RT Invite Cohort 2

Robot Maintenance Roundtable

What's in it for you? Taking time out of your busy day to attend training, particularly when working with demanding customers, is not an easy choice. However, aftermarket services and sales have been identified as a key revenue stream opportunity for ASD. What if you could increase the lifetime value of your customer? What if you could help your customer spot or even avoid costly problems before they happen? What is the format or mode of the programme? It's an informal, social learning session led by facilitators. The format is built around diversity of thought and invites everyone to contribute in an open, safe environment. Please read the pre-learning material on the next page to help with the activity you have been set during the virtual classroom.

80%

Of Robot Breakdowns occur because of a flat or dead battery

Robot Maintenance Roundtable

What are the objectives of the roundtable?

• To help you develop the confidence to sell our Robot Maintenance solutions and understand what else you may need to help meet our growth target of 10% YOY by 2030.
• Pass over the information we have relating to potential customers.
• Start to discuss & solve the different challenges we have relating to how we can get to the robots in the field.

What are the outcomes of the roundtable?

• Define and develop a sales plan, in collaboration with your roundtable peers, utilising the learning programme, lead generation ideas and marketing collateral available.
• Understand what the data is that you have been provided with, where it has come from, and understand the potential opportunities this may bring.
• Identify and start to formulate different approaches to the different types of customers that have and will be identified as potential users of Robot Maintenance, including the potentially difficult conversations to determine the supply route.

What is my pre-learning? A lot of discussion and planning has taken place around how to market and sell robot maintenance. Now we need your input. We would like you to think of three different robot applications that you know of. Maybe these 3 applications had completely different supply routes, and hence complicated routes to access service. Start to make a plan of how these robots could potentially be accessed. The team have collated what we have to date and asks you to review this in preparation for the roundtable, linking this back to the outcomes noted above.

So we know where our robots have ended up working, but what was the supply route?

Pre-Learning Information

OEM & System Integrator Questions - What do we know about our OEM / SI customers… When robots are supplied in machines to end user customers;

End User Questions - What do we know about our End User customers… When you have received robots in machines from SI / OEMs;

Below are a group of pointers and potential questions to help you get started. However, your input is key to the success and outcomes of the roundtable.

Is regular robot servicing also offered (either as part of the sale or afterwards)

Is regular robot servicing also offered (either as part of the sale or afterwards)

If YES who services the robot

• OEM / SI?
• Mitsubishi on behalf of OEM / SI?

If NO who services the robot?

• End User maintenance team?
• Has the training been completed (Ro bot Programming / Servicing)
• Mitsubishi Direct to End User?
• Do we need to check this with the OEM / SI?

If YES who services the robot?

• OEM / SI?
• Has the training been completed (Robot Programming / Servicing)
• Mitsubishi on behalf of OEM / SI?
• Planned to be at the same time as service of rest of machine
• Standalone Service
• Are we limited to which of our service partners can attend (conflicting SI's)

If NO who services the robot?

• End User maintenance team?
• Has the training been completed (Robot Programming / Servicing)
• Mitsubishi on behalf of OEM / SI?
• Planned to be at the same time as service of rest of machine
• Standalone Service
• Are we limited to which of our service partners can attend (conflicting SI's)
• Mitsubishi Direct to End User?
• Are we authorised to contact/maintain a relationship directly with the End User?
• Are we limited to which of our service partners can attend (conflicting SI's)

Channel

• How do we access robots supplied via the channel?
• Do we know where they have been supplied to?
• Was the use of the channel purely transactional or did they lead the project?
• Do we have the channel branch level relationship to discuss this?

Robot Maintenance Learning Programme

Virtual Clasrooms

Join us for a facilitated session exploring key topics around robot maintenance. This will be an interactive presentation with collaboration from delegates including activities and a group quiz.

Accept the invite

13/10/23

save the date (and this pdf)

0930-1200

In your own time At your own paceEnrolment starts 17.10.23

Interactive Content

Split across modules by key or core topic. Each module features instructional videos and interactive images. You will also access a downloadable toolkit.

Accept

This is a transparent facilitated discussion focused on a key topic. The team will brief you on this during the virtual classroom sessions and assign an activity to you in preparation for this roundtable event.

Virtual Roundtable

03/11/23

1030-1200

Robot Maintenance Learning Programme

FAQ's

What is a virtual roundtable?

Will the entire programme be online?

It's an informal, social learning session led by facilitators. The format is built around diversity of thought and invites everyone to contribute in an open, safe environment.

Yes. A key learning objective is to make this flexible and accessible. Not everyone wants to drive 2 hours.

How long will the online learning take?

Will there be an assignment or exam?

You can go through it in one go or jump in and out of modules as you wish. It's part product-focused learning, and part sales enablement content to help you feel prepared.

Not formally. There are interactive questions, an activity and a cohort quiz after each session.

How are you measuring the learning?

What devices do I need for the virtual sessions?

The team have designed learner outcomes across the programme and we will be measuring both experience and engagement as we roll things out.

Please attend and access the sessions on your laptop or tablet. You will need your mobile phone later in the session to access and play the quiz online.