1. Selling IIoT Solutions to OEMs
How to Identify OEM Applications for
EdgeScout Remote Monitoring

2. are implemented by the end user rather than the OEM.
OEM Target Industries Many EdgeScout OEM applications come from outside traditional manufacturing industries. For example:
Construction Equipment
Recycling Equipment
Farm Machinery and Equipment
Water Systems and Pump stations
Chemical Delivery Systems
Gas Delivery Systems
Fuel Delivery
Metal Polishing/Finishing Systems
Machine Tools, Metal Cutting
Cooling Towers
Storage Tank Monitoring
Car Wash Companies
Wood Packaging Industry
Dust Collection Systems
Extruders
Injection Molding
EdgeScout is also used in traditional manufacturing, but most of those applications
are implemented by the end user rather than the OEM.

3. Narrowing the List Are customers asking you for…
Web based dashboards?
Mobile-friendly web dashboards or mobile apps?
and text alerts?
Hosted data collection and reporting?
Are web published Operator Interface or SCADA Screens the best solution?
Many end users struggle with maintaining SCADA systems
Many of these solutions are not mobile friendly or customizable
Cloud hosted solutions are a better option for many customers
Also look for any services provided by the OEM. If the OEM offers onsite service, preventative maintenance, performance optimization, or a call center, then there is a good chance we can help them be more efficient.

4. Discovering Pain Points
The key to finding what selling points to EdgeScout will resonate best with the prospect is to ask questions to find their pain points.
How long do you typically spend on __?
What have you tried in the past to increase efficiency and reliability? Why did or didn’t it work for you?
What are your main goals as a company?
Talk to business leaders
You’ll want to connect with the OEM sales people or upper management. We recommend contacting the Sales Manager or VP of Sales.

5. OEM Conversation Question 1.
The following 10 Questions may help uncover specific areas where EdgeScout will help reduce cost or increase revenue for OEMs
Question 1.
Would you like to explore ways to make your products or services more attractive to millennials?
Millennials currently make up about a third of the workforce. That number is projected to rise to 46% by 2020, and will undoubtedly keep rising from there. Whether you are trying to attract and retain employees, or make your products more valuable to customers, ignoring the needs of millennials could eventually prove fatal to your company.

6. OEM Conversation Question 2.
Would your customers want quick and easy access to valuable information from your equipment?
Most of us can’t go five minutes without looking at our smartphones. It’s how we keep up with friends, scheduling, shopping, weather, banking, ordering food, or transportation. Equipment that provides critical information in a mobile friendly format will be far more valuable to end users.

7. OEM Conversation Question 3.
Would your customers benefit from having scheduled maintenance information readily available on a web dashboard or smartphone?
Your car’s dashboard can tell you the remaining oil life, miles to empty, tire pressure, and more. That same type of useful information and much more can be available for your industrial machines.

8. OEM Conversation Question 4.
Would your customers see a cost benefit from reducing downtime?
Collecting and analyzing downtime data will allow you to quickly diagnose and fix downtime issues for customers and help you increase the reliability of your equipment.

9. OEM Conversation Question 5.
Would your customers be interested in reducing maintenance costs and increasing reliability through predictive maintenance?
Predictive maintenance techniques can be used to monitor and analyze vibration, motor current, or temperature patterns and identify potential problems before they cause a shutdown. This can also reduce maintenance costs because maintenance can be performed when it is actually needed rather than simply scheduled.

10. OEM Conversation Question 6. Question 7.
Would you like to learn how you can have detailed answers available when a customer is concerned about production rates or quality?
Question 7.
Would your customers see added value in a supplier that can help them maximize productivity?
Many OEMs hear complaints that the production rate of their equipment or the quality of the product being produced is not meeting the customer’s expectations. Often this has more to do with how the equipment is being operated rather than issues with the actual equipment.

11. OEM Conversation Question 8.
Does your equipment consume any raw materials? If so does your company sell these materials? Would you like to have the refill orders triggered automatically?
Most machines and processes have some sort of raw material that needs to be reordered. If the equipment runs out of raw material it is no longer producing revenue. Automatic reordering assures the OEM will get the refill orders. The end user will benefit by avoiding running out of consumables and will make sure the correct product is ordered without manual entry or expedite fees.

12. OEM Conversation Question 9.
Would you like to explore ways to make your service department more efficient?
Diagnosing technical problems over the phone can be time consuming and frustrating for the customer as well as for the support staff. Easy access to detailed alarm history, sequence of events charts, and operator actions can make your service department run much more efficiently.

13. OEM Conversation Question 10.
Would your customers benefit from eliminating manual data collection tasks?
It’s not uncommon to see people using clipboards to copy data from gauges, operator interface screens, or field sensors. Even when data is logged to a removable flash drive, that information often gets copied somewhere else. Whether it needs to go to an SAP system, a daily report, or entered on a spreadsheet, the data collection process can be fully automated.