Kistler: To Be, or Not to Be… in Predictive Maintenance for Injection Moulding

The Space

Industry 4.0 – the wave of IoT has swept through our homes and now the entire manufacturing sector. Plastic injection moulding, an industrial process worth nearly $300bn alone and spanning across industries from automotive to medical devices to electronic components, is being automated, digitised and factories are transitioning to cloud-based production management systems. With many industry players offering digital solutions, services, and cloud-based platforms, standards are still being set and the factory of the future is norming and forming.

The Brief

An opportunistic investment, a commercial joint venture deal on the table that offered the potential to jump start an IoT service-based line of business to improve the management and maintenance of expensive injection moulds. With the average customer holding £25-30m in mould assets, the opportunity seemed clear, but the Kistler team had no confidence in whether to go for it or not. Venturebright were asked to provide market insight and guidance on the feasibility and attractiveness of the opportunity for Kistler.

What We Did
  • Will people buy this new service? Our customer engagement methodology enabled the organisation to see the world through the eyes of their customers in a way that they had never had the opportunity to discover through their traditional sales-led engagement models. We uncovered the barriers to adoption, challenges to the commercial model and the opportunities to provide new data driven analytically-based services for the automotive parts manufacturing sector. 
  • How do we make this work? The insights we uncovered pointed towards a need to pivot the value proposition to better fit the market needs and demands. We worked with the team to define how Kistler could play in the market, what the requirements would be of the joint venture, who should do what and how the new organisation should be structured.
  • Eyes on the Prize: Ultimately, we recommended that Kistler seek an alternative partner or go for the opportunity on their own, due to the structure of the venture and the potential needs of the market. 

What Happened Next

The Kistler team abandoned the joint venture and is setting up a new division to tackle service-led and analytics-based lines of business, with the ambition that a quarter of future revenues will come from this new business unit by 2025.