Skip to main content

IoT drives field activity


For this discussion let's think about work in two buckets, scheduled and unscheduled. Scheduled covers things like preventative maintenance, project work, essentially anything that is scheduled or preplanned.  Unscheduled work; also known as a service call or any ad hoc request for work. In context of remote monitoring, which has been around for many years, a significant impact in the coming years will materialize for both scheduled and unscheduled field activity.



The idea is not really that novel; however, the world is changing significantly with regards to sensors and monitoring. For the most part the costs per point and the availability of data, it's mash up, and the analytics to make it relevant and actionable, are all becoming more accessible with this new wave often referred to as the "Internet of things". These points of input, when digested by folks that actually understand what they mean, can influence who we send to an unscheduled activity or when we are actually going to the field to perform scheduled routines.



"Transactional work order management systems in five years may not even exist, with the exception of very sophisticated plant operations requiring component and subcomponent monitoring and reporting". Instead the arduous process that currently takes place today to set up either rounds for patients, activities through a care plan, or PM visits for piece of equipment or building will all shift from a calendar based or subjective important point of reference to condition generated activities. The patients or equipment will reach out when maintenance needs to be performed.  We will see the outcomes driving the need for service activity.



Next post:  blending internal and external labor

Comments

Popular posts from this blog

suggesting is NOT selling

People and companies want to buy from people that they trust.   The individual which possesses the broadest set of knowledge will gain the most credibility and as a result yield high levels of trust.   When I was in the field I definitely had the ear of the customer and for the most part discussed areas that needed improvement or replacement. At no moment was I ever, at least in my mind, selling. Instead, as I think back on those days, I believe I was simply "suggesting". Take an immediate need, add in a trusted advisor and a credible suggestion, you will most likely get a sale. However, this is not selling. From my non-salesman perspective I would sum up the following related to the sales process; sales is not a single event but instead a sequence of connection points which create a positive experience that leads to a purchase . Over the years I've been fortunate to have known many different types of salespeople in different industries and I believe that they a...

In$pired

As the steam from Avid Andy's coffee fogged his glasses on this crisp January morning, he reflected on last year and thought enthusiastically about the year ahead.   Sometimes the noise of business is deafening, we rarely take the time to contemplate our moves, instead are often thrown one direction or another.   Hey, face it, if you are reading posts to gain perspective you fall in the group of folks who pride themselves as obsequious hoop-jumpers.   We live to help others and expect that all of those around us feel the same way.   I just love Influential Irene.   Okay, it is out in the open, she is an inspiration for me and so many others.   Irene reminds folks every year, without fail, these three statements which she fondly refers to as "the punchline" (although this is no joke).   Businesses, of any size, will be successful if they remember that it is people that make a company.   Put this advice into practice, today: Sincerity |...

focus on your annuity base, come on man..

Stick with what you know and repeat often. When I think about maintenance, regardless of type of contract, I think about consistency, consistency, consistency. The motivation behind writing this post is to encourage you to either build or bolster your existing maintenance base, here are some things to consider: most maintenance contracts should yield between 5% and 7% additional revenue above and beyond the contract value.   Building trust between you and your clients organization will result in additional service activity. Full risk contracts, or those where you were charging one flat amount and taking all of the financial risk, can be profitable.   Watch out for the age of the equipment, service call track record, and customer disposition pull-through opportunities can be constrained with full risk contracts unless the scope of work is very specific. This can be a bit of a slippery slope. The perception of a...