuestas
4) Nuevas estrategias y dispositivos para mejorar y facilitar el Mantenimiento
APLICADO EN 3 CASOS DE USO
MAQUINARIA TRANSPORTE AUTOMATIZACIÓN
© IK4-TEKNIKER 2017
Modelos de Negocio Orientados a Servicios (SOBM)
Modelo CANVAS adaptado para desarrollo de nuevos SOBM
A1
Product-focused
The provider sells the product or system and (separately) services
that are needed during the use phase of the
product
A2
Product and processes-
focused
The provider sells product and offers
services, both in the pre- and after-sale
phases, which aim also to optimize customer
processes.
B1
Access-focused
The customer does not buy the product but
pays a fixed regular fee to gain access to it. The
fee is not related to product actual usage
and may include additional services
B2
Use-focused
The customer does not buy the product but
pays a variable fee that depends on its actual usage of the product
B3
Outcome-focused
The customer does not buy the product but
pays a fee that depends on the achievement of
a contractually set result in terms of performance or
outcome of its usage
A) Ownership-oriented business model
Product sales are the main source of revenue; services are sold as an add-on of the
product. Service can be sold both transitionally (e.g. corrective technical assistance
without any contractual agreement) and relationally (e.g. maintenance contract).
B) Service-Oriented Business Model
Services strictly linked to the access/usage of a product are the main source of revenue. The
ownership of the product is not transferred to the customers. Services are sold through relational
contracts with generally medium-long term duration. Add-on services can also be sold on a
transactional base outside the contractual agreement
© IK4-TEKNIKER 2017
Objectives
• Design for maintainability
• Design for life-cycle
• Design for serviceability
• Design for upgradability
Techniques
• How can we obtain the desired improvement?
• Design techniques
• Organisational techniques
• Technological/data collection techniques
• How can we assess the actual adoption of the techniques?
• e.g.: number of replaceable components; degree of standardisation of parts, number of common part across products, number of non-inspectable parts, …
Impact on KPIs
• Which impacts/consequences do we expect after having implemented the selected levers? How will we measure it?
• Cost reduction
• Ease of operations
• Effects on efficiency/effectiveness
• MTTR & MTBF
Metodología de Diseño de Producto (Design for X)
© IK4-TEKNIKER 2017
Metodología de Re-diseño de Servicios (Service Engineering)
Guías y herramientas (templates):http://www.dlpm.iao.fraunhofer.de/en/themen/serviceengineering.html
© IK4-TEKNIKER 2017
Metodología para mejora del Mantenimiento
Metodología para un despliegue rápido y fácil de Monitorización Continua (CbM) y
tecnologías Predictivas (PdM)
KPIs identificación
Componentes
Modos de Fallo,
Ejecución Mantenimiento,…
Modos de mejora
Simulación.
Evaluación
Implementación
Evaluación
KPIs (Indicadores)
© IK4-TEKNIKER 2017
Arquitectura para CbM Local y para Gestión de Flotas
Mantenimiento: Monitorización, Diagnóstico y Predicción fundamental para Servitización
The IoT will lead to a
25% reduction in asset
maintenance costs
and 35% reduction in
downtime
U.S. Department of Energy
Predictive Maintenance (PdM):
• Can reduce the Cost of planned repairs by 12%,
• Cut maintenance costs by almost 30% and
• Reduce unscheduled downtime by 70%.
World Economic Forum and Accenture
Embedded PC embedded Virtual PC
© IK4-TEKNIKER 2017
The shift (business evolution)
New Sales11,110
2nd Hand Sales2,346
Rental1,396
Spare Parts1,190
After Sales Service 2,143
TURNOVER YEAR 19991999
TOTAL
MACHINES
74%
TOTAL
SERVICES
26%
New Sales15,282
2nd Hand Sales3,177
Rental8,929
Spare Parts4,595
After Sales Service5,730
2008
TOTAL
MACHINES
49%
TOTAL
SERVICES
51%
New Sales5,788
2nd Hand Sales2,748
Rental9,080
Spare Parts6,476
After Sales Service5,186
2015
TOTAL
MACHINES
29%
TOTAL
SERVICES
71%
Developing a new Service-Oriented Business Model: technological and organizational challenges - ULMA
DISTRIBUIDOR DE PRODUCTO
PROVEEDOR DE SERVICIOS
© IK4-TEKNIKER 2017
The product lifecycle
USEDNEW
Sale New
TAS
Rental LTR
Refurbish
Check Sale
Sale
TAS
Rental STRUSED
Dismantle in
Parts + Scarp
Check Sale
S P
S P
S P
S P
5-7 years
3-5 years
Strategy (rental): increase business profitability through the extension of the product lifecycle and the
reduction of the costs in the overall process (optimize assets)
LTR - LONG TERM RENTAL
STR - SHORT TERM RENTAL
Technologies and business transformation to take advantage of the rental market - ULMA
© IK4-TEKNIKER 2017
TECNOLOGÍAS
Re-uso y nuevo negocio de Alquiler (STR)
Monitorización continua de la operación y la condición – Metodología de implementación rápida – Nivel Local y de Flota
a) Dispositivo CbM Local y Sensores
Incremento Re-uso > 84%Extensión de Vida útil = 100%Reducción Costes Mantenimiento > 36%
Incremento LCC/TCO ≈ 12%
b) Análisis de señales Indicadores c) Gestión de Flota e Inteligencia Empresarial
3. Venta tal cual 2ª MANO
PROCESO REACONDICIONADO
CARRETILLA 2ª MANO
(1ª - 5 AÑOS)
4. Venta REACONDICIONADA 2ª MANO
5. ALQUILER A CORTO (STR – 3/5 AÑOS)
OBJETIVO RESULTADOS*
© IK4-TEKNIKER 2017
Implementación del nuevo Negocio – Alquiler a Corto Plazo (STR)
STR: Alquiler y uso de carretillas desde 1 día hasta los 2 años
• Precios competitivos, rápida respuesta (proximidad), amplia flota siempre disponible, identificación de necesidades de cada mercado
• Lanzamiento: 2017
• Alcance: País Vasco
• Incluye:
• Full Service
• Monitorización del Uso
y de la Condición
• Seguros