Shifting market trends
As with other machine manufacturers, Tronrud has recently seen a number of trends and shifts in the market. Simply delivering a working machine to customers is no longer enough. Head of Packaging Technology, Erik Hjertaas, highlights another change, “a lot of organizations they actually don’t have all the capability in-house to do advanced service and maintenance on their machines”. Instead they want the machine manufacturer to provide these services. Consequently, machine manufacturers become stakeholders with regards to the machine users’ production efficiency and plant downtime.
Responding with innius
Tronrud has dealt with this shift by adopting a more servitized business model. Key to this has been the adoption of innius, to remotely provide real-time machine performance data, and storing this for future use. This connects Tronrud’s machines to the Industrial Internet of Things (IIoT), opening up powerful new opportunities. It enables the deeper analysis of performance data and real-time alerts. innius further supports Tronrud’s strengths by enabling yet closer cooperation with customers through in-app chat functionality and increasing staff understanding of how customers actually use machines.
In practice, these features enable the business model to change because Tronrud’s engineers can identify machine problems earlier, leading towards predictive maintenance strategies. Specific parts in need of replacement can be identified more accurately, allowing service engineers to take the correct part with them first time. Tronrud remains the parts supplier by default, making this a stronger stream of revenue. And, the lessons learnt are fed back into the design of new machines.
What this all adds up to, is happier customers, confident in Tronrud Engineering not only as a supplier of quality machines, but also in its abilities as a service provider.