SKF Solution Factory, Sweden - the SKF site for the capital market
SKF Solution Factory, Sweden - the SKF site for the capital market SKF Solution Factory, Sweden - the SKF site for the capital market
Service Division Vartan Vartanian President, Service Division SKF Capital Markets Day 2009
- Page 2 and 3: SKF Group Vision 19 May 2009 © SKF
- Page 4 and 5: Service Division business Providing
- Page 6 and 7: Key Accounts and value selling 19 M
- Page 8 and 9: New/recent market offers And more
- Page 10 and 11: Reliability Systems (RS) revenue de
- Page 12 and 13: SKF ConRo solution to RIVA Group, I
- Page 14 and 15: Improved distribution footprint 19
- Page 16 and 17: SKF Brammer E2 launch 50 status / 5
- Page 18 and 19: Distributor programmes: Distributor
- Page 20 and 21: SKF Solution Factory 19 May 2009 ©
- Page 22 and 23: SKF Training Centres 19 May 2009 ©
- Page 24 and 25: SKF Economos: Sealing solutions 19
- Page 26 and 27: SKF Solution Factories 2009 Mexico
- Page 28 and 29: SKF Solution Factory Shanghai - Aug
- Page 30 and 31: SKF “Ixion” Solution Factory Br
- Page 32 and 33: SKF Solution Factory, Sweden 19 May
- Page 34 and 35: Service Division knowledge & expert
- Page 36 and 37: Profitable growth • Customer Valu
Service Division<br />
Vartan Vartanian<br />
President, Service Division<br />
<strong>SKF</strong> Capital Markets Day 2009
<strong>SKF</strong> Group Vision<br />
19 May 2009 © <strong>SKF</strong> Group<br />
To equip <strong>the</strong> world<br />
with <strong>SKF</strong> knowledge
Net sales 2008<br />
19 May 2009 © <strong>SKF</strong> Group<br />
<strong>SKF</strong> Group<br />
Service Division out of <strong>SKF</strong> Group – 33%<br />
Service Division sales 2008 (2007)<br />
Sales SEKm 21,529 (19,339)<br />
Operating margin 14.6% (13.5%)<br />
Asia<br />
30%<br />
Latin America<br />
11%<br />
Service Division<br />
Central &<br />
Eastern<br />
Europe<br />
10%<br />
Middle East &<br />
Africa 7%<br />
North<br />
America<br />
14%<br />
Western<br />
Europe<br />
28%
Service Division business<br />
Providing plat<strong>for</strong>m-based and segmentfocused<br />
solutions to industrial customers<br />
<strong>for</strong> improved productivity with :<br />
• Knowledge-based products, systems<br />
and services to optimize plant asset<br />
efficiency<br />
• Bearings and related products and<br />
services through authorised<br />
distributors<br />
• Global e-enabled logistics services<br />
to external and internal customers<br />
19 May 2009 © <strong>SKF</strong> Group
External Trends<br />
Service Division Core Strategy<br />
Globalisation<br />
Demand <strong>for</strong><br />
customization<br />
(specialisation)<br />
Distributor<br />
consolidation<br />
Emerging<br />
<strong>market</strong>s<br />
(Long-term<br />
demand)<br />
Sustainability<br />
19 May 2009 © <strong>SKF</strong> Group<br />
Effective Key<br />
Account focus,<br />
Value Selling<br />
Committed &<br />
Motivated People<br />
Improved Distribution<br />
Footprint<br />
Profitable Growth<br />
Plat<strong>for</strong>m growth,<br />
supported by <strong>Solution</strong><br />
Factories<br />
Market leader within our solution & product offering
Key Accounts and value selling<br />
19 May 2009 © <strong>SKF</strong> Group
Delivering <strong>the</strong> <strong>SKF</strong> Value …Consistently<br />
INDUSTRIES<br />
19 May 2009 © <strong>SKF</strong> Group<br />
3,800 cases<br />
SEK 2,840 m<br />
approved savings<br />
VALUE SELLING<br />
PLATFORMS<br />
Client Needs<br />
Analysis<br />
CUSTOMER
New/recent <strong>market</strong> offers<br />
And more…<br />
19 May 2009 © <strong>SKF</strong> Group<br />
Condition-based maintenance<br />
programme <strong>for</strong> ships<br />
<strong>SKF</strong> Multilog On-line System,<br />
IMx-S<br />
<strong>SKF</strong> Multilog On-Line System<br />
IMx-W (Wind)<br />
<strong>SKF</strong> Machine Condition Advisor<br />
<strong>SKF</strong> Microlog AX <strong>SKF</strong> SYSTEM 24 LAGE Series<br />
<strong>SKF</strong> WindCon 3.0<br />
<strong>SKF</strong> E2 Energy Efficient Bearings
Few suppliers<br />
Key Accounts – <strong>SKF</strong> - The preferred partner<br />
Key Accounts<br />
relationship<br />
Partnership<br />
Many suppliers<br />
<strong>SKF</strong> - mostly<br />
within one plat<strong>for</strong>m<br />
19 May 2009 © <strong>SKF</strong> Group<br />
Value<br />
<strong>SKF</strong> – all plat<strong>for</strong>ms<br />
“Knowledge Engineering”<br />
Partnership: <strong>SKF</strong> located<br />
at customer.<br />
<strong>SKF</strong> Capabilities
Reliability Systems (RS) revenue development<br />
Reliability Systems resources<br />
Number of people > 2,000<br />
1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008<br />
19 May 2009 © <strong>SKF</strong> Group<br />
Sales up by a factor of 6 in 2008, compared to <strong>the</strong> start<br />
in 1998. This equals in average 20% growth annually
New Text business - basic<br />
British Petroleum exploration & production in UK<br />
-Existing<br />
5 year proactive reliability maintenance services contract<br />
improving plant reliability, minimizing downtime and<br />
maximizing production revenue. <strong>SKF</strong> offers an<br />
improvement of <strong>the</strong> overall Asset Maintenance strategy.<br />
<strong>SKF</strong> award from British Petroleum<br />
-New development<br />
The award was given <strong>for</strong> a successful cooperation in a<br />
development work driven by BP <strong>for</strong> wireless technology<br />
onboard <strong>the</strong>ir vessels.<br />
19 May 2009 © <strong>SKF</strong> Group
<strong>SKF</strong> ConRo solution to RIVA Group, Italy<br />
RIVA Group is a conglomerate of companies<br />
operating in <strong>the</strong> steel production industry.<br />
It's <strong>the</strong> outright leader of <strong>the</strong> sector in Italy<br />
and 3 rd in Europe. Riva has an overall<br />
production capacity of 23.5 million tons a<br />
year. ILVA TARANTO with 7 million tons of<br />
casted steel/year is <strong>the</strong> biggest plant of <strong>the</strong><br />
company.<br />
As part of <strong>the</strong>ir work in Environment Management RIVA Group chooses<br />
<strong>SKF</strong> knowledge to increase efficiency and <strong>the</strong> respect of <strong>the</strong> environment<br />
by using <strong>the</strong> <strong>SKF</strong> ConRo solution <strong>for</strong> <strong>the</strong>ir continuous casting machine.<br />
19 May 2009 © <strong>SKF</strong> Group
<strong>SKF</strong> ConRo solution <strong>for</strong> continous casting machines<br />
1. Traditional open SRB solution<br />
3. <strong>SKF</strong> ConRo solution (re-lubrication free)<br />
19 May 2009 © <strong>SKF</strong> Group<br />
2. <strong>SKF</strong> sealed SRB solution<br />
1. High grease consumption and negative<br />
impact on <strong>the</strong> environment<br />
2. Reduction of grease consumption<br />
3. Zero level of grease consumption leading<br />
to a positive impact on <strong>the</strong> environment<br />
* SRB = Spherical Roller Bearing
Improved distribution footprint<br />
19 May 2009 © <strong>SKF</strong> Group
Improved distributor footprint<br />
Lubrication<br />
Systems<br />
Distributor<br />
19 May 2009 © <strong>SKF</strong> Group<br />
Expand<br />
product<br />
offering<br />
Expand<br />
<strong>market</strong><br />
BEARING<br />
BASE<br />
Expand in<br />
niche<br />
<strong>market</strong>s<br />
Specialist<br />
Distributor<br />
Expand<br />
‘value added‘<br />
services &<br />
solutions
<strong>SKF</strong> Brammer E2 launch 50 status / 50 meeting – small deep groove ball bearings<br />
Good <strong>for</strong> your business. And <strong>for</strong> your planet.<br />
19 May 2009 © <strong>SKF</strong> Group<br />
• Small deep groove ball bearings<br />
• Medium deep groove ball bearings<br />
• Spherical roller bearings<br />
• Cylindrical roller bearings<br />
• Tapered roller bearings<br />
To follow…<br />
Full Portfolio
<strong>SKF</strong> E2 launch partners with Authorized Distributors<br />
North America<br />
2009<br />
Latin America > 60<br />
19 May 2009 © <strong>SKF</strong> Group<br />
Europe > 150<br />
Energy Efficiency launch partners<br />
Asia-Pacific > 80
Distributor programmes: Distributor College<br />
60 000<br />
50 000<br />
40 000<br />
30 000<br />
20 000<br />
10 000<br />
2006 2007 2008 2009<br />
• >18% of our <strong>SKF</strong> Authorized Distributors have access.<br />
• 30 different courses available<br />
19 May 2009 © <strong>SKF</strong> Group<br />
40,000th award<br />
Number<br />
of users<br />
Number<br />
of certificates
Network of <strong>SKF</strong> Certified Partners<br />
Certified Rebuilder electrical motors (31)<br />
Certified Maintenance Partner (141)<br />
19 May 2009 © <strong>SKF</strong> Group
<strong>SKF</strong> <strong>Solution</strong> <strong>Factory</strong><br />
19 May 2009 © <strong>SKF</strong> Group
<strong>SKF</strong> <strong>Solution</strong> Factories - a key access point to…<br />
Drive customer profitability<br />
– Improve <strong>the</strong> profitability <strong>for</strong> our key customers delivering solutions/services<br />
making an impact to <strong>the</strong>ir key drivers.<br />
Drive <strong>SKF</strong> growth and profitability<br />
– Develop profitable growth <strong>for</strong> <strong>SKF</strong> using all capabilities from all five plat<strong>for</strong>ms.<br />
Knowledge management<br />
– Share process knowledge and successful business opportunities in <strong>SKF</strong> and among<br />
selected partners.<br />
19 May 2009 © <strong>SKF</strong> Group<br />
AEO
<strong>SKF</strong> Training Centres<br />
19 May 2009 © <strong>SKF</strong> Group<br />
<strong>SKF</strong> College<br />
Reliability Maintenance Institute/<br />
Local training centres in SD Sales units
<strong>SKF</strong> Service Centres<br />
Mechatronics system houses<br />
Monitoring Centres<br />
Lubrication: Application centres<br />
19 May 2009 © <strong>SKF</strong> Group<br />
Spindle Service Centres incl. planned<br />
Remanufacturing Service Centres incl. planned
<strong>SKF</strong> Economos: Sealing solutions<br />
19 May 2009 © <strong>SKF</strong> Group<br />
Economos centres
Bringing it all toge<strong>the</strong>r<br />
19 May 2009 © <strong>SKF</strong> Group
<strong>SKF</strong> <strong>Solution</strong> Factories 2009<br />
Mexico<br />
Alberta<br />
Texas<br />
Colombia<br />
19 May 2009 © <strong>SKF</strong> Group<br />
Brazil<br />
UK<br />
Germany<br />
Italy<br />
Opened<br />
Planned<br />
<strong>Sweden</strong><br />
Russia<br />
Turkey<br />
Johannesburg<br />
India<br />
Tianjin<br />
Shanghai<br />
Taiwan<br />
Australia
<strong>SKF</strong> <strong>Solution</strong> <strong>Factory</strong> competences<br />
Advanced<br />
capabilities<br />
Extended<br />
capabilites<br />
Foundational<br />
requirements<br />
19 May 2009 © <strong>SKF</strong> Group<br />
3<br />
2<br />
1<br />
Examples of capabilities:<br />
…<br />
…<br />
…
<strong>SKF</strong> <strong>Solution</strong> <strong>Factory</strong> Shanghai - August 2008<br />
19 May 2009 © <strong>SKF</strong> Group
<strong>SKF</strong> <strong>Solution</strong> <strong>Factory</strong> Tianjin - March 2009<br />
19 May 2009 © <strong>SKF</strong> Group
<strong>SKF</strong> “Ixion” <strong>Solution</strong> <strong>Factory</strong> Brazil – March 2009<br />
19 May 2009 © <strong>SKF</strong> Group
<strong>SKF</strong> <strong>Solution</strong> <strong>Factory</strong>, Italy<br />
19 May 2009 © <strong>SKF</strong> Group
<strong>SKF</strong> <strong>Solution</strong> <strong>Factory</strong>, <strong>Sweden</strong><br />
19 May 2009 © <strong>SKF</strong> Group
Our employees/<br />
People development<br />
19 May 2009 © <strong>SKF</strong> Group
Service Division knowledge & expertise<br />
• To ensure that we always have <strong>the</strong> right people at <strong>the</strong> right<br />
place at <strong>the</strong> right time<br />
• Equipped with <strong>the</strong> right competence, Knowledge and motivation<br />
doing <strong>the</strong> right thing<br />
• Positioning <strong>SKF</strong>, <strong>the</strong> Knowledge Engineering Company<br />
as well as <strong>the</strong> preferred employer<br />
Per<strong>for</strong>mance<br />
Review<br />
19 May 2009 © <strong>SKF</strong> Group<br />
Competence<br />
Gap Analysis<br />
Individual<br />
Development<br />
Plan<br />
Talent<br />
Management<br />
Leadership<br />
Review<br />
Working<br />
Climate<br />
Analysis<br />
<strong>SKF</strong><br />
Excellence<br />
Award
Profitable growth<br />
19 May 2009 © <strong>SKF</strong> Group
Profitable growth<br />
• Customer Value (DSP)<br />
• Cost focus<br />
• Cash flow focus<br />
• Six Sigma<br />
19 May 2009 © <strong>SKF</strong> Group<br />
BELTS STATUS<br />
BELT COLOUR NO. OF BELTS<br />
BB + MBB 44<br />
Green 344<br />
DSP<br />
19,314 total no of cases
Key business message<br />
• Grow with our Key Accounts<br />
• Grow sales in all plat<strong>for</strong>ms incl. <strong>SKF</strong> Power Transmission<br />
• Continue to develop our distributor network<br />
• Delivering measurable cost savings <strong>for</strong> our customers<br />
• Fully utilise <strong>the</strong> <strong>SKF</strong> <strong>Solution</strong> Factories to deliver<br />
customised solutions<br />
19 May 2009 © <strong>SKF</strong> Group
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