Programme

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  • 23rd Sep 2015

    09:00 - 09:30
    Coffee and registration
    09:30 - 10:00
    What is servitization-How does it add value to an SME?

    Prof Tim Baines is Director of the Aston Centre for Servitization Research and Practice. Tim is an international authority on servitization and works extensively with manufacturers to transform their operations to compete through advanced services. He has published over 200 papers on management and engineering, and is amongst the most frequently-cited authors on servitization. His career started with a technician apprenticeship, and has progressed through a variety of industrial and academic positions.

     

    Tim will be framing the conversation, by explaining the concept behind servitization and how this can be used to exploit higher margin service agreements and safeguard business from economic shocks by providing longer term, sustainable revenue streams.

    • Professor Tim Baines, Aston Business School

      Professor Tim Baines leads Aston’s research on servitization.  He is an international authority on servitization, and works extensively with manufacturers to transformation their operations to compete through Product-Service Systems (PSS).  Aston is the centre of excellence for servitization within the new Manufacturing Advisory Service.

      Professor Baines has published over 200 papers across the disciplines of management and engineering, and is amongst the most frequently-cited authors on servitization and Product-Service Systems.  He has experience of a wide range of industrial engineering, technology management, and manufacturing management disciplines, and works with the leading companies in his field including Rolls-Royce, Caterpillar, Alstom, MAN and Xerox.  His career started with a technician apprenticeship, and has progressed through a variety of industrial and academic positions, including that of Visiting Scholar within the Centre for Technology, Policy and Industrial Development at the Massachusetts Institute of Technology.  He is a Chartered Engineer and a Fellow of both the Institution of Mechanical Engineers and the Institution of Engineers and Technologists.

    10:00 - 10:30
    Beyond the cultural challenges and change management: The route to growth

    The future of manufacturing in a global digital world is under ever increasing commoditisation and a race to the bottom in terms of cost.

    MAN Truck & Bus UK Ltd faced similar issues 23 years ago with just 3% share of the UK truck market and a business model that relied, in the main, on selling new product. Twenty years later a £50 million turnover was transformed into a £600 million turnover with nearly £200 million from after sales and advanced services. Many lessons have been learnt along the way, not least the cultural and management  challenge.

    MAN Truck & Bus UK Ltd became one of the country’s leading providers of advanced after sales and fleet management services for the haulage industry. MAN championed the development and introduction of an innovative Telematics and integrated online fleet management service that helps customers to ensure their fleet operations not only complies with industry regulatory requirements, but also support Transport Operators  plan, manage and track journeys, and also provide detailed driver and vehicle performance reporting and real-time feedback to improve fuel efficiency and safety.

    The concept of “Servitising” your product offer, in the form of advanced services, is a challenge for the conventional manufacturer but if executed correctly can provide a significant form of differentiation from your competitors.

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    • Evans, Des-MAN

      Des Evans, Former Managing Director , MAN Truck & Bus UK

      Des Evans, former MD of MAN Truck & Bus UK, received the Service to Industry award at the Motor Transport Awards 2014.
      Described by the judging panel as “probably the single most knowledgeable and accessible CEO or MD in the UK truck industry”, Des was recognised for his innovative leadership of MAN Truck & Bus UK, a business which he and his leadership team transformed into one of the leading after-sales service providers in the industry.

      Des introduced innovative finance offerings to MAN, he championed the introduction of an online solution that helps customers to ensure their fleet complies with legal requirements, plan, manage and track journeys, and also provides detailed driver and vehicle performance reporting and real-time feedback to and improve fuel efficiency and safety.

    10.30 - 11:10
    Solving your customers problems through technology

    In this day and age, a disruptive patented technology alone is not good enough for organisation success. It has to be backed up by a good business model and excellent customer services. Xeros acknowledges this fact, and came out with an innovative customer offering – Sbeadycare programme.

    With Sbeadycare programme, Customers will receive the machine, installation, financing, chemicals, polymer beads, service/maintenance, training, and warranties all in one package. Best of all, Xeros Sbeadycare program is the function of a single team – making it unique and revolutionary in the laundry industry.

    Having a disruptive technology & revolutionary business offering has its own share of operational challenges. This is where Autodesk PLM360 plugs-in. Autodesk PLM360 is a cloud based PLM solution for managing Product Data. Embracing PLM at a very early stage has helped Xeros address many complex problems (common of most SME’s) before entering ramp-up phase. In the presentation, Venkata would share some of the operational challenges they encountered and show how PLM360 has helped to overcome them.

    • Venkata Kancharla, Engineering Manager , Xeros Cleaning

      Xeros Ltd a UK-based start-up, is the innovator of ultra-low water bead cleaning system. The patented, award-winning cleaning system uses up to 80% less water, 50% less energy(approx.) and 50% less detergent as compared to traditional “soap and water” method, and importantly delivers superior cleaning results. Established in Feb 2007, Xeros bead cleaning system represents the single largest revolution in laundry cleaning technology in over 60 years.

      Venkata Kancharla joined Xeros as Engineering Manager in Jul 2011. Since joining Xeros, Mr Kancharla has worked extensively on Xeros Washing Extractor system in the areas of Engineering Design, Manufacturing Quality Management, and Service & Support. Currently he is responsible for the implementation of Business Enterprise Systems – Autodesk PLM360 & Salesforce.com.

      Before joining Xeros, Venkata worked as Product Design Engineer at Gardner Denver Limited and as Research Engineer at Rolls-Royce UTC, Nottingham University.

    11.10 - 11:40
    Coffee break
    11:40 - 12:40
    Stream A - Chaired by Tim Baines
    11:40 – 12:10
    IoT-The enabler of service provision

    Alistair Williamson will discuss his experience of helping manufacturers transform.  How broadening focus from producing physical products better, to innovating product and service solutions that people and organisations value more can deliver better revenue.

    Alistair is an engineer and industrial designer who has been involved in developing medical, consumer and industrial product and service solutions for over 20 years.  He is MD of Lucid Innovation, a specialist medical and cosmetic product development business and a voluntary Director of the British Industrial Design Association, representing product, service and interaction designers.

    Examples will include how products were created to enable new business models, making manufacturers more “sticky” to customers.  How changing the way we think about product development can create ongoing revenue streams and open new market opportunities.  Alistair will talk about the benefits of the multi-disciplinary approach required and some of the risks and pitfalls to avoid when developing a servitisation strategy for a business.

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    • Williamson, Alistair - Lucid Innovation

      Alistair Williamson, Managing Director , Lucid Innovation

      Alistair is an engineer and industrial designer who has been involved in developing medical, consumer and industrial product and service solutions for over 20 years.  He is MD of Lucid Innovation, a specialist medical and cosmetic product development business and a voluntary Director of the British Industrial Design Association, representing product, service and interaction designers.

       

    12:10 – 12:40
    Beyond the hype: Servitization in practice
    • Professor Janet Godsell, Professor of Operations and Supply Chain Strategy, WMG

      Professor Godsell is Professor of Operations and Supply Chain here at WMG, University of Warwick.  Her career has been split between both industry and academia.  Professor Godsell developed a successful career within industry, beginning at ICI/Zeneca Pharmaceuticals. Following this, she worked up to senior management level at Dyson, in both Supply Chain and Operations Management functions. At Dyson, she undertook a number of operational and process improvement roles within R&D, customer logistics, purchasing and manufacturing.  She re-joined academia in the faculty of Cranfield in 2001, following the completion of her Executive MBA there. She also completed her PhD at Cranfield, researching the development of a customer responsive supply chain.

      Professor Godsell is an expert in supply chain strategy and her research focuses on the way that product, marketing and supply chain strategy align to create a responsive or demand-driven approach to supply chain management.

    Stream B - Chaired by Iain McKechnie
    11:40 – 12:10
    Growth through Service Thinking & Imagination

    Businesses need to grow to survive and really profitable manufacturers realise that the key to unlocking growth is by identifying solutions that fundamentally make their customers more profitable.  In todays interconnected world, increasingly this is achieved through  combining products, services and Service Thinking to deliver outcomes that impact customers business processes and sometimes their business model.

    We will see that the secret ingredients to either monetizing the IoT and new product technologies or increased margins through compelling services, is based on Service Thinking and a good dose of imagination. In this way companies  can move from a simple supplier/transaction based relationships with limited differentiation, to a long term partner delivering outcomes that make a real difference to their customers businesses.

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    • Nick Frank, Director, Frank-Partners

      Nick Frank help his clients find their  Pathways to Growth through Service Thinking

      He focuses primarily on service strategy development, servitization business models, ecosystems, innovation management, service operations and service business development.  He works with companies in a diverse range of industries including engineering, high volume manufacturing, equipment manufacturers and technology.  His expertise includes the development of strategic methodologies, initiatives, and appropriate strategic support mechanisms including technological, organizational and process redesign, as well as the delivery of Service Innovation and Transformation.  In particular how to leverage the capabilities of the IoT and achieving the needs of the Circular Economy.

      Before becoming a consultant, Nick gained over 25 years senior management experience in manufacturing and technology businesses with a track record of turning strategy into concrete results.  He has developed significant expertise in developing services businesses within high value manufacturing companies through roles such as General Manager of After Market Sales, as well as a number of Service Director level and Global Product Manager positions within industry-leading multinational businesses, such as Xerox, Textron and Husky Injection Molding Systems.

    12:10 – 12:40
    Is Servitization just for the big boys?

    A micro-SME from Solihull takes on two dominant multi-nationals, aiming to transform an antiquated global industry. The rice industry struggles to feed 3.5 billion people today and needs to feed a further 2.5 billion by 2050.

    Multi-award winning Koolmill is about vision, belief and innovation. Delivering a technology that is humanitarian, sustainable and socially responsible. Koolmill MD, Alec Anderson, shares the ups and downs of bringing a truly global displacement technology to a very conservative market place. A perceived high capital cost and an unknown new technology are just two of the barriers to sales in a conventional transactional sales business model. Potentially, servitization can deliver a new business model for a new technology by removing these barriers.

    But can;

    • An SME really deliver a servitization model on a global scale, or is that just for the big boys?
    • Current sources of finance deliver appropriate and flexible funding options?
    • Customers accept and adapt to a new business model?

    This new servitization model presents short term funding issues but offers long term benefits such as increased revenues and smoothing of the cash flow bumps. Koolmill is looking to pioneer a new standardised SME servitization tool kit or template that can be easily adapted to suit all SME’s regardless of the industry or sector the operate in.

    • Alec Anderson, managing director, Koolmill Systems Ltd.

      Alec Anderson, Managing Director, Koolmill Systems Ltd

      A pioneering visionary engineer and innovator who has developed a radical disruptive technology transforming the globally significant rice industry, moving it to a sustainable future and lifting millions from food poverty. Koolmill minimises wasted power and rice, delivering power savings of up to 80% producing more food at a higher quality from a finite valuable natural resource.

      Alec’s story is one of resolute belief, persistence and innovation. What Dyson did to vacuum cleaners, Alec is doing to rice milling. Changing the established culture of a largely antiquated global industry is quite a challenge for an SME from Solihull, but not impossible. Alec has overcome the many technical, business and logistical barriers not to mention the two multi-national companies (one Japanese one Swiss/German) who have let’s say, not always made life easy.

      R&D and innovation are the heartbeat of Koolmill. We are continually pushing boundaries driving change and lifting performance to levels that many in the rice industry find difficult to believe possible. Our current IP is just the start of a new road. The old legacy technology is over 100 years old and at the end of its life cycle. Alec has opened an entirely new field in cereal milling technology and this will inevitably attract many new entrants. Consequently our job is not done, we have to continue to innovate to stay ahead and there are many new innovations and a range of machines to come.
      Now working through a Chinese joint venture he is building a user base in China from which to launch the expansion of the business into the rest of SE Asia, the Indian sub-continent and South America.

      The significance of this development has been recognised in the UK (3 innovation Awards) and in China. In November 2014 Koolmill was awarded the prestigious GREAT British Product Award at the British Business Awards in Beijing. Particularly notable, as fellow finalists included the global supercar brand McLaren.

      The Chinese Government has designated Alec as a National Expert in the Field of Technology and he has been placed on the Global Foreign Expert Recruitment Program (www.1000plan.org), one of only 1,000 global experts that will be recruited over a ten year period. He was awarded the West Lake Friendship Award for Foreign Experts by the Zhejiang Government in 2010, the only UK recipient that year.

    12:40 - 13:40
    Lunch
    13:40 - 14:10
    Growing your business through remanufacturing

    Ann will talk candidly about how a services-based SME has become a leader in the field of remanufacturing of office furniture.  She will share how the Premier Sustain service came about from initial research to understand client aspirations around sustainable office furniture management and to identify the gap in the market through to the development of in-house remanufacturing capability and truly sustainable commercial services.  Ann will talk about the integration of this into Premier Workplace Services’ day-to-day business and the adoption of a circular economy business model.  Ann will share case studies that demonstrate how clients have benefited financially, environmentally and socially, the highlights and low points of the journey to date and her thoughts on the future development of Premier Sustain.

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    • Ann Beavis Head Shot

      Ann Beavis, Head of sustainability, Premier Sustain

      Ann has worked in the environment sector for over 15 years, during this time she has been involved in the development of service innovations across commercial, construction and domestic waste streams. Since 2011 Ann has worked with Premier Workplace Services to set up Premier Sustain, to provide clients with a comprehensive sustainable service for redundant office furniture and equipment focusing on prevention and reuse.    A key development of this is the ‘Renew Centre’ a commercial office furniture repair, remanufacturing and refurbishment workshop. Ann is passionate about the environmental and economic benefits of reuse and helping organisation embrace business models based upon the circular economy. Ann is a member of the CIWM, BIFM and CIM.

    14:10 - 14:40
    Circular economy & remanufacturing: Realising the opportunities

    The interlinked topics of circular economy, remanufacturing and servitization represent a huge opportunity for the UK. For instance it may come as a surprise that remanufacturing (the process of taking an end-of-life product and returning it to a like-new condition with warranty to match) already contributes nearly £5bn to the UK economy, as well as environmental benefits such as CO2 reductions of 85%. Fully realising the opportunity demands integration of design and business model, and a collaborative approach across what we call your “value network”. This might sound somewhat daunting but there is a surprising variety of support out there.

    The Knowledge Transfer Network (KTN) has been working with UK business on a variety of initiatives to stimulate awareness, collaborative projects and policy development in these areas, including informing and supporting over £10m of funding opportunities.

    This talk will introduce the context and the opportunities from a UK SME perspective. It will also highlight various resources, support and the spectrum of funding available, for instance via the KTN, Innovate UK and the €79bn European “Horizon 2020” initiative.

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    • Peace, Ben - -KTN

      Ben Peace, Sustainability Lead, The Knowledge Transfer Network

      With a broad background in engineering, manufacturing and innovation, I lead on a range of cross-sector initiatives at the Knowledge Transfer Network, whose mission is to stimulate innovation for the benefit of the UK. We do this by transferring knowledge across sectors; setting up effective collaborative partnerships; providing access to funding; and informing policy. Our services are provided free of charge to our 60,000 members.

      Over recent years we’ve recognised the huge opportunities around the aligned topics of circular economy, remanufacturing and servitization, and are working on a variety of significant initiatives to stimulate awareness and innovation in these areas. These include informing and supporting multi-million pound Innovate UK competitions focused on design, supply chains and business models; advising on various recent Policy Connect inquiries, and reaching out to SMEs as part of the European “REBus” (Resource Efficient Business Models) project which we’re working on with WRAP.

    14:40 - 15:10
    Coffee break
    15:10 - 15:40
    Never too old to innovate
    • Harrison, Danny- NIcklin Transit Packaging

      Danny Harrison, Business Development Manager , Nicklin

      Danny is Business Development Manager at Nicklin Transit Packaging, one of the UK’s longest established and most experienced providers of bespoke timber and corrugated transit packaging products and services.  Danny is responsible for marketing and strategic development at Nicklin, a company that has started to develop a service-led strategy in an industry where the product alone is largely perceived to be a low-tech commodity.  Danny will talk about the drivers that led the company to start developing a Servitization Strategy, his experiences so far and further developments in the future.

      Danny has worked at Nicklin Transit Packaging for 8 years and has a total of 20 years marketing experience across a number of sectors including;  component manufacturing, air conditioning hire and sales and the creative industries.

    15:40 - 16:10
    Overcoming the challenges on the route to service efficency

    Alex will be presenting his personal perspective on some of the challenges in delivering advanced service contracts, focusing on the difficulties in motivating suppliers to change their business models

      16:10 - 16:25
      Chairman's closing remarks
      • Professor Tim Baines, Aston Business School

        Professor Tim Baines leads Aston’s research on servitization.  He is an international authority on servitization, and works extensively with manufacturers to transformation their operations to compete through Product-Service Systems (PSS).  Aston is the centre of excellence for servitization within the new Manufacturing Advisory Service.

        Professor Baines has published over 200 papers across the disciplines of management and engineering, and is amongst the most frequently-cited authors on servitization and Product-Service Systems.  He has experience of a wide range of industrial engineering, technology management, and manufacturing management disciplines, and works with the leading companies in his field including Rolls-Royce, Caterpillar, Alstom, MAN and Xerox.  His career started with a technician apprenticeship, and has progressed through a variety of industrial and academic positions, including that of Visiting Scholar within the Centre for Technology, Policy and Industrial Development at the Massachusetts Institute of Technology.  He is a Chartered Engineer and a Fellow of both the Institution of Mechanical Engineers and the Institution of Engineers and Technologists.

      16:25 - 16:30
      Q&A session