Accelerated

Condition Monitoring

ACM
Meeting
Aug, 17th
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CONDITION MONITORING

• Present / discuss CM trends and Sotreq’s to monitor these

BJECTIVE trends

• By understanding Sotreq’s CM process,

- We’ll be able to know / think about all the resources available
today for monitoring equipment market.
ROCESS - To understand how the CM is basically implemented /
integrated with the sales and service operations

• Recognize gaps from the CM process

ESULT • Structuring perceptions of value through CM process analysis

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CONDITION MONITORING

genda
CM x Market Place

CM x Maintenance Evolution

CM x Structure

CM x Product

CM x Strategy

CM x Marketing
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CONDITION MONITORING

MARKET

MARKETING EVOLUTION

STRATEGY STRUCTURE

PRODUCT
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CONDITION MONITORING

Understanding the Condition Monitoring…

“Condition monitoring and integrated asset management are no 
longer optional for most companies; they are essential.”
Peter Cleaveland for Control Engineering, June 1, 2008
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CONDITION MONITORING

Why CM is important to you?

ƒ Figure out where are threats 

ƒ Identify what is our business

ƒ Analyze what are my competitors strategies

ƒ Determinate who are my target customer
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CONDITION MONITORING

Why CM is important to the company?
Shop Services?
Parts?

Field Services

Machines?
Support Engineering?

Monitoring?
S∙O∙SSM ?
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CONDITION MONITORING

ositioning………………………..
ƒ To make sure that the customer understands what 
the company wants to show to the market !!!
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CONDITION MONITORING

arget

ƒ That’s the time to your company be 
abreast of your customer needs and 
to become a leading edge in the 
market

ƒ It’s time to sign a agreement with 
the focus in the core competence of 
your business
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CONDITION MONITORING

• Olympic City…
• Subway lines…
• Etc…
• Stadiums…
• Roads…
• Hotels…
• Etc…
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CONDITION MONITORING

CAMPINAS – SÃO PAULO – RIO DE JANEIRO BULLET TRAIN

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CONDITION MONITORING

BELO MONTE DAM
1,000,000 MACHINES IN 3 YEARS
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CONDITION MONITORING

MARKET

MARKETING EVOLUTION

STRATEGY STRUCTURE

PRODUCT
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CONDITION MONITORING

Competitors Strategies – Level 1
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CONDITION MONITORING

Competitors Strategies – Level 2 ‐ Features

Identification Key Driver
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CONDITION MONITORING

Competitors Strategies – Level 2 ‐ Versatility

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CONDITION MONITORING

Competitors Strategies – Level 2 ‐ Adaptability

Fragment from the website…

Online Monitoring Machines
A high level and qualified team with great experience in CM, daily maps 
distributors throughout Brazil, and if there are some stopped machine, these 
team immediately will take appropriate actions to put it into operation.  
Besides this benefit, BMC has the philosophy of the "Zero Stopped Machine“,  
in order to provide monitoring to all equipment in the field.
Hyundai

Shantui

XCMG

Zoomlion
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CONDITION MONITORING

Just a coincidence in comparison with our CMC philosophy?
Or are we going to wait for the others?
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CONDITION MONITORING

Competitors Strategies – Level 3 – CM Program

CASE CASE
Cares Construction

GeoTracs MAQ Link

CASE
Construction
SystemGard Gestao de
Fluidos
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CONDITION MONITORING

Maintenance Evolution

Low Cost /  High Cost /
hr hr

Big fleets More Availability
x
P P x
Low Technology High Technology
A R
Leaks  S E S∙O∙SSM
indicate 
T S Avoid
problems E problems

N Internal faults
Internal faults
captured T Captured
only physically 24h / day
via satelite
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CONDITION MONITORING

Integrated process
DATA

PRODUCT LINK HELP DESK S∙O∙SSM SERVICES ENG. 

KNOW ‐

Sotreq
HOW

ANALYSIS / INTERPRETATION / RECOMMENDATION
ACTION

SERVICES
&
SALES

CUSTOMER
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CONDITION MONITORING

MARKET

MARKETING EVOLUTION

STRATEGY STRUCTURE

PRODUCT
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CONDITION MONITORING

What is the CMC?
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CONDITION MONITORING

oncept

CMC – CONTITION MONITORING CENTER IS THE SEEMS A MINING FLEET ANALYST.
THE BIGGEST DIFFERENTE IS THAT IT WAS
DEVELOPED TO HANDLE CUSTOMERS THAT
HAVE MACHINES IN SEVERAL JOB SITES.
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CONDITION MONITORING

roduct Link – Main Process

Failure identified CMC analyzes PL results and Service Dept provides

provides technical report with the estimated work order
diagnosis of failure

Sales force receive opportunities with the

estimated work order and technical report
through CRM process flow
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CONDITION MONITORING

SUMARÉ BRANCH
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CONDITION MONITORING

CONTAGEM BRANCH
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CONDITION MONITORING

S·O·SSM – Main Process

Customer send S·O·SSM S·O·SSM Lab verify and CMC analyze S·O·SSM results and
samples to the lab provides physical & chemical provides technical report with
samples report improvement actions, if necessary

SOTREQ contacts
customers to send reports
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CONDITION MONITORING
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CONDITION MONITORING

CMC Inventory Competency
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CONDITION MONITORING

CMC Support Line
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CONDITION MONITORING

upport – Online INTRANET
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CONDITION MONITORING

INTRANET – FAQ
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CONDITION MONITORING

INTRANET – CMC Matrix Attendance
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CONDITION MONITORING

INTRANET – VisionLink™ Trainers Matrix

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CONDITION MONITORING

MARKET

MARKETING EVOLUTION

STRATEGY STRUCTURE

PRODUCT
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brangecy
CONDITION MONITORING

COMPLEXIDADE DE CONTRATO / RISCO SOTREQ

REDUÇÃO RISCO CLIENTE

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CONDITION MONITORING

MARKET

MARKETING EVOLUTION

STRATEGY STRUCTURE

PRODUCT
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CONDITION MONITORING

OPERATING AND MAINTENANCE  PRODUCTIVITY
MANAGEMENT MANAGEMENT

Ý
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CONDITION MONITORING

Sotreq

CMC
EXCEEDED
INCREASE
EXPECTATIONS PRODUCTIVITY

PLANNED JOB
MORE AVAILABILITY

INCREMENTAL SALES COST CUTTING

STRENGTHEN
RELATIONSHIP BEST RESALE VALUE

CUSTOMER
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CONDITION MONITORING

MARKET

MARKETING EVOLUTION

STRATEGY STRUCTURE

PRODUCT
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CONDITION MONITORING

Magazines technical articles
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CONDITION MONITORING

Events & Exhibitions
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CONDITION MONITORING

Slogan: Experience which we live. Results that are seen.

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CONDITION MONITORING

CM & CSA
branch approach
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CONDITION MONITORING

Brochures
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CONDITION MONITORING

Giveaways
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CONDITION MONITORING

Focused CM Marketing Communication
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CONDITION MONITORING