1. Smarter Faster Together
Ishida Europe:
A Japanese organisations journey towards Servitization
Ross Townshend
EMEA Business Unit Manager – Advanced Services
Smarter Faster Together

2. The Journey… Motivation… Expectations… Enablers and detractors…
Setting the direction…

3. Background Who are Ishida? 5th Generation Japanese family business
Manufacturer of high value capital equipment for the food sector
A leader in high-speed weighing and packaging machinery
Highly successful global organisation
A respected and reliable brand
An Innovator
Who are Ishida?

4. Background

5. Motivation
Cultural Influence

6. Organizational Objectives
Background
Aggressive growth
Increased market share
Portfolio diversification
New business streams
Sustainability
Organizational Objectives
A large, profitable and growing sector…
…So why change?

7. Interpretation of Advanced Services
Expectation
The ‘Ishida’ interpretation
Pay Per Pack
Route for technology application and revenue generation
Process ownership.
Size of the prize!
Interpretation of Advanced Services

8. Developing understanding
Expectation
Academic and industry engagement
Managing assumptions in the business
Challenge the model
Redefining commercial expectations
Developing understanding

9. Enablers and detractors…
An opportunity for new technology development.
Value derived from data
Focus on performance and uptime
New business streams
High expectations
IoT, Data & Industry 4.0

10. Enablers and detractors…
Is the food sector ready…do they understand?
Language and communicating value
Relationships and partnerships.
Do Ishida understand the different relationships required?
Customer pull

11. Setting the Direction…
Reflect on the objective – Pay Per Pack
Review our intermediate capability
Increase customer engagement
How can we add value?
Communication
Generating pull
Reflect and Reassess