It’s common for manufacturers to close their aftermarket after 10-15 years. Often with dramatic consequences for the end customer. Just a few years ago, a large Swedish vehicle manufacturer did just that. Then the manufacturer of the control and drive systems predicted that it would not be possible to deliver spare parts or repairs after the turn of the year 2018/2019. The customer had a large machine park with about 250 machines with just these control systems and ended up in a difficult situation. Reliability would not be guaranteed in the future, there was no time to change the control system and it would also require a very large investment. This resulted in an inquiry to Jernbro if there was an opportunity to find a solution to the problem.
– We made a delivery agreement where we promised to keep the aftermarket alive until 2030. After we made the agreement with the customer, we were able to buy incoming critical spare parts to ensure the reliability of the future. Through the new operational safety agreement, Jernbro was able to guarantee the availability of a large number of critical products, to ensure repairs and test possibilities, and at the same time be responsible for ensuring competence in these products.
– In addition, we have continuous meetings enrolled in the agreement where we provide the customer with operational statistics and repair statistics to jointly find improvement opportunities.
The new agreement meant that the customer was able to secure the operation of their plant without major investments for just over ten years. In addition, better control and reduced risk of production disturbances were obtained.
– Since we have repaired these systems for a very long time, we know what usually breaks. For example, when we repair a circuit board, we take the opportunity to replace other parts for preventative purposes. We know which components that are the weak links. The agreement has also led to urgent problems being solved quickly.
– We have the expertise and the spare parts and are also committed to very short repair and delivery times, which means that the customer has a higher delivery reliability than before. The economic model is based on fixed prices for each repair and spare part. It creates transparency and clarity.
The situation for the vehicle manufacturer is not unique, many industries are struggling with a similar problem.
– As a result, the company faces a dilemma: should we invest and buy new machines or keep the existing. This type of operational safety agreement can often be an alternative, concludes Mats Ahrling.
