Sandvik 365 - an aftermarket offering to trust through numbers
The message is simple enough, but the challenge is how to prove it to customers. It was from this starting point that the Sandvik 365 concept evolved.
"The services we provide around the equipment are what keep it running 365 days a year," says Marie Brodin, Vice President Marketing and Communications, Sandvik Mining. "This is our way to get our arms around that, to package it and to make it easier for customers to understand it and for sales people to sell it."
Beyond words, though, the proof of the concept will come in concrete numbers. In an industry where an hour of downtime can cost thousands, Sandvik 365 can save customers millions. In Australia, for example, a Sandvik service program has demonstrated a 30 percent reduction in parts and significantly improved productivity, reliability and safety.
It's about keeping uptime up
Using a certain drill bit can increase service lifetime by up to 50 percent compared with the previous technology, while Sandvik protective services offer 80 percent coverage of spare parts and deliver increased uptime productivity in a risk-controlled crushing and screening operation. The opportunities are many. "It's about keeping uptime up," Brodin says. "You can spoil everything if you don't take care of the entire solution in the right way."
The initial reaction from colleagues all over the world has been extremely positive, so much so that the global concept has already been translated into seven languages.
The industry is changing and the company is adapting to meet those needs, aiming to be proactive rather than reactive. It is not just about numbers, though. While increased sales for Sandvik and its customers will be one sign of success, another very important one will be customer satisfaction.
Internally, too, Brodin notices an increased sense of pride among a workforce numbering many thousands. "Two examples of the comments we have received are 'This program is what we need to make our service business progress to the level of greatness' and 'It's what we have been looking for, and now we have it'."