Managing risk. while generating growth in the. Rental market

Transcription

1 Managing risk while generating growth in the Rental market Bansh Mistry (RMDK), Ted Kempf (Microsoft), Eric Veldkamp & Sven Sieverink (Dynamics Software) 25/06/2015

2 Go To Webinar Guidelines Audio Audio is enabled only for the presenter. When audio isn t working, please rejoin or look up audio information in audio pane/ Outlook appointment/ confirmation Questions and Answers use Questions panel to ask questions This presentation is being recorded 2 Dynamics Software

3 Agenda About Dynamics Software Some of the latest trends and challenges in the industry Balancing customer centricity with customer excellence Driving revenue from installed base with additional services Metered maintenance with Internet of Things and Dynamics Rental An interview with Bansh Mistry of RMD Kwikform A demo of the highlights of Dynamics Rental Questions & Answers 3 Dynamics Software

4 Dynamics Software 4 Dynamics Software

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7 Ted Kempf, U.S. Director Service Industries Define ERP and CRM sales opportunities and solutions for Service Industries through deep engagement with customers, industry experts and partner ecosystem 16 Years CRM and ERP for Project-Based Firms Joined Microsoft in December, 2010 Prior to Microsoft: Vice President Product Marketing and Strategy Deltek Senior Director Professional Services Industry Marketing Oracle Wall Street Analyst Principal Analyst Gartner (PSA)

8 Services Financial Services Manufacturing Distribution Retail Public Sector

9 Talent-driven, project-centric, and intellectual-capital intensive Professional Services Accounting Consulting Legal IT Services Outsourced, Managed, and Data Services Staffing AEC and Real Estate Architecture & Engineering Construction Specialty Trade Contractors Commercial Real Estate and Property Management Field Service Rental Service Management Mobility Media and Entertainment Advertising Broadcast Film Music Publishing Sports

10 Tight Capital Conditions & Value Chain Dependent Save Cash & Flexibility Maintenance Parts Transportation Storage Insurance High Quality Equipment & Latest Version

11 Driving consistent service delivery & customer experience Shift from rental to rental solutions Getting the right crew to the right place at the right time with the right equipment, tools and parts Reducing paperwork/mobility Reducing days outstanding from work performed to invoicing Predictive maintenance Visibility into field operations and personnel wearables

12 80% Delivery gap 8% Companies that believe they provide a superior proposition Companies whose customers agree Bain Customer-Led Growth diagnostic questionnaire N=362

13 You have things that you get data from and store that you perform insights on that allows you to do Plant Floor Things Back Office Things Supply Chain Things Cloud Storage HDInsight Power BI Predictive Maintenance Command and Control

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16 Eric Veldkamp A Personal Introduction Eric Veldkamp Executive Director Sales & Marketing eveldkamp@dynamicssoftware.com In Microsoft Dynamics AX since Dynamics Software

17 Key Challenges in the Rental Market Sustainability Applying Telematics Implementing Internet of Things and machine learning Cooperation OEM s and rental companies (Continued) outsourcing agreements optimizing sourcing decisions (Continued) online rental development 24/7 availability Joint ventures in emerging markets or large construction projects Reduced demand, some countries are still recovering (region dependent) New services completing rental offer. From product rental to solutions rental Maximize use, utilization and tracking of assets Insight in equipment availability Coordinated planning of assets & resources in projects 17 Dynamics Software

19 Example of Business Transformation 19 Dynamics Software

20 IoT and Rental 20 Dynamics Software

22 Rental as a Service Xavier du Boÿs, CEO Kiloutou, France 22 Dynamics Software

24 Key challenges in IoT and Rental Organizations are not ready IT infrastructure Lacking Real-Time Data analytics Lack of data security Lack of skill sets in IT, marketing & sales New demands on customer support Technology is complex and can be overwhelming Business process and service level improvements Pro-active indication of failure or need triggering service intervention Information deployment to field based resources Location and status retrieval and reroute resources based on urgency and location Exposing entirely new business models Pay per use instead of pay to own Smart energy management Increased accessory sales (i.e., low toner, changing filters) IoT solutions do not work well with 3rd party products and Services Improve triage Quickly identify necessary parts Track inventory Initiate automated intelligent dispatch events Remote monitoring and diagnostics Lack of adequate skill-sets to expedite the march towards fourth industrial revolution Threat of redundancy of the corporate IT department General reluctance to change by stakeholders build the business case Rapid technology advancements, lack of standardization 24 Dynamics Software Source:

25 How IoT is changing Rental Rental Companies are ready to turn data points into insight Break-fix model is changing to proactive, preventive or predictive/ preemptive service Number of connected machines and assets has reached number driving value IoT provides ability to remotely monitor field-based equipment and leverage the data you receive from those products to transform your rental service processes and generate additional revenues Improve efficiency and productivity Conduct remote monitoring and diagnostics Provide better customer service and master SLA compliance Outpace your competition Grow Revenue Use business insight to make process and product improvements M2M and IoT data enable advanced business intelligence 25 Dynamics Software

27 Bansh Mistry A Personal Introduction Bansh Mistry Head of I.T. RMD Kwikform bansh.mistry@rmdkwikform.com 27 Dynamics Software

28 Customer Case Challenges Multiple ERP Systems Lack of common processes No transparency of assets for stock management Tracking of bulk hire assets which do not contain identification Proper financial management based on visibility Solution Microsoft Dynamics AX Currently implementing AX2012 Dynamics Software Rental Management Using 1 single standardized solution with streamlined best practices and processes, we are maximizing stock utilization, tracking assets in an integrated global system & running a very effective cost model. Bansh Mistry RMDK Benefits Providing one global system from one central hosted system Operations running in 20 countries, develop once deploy multiple times Multi-currency, multitime zone, meeting local legal & fiscal requirements Common set of streamlined processes and standardized model Global tracking of assets Global stock visibility Maximizing stock utilization in an integrated system Providing 24x7 service, 365 days a year 28 Dynamics Software

30 Sven Sieverink A Personal Introduction Sven Sieverink Executive Director Products & Services ssieverink@dynamicssoftware.com In Microsoft Dynamics AX since Dynamics Software

31 Dynamics Rental Proven solution developed for Equipment Rental Accurate and up-to-date information to maximize the return of investment of your itemized assets Bulk Rental the right information and tools in place to ensure your customer will get the best advices, fast service and the right equipment at the right job site 31 Dynamics Software

32 Rental Management Fully integrated with AX sales, product, purchasing and fixed assets Integration with Dynamics Software Service Management for rental inspections Support for rental, sales and cross rental items including kits Pricing profiles and templates Charging calendars and best rate calculations Full rental flow from quote to (periodic) invoicing 32 Dynamics Software

33 Dynamics Rental The Solution consists of Rental Management Service Management Mobile Service Management 33 Dynamics Software

34 Integrated with 34 Dynamics Software

35 Solution Overview 35 Dynamics Software

36 Main Process Cross Rental Reporting Analysis Charging calendars Quotation Customers Rental enquiry Rental contract Invoicing Off hire / Terminate Rental Equipment Price profiles Fixed Assets Pre-rental inspection Diary Movements Activity center Post-rental inspection 36 Dynamics Software

37 Demonstration of Highlights 37 Dynamics Software

38 Internet of Things GPRS/WiFi PowerBI Cloud Services Mobile Services Service BUS 38 Dynamics Software

39 Demonstration of IoT example 39 Dynamics Software

40 Rental Management Dynamics AX 2012 R 3 Compatibility AX 2012 R3 CU8 Support for rented as Improved KIT functionality Several smaller improvements MAJOR RELEASES Dynamics AX 2012 R 3 Support for meter driven rental Support of cross rental processes Graphical visualization of asset availability Fuel Management Further improved service integration Improved credit functionality Dynamics AX 2012 R 3 Dynamics AX 7 Support of Bulk rental process including; invoicing based on opening/closing balances, support for over returns and returns in different shapes/lengths Support for mobile processes Integration with WAX/TRAX Compatibility with AX 7 IoT/ML Dynamics AX 7 Continued innovation targeted at midmarket with particular focus on: Simplicity Productivity Microsoft technology Integration with Microsoft CRM Alignment with changing rental market requirements 2015 Q Q2/Q Q4/2016 Q1 >2016 Roadmap topics are subject to change 40 Dynamics Software

42 Questions & Answers 42 Dynamics Software

43 Contact Us +31 (0) DYSSoftwareAX dynamics-software dynamics-software 43 Dynamics Software