Conception of a data-based valuation model and a service-based business model for a smart blasting process
Context of the project:
Production and production-related services generate around half of the total economic output in Germany. Blasting technology is one of these business areas and today it is an essential process step in the process of adapting the quality of technical surfaces to new challenges in terms of functionality and aesthetics across all sectors. The blasting process can affect the surface character of workpieces and components regarding purity, smoothness, glance or hardness targeted to the different requirements. Despite the high relevance of the process for the quality of final products, there is usually no well-grounded consideration of technical and economic benefits by the users. This is where the SME innovative project Strahlen 4.0 comes in to optimize the cooperation between the blasting media producer and the user as well as the results of the blasting process and the related parameters.
Against this background, an innovative system for data-based analysis, control and documentation of the blasting process is being developed within the scope of the project Strahlen 4.0 for project partner and blasting media producer Eisenwerk Würth GmbH (EW). Based on this, a business model is derived from innovative service modules, tested and validated with selected reference customers in order to ensure general acceptance. The following subgoals exist for successful implementation:
- Determination of reliable measurement values and useful data for quantifying the economic efficiency and concrete customer benefit of a service-based blasting process.
- Development of a well-founded concept for holistic, data-based determination of achievable potential benefits and cost-effectiveness.
- Deduction of a morphological system of service modules for the modular design of hybrid business models (product service systems) for typical application scenarios of blasting processes.
Even after the end of the project, the kit of modular combinable services forms the basis for interested manufacturers of commodities in order to deduce specific service packages and transferable application scenarios for various groups of industrial users. Generalizable application experiences are finally prepared as a practical guideline.
Approach for achieving objectives:
In order to achieve these goals, a work plan was drawn up in cooperation with EW that subdivides the project into seven work packages (WP), which in turn consist of several work steps. Depending on the requirements and necessary expertise of the respective WP, either EW or ILIN takes on responsibility for this WP. These are the following seven work packages:
- WP1: Workshops and interviews with ten reference customers to determine valid data and meaningful measurement values to quantify the economic efficiency of their blasting process.
- WP2: Analysis of the obtained data for patterns and indications for essential parameters (KPI).
- WP3: Derivation of central influencing variables as well as conception of a multi-criteria evaluation model on the economic efficiency and customer benefit of a blasting process.
- WP4: Review with the ten reference customers from WP1 for the further optimization of the newly developed, data-based analysis system for the blasting process.
- WP5: Identification and evaluation of possible services with added value for customers (incl. 100 telephone interviews with customers of EW).
- WP6: Development and testing of a morphological system of service modules for the modular design of hybrid business models for typical application scenarios of blasting processes.
- WP7: Derivation of the necessary organizational changes to successfully implement and market the prioritized product service systems.