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A recent study by Fraunhofer CML and VDMA on after sales service in the maritime equipment industry has been released, write (Fraunhofer CML)

and (VDMA)


The importance of after sales services has grown over the past years in many sectors; the maritime industry is no[ds_preview] exception. Faced with weak demand for new buildings and increasing international competition, aftermarkets offer maritime equipment suppliers the opportunity to generate additional sales and gain competitive advantages. This is one of the main takeaways of a recent study, published by Fraunhofer Centre for Maritime Logistics and Services (CML) in cooperation with VDMA Marine Equipment and Systems. The study gives insight into the current situation of after sales service in the maritime equipment industry and identifies critical success factors and key fields of action from the perspective of companies.

Results confirm that a significant share of revenue across the sector is already created by services. Nonetheless participating businesses still see high growth prospects for the future. Minimal downtimes, excellent spare parts availability and an efficient logistics system were identified as the most important factors for success. When it comes to strengthening of the service business in future, companies set somewhat different priorities. However some key areas can be identified which include a clear focus on employee know-how, optimizing service networks and exploiting opportunities in the context of Industry 4.0.

Against the background of an increasing digitalisation in the maritime world, the fourth industrial revolution offers companies the opportunity to improve flexibility and efficiency by moving towards smart production. On the other hand smart services will shape the aftermarket more and more. A core aspect is the realisation of remote services and condition based maintenance. In combination with innovative business models such as individual uptime guarantees or pay-per-use models, Service 4.0 is the next step to increased competitiveness and revenue in maritime after sales.

Selected results of the after sales study will be presented at SMM in Hamburg giving interested industry stakeholders the opportunity to engage in a lively discussion with the authors. Fraunhofer CML Hall B6, Booth 319, VDMA Hall A1, Booth 518.