miika tirkkonen product manager - services - wikispaces-+palvelutuote... · © outotec - all rights...
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© Outotec - All rights reserved
Palvelutuoteportfolion johtaminen ja
hallinta globaaleilla markkinoilla
Miika Tirkkonen
Product Manager - Services
© Outotec - All rights reserved
Agenda
Outotec in general
Outotec service offering
Outotec service operational model
Develop and Manage Offerings process
Enablers for future service growth
24.5.2013 Outotec 2
© Outotec - All rights reserved
Provides leading technologies and services for the
sustainable use of natural resources
• the global leader in minerals and
metals processing technology (84% of sales)
• innovative solutions for the utilization
of alternative energy sources,
industrial water treatment and
chemical industry
Feb 2013 3
Sales EUR 2.1 billion (2012)
Presence in 25 countries,
deliveries to 80 countries
Over 4,800 professionals
Extensive IPR portfolio
89% of the order
intake,
Environmental
Goods and
Services,
OECD
Outotec
© Outotec - All rights reserved
Outotec by the numbers (2012)
Feb 2013 4
0
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Sales Operating profit Operating profit margin
Strong sales and profitability growth
EUR million Operating profit, %
*) Combined basis **) from operations, excl. one-time costs and PPAs
**) **)
**)
Sales EUR 2,087 million with
EUR 476 million generated by
services
18 competence centers, presence in
25 countries, deliveries to 80 countries
Over 4,800 professionals
Extensive IPR portfolio
• Over 5,700 national patents or applications,
630 patent families and 70 trademarks
• R&D expenditure EUR 42 million
Market capitalization ~ EUR 2.2 billion
Listed on NASDAQ OMX Helsinki
© Outotec - All rights reserved
Portfolio of world-class technologies
Feb 2013 5
Natu
ral
res
ou
rce
s (
ore
s, m
ine
rals
, e
ne
rgy,
wate
r)
Minerals processing
Grinding
Flotation
Filtration
Physical separation
Thickening and clarification
Analyzers and process automation
Metallurgical processing
Sintering and pelletizing
Smelting and refining
Direct and smelting reduction
Calcination
Roasting and off-gas handling
Leaching and solution purification
Solvent extraction
Electrorefining and electrowinning
Process control
Industrial minerals/concentrates
Copper
Nickel
Zinc
Cobalt
Precious metals
Aluminum
Ferroalloys
Pellets/sinter
DRI/HBI/ pig iron
Sulfuric acid
Water
Shale oil
Char
Energy
Services
Expert services, spare parts and maintenance, operation, modernization and
expansion, life cycle service contracts
Chemicals Sulphuric acid production
Energy Combustion and gasification, heat recovery, gas handling, bio energy, oil sand and oil shale processing
Water treatment Neutralization, effluent treatment, drinking water
© Outotec - All rights reserved
Outotec’s mission and strategy
Feb 2013 6
Our mission:
Sustainable use of
Earth’s natural
resources.
Our strategic intent:
The leading provider of sustainable minerals and metals processing solutions, and
an innovative provider of sustainable energy and water processing solutions.
Strategy
© Outotec - All rights reserved
Services development focusing on profitable growth
2012 CMD 7
2006 2007 2009 2008 2010 2011
Resourcing and
capability
strengthening
Sales target set:
EUR 250-300 million
by 2010
Outotec
Services
business
development
Sales target set:
EUR 500 million
by 2015
2012
Strengthened local presence
Acquired 5 companies
Developed Services offering
Focused on serving our
installed base
Developed our competencies
Started to offer O&M
services
Service offerings productized
Human capital development
Further strengthening local
presence
Increasing delivery
capabilities
Service acquisitions
Further penetration of the
installed base
In 2010-2012 we... In 2013-2015
we will focus on...
2017
Sales target set:
EUR 1 billion
by 2017
© Outotec - All rights reserved
Outotec Service Professionals
0
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800
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1200
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1600
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2000
2200
2400
Outotec has high focus on Services
and invest heavily to provide
lifecycle services to our customers
Over 1600 people in Services by
the end of 2012
yearly personnel growth ca. 25%
Outotec service personell growth
© Outotec - All rights reserved
Four business areas providing sustainable lifecycle solutions
Feb 2013 9
Energy, Light Metals and
Environmental Solutions
For sulfuric acid production,
off-gas handling, alumina
refining, roasting, calcining,
biomass, oil shale and oil
sands processing as well as
industrial water treatment
Services
Providing life cycle services
to Outotec’s customers
Non-ferrous Solutions
For processing copper,
nickel, zinc, lead, gold,
silver and platinum group
metals in the entire value
chain from ore to metal
Ferrous Solutions
For processing iron ores
and other ferriferous
materials in the entire value
chain from ore to metal
© Outotec - All rights reserved
Creating Customer Value Through Outotec Services
5/24/2013 Outotec 10
© Outotec - All rights reserved
Outotec Service portfolio
11
Spare parts solutions Technical services Modernization
solutions
Operation and
maintenance
solutions
• Outotec OEM spares
• eSpares
• Advisory services
• Availability solutions
• Complete service
solutions
• Maintenance
• Evaluation and
assessment
• Research and analysis
• Installation and start-up
• Training
• Engineering
• Shut down services
• Upgrades
• Refurbishments
• Advisory services
• Outotec full O&M
service
• Support O&M service
• Advisory service
Feb 2013
Services from spare parts support and delivery, site and
equipment maintenance and plant audits to optimization and
upgrades, project management and training
Life cycle service solutions
Service centers in all key markets
© Outotec - All rights reserved
Flexible operational model
12 Feb 2013
Competence and R&D
centers in 18 countries
Sales and service centers in
25 countries
Deliveries to 80 countries
Global subcontractor/partner
network
Thousands of suppliers for
engineering and
construction, manufacturing,
components, raw materials
and services
90% of manufacturing
sourced from external
suppliers
© Outotec - All rights reserved
24.5.2013 Outotec 13
Outotec service operational model
SPC
PL
SC SC SC SC SC
Customers Services
Global Product Lines:
Technology management
Global Service Product Centers:
Service portfolio management
Service Centers in market areas:
Customer relation management
© Outotec - All rights reserved
Develop and Manage Offerings process
Five gates
(G0 –G4)
Six phases
• Idea Management process
• DP1 Opportunity Checking process
• DP2 Concept Development process
• DP3 Product Development process
• DP4 Commercialization and Launch process
• Product Management process
Common process for plant, process, equipment and services development
August
31st, 2011
© Outotec - All rights reserved
Outotec services Growing to 1B€ by 2017
24.5.2013 Outotec 16
Services sales target EUR 1 billion by the end of 2017. Growth is planned to be
achieved through organic growth, acquisitions, strengthening
local presence and new life cycle service offerings.
Capturing the potential of all business areas’
installed base
Leveraging local presence and capabilities
Productization and bundling service offering
Full utilization of supply and delivery capabilities
Expanding operation and maintenance services
Inorganic growth by acquisitions
Growth enablers
© Outotec - All rights reserved
Challenges and solutions in global service product management
Challenges
Fragmented products and
operational models
Global information transfer
Complex market/customer
segmentation
Change resistance
Solutions
Harmonized operational model
and strong product management
Common tools and systems
Understanding the customer
need & value in product
development
Management commitment &
communication
5/24/2013 Outotec 17
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