Successful Business Models For 3d Printing Bit Dalian Chinese Headlines

3D打印技术的成功商业模式
SUCCESSFUL BUSINESS MODELS

FOR 3D PRINTING
Seizing opportunities
with a game changing technology
Onno Ponfoort
Practice Leader 3D printing, Berenschot
Friday, June 27 2014

Dalian World Expo Center
议程
AGENDA
• Introduction
• Market segmentation
• The Berenschot Business Model Cube®
• Factors for success
• Conclusions
Successful Business Models for 3D Printing / BIT / Dalian World Expo Center / 27-6-2014 2
世界在投资3D打印技术
THE WORLD IS INVESTING IN 3D PRINTING
President Obama "Two public-private manufacturing

institutes ($ 320 Million – Chicago, Detroit), to put
America at the forefront of 21st century manufacturing"
February 25, 2014
GE’s Oil&Gas CTO, Eric Gebhardt "We move into
full production in 2015", we invest $100 million
into technology development over the next two
years, with a “significant portion” in 3D printing.
"China is absolutely
fastest growing region" Whitman “The bigger market is
(Jaglom of Stratasys. Wednesday, February 26) going to be in the enterprise space,
manufacturing parts
China sees development of 3D printing and prototypes in ways
not possible before"
industry as a national strategy to
transform their business model in a
more innovation-driven way.
McKinsey (2013):
"3D printed economic worth by 2025
USD$230-550 billion per year"
3D打印的收益
3D PRINTING BENEFITS
New business
Lower costs Better design Customisation Sustainability
models
• No tooling • Complexity for • Ergonomics • Less waste • Prototyping,
or cheaper free
tooling • Interfaces with • Light weight • Shorten lead
• Added features other products time or time-to-
• Less (cooling, isola- • Less fuel market
transportation tion, structures, • Body contours consumption
porosity, con- (external and • Small series
• Lower ductivity, etc) internal) • Efficient supply
warehousing chains • Supply chains
• Hybrid • Aesthetics (on demand, on
• Less working materials • Life Cycle location)
capital required • Use specific Analysis
• Light-weight variations • Services
• Less assembly • Co-creation /

integral design home creation
BERENSCHOT 和 3D打印
BERENSCHOT & 3D PRINTING
• 2004: Custom Fit
• International Projects:
• Direct Spare: spare parts 'on location' and 'on demand'
• Mansys: Industrial quality 3D printing platform
• National Projects:
• Roadmap for additive manufacturing
• 3D4MEtal
• Berenschot team
市场细分
MARKET SEGMENTATION
Industry Focus
• Generic: functional
• Industry specific: added value
Target Market
• B2C: Consumers & Makers
• B2B: Parts, components
& Tooling Main Proposition
• Information & knowledge sharing
• Enabling services & development
• Production: in-house or 3rd party
BERENSCHOT的商业模式立方体
THE BERENSCHOT BUSINESS MODEL CUBE®
Generic
Industry
Specific
B2B
B2C
Information Enabling Production
& knowledge services & of parts &
sharing development tooling
B2C市场
B2C MARKET
B2C市场成功因素
FACTORS FOR SUCCESS IN THE B2C MARKET
• User friendliness and ease of operation
• Experience and engagement
• Secure and fast
Generic
Industry HEMA
Specific
B2B
B2C

B2B市场
B2B MARKET: DIRECT SPARE
Goal: To determine if manufacturing with additive technology
is an economically viable and serious alternative
to produce high quality spare parts
This means that AM must lead to
 cheaper spare parts

(less costs for transport, warehousing, employment, lower working capital)
and/or
 environmental benefits
(less waste, less transportation, lower energy consumption)
and/or
 better performance
(enhanced, improved parts, more functionality and better results of use)
DIRECT SPARE的供应链
DIRECT SPARE SUPPLY CHAIN MODEL
Traditional spare part supply chain
Design Transport
WASTE
Transport (30-80%)
final transport
Production Storage
(Bulk/ 20- 70% Repair/
Regional) assembly
Receipt
(local service)
Final
Direct Spare supply chain No waste (0%)
Transport
100% Repair/
assembly
Design AM local
• superior leadtimes
• lower costs
• no inventory of spare parts
可行的商业模式
VIABLE BUSINESS MODELS
Balancing
end of stock
End of life,
'as is'
Continuously
improved parts
 Volume to cover
Total lifetime, Parts on demand
re-design costs
adjusted Low volumes
'as wanted'
 Customer
 Relevant
flexibility
adjustments
 Value
 - 0-3% costs
 Customer proposition
engagement
NB Start with design
for traditional and  Niche markets
additive manufacturing  + 0-5% earnings
 + 10% earnings
行业决定成功的因素
INDUSTRY DETERMINES FACTORS FOR SUCCESS
Generic (functional) Industry Specific (value add)
• Customer relationships • Aerospace:
• Light weight
• Quality assurance • Medical
and control • In-body certified
• Jewellery
• Product development
• Designer trends
and features
Generic
Jewellery
this
Industry
Specific
B2B
B2C

知识共享： MANSYS平台
KNOWLEDGE SHARING: THE MANSYS PLATFORM
Generic
Man
 Industry specific
SYS
Industry
Specific
B2B
B2C
 Quality assurance Information

& knowledge
Enabling
services &
Production
of parts &
综合提议： ‘混合批发’
INTEGRATED PROPOSITION: 'HYBRID WHOLESALE'
• Technical Wholesale
under constant pressure.
Hybrid Wholesale
Added value is questioned
Certified parts on stock
+
The possibility to 3D print certified
designs
and special parts locally
+
Added Value logistics:
3D Service providers have a hard time Managing stocks and spares,
convincing industrial partners pick-up location for products
of their quality output ordered online
 Technically educated staff
 Vision on the future of industrial

services
服务和生产通常结合
SERVICE AND PRODUCTION OFTEN COMBINED
Production
success factors
Generic
• Partnerships
? • Speed of delivery
Industry
Specific
B2B
• Product reliability
B2C

&
Example
Enabling services ASML component
success factors
• Customisation
• Standardisation
• Creative solutions
焦点为成功
FOCUS FOR SUCCESS
Specific
factors for
Generic
success
Industry
Specific
Specific
factors for
B2B
success
B2C
将来的障碍
ROADBLOCKS ON OUR WAY TO THE
• Costs, especially engineering and material costs
• Quicker and more accurate machines with larger build space
• Quality, especially man-hours and non existence of standards
• Communication protocols, legal clarity
• Education, trained operators and AM designers
3D打印技术的成功商业模式
SUCCESSFUL BUSINESS MODELS FOR 3D PRINTING
Seizing opportunities
with a game changing technology
For more information or to order a copy:
Onno Ponfoort
• o.ponfoort@berenschot.com
• +31 – 6 – 150 14 751
• www.berenschot.com
On behalf of all of us,
Thanks for your attention

感谢您的关注！
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3D打印技术的成功商业模式

SUCCESSFUL BUSINESS MODELS

Friday, June 27 2014

• The Berenschot Business Model Cube®

• Factors for success

President Obama "Two public-private manufacturing

• Less assembly • Co-creation /

• Experience and engagement

• Secure and fast

Information Enabling Production

This means that AM must lead to

 cheaper spare parts

Information Enabling Production

 Quality assurance Information

 Technically educated staff

 Vision on the future of industrial

Information Enabling Production

• Quicker and more accurate machines with larger build space

• Quality, especially man-hours and non existence of standards

• Communication protocols, legal clarity

• Education, trained operators and AM designers

For more information or to order a copy:

• +31 – 6 – 150 14 751

Thanks for your attention

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