Atlas Copco SMARTLINK

SMARTLINK-
PRODUCT INFORMATION
Sumit Nagpal
Distributor Seminar 2015
Insights make you smarter

COMMITTED TO SUSTAINABLE PRODUCTIVITY
We stand by our responsibilities towards our customers,

towards the environment and the people around us.
We make performance stand the test of time. This is what
we call – Sustainable Productivity.
SMARTBOX
Connectivity made easy
WHAT IS SMARTBOX?
 Cost effective solution

– One machine – one SMARTBOX
– Wireless hardware (GPRS, 2G)
 Easy to connect
– Less than 30 minutes to install
 Easy to configure
– Activated SIM card installed
– No commissioning required
– Software & data management “over the air”
WHAT DOES IT DO?
NOTIFICATION
(SALES &
OPERATIONAL
LEAD)
SERVICE
NEEDED
HOW DOES THIS HELP US & CUSTOMER?
HOW SHOULD WE DO IT?
Business Strategy
1 MACHINE SERVICED = MACHINE CONNECTED
 When: @ next service intervention

 Connection waiver to be signed by the customer at installation
 Best Practice: SMARTBOX always available in Service Van
 Customer with service contact is must to have working SMARTBOX

WHAT DO I NEED?
Tools
 SMARTBOXES (MK-IV & MK-V)

 Drill Machine
 Electrical cables for inter-connection
 Ethernet cable (only if SMARTBOX connected in CAN network)

 SMARTLINK Service access (previously called “Airconnect”)
 SMARTLINK Website access (available through admin website)
SMARTLINK SOLUTIONS
SMARTLINK SERVICE
SMARTLINK UPTIME
SMARTLINK ENERGY
SMARTLINK
Product features FREE LICENCE LICENCE
Features SMARTLINK Service SMARTLINK Uptime SMARTLINK Energy
Email monthly service overview x x x
Website service logging tool x x x
Website quote request x x x
SMS / e-mail event notification x x
List of service, failure and List of service, failure and

Website event overview & details List of service and failure events warning events, with detailed warning events, with detailed
machine data at each event machine data at each event
Service, events, availability,

Monthly energy report usage, central control,
volume & efficiency
Measurement trend graphs &

Website trending
machine status bars
Service, availability, usage, central

Website KPI dashboards Service Service & availability
control, volume & efficiency
SMARTBOX Connectivity
Hardware Solutions
NON-COMPATIBLE ELEKTRONIKON MODULES
SMARTLINK
Compatible hardware
COMBOX-E COMBOX-E ETH & DIGI
OR
No ES ES 4 – ES 8 ES16 – ES 360
SMARTLINK
Ongoing projects
SMARTBOX COMBOX-E ETH & DIGI
(airnet data) replacement
No ES ES 4 – ES 8 ES16 – ES 360
SMARTBOX
Licenses
SMARTLINK
Upgrades part numbers
Product Validity Part number
SMARTLINK Service 3 years guaranteed None
Machine – 1 year * 1630 0645 00

SMARTLINK Uptime
Airnet – 1 year ** 1630 0646 00
Machine – 1 year * 1630 0647 00

SMARTLINK Energy
Airnet – 1 year ** 1630 0648 00
* Machine = valid for 1 single machine

** Airnet = valid for set of machines in 1 airnet
(allows flat price for 3 machines or more)
SUPPORTING MATERIAL
SUPPORTING MATERIAL
 Detailed SMARTBOX Installation Instruction (2946 1651 04) FSE

 SMARTBOX Commissioning Tool Setup (2946 1652 01) FSE
 SMARTLINK Registration Form (Locally Developed) FSE/Customer
 SMARTBOX Technical Data Sheet (2946 1630 01) FSE/Customer
 SMARTLINK Customer Presentation (2946 9827 01) Customer
 SMARTLINK Security Technical Data Sheet (2946 9818 01) Customer
 SMARTLINK User Manual (2946 9856 03) Customers
 SMARTLINK booking instruction (2946 9924 00) Service Planner
 SMARTLINK Introduction Sheet (Locally Developed) Customer
 https://www.youtube.com/watch?v=0jTlLvFE_3M (Introduction Video) Everyone
 https://www.youtube.com/watch?v=DJaIiMFAcwk (Site Example) Everyone
SMARTLINK –
LEAD FOLLOW UPS
Sumit Nagpal
Distributor Seminar 2015
Insights make you smarter

CAMPAIGN RESULTS
Do we have Winner ?
SMARTLINK CAMPAIGN RESULT
And the winner is…
Campaign Final Results
Start Campaign Installed in Installed in Installed in Total Installed

Distributor Figures Target July'2015 August'215 September'2015 during Campaign Total
Bahrain- GET 58 96 0 7 2 9 67
IRAQ- WTE 0 125 0 0 2 2 2
Oman- BSE 56 97 14 1 10 25 81
Qatar- OTC 80 85 0 20 65 85 165
UAE- INMA 103 74 0 0 12 12 115
YEMEN-
4 123 0 0 0 0 4
TIHAMA
Total 301 600 14 28 91 133 434
WHY SMARTLINK
Why are we delaying it?

SMARTLINK
approach
SMARTLINK
3 2 1
THINKING LIKE A END CUSTOMER DISTRIBUTOR BRAND
“SPECIES”
RELIABILITY DIFFERENTIATION DIFFERENTIATION
MARKET
SAVING ENERGY FOLLOW UP
KNOWLEDGE
NEW SALES NEW SALES

OPPORTUNITIES OPPORTUNITIES
OPERATIONAL
EFFICIENCY
SMARTLINK
Approach
SMARTLINK
Distributor Resources
How much time & money do you spend to know the
right information of the machines?
barriers
Differentiate from your competitors: SMARTLINK will
Differentiation allow you a proactive service.
Distributors
don’t see the Customer Have you tried to call your customer before your
SMARTINK experience customer calls you due to breakdown?
benefits for them
Right Search: Technology will allow you to be more
Search sales efficient
SMARTLINK
Approach
SMARTLINK
Distributor Technology
Welcome to the XXI Century - The connectivity is a
reality
barriers
Do you receive a call from your customer when there is
Customer call a breakdown?
Distributors
worried that
SMARTLINK will
affect their
“personal quality
of life”
PRODUCT MANAGEMENT
Distributor Approach
SMARTLINK
Distributor “It is not the strongest of the

barriers species that survives, nor the most
Distributors intelligent that survives. It is the
worried that
SMARTLINK will one that is the most adaptable to
affect their
“personal quality change”
of life” Charles Darwin
SMARTLINK
Approach
SMARTLINK
Goal
80% installed base

machine connected
DASHBOARD- Sales & operational leads
SALES & OPERATIONAL LEADS
SALES &
OPERATIONAL
LEAD
SERVICE
NEEDED
Service Dashboard
Machine in Service
Warning
Service Due in less

than 6 weeks
Service Due in
more than 6 weeks
No Info
SMARTLINK Admin Website
Download Excel File and Follow Up…

SMARTLINK
PROCESS
SMARTLINK PROCESS
Installation and SMARTLINK Trial license SMARTLINK

Registration Service Uptime /Energy
• Connecting • Make sure • Activate trial (by • Selling the
machine customers are customer / after service (ordering,
using the website Atlas Copco activation &
• Customer contact) invoicing)
registration • Make sure
customer • Contact customer • Make sure
• Providing general appreciates after 1 month to customers use
SMARTLINK website value verify every valuable
information experiences website aspect
• Internal
preparation for • Inform (and • Inform (and
trial (energy/flow contact) on trial contact) on
parameters) expiry contract expiry
Service
Sales Engineer / Service Planner Sales Engineer
Engineer/Planner
SMARTLINK LEADS
Lead Handling Process
ROLES
OPERATION TEAM ROLES
Field Service Engineer
 Be equipped with all the required tools, cables and SMARTBOX for Installation
 Installation of SMARTBOX on each compressor under Service Contract or as instructed
 Registration form signed from customer (extension to Service Report)
 Make sure customer is aware of SMARTLINK. Talk SMARTLINK with customer
 Resetting the Elektronikon with correct service intervention information

 Restoring No-Info machines (reason available in dashboard)
For Trouble Shooting Pease refer to “Detailed SMARTBOX Installation Instruction 2946165104”
OPERATION TEAM ROLES
Service Planner
 To consider and allocate time for SMARTLINK field activity
 Provide existing SMARTLINK Information status for customer visit (installed/Not installed/ Not working)
 Improve Data Quality (Status code, comments, lead status etc.)
 Follow up on “No Info” category
 Follow up on the Service plan setting on Elektronikon
 Daily check the service dashboard and follow up
SALES & MARKETING
Sales & Marketing Team
Aftermarket Manager
 Regular follow up of Dashboard and look for Service overdue and Service due (less than six weeks) for
Non-contract machines (ZNOC & ZNOS).
 Distribute Sales Lead with sales potential (validated by the sales engineer) is made an “Leads/Task” with
its own potential value and success probability.
 Update the service dashboard with comments. (In progress, Closed)
Sales Engineer
 Interact with customer and take regular feedback about their SMARTLINK experience
 Include the cost of Labor/SMARTBOX (including license) in all service contract and fixed price job
 Target key accounts with selling SMARTBOX as control and monitoring solution
 Selling licenses to existing customer upon expiring of trial
WHAT MORE?
LICENSE PRICE
Automatic License Price over Website
YOU can setup this through “Company Overview” and define Price and Currency
EVENT HANDLING
Shutdowns….
WE can set up event notifications within organization

ACTION PLAN
SMARTLINK ACTION PLAN 2015
Action Plan
COMMITTED TO
SUSTAINABLE PRODUCTIVITY.

Atlas Copco SMARTLINK

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SMARTLINK-

Distributor Seminar 2015

Insights make you smarter

We stand by our responsibilities towards our customers,

 Cost effective solution

1 MACHINE SERVICED = MACHINE CONNECTED

 When: @ next service intervention

 Customer with service contact is must to have working SMARTBOX

 SMARTBOXES (MK-IV & MK-V)

 Ethernet cable (only if SMARTBOX connected in CAN network)

Features SMARTLINK Service SMARTLINK Uptime SMARTLINK Energy

Email monthly service overview x x x

Website service logging tool x x x

Website quote request x x x

SMS / e-mail event notification x x

List of service, failure and List of service, failure and

Service, events, availability,

Measurement trend graphs &

Service, availability, usage, central

Product Validity Part number

SMARTLINK Service 3 years guaranteed None

Machine – 1 year * 1630 0645 00

Machine – 1 year * 1630 0647 00

* Machine = valid for 1 single machine

 Detailed SMARTBOX Installation Instruction (2946 1651 04) FSE

Distributor Seminar 2015

Insights make you smarter

Campaign Final Results

Start Campaign Installed in Installed in Installed in Total Installed

Why are we delaying it?

RELIABILITY DIFFERENTIATION DIFFERENTIATION

NEW SALES NEW SALES

Distributor “It is not the strongest of the

80% installed base

Service Due in less

Download Excel File and Follow Up…

Installation and SMARTLINK Trial license SMARTLINK

 Resetting the Elektronikon with correct service intervention information

WE can set up event notifications within organization

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