The business of machine manufacturers usually concentrates on building a machine on order and delivering it to the customer after completion. This is followed by the installation of the machine and acceptance by the customer, who then operates the machine as he sees fit. All of this corresponds to the core business of a machine manufacturer and the usual actions of the customer. But why not think one step further right now and consider an ideally complementary new business model?
As a rule, after the acceptance of the machine by the customer, there is only loose contact between him and the manufacturer. Sure - the customer who now operates the machine can order spare parts from the manufacturer, for example. So-called "fitness checks", in which machine manufacturers carry out technical audits of the machine and give recommendations for necessary maintenance, are also possible. However, the reality is often different: In fact, customers are more inclined to use as few services as possible directly from the manufacturer. Original spare parts from the manufacturer are usually expensive and can be purchased more cheaply elsewhere.
Cheaper, faster and more flexible
It is also easy to organise the maintenance of the machine oneself - this can also be cheaper, but above all it can be done faster and more flexibly.
It can therefore be interesting for the machine manufacturer to develop new business models by means of condition monitoring and predictive maintenance that go beyond the mere sale of machines. This could also solve the problem of forgetting or rejection by the customer.
An interesting, obvious idea could be to offer customers, for example, to actively report maintenance needs detected in good time on the basis of condition monitoring and predictive maintenance. On the basis of the remaining service life of roller bearings calculated in this way, for example, their replacement could be recommended at the right time - not too early and of course not too late - including the corresponding delivery of the spare part. Since machine manufacturers also have a large amount of anonymised data due to the numerous machines on the market, valuable tips can be provided to the customer on this basis to optimise his machine performance in terms of quality and output, for example. However, digitalisation also enables the machine manufacturer to share his expertise and knowledge about the maintenance and repair of a machine more easily. For example, customers could be given access to a database in which common problems and their solutions can be retrieved at any time by keyword search.
Many ideas of different forms are conceivable. However, it is undeniable that it is worth thinking about, is not it?
Author: DI. Mag. Markus Loinig
Email: markus@senzoro.com
