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Not all machines are created equal; some generate more service opportunities than others. Aftermarket revenue and profits are driven by the number and functional type of installed machines.
Most importantly, remember that it is critical to protect your intellectual property (IP) for the life of the machines. There are numerous reasons for this, but safety and quick response to provide necessary service for customers are at the top of the list.
Here are a few other key considerations to keep in mind:
- Machines that generate higher aftermarket revenue and margin due to their functionality should be given a higher priority for R&D and product development evolution.
- Private label as many parts as technically appropriate in the eyes of your customers.
- Machine controls should include remote diagnostics capability and the ability to update software remotely.
- The selection of a machine controls company, such as Rockwell, Siemens, Beckhoff, or ABB, is a critical decision for the OEM and its customers. Not all controls companies will private label or put the OEM part number on their parts. Further, not all controls companies are accepted in every industry or are in every geographic area of the world.
- Know where your machines are installed so you can support your customers. (If you don’t, someone else will.)
- New machine products featuring new technology and evolutionary designs should be backwards compatible to the installed base of machines as much as technically possible.
- Both the customer and the OEM benefit from a longer machine life cycle. Anytime the customer needs to replace a machine the OEM risks losing that installed machine footprint to their competitor.
Design for Excellence
Often referred to as DFX, Design for Excellence is a concept used to guide the machine design process when developing something new. The OEM will select the areas that are most appropriate for them to focus on from the 11 included in the graphic below.
Design for Serviceability
One of the most important of these areas is Design for Serviceability. Machines that have functionality that literally self-destruct over a period of time, such as concrete mixers and rock crushing machines, have a higher need for Design for Serviceability because they need to be rebuilt at regular intervals.
Following Design for Service protocol should be a key consideration when developing new machines and upgrades for existing machines. Some of the most critical Design for Serviceability elements include:
- Provide remote diagnostic and software download capabilities, if applicable.
- Provide a service checklist and timeframe in the machine maintenance manual.
- Use as few parts as possible in the design.
- Use interchangeable replacement parts.
- Allow easy and safe access to all tests, adjustments, and service points.
- Apply modular design thinking by utilizing quick-change replacement modules.
- Use few and similar services and inspection tools or go toolless if possible.
- Minimize the number of different types of fasteners.
- Make disassembly and reassembly of the machine simple.
- Include people from your installation and field service teams on your design review committees.
Image Credit: Gorodenkoff / Shutterstock
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