Why Customer Machine Monitoring Increases Sales For OEMs
Original equipment manufacturers are essentially selling a mixture of three things to their customers. These three things are what allow them to stand apart from their competitors and help them ensure that the market for their machines isn’t viewed as a commodity marketplace. These are…
In certain circumstances, there may be some other ones we could tag onto that list, but for the majority of original equipment manufacturers, these are the big 3.
Where machine monitoring comes in
Machine manufacturers that can show their customers that they provide one or all of these qualities better than competitors if they can display actual data surrounding their current machine performance. This is how they can ACTUALLY demonstrate… REAL ROI (return on investment).
Here’s the challenge. Without hard data, demonstrating this ROI to customers becomes about trust; which is great if you have a relationship with the customer and are always able to close new deals. The challenge is earning that trust.
This is why we’ve seen machine monitoring on customer shop floors become such a popular tend among original equipment manufacturers recently.
The ability to showcase exact figures around how a machine performs delivers hard data on the ROI that will be achieved by leveraging the original equipment manufacturers machines on customer plant floors.
Selling Real Machine ROI
Imagine, an original equipment manufacturer’s (OEMs) sales staff walks into a customer location and is able to show that their company’s machines have parts that take months longer to wear out than a competitor.
Because of actual machine monitoring data, OEMs can highlight exactly how these machines operate and demonstrate the reliability of their parts vs. the competitor; providing the customer with real data and info on how they would save money by using that OEMs machines.
This kind of transparency is what machine buyers are looking for. In a world where manufacturers are concerned about downtime and throughput, the ability to understand exactly how a machine can be used to improve these manufacturing KPIs is vital.
By monitoring existing customer machines, OEMs can see exactly how their machine perform on actual shops floors and walk into customer locations knowing…
- How quickly parts wear out, and how the machines run when they do…
- How often machines have to be replaced
- The optimal frequency for machine maintenance
- What conditions lead to optimal performance for different goals
- and more…
Use case: machine monitoring on customer floors
Understanding the optimal setting of the machine and when expensive parts need to be replaced can provide OEMs with two valuable pieces of cost-saving information for their customers and prospects.
- The optimal configuration for part-longevity and machine performance (increasing uptime)
- This is something that can be easily objectively measured and calculated
- The cost-savings associated with this reliability vs. a competitor or a previous configuration
Also, having high-level performance information is great, but what is also proving to be helpful is an understanding of the detailed parameters and settings of a machine when a problem happens.
Using this information capital equipment manufacturers can more quickly diagnose and fix issues, getting customers up and running more quickly. For example, capital equipment manufacturers can measure:
- Tool Life
- and more
It’s easy and it’s changing the OEM landscape
Monitoring machines on customer factory floors has been a popular trend in 2018 among OEMs already. It’s an easy way to provide objective and tangible data to customers around how they will be able to financially benefit from the machines and services offered by the OEM.
The key difficulty in implementing these practices has been around several key challenges.
- Customer firewall and security concerns
- Outfitting existing machines in a way that makes it easy to collect this data
Fortunately, technology providers like SensrTrx have created affordable and simplified solutions for OEMs that make implementing everything from software to hardware easy. These kinds of new lightweight solutions include everything from software t hardware and can usually be implemented in less than 7 days without every violating any security or firewall concerns on the part of the customer.
This is making machine monitoring on customer shop floors one of the brightest new trends in the OEM marketplace.