rockwell-以客户为中心的销售22

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Whatstepsdoyoutaketoreducedowntime?CurrentSituationQuestionsCapabilityQuestions1.Whatactionsdoyoutaketotroubleshootsystems?Howmuchtimeisspenttroubleshootingorreplacing&configuringcomplexI/Odevices,likeadamageddrive?Howoftendoyourpeopleconnecttoasystemandfindoutthattheydon’thaveprogramdocumentation?Doesthiscauseadditionalresourcestogetinvolved?Howmuchdoesanhourofdowntimeinlostproductioncost?Doyouincurovertimecostsforextrahoursneededtotroubleshootsystems?Measure#%$E2.Whenchangesaremadetoaproductionrun,howdoyoumodify&storeparameters?Howoftenarechangesmadetoproductionruns,suchaspackagingsize,labelers,etc.?Whatistheaverageamountoftimeittakestoconfigurethedevicescorrectlyandgetbackonline?Howmuchtimeislostduetoincorrectlyconfiguringthedevice,ornothavingthecorrectconfigurationinformationavailable?Howmuchdoesanhourofmachinedowntimecost?Measure#%$E3.Areyoueverdownduetoalackofspareparts?Whatadditionaltimedopartsshortagesaddtoyourtotaldowntime?Howdoyouknowifyouhavethecorrectcomplimentofsparepartsavailable?Whatistheturnaroundongettingspareparts?Doyoufeelthereisobsoletematerialpresentinyourinventory?Whatareyourcostsassociatedwiththeobsolescence?Measure#%$ERecap:“Soyourcurrentsituationis…”ConfirmSolution:“Ifyouhad(capabilities)…couldyouthen(achievegoal)?”Whatspecificcapabilitiesareyoulookingfor?1.Event:Question:Player:Action:Whenaproblemoccursinyourproductionsystem,wouldithelpifyourmaintenanceengineerscouldidentifytheproblembyaccessingonecentraldatatableandtakecorrectiveactionwithoutretrievingmultipleprogramsandmultiplecopiesofdocumentation,sothatthesystemisfullyfunctional?Whenachangeoccursinaproductionrun(suchaspackagingsizeorlabeling),woulditbehelpfulifyourcontrolengineercouldmakeacopyoftheexistingsystemfromacentralcomputer,makemodifications,andapplynewparameterstoalldriveswithoutconnectingtoeachdriveseparately?Whenplanningsparepartsstocking,wouldithelpifanAssetManagementprofessionalcouldidentify,documentandrecommendpartsrequirementsbaseduponstatisticalanalysisofyourinstalledbaseofequipmentandMeanTimeBetweenFailure(MTBF)datasothatyouhavetherightsparepartswhenneeded?2.EventQuestion:Player:Action:SolutionDevelopmentPrompter™Title:PlantManagerGoal:ReduceunscheduleddowntimeOffering:IntegratedArchitecture;AssetManagement3.Event:•Question:Player:Action:解决方案开发步骤SDP左侧1.当采购权力人物分享一个目标后,请他们描述他们目前的方法。2.询问勾画你的产品的诊断性问题。3.总结目前的情况并取得采购权力人物的认可。SDP右侧4.询问采购权力人物,他们能采取什么行动以达到他们的目标。5.提出问题将对产品使用的想象(你的想法)转变为能力(采购权力人物的想法)。6.询问采购权力人物,他们是否具备达到目标的所有能力,他们能否达到他们的目标。如果他们的回答是肯定的,则你已然创建了一套“解决方案”。55你采取什么样的步骤减少停工时间?目前的情况和问题能力问题1.你采取什么行动来排除系统故障?排除故障或更换和设置复杂的输入/输出装置,如一个损坏的设备要花费多少时间?有多少次你的员工连接到一个系统后发现他们没有项目资料?这会消耗另外的资源吗?停工一小时造成的生产成本消耗是多少?排除系统故障产生的加班成本是多少?量度#%$E2.当一个生产过程发生变化时你如何修改或保存参数?生产过程发生变化的次数多吗?比如包装尺寸、标签等?正确对设备进行设置并恢复生产的平均时间是多长?不正确地设置或没有正确的设置信息会损失多长时间?停工一小时造成的生产成本消耗是多少?度量#%$E3.你曾经因为缺少备件而停工吗?配件的缺乏使你损失了多少工时?你如何知道你是否有对现有备件的正确评价?获得备件所需要的时间多长?你认为在你的库存中有废弃的材料吗?与废弃材料相关的成本是多少?度量#%$E概括:“因此你的目前的情况是…”确认解决方案:“假使你具备(能力)…你能够(达到目标)?”你在寻求什么样的特殊能力?1.事件:问题:人物:动作:当你的生产系统出现问题,如果…是否有帮助你的维修工程师能通过访问中央数据表和采取纠正措施而无须补救多个程序和多套资料拷贝便能发现问题,这样系统仍完全正常工作吗。当生产中发生一个变化时(诸如包装尺寸和贴标签),如果…是否有帮助你的控制工程师能从中央计算机制作一个备份、作出一个修改和应用新的参数到所有盘中,而无须分开连接到每个盘?当安排备件的存放时,如果…是否有帮助资产管理专业人士可以在已安装设备基地和平均故障间隔时间的数据分析的基础上进行辨认、记录、并推荐零件的使用要求,你可以在需要的时候获得适当的备件。2.事件:问题:人物:动作:解决方案开发激励者™职务:工厂经理目标:减少非计划性的停工时间提供:完整的组织、资产管理3.事件:•问题:人物:动作:Whatstepsdoyoutaketoreducedowntime?CurrentSituationQuestionsCapabilityQuestions1.Whatactionsdoyoutaketotroubleshootsystems?Howmuchtimeisspenttroubleshootingorreplacing&configuringcomplexI/Odevices,likeadamageddrive?Howoftendoyourpeopleconnecttoasystemandfindoutthattheydon’thaveprogramdocumentation?Doesthiscauseadditionalresourcestogetinvolved?Howmuchdoesanhourofdowntimeinlostproductioncost?Doyouincurovertimecostsforextrahoursneededtotroubleshootsystems?Measure#%$E2.Whenchangesaremadetoaproductionrun,howdoyoumodify&storeparameters?Howoftenarechangesmadetoproductionruns,suchaspackagingsize,labelers,etc.?Whatistheaverageamountoftimeittakestoconfigurethedevicescorrectlyandgetbackonline?Howmuchtimeislostduetoincorrectlyconfiguringthedevice,ornothavingthecorrectconfigurationinformationavailable?Howmuchdoesanhourofmachinedowntimecost?Measure#%$E3.Areyoueverdownduetoalackofspareparts?Whatadditionaltimedopartsshortagesaddtoyourtotaldowntime?Howdoyouknowifyouhavethecorrectcomplimentofsparepartsavailable?Whatistheturnaroundongettingspareparts?Doyoufeelthereisobsoletematerialpresentinyourinventory?Whatareyourcostsassociatedwiththeobsolescence?Measure#%$ERecap:“Soyourcurrentsituationis…”ConfirmSolution:“Ifyouhad(capabilities)…couldyouthen(achievegoal)?”Whatspecificcapabilitiesareyoulookingfor?1.Event:Question:Player:Action:Whenaproblemoccursinyourproductionsystem,wouldithelpifyourmaintenanceengineerscouldidentifytheproblembyaccessingonecentraldatatableandtakecorrectiveactionwithoutretrievingmultipleprogramsandmultiplecopiesofdocumentation,sothatthesystemisfullyfunctional?Whenachangeoccursinaproductionrun(suchaspackagingsizeorlabeling),woulditbehelpfulifyourcontrolengineercouldmakeacopyoftheexistingsystemf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