How to Build a Big Business Around Smart Machines

Now, more than ever, OEMs need to create stronger and more valuable relationships with customers.

Contributed by Sherman Joshua, Director of Market Development, Global Commercial Marketing, Rockwell Automation

 

As an OEM, you may already deliver smart machines.  But providing additional services that leverage the data and connectivity of those intelligent assets can help manufacturers maximize productivity. And, for you, the machine builder, it can facilitate the transition from vendor to trusted partner, as well as from one-time equipment sales to annual, reoccurring services revenue. 

Smart machine aftermarket services help differentiate your company and your offerings and extend your revenue stream beyond the initial purchase. They also create opportunities to work more closely with your customers by helping them understand and solve the issues that hold them back.

 

Getting smarter with your machines

When considering smart machine services, challenge your traditional understanding of what support can be. Support doesn’t need to be solely reactive or related to onsite maintenance. Think about how, as a partner, you can create and scale services to help your customers be successful in clever new ways. Some examples include:

Remote monitoring: This is the service most often discussed in the context of smart machines—and with good reason. It can help your customers more quickly spot and address issues, dramatically reducing downtime. A survey of OEMs showed that “30 percent or more of repairs can be made via the web by modifying parameters remotely or with minor assistance by an onsite person,”  according to market research firm ARC Advisory Group.

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