Des Evans, Vince Welsh, David Cussans

The Success Story Servitization at MAN (Part III) - Change Management and Leadership

Des Evans, together with Vince Welsh and David Cussans, did not only transform MAN Truck & Bus UK by shifting from selling trucks to selling intelligent transport systems, but also transform the market forever.

While offering their customers technology-based and data-driven solutions to improve fuel utilization, decrease maintenance costs and increase driver effectiveness led to a significantly higher profitability, it was the new customer service culture that allowed the company to take over the leadership in a highly competitive but shrinking market. 

In the third part of the series Des, Vince and David highlight the importance of the human factor in any transformational story. They explain in detail what challenges they have faced and how to overcome these by clearly communicating the steps and goals to take all stakeholders involved on board the organisation’s journey.

Des Evans, Vince Welsh, David Cussans

The Success Story Servitization at MAN (Part II) - Realigning the Business with Products and People

Des Evans, together with Vince Welsh and David Cussans, did not only transform MAN Truck & Bus UK by shifting from selling trucks to selling intelligent transport systems, but also transform the market forever.

While offering their customers technology-based and data-driven solutions to improve fuel utilization, decrease maintenance costs and increase driver effectiveness led to a significantly higher profitability, it was the new customer service culture that allowed the company to take over the leadership in a highly competitive but shrinking market.

In the second part of the series Des, Vince and David explain what it takes to prepare an organisation for such a far-reaching transformation and what the impacts on the structure and daily operations look like.

Tim Baines

Made to Serve - How are Manufacturers Leveraging Servitization as a Competitive Advantage?

Increasingly, manufacturers are adding services to their traditional product offerings in response to economic and competitive pressures. For many, servitization represents a complete transformation in their business model and provides incredible opportunities for sustainable growth and revenue generation. But, as is the case with any change, it can be challenging to drive this through.

This session will give you an understanding of the shift towards product service systems with researched case studies including Caterpillar, Rolls-Royce and Alstom.

The session covers:

  • How can you create value through servitization?
  • Understanding advanced services and what it takes to deliver these successfully
  • Leading your business to achieve operations and service excellence
  • Creating value through IoT and the exploitation of information and communication technologies
  • Reviewing the business model for your technology business

Des Evans, Vince Welsh, David Cussans

The Success Story Servitization at MAN (Part I) - The Strategic Imperative

Des Evans, together with Vince Welsh and David Cussans, did not only transform MAN Truck & Bus UK by shifting from selling trucks to selling intelligent transport systems, but also transform the market forever.

While offering their customers technology-based and data-driven solutions to improve fuel utilization, decrease maintenance costs and increase driver effectiveness led to a significantly higher profitability, it was the new customer service culture that allowed the company to take over the leadership in a highly competitive but shrinking market.

In the first part of the series Des, Vince and David share their insights into the beginning of the business transformation and how they leveraged the company’s market position to turn the business upside down.

Andy Neely

Servitization (Part II) - From Business Theory to Business Practice

Although servitization concepts like of Rolls-Royce Aerospace’ ‘Power by the Hour’ model is very well known, many manufacturers are still struggling with the development and adaptation of service-based business models.

In this second part, Andy explains how manufacturers can turn data into actionable insights to increase their competitiveness.

Topics covered in this interview include:

  • Managing data complexities
  • Leveraging the digital twin in servitization 
  • The do’s and don’t’s of servitization

Andy Neely

Servitization (Part I) - The Transformation of the Business Model

Although servitization concepts like of Rolls-Royce Aerospace’ ‘Power by the Hour’ model is very well known, many manufacturers are still struggling with the development and adaptation of service-based business models.

In this part, Andy argues that data is the backbone of servitization but underlines that organisations must identify the needs and verify the demands of their customers first.

Topics covered in this interview include:

  • Planning and preparing for servitization
  • Common mistakes during the transformation
  • Aligning interests and managing risks

Tim Baines

Interview - the growing importance of servitization

Tim Baines shares his perspectives on why servitization is not only offering manufacturers competitive advantage, but how in a new era of connectivity, it's a game-changer.