b'SECTIONConnecting Dots: Disruptions inMachine BuildingWhat did you want to beSOLUTIONS-SELLING catalogue is surely adding up to the when you were young? solution-ability. Minimizing machine "I wanted to build machines.&Companies into Australian industrialdowntime is another solution that can it never changed. But whatsmachinery markets have taken thisbe provided- by remotely monitoring changed & constantly changingpath for decades now focusingmachines and finding the best time my mate.are the wayson aftermarket services- providingto perform repairs catering to the we build & offer it I reckonproduct and technical supportclients project schedule. This signifies - Tim replied (my customerto enhance customer experience.an evolution of many OEMs value & Procurement Manager ofBesides recurring in nature with add- propositions: from providing great a reputed manufacturingon margins, they contribute to theproducts and repair parts to enabling company). growth and reduce the cyclicality ofbusiness productivity through many machinery building businesses.optimized machine performance and I hardly remember mine - but oneThese also allow differentiated brandthe elimination of unplanned down-of the parts I loosely connectpositioning through something othertime. Customers have embraced the with is his notion of drive- tothan product price and facilitateshift from inputs to outcomes, and build and grow. The other beingstickier customer interactions. the solutions trend appears certain to my typical non-technical butSolutions happen when industrialaccelerate.inquisitive mind hunting out formachinery companies offer something what exactly is changing in thisthat directly affects customersTHE DIGITIZATION OF $2.5 trillion machinery industrybottom lines, often by insertingASSETS & its impacts within the habitat.themselves into some aspect of a Backed by strong referencescustomers operations or processes.There are many examples of how (BCG) & \'surface-research\', hereGreat examples of these can bedigital technology and more is what I have aligned with inseen in inventory managementaccessible data are revolutionizing terms of biggest disruptions inand procurement solutions thatthe machine-building industry. In the market. leading global distributors like RSharsh environments where workers are The needle movers in industrialComponents have specialised on. Bydifficult to recruit, digital technology machinery specially in nextseamless integration of procurementcan allow assets to be run remotely. decade are solution selling,systems of the company & clientsIn quarries, digital can help managers digitization & sustainabilityportals, placing automatic orders withoptimize their work sites, coordinating factor (BCG publication 2020).self-discounted facilities, industrythe activities of dozens of machines According to BCG, these are alsoleaders like RS are ensuring customersto improve throughput and reduce the 3 factors that will affect thehave maintenance parts replacedidle time. With real-time monitoring of OEMs strategies now & movingas soon as they are needed. Also,asset health & its potential to identify forward- big time. services like Product-Plus at RSpotential failures early on when they where they provide extended sourcingare cheaper to fix and before they service in cases where customers cantresult in unplanned downtime.find a product on the web or in the FooterMessage Article byInternal Sales Team Lead44 Sakib IftekharRS Components Australia'