Value Co-Creation in Industrial Buyer-Seller Partnerships ... - Doria

Seller’ s products and concepts, and the Buyer helps the Seller in improving and developingthe offering.There was also a decision made that the parties would review engine conditions reportstogether to ensure that the right service and maintenance measures would be taken.“ … we decided together with both companies to put in on the portal all the servicereports and technical reports, so if SR5 ever wanted to see when was the last overhauldone on one of the ships, he could go in and see BR4’s riding crew’s report with themeasurement records and everything, which is very really critical for us to help themplan their maintenance, cause you can see, you can trend the ware on the components,we can help them plan for their next year’ s overhaul.”(Interview: Seller 4)A hot line for the Buyer maintenance team technical questions was set up in order to ensurefast response on urgent matters. There was also a decision taken that the Seller and theBuyer would review systems design for new buildings together in the future. This would bedone in order to ensure that the best expertise would be used when assessing the design ofthe sections of the ship that are related to the diesel engines.There was a decision made that the possibility of using the Seller shop-conditionedparts for scheduled overhaul would be investigated. The aim was to be able to make aninformed decision on whether to use only high quality standard components overhauled bythe Seller in the future.With regard to engine maintenance the Buyer has been participating in developing theSeller’ s automated condition based maintenance (MMS) concept. The MMS implies that theSeller monitors the engines on the vessels from the engine manufacturing plant and makesrecommendations according to real time data. The aim of MMS is to increase safety andreliability, increase overhaul intervals, and make efficient use of parts based on condition. Itwas decided that the possibility for introducing MMS to all the ships with the Seller enginesbe investigated. There was also a decision to start developing a tool for analyzing downtimefor the engines in order to be able to assess the benefits of MMS. From the Buyer’ s point ofview the MMS implies a sharing of risk with the Seller – the Seller takes on some of theresponsibility of securing that the engines run without problems.Issues related to communicationClear definitions of roles and responsibilities were defined in order to improvecommunication and increase understanding between the two organizations. A quarterlymeeting for the Seller and the Buyer maintenance team with a standard agenda was159