{"id":33576,"date":"2023-03-24T10:00:00","date_gmt":"2023-03-24T09:00:00","guid":{"rendered":"https:\/\/fhi.nl\/nieuws\/waarom-machinebouwers-in-de-verpakkingsindustrie-moeten-investeren-in-service\/"},"modified":"2024-07-10T13:11:22","modified_gmt":"2024-07-10T11:11:22","slug":"waarom-machinebouwers-in-de-verpakkingsindustrie-moeten-investeren-in-service","status":"publish","type":"news","link":"https:\/\/fhi.nl\/en\/news\/waarom-machinebouwers-in-de-verpakkingsindustrie-moeten-investeren-in-service\/","title":{"rendered":"Why machine builders in the packaging industry must invest in service"},"content":{"rendered":"<header id=\"header\" class=\"header header--low\">\n\n\t\n\t\t\t<div class=\"header__background header__background--graphic\"><\/div>\n\t\n\t<div class=\"container\">\n\t\t<div class=\"header__content\">\n\t\t\t<div class=\"header__first header__first--alone\">\n\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t<h1 class=\"header__title\" >\n\t\t\t\t\tWhy machine builders in the packaging industry must invest in service\t\t\t\t<\/h1>\n\n\t\t\t\t<div class=\"header__dots-line\">\n\t\t\t\t\t<svg width=\"431\" height=\"9\" viewbox=\"0 0 431 9\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M430.799 4.192a1.136 1.136 0 1 1-2.272-.001 1.136 1.136 0 0 1 2.272 0Zm-27.272 0a1.135 1.135 0 1 1-2.27 0 1.135 1.135 0 0 1 2.27 0Zm-27.27 0a1.136 1.136 0 1 1-2.272-.001 1.136 1.136 0 0 1 2.272 0Zm-27.272 0a1.39 1.39 0 1 1-2.78 0 1.39 1.39 0 0 1 2.78 0Zm-27.78 0a1.645 1.645 0 1 1-3.29 0 1.645 1.645 0 0 1 3.29 0Zm-28.29 0a1.9 1.9 0 1 1-3.799 0 1.9 1.9 0 0 1 3.799 0Zm-28.799 0a2.154 2.154 0 1 1-4.308 0 2.154 2.154 0 0 1 4.308 0Zm-29.308 0a2.41 2.41 0 1 1-4.819 0 2.41 2.41 0 0 1 4.819 0Zm-29.819 0a2.663 2.663 0 1 1-5.326.001 2.663 2.663 0 0 1 5.326-.001Zm-30.327 0a2.919 2.919 0 1 1-5.837 0 2.919 2.919 0 0 1 5.837 0Zm-30.837 0a3.173 3.173 0 1 1-6.345.001 3.173 3.173 0 0 1 6.345 0Zm-31.346 0a3.428 3.428 0 1 1-6.856 0 3.428 3.428 0 0 1 6.856 0Zm-31.856 0a3.683 3.683 0 1 1-7.365 0 3.683 3.683 0 0 1 7.365 0Zm-32.365 0a3.937 3.937 0 1 1-7.875 0 3.937 3.937 0 0 1 7.875 0Zm-32.874 0a4.192 4.192 0 1 1-8.384 0 4.192 4.192 0 0 1 8.384 0Z\" fill=\"#FFF960\"\/><\/svg>\t\t\t\t<\/div>\n\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\n\t\t\t\n\t\t<\/div>\n\t<\/div>\n<\/header>\n\n\n\n<div class=\"text bg--white\">\n\t<div class=\"container\">\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"text__content text__content--1-col\">\n\t\t\t\r\n<h6>In the packaging industry, the focus of machine builders is shifting from machine sales to service sales. This requires them to think beyond the traditional product offering and step into the shoes of their customers. VH Vertical Packaging, JASA and Repak share their vision.<\/h6>\r\n\r\n\r\n\r\n\r\n\r\nThe majority of profits in the future will come from selling services. Selling services can help machine builders\u00a0<strong>stable and recurring income<\/strong>\u00a0This reduces the risks of the low margins in traditional machine sales. In addition, this focus on service will boost customer satisfaction.<br \/><br \/>\r\n<h2>What does the future of the packaging industry look like?<\/h2>\r\nThe future of the packaging industry will look very different in 10 years anyway. Servitization will cause a major change in the market. The way you respond to this can contribute to your\u00a0<strong>distinctiveness<\/strong>In any case, it is important to understand the needs of your customers in order to provide value-added service.\u00a0\r\n\r\n<em><img decoding=\"async\" src=\"https:\/\/www.ixon.cloud\/media\/k4cfkn2x\/shift-selling-technologies-to-selling-service-in-machine-building-industry.jpg?width=1398&amp;mode=max&amp;format=webp\" alt=\"Het merendeel van de winst in de machinebouw komt in de toekomst voort uit service.\" data-src=\"\/media\/k4cfkn2x\/shift-selling-technologies-to-selling-service-in-machine-building-industry.jpg?width=1398&amp;mode=max&amp;format=webp\" \/>In the future, the majority of profits in mechanical engineering will come from service.<\/em>\r\n\r\nEelco van Schaik, Area Sales Manager at Repak, explains how they approach this: \u201cWe are in the exploratory phase and are busy with customer conversations to inventory what customers expect from our service.\u201d This information helps to take the first steps towards\u00a0<a title=\"Ebook: Service options for OEMs\" href=\"https:\/\/go.ixon.cloud\/ebook-oem-service-models\" target=\"_blank\" rel=\"noopener\">new service models<\/a>. \u201cI think that packaging as a service can become a common business model in the future. Monitor how many products you pack and invoice accordingly.\u201d VH Vertical Packaging believes it is important that both the customer and themselves generate returns through service. They want to offer the customer a platform that allows them to\u00a0<strong>to relieve<\/strong>\u00a0and with which they can provide service based on data. \u201cIf the customer sees the added value of this because his production line will run better, he is also prepared to pay for it,\u201d says Freek Jacobs, Managing Director at VH Vertical Packaging. He continues: \u201cIn a few years, the operator will be able to replace parts himself based on tracked data. There will be a shift from field to desk engineers. These desk engineers can solve problems remotely\u00a0<a title=\"Data Logging\" href=\"https:\/\/www.ixon.cloud\/nl\/iiot-platform\/plc-data-logging\">based on data<\/a>\u00a0and translate this into R&amp;D so that they can structurally improve the machine.\u201d<br \/><br \/>\r\n<h2>What plans do machine builders have in the field of service?\u00a0<\/h2>\r\nVH Vertical sees that the service level must increase in the future. Freek explains: \u201cIf a malfunction is found to have a bottleneck in the packaging machine, we must\u00a0<a title=\"Remote access\" href=\"https:\/\/www.ixon.cloud\/nl\/iiot-platform\/industriele-toegang-op-afstand\">remote login<\/a>\u00a0on the machine to see what is going on. We also monitor the machine performance and\u00a0<strong>approach the customer proactively<\/strong>\u00a0with an action plan.\u201d \u201cEvery customer is enthusiastic when we say that we can ensure that the\u00a0<a title=\"Increase uptime\" href=\"https:\/\/www.ixon.cloud\/nl\/toepassingen\/uptime-verhogen\">uptime<\/a>\u00a0remains high. However, we have to show the customer that we do not use the machine data to prevent downtime. We already do that anyway. We have to show that we use data to continuously improve the\u00a0<strong>monitor and optimize performance<\/strong>.\u201d\u00a0\r\n\r\n<img decoding=\"async\" src=\"https:\/\/www.ixon.cloud\/media\/uqtlzl10\/quote-vh-vertical.jpg?width=1398&amp;mode=max&amp;format=webp\" alt=\"\" data-src=\"\/media\/uqtlzl10\/quote-vh-vertical.jpg?width=1398&amp;mode=max&amp;format=webp\" \/>\r\n\r\nEelco notices that companies increasingly ask for Repak&#039;s service after delivery of the machine. Continuity is essential here. &quot;At the moment we offer standard remote monitoring and preventive maintenance. This is the first step.\u00a0<strong>Zero downtime<\/strong>\u00a0is our goal. A line should run and deliver output as much as possible. Data provides insight into the overall OEE performance for our customers&#039; production processes.&quot; JASA Packaging Solutions also notices that it is crucial to monitor the performance of\u00a0<a title=\"Increase revenue and uptime with condition monitoring of wear-sensitive parts\" href=\"https:\/\/www.ixon.cloud\/nl\/kennisbank\/conditiebewaking-slijtageonderdelen\">spare parts<\/a>\u00a0to monitor, because this leads to less downtime. \u201cWith these insights, we can proactively contact the customer and\u00a0<strong>increase customer satisfaction<\/strong>,\u201d says Joost Breed, Software Developer at JASA.\u00a0\r\n\r\n<img decoding=\"async\" src=\"https:\/\/www.ixon.cloud\/media\/y0tbvaqf\/quote-jasa.jpg?width=1398&amp;mode=max&amp;format=webp\" alt=\"\" data-src=\"\/media\/y0tbvaqf\/quote-jasa.jpg?width=1398&amp;mode=max&amp;format=webp\" \/>\r\n\r\n\r\n<h2>Online portal essential for service provision\u00a0<\/h2>\r\nIt is crucial to have a\u00a0<strong>customer facing portal<\/strong>\u00a0to meet the growing service needs of your customer. In this portal, you can manage the entire machine fleet. Both JASA Packaging Solutions, VH Vertical and Repak already have an idea of how they want to use this. \u201cOur bigger goal is a kind of JASA portal for both the customer and ourselves. Here, the customer can\u00a0<a title=\"Machine Performance Analysis\" href=\"https:\/\/www.ixon.cloud\/nl\/iiot-platform\/machineprestatie-analyse\">data such as meter readings<\/a>\u00a0see. We can see when spare parts need to be replaced. Ultimately, we want to achieve that the customer can even order the parts directly via our portal. IXON offers us these possibilities,\u201d says Joost Breed. VH Vertical wants customers to be able to log in to the machine themselves via their portal. \u201cWith IXON Cloud, we have a portal with\u00a0<a title=\"User management\" href=\"https:\/\/www.ixon.cloud\/nl\/iiot-platform\/gebruikersbeheer\">extensive user management<\/a>\u00a0and\u00a0<a title=\"No-code interface studio\" href=\"https:\/\/www.ixon.cloud\/nl\/iiot-platform\/no-code-interface-studio\">custom options<\/a>. Here we can translate data into a view that is clear to the customer,\u201d says Freek. These data insights help customers to train their staff on this basis, for example.\r\n\r\n<img decoding=\"async\" src=\"https:\/\/www.ixon.cloud\/media\/cbdmjde2\/quote-repak.jpg?width=1398&amp;mode=max&amp;format=webp\" alt=\"\" data-src=\"\/media\/cbdmjde2\/quote-repak.jpg?width=1398&amp;mode=max&amp;format=webp\" \/>\r\n\r\nFor Repak it is essential that the output is measured accurately and is transparent. \u201cWe chose IXON because they understand the business of mechanical engineering and can support us in our issue,\u201d says Eelco.\r\n\r\n\r\n\r\n\t\t<\/div>\n\t<\/div>\n<\/div>\r\n\t<div class=\"articles bg--offwhite automatic\">\r\n\t\t<div class=\"container\">\r\n\t\t\t<div class=\"articles__header\">\r\n\t\t\t\t\t\t\t\t\t<div class='heading-wrapper'><svg width=\"13\" height=\"13\" viewbox=\"0 0 13 13\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><circle cx=\"6.394\" cy=\"6.5\" r=\"6.394\" fill=\"#000\"\/><\/svg><h2>Related articles<\/h2><\/div>\t\t\t\t\t\t\t\t\t\t\t\t\t<a href=\"\/en\/profiel\/ixon-b-v\/\" class=\"button button--outline\">view profile<\/a>\r\n\t\t\t\t\t\t\t<\/div>\r\n\t\t\t\t\t\t<div class=\"post-grid post-grid--no-padding\">\r\n\t\t\t\t\n<a class=\"single-item single-item__articles\" href=\"https:\/\/fhi.nl\/en\/news\/maximise-revenue-with-a-smart-consumables-business-model\/\" data-id=\"38552\">\n\t<div class=\"single-item__articles-icon\">\n\t\t\t<\/div>\n\t<div class=\"single-item__articles-title\"><div class='heading-wrapper'><h3>Maximize revenue with a smart consumables business model<\/h3><\/div><\/div>\n\t<div class=\"single-item__articles-terms\">\n\t\t\n\t\t\n\t\t\t\t\t\t<span class=\"button button--outline single-item__articles-term--branche single-item__articles-term\">Industrial automation<\/span>\n\t\t\t\t\t\t\t\t<span class=\"button button--outline single-item__articles-term--branche single-item__articles-term\">World of Industry, Technology &amp; Science<\/span>\n\t\t\t\t\t\t\t\t<span class=\"button button--outline single-item__articles-term--branche single-item__articles-term\">Members content<\/span>\n\t\t\t\t\t<\/div>\n\t<div class=\"single-item__articles-author-date-wrapper\">\n\t\t\t\t\t<div class=\"single-item__articles-author\">\n\t\t\t\tIXON BV\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"single-item__articles-date\">\n\t\t\t\tJune 30, 2021\t\t\t<\/div>\n\t\t\t<\/div>\n<\/a>\n\n<a class=\"single-item single-item__articles\" href=\"https:\/\/fhi.nl\/en\/news\/een-laboratorium-verbouwen\/\" data-id=\"43469\">\n\t<div class=\"single-item__articles-icon\">\n\t\t<svg width=\"82\" height=\"98\" viewbox=\"0 0 82 98\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\">\n<path fill-rule=\"evenodd\" clip-rule=\"evenodd\" d=\"M26.5586 7.96501C26.5586 6.61879 26.8909 5.49682 27.3233 4.77796C27.7792 4.02009 28.1318 4 28.1466 4H55.0564C55.0712 4 55.4238 4.02009 55.8796 4.77796C56.312 5.49682 56.6444 6.61879 56.6444 7.96501C56.6444 9.31122 56.312 10.4332 55.8796 11.1521C55.4238 11.9099 55.0712 11.93 55.0564 11.93H54.2487C53.8841 11.5449 53.3681 11.3047 52.796 11.3047H28.981C28.5233 11.3047 28.1015 11.4584 27.7644 11.7171C27.6381 11.602 27.4874 11.4248 27.3233 11.1521C26.8909 10.4332 26.5586 9.31122 26.5586 7.96501ZM26.981 15.7683C25.6024 15.3755 24.5619 14.3215 23.8956 13.2138C23.0294 11.7738 22.5586 9.91326 22.5586 7.96501C22.5586 6.01675 23.0294 4.15622 23.8956 2.71619C24.7383 1.31517 26.1797 0 28.1466 0H55.0564C57.0232 0 58.4646 1.31517 59.3073 2.71619C60.1735 4.15622 60.6444 6.01675 60.6444 7.96501C60.6444 9.91326 60.1735 11.7738 59.3073 13.2138C58.4646 14.6148 57.0232 15.93 55.0564 15.93H54.796V40.3243L80.5327 84.0062L80.5391 84.0172L80.5503 84.0368C84.0711 90.2609 79.5954 97.9997 72.4362 97.9997H9.34052C2.18152 97.9997 -2.29415 90.2608 1.22665 84.0368C1.23243 84.0265 1.23831 84.0163 1.24428 84.0062L26.981 40.3243V15.7683ZM30.981 15.93V35.792H39.161C40.2655 35.792 41.161 36.6874 41.161 37.792C41.161 38.8966 40.2655 39.792 39.161 39.792H30.981V40.8697C30.981 41.2268 30.8854 41.5773 30.7041 41.8849L21.3184 57.8149H60.4585L51.0728 41.8849C50.8916 41.5773 50.796 41.2268 50.796 40.8697V15.93H30.981ZM62.8152 61.8148C62.8065 61.8149 62.7978 61.8149 62.7891 61.8149H19.4727C19.3082 61.8149 19.1484 61.7951 18.9954 61.7577L4.70016 86.0205C2.69212 89.5942 5.27194 93.9997 9.34052 93.9997H72.4362C76.5051 93.9997 79.0848 89.5941 77.0768 86.0205L62.8152 61.8148Z\" fill=\"#FFDA56\"\/>\n<\/svg>\n\t<\/div>\n\t<div class=\"single-item__articles-title\"><div class='heading-wrapper'><h3>Build or renovate a laboratory?<\/h3><\/div><\/div>\n\t<div class=\"single-item__articles-terms\">\n\t\t\n\t\t\n\t\t\t\t\t\t<span class=\"button button--outline single-item__articles-term--branche single-item__articles-term\">Laboratory Technology<\/span>\n\t\t\t\t\t\t\t\t<span class=\"button button--outline single-item__articles-term--branche single-item__articles-term\">Members content<\/span>\n\t\t\t\t\t<\/div>\n\t<div class=\"single-item__articles-author-date-wrapper\">\n\t\t\t\t\t<div class=\"single-item__articles-author\">\n\t\t\t\tLabMakelaar Benelux BV\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"single-item__articles-date\">\n\t\t\t\tSeptember 5, 2019\t\t\t<\/div>\n\t\t\t<\/div>\n<\/a>\n\t\t\t<\/div>\r\n\t\t<\/div>\r\n\t<\/div>","protected":false},"excerpt":{"rendered":"","protected":false},"featured_media":33577,"template":"","branches":[],"events":[],"secretariat":[],"categories":[],"themes_tax":[],"content_types":[514],"class_list":["post-33576","news","type-news","status-publish","has-post-thumbnail","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Waarom machinebouwers moeten investeren in service | IXON Cloud<\/title>\n<meta name=\"description\" content=\"Het is cruciaal voor machinebouwers in de verpakkingsindustrie om te investeren in service. 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