The speaker list for Aftermarket Business Platform 2013 consists of high level executives from leading global organizations, covering many industries in both B2B and B2C sector.
Thomas Igou, Content Director
Phone: +46 8 50 25 5239
E-mail: thomas.igou@copperberg.com
As Vice President Supply Chain Solutions, Pascal Born is responsible for the business development in Europe, Middle East & Africa at Neovia Logistics (formerly Caterpillar Logistics). Pascal joined Caterpillar in 1991, and prior to his current position, was European Parts Manager for XPart operation. He has also served in the Industrial Power Systems division as a business development manager, where he held various positions in the aftermarket and business development organizations. Pascal has a Bachelor’s Degree in International Sales & Marketing from Institut Supérieur de Gestion in Paris, France.
Marcio Santos Cardoso is the Vice President of Sales and Aftermarket-South America for JLG Industries, Inc., an Oshkosh Corporation company and a leading manufacturer of aerial work platforms and telescopic material handlers. In this role, he manages the sales team’s performance as well as service and parts as JLG expands its penetration and outreach in South America. He also oversees support to all JLG distributors and rental companies in the region, and manages the start-up of new JLG distributors in Chile, Argentina, Brazil, Peru, Uruguay and Bolivia. Marcio assumed this role in July 2011. Marcio has more than 11 years of experience in the sale and rental of heavy equipment, including aerial work platforms, compact construction vehicles and cranes. He is a strong builder of customer relationships, consistently delivering results through a solid knowledge of the international market. Marcio is a results-driven business and sales professional, with considerable experience in sales, marketing, aftermarket and business development. His key strengths lie in planning, distribution and channel partnering, along with market development.
Jo has worked in the industrial robotics automation industry for the last 30 years. He started his career in the early eighties as a robotic engineer for ASEA and he was one of the pioneers that introduced robots and flexible automation into the automotive and manufacturing industry. Located in Brussels, he started an international career when ASEA merged with BBC in 1988 to become ABB. Being a member of an international taskforce he specified the future ABB robotics market offer. Since 2003 he is heading the Business Unit Services for the Robotics division and since October 2011 heading customer service for the Discrete Automation and Motion division, as Group Senior Vice President.
Sami started his career in the Pulp & Paper Industry, with Stora Enso, in 1995, and held several roles from R&D engineer, production manager, plant manager, and project management. During that he gained a vast knowledge on using process automation in practice to boost the production efficiency, production level, quality level as well as energy and environmental efficiency. Since joining Metso in 2009, he has worked on bringing a more customer centric approach to sales and services. He started a productization (industrialization and commercialization) of Service offering, Life Cycle Service approach development & Services R&D funnel development. Since 2012 as Services at Metso Automation (Process Automation and Flow Control) was united as a Services Business line, been participating into the Service Solutions transformation work to boost the transformation from a product oriented into customer value oriented business model and will in the new regional role be supporting the combined automation services sales and execution turn around within the EMEA Region.
Anna has 15 years in multinational experience and is currently in charge of strategic global pricing for GE, where she drives and supports pricing strategy globally for the Oil & Gas services, delivering margin expansion from spare parts, repairs, contracts and packaged solutions. She is responsible for definition and implementation of new processes and tools in order to drive global commercial teams, through value creation. She is working in close contact with Finance, Product Management and Sales organization to develop implement and track pricing strategies including hardware, software, services in the different geographic areas. She also recommends appropriate periodic List Price increases and track success in implementing the price changes. Her role also requires her to understand and analyze competitors’ pricing – by obtaining information from distributors and sales teams and at the same time set the most appropriate price methodology from cost plus to build real value proposition. She also leads pricing training to commercials and sales force and coordinated global team and benchmarking best practices in order to spread in the organization a Pricing Excellence Culture. Key Contributions: Enable over +2pts on contribution margin; Manage different price methodology according different criticalities and market environment; Ensure 100% Pricing policy, integrity and training.
Guido Hild holds a degree in Industrial Engineering and Management and a PhD in Mechanical Engineering. He started his professional career in consulting being responsible for strategy development and restructuring cases in numerous medium sized enterprises with focus on engineering products. From 2006 up to 2010 he was Head of Corporate Development and soon after Head of Global Service at KHS, a market leader for filling and packaging equipment for the beverage industry. Since 2010 he is with the GEA Group, one of the largest system providers for food and energy processes with about EUR 5.7 billion revenue in 2012. He is responsible for the Business Unit Farm Services within the Segment GEA Farm Technologies, where he also serves as a member of the Segment Board.
Wim is the Chief Customer Service Officer and in charge of the Aftermarket Services for Tomra Sorting Solutions, responsible for a headcount of 250+. He has a long experience in the aftermarket sector, started in 1992 as a Sales & Marketing Coordinator. Over the years, he has held roles within Spare Parts Operations, Supply Chain, Operations, Distribution, and Attachments. Before his current position, he was Director Sales Europe for SAPPI Fine Paper Europe.
Session title: Business Intelligence as a tool to capture customer value from Data
Marco has been within the Fiat Group for over a decade, working for Fiat, CNH, and Iveco. He is responsible within EMEA region for the Spare Parts business intelligence and Parts Network and Dealer development for Iveco and CNH. Marco also has the global responsibility for the Parts Commercial Training.
Session title: Linking Customer Value Creation to Pricing Excellence
John has been in the elevator industry for 29 years and spent the last 26 years with KONE Corporation. He has held various roles in sales management, branch and regional management, strategic accounts and now heads segmentation and value creation globally for KONE. His primary focus over the years has been management, business development and sales effectiveness across all areas of the vertical transportation business. Although a native of the United States, John currently resides in Finland and works in the KONE Corporate offices in Espoo.
Session title: Remote Service Management – Getting closer to your customers through remote service tools
Rutger Jansen has worked in several management positions within Stork, Heidelberg and Goss Contiweb since 1990. Goss Contiweb is a leading organization within the printing industry and their service is a benchmark within this international B-2-B environment. Rutger is responsible for the worldwide sales of new equipment and service on the installed base. He has more than 15 years experience within service and led multiple projects, e.g. global parts pricing, creating preventive maintenance programs, service contracts for on-line diagnosis and introduction of a service knowledge database.
LinkedIn: http://www.linkedin.com/pub/rutger-jansen/5/594/992
Session title: Sales growth initiatives using a proactive approach on spare parts sales
André J. Brogli studied Mechanical Engineering and obtained his Master Degree in Business Administration at the Kalaidos University of Applied Sciences in Zurich, Switzerland. He has 25 years of experience gained in the rotating equipment industry mainly at reputable global companies. During his professional career he has held different management positions in R&D, Project Management, Sales and Aftermarket. He joined Sulzer Pumps two years ago as Head of the global aftemarket business. Sulzer Pumps designs, develops and supplies pumping solutions worldwide. Its customers come from the oil and gas, hydrocarbon processing, power generation, pulp and paper, water and wastewater industries as well as from specialized areas in the general industry. The company has a network of 21 manufacturing facilities worldwide and sales offices and service centers in 150 locations globally.
Session title: Best Practice – Standardizing service business models across markets
After degrees in Economics and Engineering, Michael joined Vaillant Group in 1994. Gaining experience in different areas of responsibility e.g. Human Resources and Project Manager he founded and led as Managing Director Vaillant Group’s Call-und Service Centre. 2004 he became in charge for the entire Vaillant Germany Service Operation with some 400 employees. After several successful assignments in Sales and Marketing he is since 2011 in Charge of Vaillant Groups International Service Operations. His main areas of expertise are Service Management, Process- and Organizational Management as well as Service Marketing. Michael is 45 years, married and lives in Duesseldorf.
Session title: Remote B2B customer management in Russia
At the moment, Vsevolod holds the position of Volvo Penta Russia Director. The Volvo Penta dealer network in Russia consists of 32 dealers. Vsevolod focuses on Aftermarket development for Industrial engines. He has spent the last 17 years developing Volvo Penta business in Russia. Since 1995 he is employed by Volvo Penta as sales manager. He studied at Leningrad Shipbuilding Institute, high degree – naval engineer. Specialty – high speed boats. He has been working in boatbuilding industry from 1991 till 1995, first as naval designer, then at marketing.
Session title: How to make money with spare parts – from the drawing board to market success
Markus Kellermann is responsible at the MAN Truck & Bus Headquarters in Munich for product management and pricing and thus for turnover and profit for spare parts worldwide. He has 16+ years of experience within the spare parts business. He served in several positions at major independent aftermarket suppliers including Bosch, ThyssenKrupp Bilstein and Knorr-Bremse. Mr. Kellermann now works for more than five years for the vehicle-manufacturer MAN Truck & Bus AG. His talk will provide an overview of the project “Strategic Pricing @ MAN” and the results that have been achieved until today.
Session title: Design for Service – Engineer IN your extra revenue, not out
Simon Bradley started his career with British Airways. He was then part of the design team for the system architecture behind the secure communications platform at No. 10 Downing Street, home of the British Prime Minister and his Cabinet Colleagues. After the successful implementation of the system he joined the United Nations. Prior to joining EADS, Simon was CTO of an internet start-up in London, England. Simon Bradley joined EADS in 2006 as Director of The System Design Centre, within the Cassidian Systems group in the UK, responsible for a team that delivered high level technical expertise to business units and Defence Ministries within the Defence industry. In 2007 Simon took responsibility for EADS Innovation Works Technical Capability Centre 5 – heading a trans-national organisation which innovates in the sphere of Systems Engineering, Information Technology, Homeland Security, Applied Mathematics, Physics and Simulation/Virtual Reality. In 2011 he started his latest challenge within EADS, working for the Global Innovation Network team within the Office of the Chief Technical Officer, Dr Jean Botti. This new role concentrates on Systems & Virtual Product Engineering, Homeland & Cyber Security, Guidance Navigation & Control (GNC), Communications, Integrated Product Support; Service based revenues, Training and Logistics. As a member of the Council for Industry & Higher Education and the Higher Education Funding Council for Wales, Simon helps to bridge the capability gap between Academia and Industry in the UK. Simon is a visiting Professor at Aberystwyth University in Wales, a member of the Scientific Advisory Council for Wales and is a regular keynote speaker at conferences on Systems Engineering, Homeland Security & Innovation.
LinkedIn: http://www.linkedin.com/pub/simon-bradley/3/499/4a1
