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Industrial companies are moving to a solution driven business by offering smart product service systems (Smart PSS). In addition to an existing portfolio of physical goods and technical services, companies develop new digital services and combine all three offerings to an integrated digital solution business. While the development of new digital services does not pose any major challenges for companies, the successful sale of Smart PSS does. Due to changing customer requirements and value propositions of a solution, the sale of Smart PSS requires new design principles for the sales organization compared to the simple sale of physical goods or technical services. While there are already many publications on the topic of industrial sales in research, the description of Smart PSS in particular represents a new field of research. The combination of both topics is therefore not only interesting from a theoretical point of view, but also has a particularly high practical relevance and impact for industrial companies. This paper therefore describes on the one hand, which characteristics can be used to derive customer requirements for Smart PSS and on the other hand, which effects these requirements have on the sales organization of the industrial company. The design principles give recommendations for the organizational structure, the resources, the information systems and the culture of the company depending on the targeted customer type. In order to identify and describe both the customer requirements and the design principles, two morphological boxes were developed based on a literature research and semi-structured interviews with industrial companies. The paper gives an outlook on the different characteristics of the design recommendations and describes first best practices for the successful transformation of the sales organization.
Companies are transforming from transactional sales to providing solutions for their customers. Mostly, smart products, enabling companies to enhance their products by providing smart services to their customers, are a key building block in this transformation. However, the development of a smart product requires many digital skills and knowledge, which regular companies do not have. To facilitate the design and conceptualization of smart products, this paper presents a use-case-based information systems architecture prototype for smart products. Furthermore, the paper features the application and evaluation of the architecture on two different smart product projects. The use of such an architecture as a reference in smart product development serves as a huge advantage and accelerator for inexperienced companies, allowing faster entry into this new field of business. [https://link.springer.com/chapter/10.1007/978-3-031-14844-6_16]
In a subproject of the cluster of excellence “Integrative Production Technology for High-Wage Countries” at RWTH Aachen University a configuration logic is under development that enables companies to configure their production system according to the dynamic requirements of the market. As a result of this project, a holistic description model for production systems has been defined. With numerous attributes in the sub-models a detailed characterization of the production system is possible.
The sub-model for the design of the supply chain will be depicted in detail in this paper. Representative for the design of a supply chain, the spare parts logistics of the wind energy industry is analyzed in depth. Designing this supply chain is not only one of the most challenging tasks in logistics. Only a responsive but also cost efficient design of the spare parts supply chain guarantees high productivity, extended life spans of the wind turbines as well as the expected profit for all companies in the supply chain.
Assets of integrated production systems, especially in the heavy industry, are facing high requirements in terms of reliability and availability. In case of component breakdown, the operating firm is confronted with high costs due to downtime and loss of production. Modern maintenance concepts in combination with advanced technologies can help to improve the plant availability and reduce the downtime costs caused by unplanned breakdowns. Against this background, the research institutes FIR and IMR from RWTH Aachen University, Germany, are collaborating within the research project “SiZu”. This project deals with the integration of condition monitoring system and real time simulation to assess the condition of components and to support failure cause analysis.
The adoption of artificial intelligence (AI) technologies in manufacturing companies is challenging, particularly for SMEs that lack the necessary skills to develop and integrate AI-based applications (AI applications) into their existing IT system landscape. To address this challenge, the research project VoBAKI (IGF-Project No.: 22009 N) aims to enable SMEs to identify and close skill gaps related to AI application development and implementation using proper sourcing strategies. This paper presents the interim results from the second phase of the project, which involves identifying the tasks in the lifecycle of AI applications and determining the specific skills required for executing these tasks. The presented results provide a detailed lifecycle including the phases for the development and usage of AI applications, as well as the specific tasks that SMEs must consider when implementing an AI application. These results serve as the foundation for future research regarding the required skills to execute the presented tasks and provide a roadmap for SMEs to close skill gaps and successfully implement AI applications.
Subscription business models provide an important component for monetizing the potential of Industrie 4.0. Subscription business is based on a long-term and participative business relationship between customer and provider. However, only digitalization offers the necessary framework conditions to realize the characteristic recurring and performance-based billing, and to ensure the necessary transparency about the usage phase of products as well as continuous performance improvements in the customer process. Against this background, companies must not only recognize the much-cited potential that lies in the total dedication to the success of individual subscription customers. Rather, the central obstacles must be addressed, examined, and subsequently overcome in a targeted manner in order to successfully establish subscription business models and place them on the market.
Discrete Event Simulation (DES) is a well-known approach to simulate production environments. However it was rarely used for operative planning processes and to our knowledge never in terms of multiple disposition levels.In this paper we develop the necessary adjustments to use DES for this purpose and show some theoretical advantages.
In this paper, an approach towards energy management 4.0 will be presented. Energy management 4.0 is understood as an encompassing energy data based concept for manufacturing companies acting in an flexible energy grid of the future with the final goal of autonomous self-optimization Controlling, supervising and scheduling production and logistic steps based on a reliable communication infrastructure and real time data in accordance to achieve a maximum of profitability with regard to human factor is executed.
Guided by a four maturity levels of the "acatech Industrie 4.0 Maturity Index" developed by the German National Academy of Science and Engineering (acatech) different use cases are presented according to the steps of visibility, transparency, prognostic capacity and self-optimization. The basic idea of energy management 4.0 is described and an outlook of further steps that are needed to be evaluated for an implementation are presented.
The Aim of this article is to provide a framework which enhances the existing scope of manufacturing asset management by specifically addressing industrial services provided by external suppliers as an integral part of today’s manufacturing structures. Existing research shows that sourcing industrial services from specialized service organizations establishes complex and unique interdependencies and links total production efficiency to the performance of the external service suppliers. Within the context of the EU-Project InCoCo-S - “Innovation, Coordination and Collaboration in Service Driven Manufacturing Supply Chains” a standard business reference model with key focus on operation and integration of business related services (BRS) in the supply chain has been developed. Based on the service type retrofit this paper aims on the one hand to present the modules of the reference model and on the other hand to explain how the model can be used to enhance the retrofit business.