Start Thinking from Volume to End-Users
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This document discusses starting to think about adding value for end-users in business. It notes challenges like declining profits and globalization, and opportunities to generate more value through innovation. It suggests taking a more agile approach focused on understanding customer needs through close collaboration with partners across the value chain. The presentation encourages questioning existing business models and roles to control the chain and find new opportunities.
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Start Thinking from Volume to End-Users
- 1. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 1 Template presentation Innovation Day 2016CONFIDENTIAL Paul Poelmans Business Development TechXfer paul.poelmans@verhaert.com TRACK 4: HUMAN TOUCH, YOUR TEAM & THE CUSTOMER START THINKING FROM VOLUME TOWARDS END-USERS
- 2. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 2 Paul Poelmans Business Development Manager TechXfer ESA Technology Transfer Network – Prime Network Manager
- 3. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 3
- 4. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 4 Is it possible to be agile? Is it possible to be innovative by linking to the end-user? Focus on process industry Chemical / Materials Industry Focus on your industry !
- 5. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 5 Interactive session
- 6. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 6 SETTING THE SCENE CONFIDENTIAL 6
- 7. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 7 Setting the scene Charlie Farmer
- 8. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 8 Setting the scene Chemical Plant Material Company
- 9. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 9 Setting the scene Products
- 10. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 10
- 11. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 11 WHAT IS THE CHALLENGE? CONFIDENTIAL Or is it an opportunity? 11
- 12. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 12 Profit is declining Globalization, losing control ! Shift to low cost countries Emerging markets are catching up Strong technological evolutions Evolutions in customer trends towards individual needs, local manufacturing, ecological motivation Future is unclear, what is the road to follow, what is the road to guarantee the future?... Challenges / Problems Trends / Opportunities
- 13. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 13
- 14. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 14
- 15. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 15
- 16. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 16
- 17. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 17 LOOKING FOR MORE ADDED VALUE !? CONFIDENTIAL = looking to ensure our future !? 17
- 18. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 18 How can we generate more added value? What is the role, meaning and value of each player in the value chain? How can we control better what is happening in the value chain? Is it meaningful to advance/return in the value chain? Is it meaningful to change the value chain? Opportunity
- 19. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 19 ADDED VALUE Final selling price of a product/service minus all costs of producing and distributing. the process of increasing the perceived value of the product in the eyes of the consumers (value proposition).
- 20. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 20 Create Added Value
- 21. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 21 Strategic positioning in the value chain
- 22. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 22 Business, Service & Product lifecycle
- 23. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 23 Innovation will be key Focus on product/service/business model innovation Take the lead Question each step in the value chain Question your role and role of each partner in the value chain Start co-operation with your partners in the value chain Look for new partners, business models, go to market Do you see the un-expected, disruptive invaders in your market? Use the user, direct or in-direct, as your source of information, as your reference Can you control this ? What role do you want to take?
- 24. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 24
- 25. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 25 2014 20162015
- 26. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 27 2013 ?
- 27. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 28
- 28. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 29 HOW TO HANDLE THIS ? CONFIDENTIAL Click to insert in your organisation 29
- 29. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 30 From a Traditional Approach we focus on cost optimization we know exactly what we have to make we know exactly how to make it, cheaper, better we know the competition we control the business case we have all knowledge in-house Towards an Agile Innovation Approach Change Your Strategy
- 30. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 31 12 PRINCIPLES Short Cycles, Continue Interaction Understand and meet your customers expectations by early and continue delivery of tangible, valuable and test ready results Accept changing specs, it will generate competitive advantage Work in short cycles: fail fast, learn fast Share the project progress with customers, partners and colleagues Keep it simple and clear Small, self-organizing, multidisciplinary teams All roles and disciplines (marketing, sales, product management, ICT, operations, etc.) participate in the process as one team People are motivated, with and due to the support and trust of the organization Best ideas, designs and specs originate from self-organizing teams F2F communication is the most efficient and effective method to exchange info Visualize activities, progress Continue improvement Focus on personal excellence Evaluate in team, define and execute improvements Agile Manifesto, a source of inspiration for an in agile innovation strategy ?
- 31. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 32 Integrated innovation process
- 32. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 33 Guarantee success Agile Innovation Visionary & Strong Leadership Culture of growth Clear Innovation Approach Organizational Change Personal skills Entrepreneurs Accelerators Co-creation & open innovation
- 33. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 34 3 TAKEAWAYS 1 2 3
- 34. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 36 Paul Poelmans paul.poelmans@verhaert.com Thank you !Thank you ! Thank you ! QUESTIONS? Thank you !
- 35. 4.6 Start thinking from volume towards end-users CONFIDENTIAL 37 Innovation Day is an initiative of Masters in Innovation, the umbrella brand of the Verhaert Group which aims to connect, train and accelerate professional innovators. Kruibeke Belgium Hogenakkerhoekstraat 21 B-9150 Kruibeke T +32 3 250 19 00 E info@verhaert.com www.verhaert.com Nivelles Belgium Noordwijk Netherlands Av. Robert Schuman 102 B-1400 Nivelles T +32 67 47 57 10 E info@lambda-x.com www.lambda-x.com Kapteynstraat 1 2201 BB Noordwijk T +31 71 760 05 50 E info@verhaert.com connect.verhaert.com INDUSTRY TECHXFER MEDICAL AEROSPACE TECHXFER FMCGCONNECT TECHXFER FMCGCONNECT MEDICAL Aveiro Portugal Av. Dr. Lourenço Peixinho 96D 4o 3800-159 Aveiro T +351 234 604 088 E info@load-interactive.com www.load-interactive.com CONNECT Gentbrugge Belgium Bruiloftstraat 55-57 B-9050 Gentbrugge T +32 9 330 27 90 E info@moebiusdesign.be www.moebiusdesign.com ON SITE CONSULTANCY