Hilti ON!TrackOur promise: „We manage your Hilti tools, so you can manage your business“ Our...
Transcript of Hilti ON!TrackOur promise: „We manage your Hilti tools, so you can manage your business“ Our...
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Konferenz: Digitalisierung in der Industrie30.8.2016, Rapperswil
Hilti ON!Track With Transparency comes Efficiency
Philipp Laesser Customer Life Cycle Manager
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Agenda
Hilti Corporation
Hilti ON!Track – a business model innovation
Guided Selling Advisor – sales approach digitalisation
Conclusions
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This is Hilti
Founded1941 in Schaan, Liechtenstein
Family owned companyAll shares and participation certificates are held by the Martin Hilti Family Trust
Construction technologyWorld market leader for professional fastening and demolition technology
Global reachPresent in more than 120 countries
International teamMore than 23,000 worldwide employees
Unique characteristicDirect sales model
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Hilti is a globally acting company with a history of sustainable sales growth
0
500
1000
1500
2000
2500
3000
3500
4000
4500
5000
1950 1955 1960 1965 1970 1975 1980 1985 1990 1995 2000 2005 2010 2015
4,384
47.5
23.8
3.0
14.3
11.4
Europe North America Latin America Asia / Pacific Eastern Europe / Middle East / Africa
Revenue, in CHF million Revenue share by region, in %
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We develop and sell system solutions for construction professionals across many trades
• Design• Specifications• Consulting• Software
Engineering Services & Software
Fastening and
installation
Cutting and grinding
Drilling and demolition
Firestop and insulation
Measuring and aligning
• Distance measuring
• Leveling and aligning
• Detection
• Drilling and chiseling
• Diamond systems
• Direct fastening
• Screw fastening technology
• Anchor technology
• Installation
• Construction chemicals
• Firestop
• Cutting and grinding
• Diamond systems
• Fleet management
• Repair service
• Lifetime service
• Delivery service
• Training and consulting
• Asset Management
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Our strength: innovation
40Average number of new product lines released each year
5.5%of sales invested in R&D in 2015
10,000Number of products in the entire product portfolio
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Agenda
Hilti Corporation
Hilti ON!Track – a business model innovation
Guided Selling Advisor – sales approach digitalisation
Conclusions
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We proactively searched for new service business opportunities
Fleet Management since 2001
Developed with our customers
Revolutionized construction industry – today >100.000 customers globally
Our promise: „We manage your Hilti tools, so you can manage your business“
Our customers told us: „We need a professional solution to manage all our construction assets in the field“
Based on this need, Hilti initiated an intensive analysis of customer needs
Intensive market research based on customer feedback
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The Customer Problem: Managing construction assets is difficult for most of our customers
Vehicle
Employee
Jobsite JobsiteJobsite
EmployeeEmployee
VehicleVehicle
HQ/warehouse
How many assets do we have?Where are our assets and who is responsible? In which condition are our assets and when is the next inspection due? Do we have an optimal fleet of assets?
?
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Poor management of assets have significant negative impact on a construction company’s business
Costs Low asset productivity Process inefficiencies
Compliance Not able to meet health and safety regulation
with respect to inspections of assets
Managing assets is a need that attracts the attention of C-suite management
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Services
Solution was developed through customer-driven iterations
Hilti’s answer to the customer problem is a system solution: ON!Track
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Agenda
Hilti Corporation
Hilti ON!Track – a business model innovation
Guided Selling Advisor – sales approach digitalisation
Conclusions
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ON!Track and Fleet Management require a
Consultative based selling…
… which is supported bythe innovative
Guided Selling Advisor
• Identify and quantify customer needs • Develop solution tailored to customer
needs • Support customer in implementing
solution and achieve benefits
• Guided selling advisors leads sales force through 8-step sales approach
• Easy calculation of savings• Professional demonstration of ON!Track• Reduces preparation time and
accelerates sales process
We are selling a solution and have a powerful tool to lead us through the sales process
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Agenda
Hilti Corporation
Hilti ON!Track – a business model innovation
Guided Selling Advisor – sales approach digitalisation
Conclusions
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Conclusions
To differentiate sustainably, manufacturing companies are moving beyond their traditional hardware offerings to system solutions of hardware, services and software
Developing such complex solutions requires an agile, iterative approach – customer proximity is key to success
Choose your partners carefully
We are at the beginning of a long, long road!