ILMA Compoundings - September 2020 - 30

"While servitization will enable OEMs
to create more customer value and
reduce cost, it will also require many
to redefine the way they operate and
serve their customers."
Henrik Lenerius, chief product officer,
Syncron

their traditional, break-fix after-sales
service operations, but also future-proof
their businesses to meet the customers'
evolving consumption preferences."
Lenerius said companies expect
their equipment to be up and running
at all times, putting previously unseen
demands on manufacturers' service
organizations. Syncron offers Syncron
Uptime, which draws on machine
learning and artificial intelligence
to analyze real-time sensor data,
predict failures, prescribe optimized

30

SEPTEMBER 2020

| COMPOUNDINGS | ILMA.ORG

maintenance actions and, ultimately,
maximize product uptime.
"The launch of Syncron Uptime,
coupled with increasing data-transfer
bandwidths (5G), IoT, artificial intelligence and machine learning, is paving
the way for OEMs to facilitate predictive and prescriptive maintenance,
optimize productivity and maximize
product uptime more efficiently than
ever before," Lenerius said. "This is
a pivotal moment in time for manufacturers as they increasingly focus
on maximizing product uptime and
making new business models work."
GOING ONLINE
Technology can not only help companies price their parts, but also help
get them into customers' hands. The
COVID-19 pandemic has accelerated
the adoption of technology, Treadway
said. One of those advances has been
within online parts sales, and Kenworth Sales Co.'s e-commerce parts
sales volume has increased 18% from
the beginning of the year. "Social
distancing requirements have favored
the use of remote transactions, and
OEMs are well positioned to serve this
need," he said.
Volvo Trucks North America
is among those companies that
encouraged customers to utilize its
e-commerce parts platform, rather
than conduct in-person transactions, because of COVID-19. Volvo
SELECT Part Store has more than
500,000 parts for purchase and
delivery. Currently, there are 53,000
registered users through 105 Volvo
Trucks dealer groups across the U.S.
and Canada.
This fall, Volvo Trucks plans to
introduce a next-generation e-commerce platform, which will offer an
expanded range of features, functionality and benefits to customers and
dealers. "We are always working to
help our customers' businesses be successful and continually look for new

opportunities to offer the best, most
efficient solutions for their needs,"
Shakespeare said.
Alissa Haase, a spokeswoman for
Paccar Parts, said fleets have 24-hour
access to more than 1.4 million parts
via Paccar Parts' e-commerce system.
Also, Paccar Parts' Managed Dealer
Inventory system uses sophisticated
software that results in 98% parts
availability at nearly 1,100 Kenworth,
Peterbilt and TRP locations in North
America. Additionally, Paccar Parts'
Fleet Services program allows fleets to
streamline costs with national pricing,
centralized billing, custom reporting
and industry-leading network support.
RETURNING TO NORMAL
The timeline for companies resuming
typical purchase patterns can depend
on the industry and sector, Zacker
said. In trucking, fleets will be waiting
for the economy to come back to
ensure they'll have the goods to move,
she explained. However, some sectors,
such as grocery, have not experienced
the same slowdown as others.
Zacker said the purchasing habits of
fleets during the last recession could
provide some insight into what will
happen in this downturn. In 2007,
sales were off 47% from 2006; 2008
was down 60%, and 2009 was off
67% from the 2006 peak.
Even 2010 was still down 63%
from the market peak. "In fact, it was
not until 2011 that sales recovered to
the average level of the first half of the
decade," according to the "Pulse on
the Aftermarket" report. "Put another
way: Average Class 8 retail sales for the
first six years of the decade, including
the pre-buying years, were 195,000
units. Average Class 8 retail sales for
the next five years, up to the point
where sales at least equaled the earlier
average (2012), were 132,000 units."
Long is a freelance writer and journalist.
She can be reached at 925-750-7163 or
mindy@mindylong.com.


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ILMA Compoundings - September 2020

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ILMA Compoundings - September 2020 - 1
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