Is it time for a reality check when it comes to drones and service? Mark Glover speaks to Robert Garbett from the UK Drone Delivery Group who says mid-mile delivery might be possible but we're a long way from Amazon delivering from above.

Think drones and you probably think of small, multi-rotor objects, when in fact according to the International Organisational Standardization’s (ISO) definition, it’s actually, “Any unmanned system that is autonomously or remotely controlled.”

So this could include: any ground vehicle, any air vehicle, any boat, any ship, any surface sub-sea system, any space system; in fact any hybridization of the above which is remotely controlled or does not have a pilot sitting on board is technically a drone.

POTENTIAL IN Field Service Management

“The image you’ve got in your mind is so wrong. It’s definitely not just a small, flying thing,” says Robert Garbett, the author of that ISO definition and a drone industry expert who’s explaining to me how the technology goes far beyond what we see buzzing in the air. “Once you re-approach the whole topic from that perspective, it opens it out into a far more expansive, exciting and beneficial product. A tiny, remotely controlled spider-shaped air drone really can’t do very much on it’s own but as part of an integrated system with autonomous control, it becomes much more powerful.”

However, drones were airbound in the early 90s, used extensively and effectively for the first time in the Gulf War. In the Spring of 1991, an article appeared in Airpower Journal, penned by Captain P.Tice of the US Air Force. His piece, Unmanned Aerial Vehicles: The Force Multiplier of the 1990s, centered around the dwindling number of army personnel and how Unmanned Aerial Vehicles (UAVs) - or drones – could effectively plug the gap.

In the piece Captain Tice said: “When used, UAVs should generally perform missions charecterised by the three Ds: dull, dirty and dangerous.” Now, this was written in the context of military operations: long-term endurance missions that could last several days (dull); the detection of chemical agents (dirty); and reconnaissance behind enemy lines (dangerous), so their use in this instance is very different to delivering an Amazon package, or the delivery of a spare part, but ultimately its purpose is to remove the human from a process.

One could argue service is going in the same direction. The human influence is becoming less as self-diagnosing assets, remote technology and big data gradually impede on an engineer’s role. Will drone assistance be part of their eventual demise?

There’s still some way to go before we see autonomous robots donning overalls and popping round to fix your boiler, but in other sectors such as the airport industry, the influence of drones is already being felt and, according to Garbett, has further potential.

“The service sector in the airport system is huge and a lot of it can be done via autonomous systems or remotely controlled systems: Baggage handling for example,” he says. “The technology could eliminate the need for human beings to be airside increasing security and the efficiency of baggage handling. It could also eliminate the health and safety risks associated with human beings throwing bags around all day.”

"In 1865 a spluttering, noisy vehicle with four wheels was an alien…as…well…a drone in 2020..." 

Garbett is Chief Executive of Drone Major Group, a specialist consultancy advising on the application of drone technology working with customers who want an independent and expert guidance on what is possible, where to procure what they need and how to implement it safely and effectively. In 2018, he founded the UK Drone Delivery Group where over 300 members seek to lobby the UK Government in establishing a clear path to a UK-wide commercial drone industry.

Last month the group published a white paper (currently out for consultation) calling for the creation of long term drone testing areas, a significant step that could speed up the process of acceptance. He does however acknowledge the process is a long one, an evolution almost, referencing regulation in the automotive industry as a blueprint. “Right from the start, you could do what you wanted [when driving] because there were no regulations. Then the regulations started to come in, the first one meant you had to get out of your car at a junction, wave a red flag as you crossed just in case you killed a horse…” He pauses for a moment, “I believe that happened because one horse was killed which is a great example of over regulation.”

I laughed at this. It sounded ridiculous but online investigation revealed 1865 Locomotive Act enforcing a top speed of two miles per hour when passing through towns. The regulation was passed to protect horse and cart, the primary form of travel at the time, where motorists, according to the legislation were expected to “carry a red flag constantly displayed, and shall warn riders and drivers of horses of the approach of locomotives, and shall signal the driver thereof when it shall be necessary to stop, and shall assist horses, and carriages drawn by horses, passing the same”.

It seems ridiculous now, but Garbett’s comparison is a salient one. In 1865 a spluttering, noisy vehicle with four wheels was an alien…as…well…a drone in 2020. In both contexts however, concerns are fueled around safety, taking well over 100 years of further regulation and development before driving became even remotely safe, or less dangerous.

Yet as recently as the 1970s deaths at the wheel were still remarkably high, it took another layer of robust regulation, primarily around seatbelt use to make a dent in the grim statistics. In terms of an evolution, 100 years is more than enough time for change to happen.

Is this the approach then for drone commercial use in the UK? In the group’s white paper the scattering of drone testing areas are cited as ‘sandboxes’, although Garbett prefers Technical Evolution Areas static areas that, he says aren’t really there to  purely  test. “They’re there to take a thing from concept to operational deployment and beyond,” he explains, “and through that learning curve, and to accelerate that learning curve upwards so we really can get the benefit that we currently get from cars. So you link the technology areas and link them across the country and start in safe areas first.”

"We are going to turn this into a technology evolution. Somewhere in the UK where we are starting to deliver parcels, mid-mile, depot to sub-depot.”

The press release accompanying the white paper cited a Barclays’ report valuing the drone market close to $40 billion by 2023 so perhaps its evolution will be quicker if these figures transpire, although the driver lies not in B2C delivery (the idea that Amazon Drones will be dropping parcels from the sky is, according to Garbett feasible but a long way away, “There’s no way you’re going to have sufficient infrastructure and the depth of availability of airspace and the durability of batteries to have a small air drone delivering things to my balcony.”) but in terms of service and logistics, value lies not in last mile delivery but the mid-mile to depots, where the final leg of the journey to the warehouse or factory could take be fulfilled by an autonomous vehicle that trundles into the building carrying the spare part.

Garbett’s knowledge in this area is refreshing and it’s good to hear clarity on a topic that’s been shrouded in mystery, perhaps skewed by Amazon’s glimpse into their own drone programme, and perceived – wrongly – as that “small, tiny flying object”. But what about a watertight use-case for the technology’s commercially? How far away are we from that?

Garbett eludes to a project he’s working on around mid-mile in delivery and logistics. Run in tandem with a company he’s unable to mention the study has entered – encouragingly - into the feasibility stage. “We are going to turn this into a technology evolution,” he enthuses, “somewhere in the UK where we are starting to deliver parcels, mid-mile, depot to sub-depot – live and commercially.”

And the next step? I ask? What we need are companies like your audience to come forward and get involved.  The benefits are there, the technology is there and the will from Government to make this happen is also now there...what we need now is forward thinking companies or trail blazers to come forward so that we can assist them to realise the future.

Over to you then reader and remember, please try to keep that ISO definition in mind. There’s more here than a buzzing spider thing.

---

Further Reading: 

• Read more about drones in field service @ www.fieldservicenews.com/drones
• Read more about the latest use of technology in field service @ https://www.fieldservicenews.com/technology
• Follow Robert Garnett on LinkedIn here.

The world of IT Services has evolved on many an occasion, however, right now it needs to prepare for another iteration of the new normal for it to continue to thrive writes Martin Summerhayes...

IT services have come a long way over the past 20 years or so. From the heyday of the hardware manufacturers, rolling out ever more sophisticated technology solutions; with faster compute power, larger storage capabilities and faster network performance; the pace of change seemed to be faster and faster.

 

Long Tail Service Support

Then the average sales lifecycle for the hardware platforms was a couple of years and services had to keep up with the ever-expanding portfolio of solutions. This meant a longer and longer list of products that had to be supported and maintained. What is known as “the long tail”.  

I was part of the long tail of support. When I first started as a field engineer for Hewlett-Packard (HP); HP had just released its first HP LaserJet printer, the 2686A and shortly afterwards its first PC. Within five years, the market had exploded and there were hundreds of different models. Combined, with the mini computers, servers, storage and network products being produced; it felt as if it was a quarterly tech refresh and learning hamster wheel.

The implications for many services companies meant, having to train the workforce on an ever expanding list of products, servicing more and more options and then having to keep, maintain and supply more and more variants of spare parts. As HP moved into the multi-vendor field of service deliver, this became even more complex. 

"As the consolidation of software operating system platforms has accelerated, so has the consolidation and merger of major hardware and solution platforms as well..."

At the same time as hardware manufacturers grew their product portfolio, the operating systems that were used to manage these diverse hardware platforms started to consolidate. From fifteen or more different types of operating system, over the past fifteen years, we have seen the standard platforms evolve to be either Microsoft or Linux/Unix based for the B2B market. For the B2C market Googles Android and Apples IOS operating systems are the two predominant variants.

As the consolidation of software operating system platforms has accelerated, so has the consolidation and merger of major hardware and solution platforms as well. What was once a diverse and jumbled array of solution providers; from an IT perspective; consolidation has meant standardisation, supply chain simplification and “more bang for the buck” that companies pay for their IT.

However, “the long tail” persists. Even today, with 70%, yep 70% of IT spend just keeping the “lights on”.

Only 20-30% of IT budgets are spent on new solutions, and the vast majority of that spend is now on software, not hardware. If you look at the hardware sale of servers, storage and networking solutions across Europe over the last few years; we have seen a steady decline in growth and a flattening of sales. It is almost at a point where customers are no longer purchasing hardware at all.

This might be an oversimplification, but the market figures do seem to indicate that the market is flat or even declining (If you are in hardware sales, and disagree, please feel free to say so in the comments below).

 

The Origins of Everything as a Service

This hardware sales decline has been driven largely by the “as a Service” models, starting with “IaaS – Infrastructure as a Service”, where customers could purchase raw hardware compute poser – be it servers, storage or network capabilities; expanding into “Software as a Service” – which has had a dramatic and completely disruptive effect on the traditional software annuity licence model and now a new variant called “Platform as a Service (PaaS)”, which wraps up IaaS, SaaS and extends it across the complete enterprise of services and IT organisation is offering to its business and end user base.

If you check out companies such as Salesforce.Com or ServiceNow, they are moving rapidly away from their heartlands of Customer Relationship Management (CRM) for Salesforce.Com which tracks the sales engagement and onboarding of new customers and IT Service Management (ITSM) on a Service Desk (for ServiceNow) where you track end-user incidents, problems and issues that they face; into a eco system called “Platform as a Service”.

This means that ServiceNow is launching solutions for HR; for Finance, for Marketing, for example. Salesforce.com is offering the ability for apps developers to develop applications, standing on top of the salesforce platform, that also expand into HR, finance and Marketing. (As a foot note, I can see a major battle developing between these two companies over the next few years).

Why are these companies doing this?

As markets exist, companies expand to meet those markets. The number one in the CRM and ITSM markets, are respectively, Salesforce and ServiceNow. To be able to continue to grow, provide shareholder value and appear to be leading edge, the local answer is to expand their market presence into similar market landscapes – hence – moving out from their core business models into parallel markets.

 

Time for Evolution in IT Service Design

So from an IT service model perspective, we need to adapt and change as well.

Too many of the service models that exist today are silo’d; focused on vertical optimisation of an element of the service lifecycle – Service Desk, Diagnosis, field service (massively silo’d), forward and return logistics and finally repair. This, I would contend, runs the risk of a continued race to bottom line, with lower and lower costs, less margin and an ever decreasing customer experience. Oh, and before you ask, when you get to the bottom, there is nowhere else to go!

"We need to think more of the lifecycle and value stream across IT..."

Whilst customers are looking to maximise the value of their IT estate, they also want to further standardise and modernise the services that they offer to their businesses. They are looking at IT service organisations and the value that they can bring in terms of supporting and transforming their IT services; bringing more of the adaptive model that we see in the consumer world; hand held devices, mobility, ease of use and adaptive adaption to rapidly changing business needs.

This needs a new set of thinking about how services need to be positioned. We need to think more of the lifecycle and value stream across IT.

I like to think that services will continue to develop and evolve and a new ecosystem will emerge where organisations strategically partner with one another; leveraging others strengths, as well as the clients they serve; to bring better value to the IT customers. This is going to need some new thinking, maybe, from learning from the software services world. I don’t have all of the answers, but have experience a number of these cyclical changes, so understand the changes companies need to make.

If you think that it is just “business as usual” and we as a community do not need to adapt, feel free to challenge.

I would love to hear your thoughts on this.

---

Further Reading:

• Read more articles written by Martin @ www.fieldservicenews.com/martin-summerhayes
• Read more articles on IT Services @ /www.fieldservicenews.com/ITSM
• Find out about Martin's work with MDB Consulting @ www.mdbsc.co.uk
• Follow Martin on Twitter @ twitter.com/martinsummerhay
• Connect with Martin on LinkedIn @ www.linkedin.com/in/martinsummerhayes/

Technology use in service is about attaining business needs, says Rohit Agarwal. In a world impacted by Corona Virus ensuring your tech fulfils its business case will become more prominent.
While technology is the walls, ceilings and decorations of the cathedral; the foundations that the cathedral stands on are the strategy, the people and the processes of the organisation. These three decide the entire stability of the cathedral and how well it can withstand the external forces. In this article, let’s take a dive at why understanding business needs and creating the right strategy around it is the first important milestone in any technology implementation.

How the Pandemic Drove Digital Transformation in Field Service

Covid-19 hit us hard, and by us I refer to humanity, a disruption of our daily life, economies, governmental policies and the rate of medical research. What has been one common theme of being able to the contain this deadly virus if one asks? ‘Technology’ would be one prompt answer that comes to our minds. Technology has helped us detect the virus, learn how it spreads and has allowed everyone globally to communicate about it. Technological progress and prowess seem to the definite answer to our biggest threats and challenges, but then, if I may ask, why is the country with the most technological prowess hit the hardest? The strategy to use the technology to attain defined goals or mitigate disasters is what separates a successful technology implementation from an arrow shot in the dark.

Let’s take the simplest example of Video Calling. The technology allows a grandmother and her grandchild to communicate in two distant continents seamlessly but there are thousands of video calling platforms such as messenger, WhatsApp and Skype to name a few. The reason these names come to our mind over the rest is simply because the way the technology has been implemented keeping the business needs of creating a simple intuitive platform that make it simple enough for an 8-year-old to an 80-year-old to use. The value of a Video Calling platform increases with the number of users or in technical terms ‘the installed base’. Whatsapp’s strategy has been to provide the platform free of charge to users to lure them to the platform and get them hooked on. The dozen employees of Whatsapp worked relentlessly on improving the simple platform to build users rather than trying to complicate the technology leading to an evaluation in billions when it was sold to Facebook.

 

"The failure for new technologies isn’t innovation in product or services, rather it is a missing business model in a space where customer needs are uncertain..."

 

If we narrow down to the modern corporate scenario, over the last five years we have seen technology evolve faster than our minds can keep up with it. IoT, Augmented and Virtual Reality, AI has been some of the biggest differentiators for corporations. The difference between one trying to use these technologies versus one that has been able to reap benefits out of it has been understanding the business needs, prioritising it and creating a formidable strategy around it without being blinded by all the great things that the technology could achieve. According to an article on Forbes, the failure for new technologies isn’t innovation in product or services, rather it is a missing business model in a space where customer needs are uncertain.

Let’s take Augmented Reality (AR) and see how a company could use it to improve their value proposition or just try to force the technology into practise. Acme(fictitious) is a small company in existence over the past 5 years and has been providing field service as a contractor with specialisation in packaging machines. Acme’s current business strategy is to expand its service base but cannot afford to hire very experienced technicians and the CTO believes in talent farming. Acme does a technology review to identify what kind of digital tools it can implement to upgrade its customer’s experience. The technology research shows that Augmented Reality could be used as a digital tool that would help new technicians get expert advice from the office. Instead of jumping straight into purchasing expensive AR glasses and software, the CEO, a big fan of the lean start-up methodology starts looking into building a strategy to slowly implement the technology in short loops involving the technicians and have the possibility to persevere if things go well or pivot if things go haywire. 

The CTO does an audit of the knowledge management of the company to see if relevant materials are available in easily accessible form for the back-office expert and the on-field technicians to use and it appears enough to run trials. Acme promotes its most experienced technician who is about to retire to a back-office expert role to guide the other technicians on the field. They use simple video calling with their smart phones and a tripod to keep the technicians’ hands free. Based on input from the usage, the knowledge repository is enhanced, and the feedback is taken from the technicians.

 

"The strategy, process and people are the bridge that connects the use of new technology to the upgrade in customer experience."

 

After the first 3 months, the depositories of knowledge are updated sufficiently, and the processes are set in place to allow for optimal use of the back-office experts time. After analysing the results from this time, the CTO and the CEO decide to hire 3 new technicians and assigns them to the back-office expert to oversee and guide. In parallel Acme partners up with an Augmented Services Solutions company to try the usage of Augmented glasses to run experiments on how the efficiency of the system can be further improved.

Acme manages to expand its service base, not waste money on technology without proof of value and attains its business goal. The key to Acme’s success is not the mere use of technology, but the focus on understanding business needs, creating a strategy towards these and incorporating technology along the way to attain these goals. The strategy, process and people are the bridge that connects the use of new technology to the upgrade in customer experience. In the digitalisation phase today, the ability to apply incremental changes, have a strategy that is flexible and possibility to get quick feedback has become the major differentiator for businesses. To be able to jump the chasm between new technology implementation and upgrading customer experience, organisations must build a solid bridge of strategy, processes and people.

 

---

Further Reading: 

• Read more about Digital Transformation @ www.fieldservicenews.com/digital_transformation
• Read more about the impact of Covid-19 on Field Service @ www.fieldservicenews.com/en-gb/covid-19
• Read more articles by Rohit @ www.fieldservicenews.com/blog/author/rohit-agarwal
• Connect with Rohit on LinkedIn @ www.linkedin.com/in/rohitag1/

Many service innovations fail because they do not have a substantial and desired impact for clients. Often, customer insights and value propositions are limited to a description of features and benefits, without considering the outcomes clients desire. The best practice is to have a compelling customer story and vision as a starting point. Jan van Veen, explains how you can achieve this and (and launch irresistible advanced services)...

This customer story illustrates the challenges, common mistakes and best ways clients should solve these mistakes. Based on this insight, you can develop irresistible new advances services and compelling marketing and sales messages, even if you have limited resources.

 

The Importance of Building Your Customer Story:

Do you still see that many ideas and new advanced services do not hit the nail on the head?

• The pain points your teams discuss with their clients do not hit their nerves
• Your clients are not eager to use the new services
• Let alone that they are willing to pay extra for these services

Even though you already did:

• Voice of the customer projects
• Customer journey mapping
• Customer feedback like NPS

Develop a set of features and benefits, for example by using the value proposition canvas

The good news is

• You are not alone. 
• And it does not have to be like this.

In this article, I describe seven practical steps to build a compelling customer story. These are the best practices applied by leading manufacturers to successfully develop and commercialise irresistible advanced services.

Here is the Problem

Your clients do not recognise which of their essential problems you are solving or how your services are offering a better solution. They do not see the positive impact they get from your offerings. And often, this problem is a bigger game than just higher uptime of equipment.

The Solution

You and your colleagues already have most information at hand. It is a matter of turning this information and knowledge into a compelling customer story, for irresistible advanced services.

 

The Elements of a Customer Story

 

• For every customer segment, you should be able to describe the bigger picture;
• The relevant trends which have an impact on the business and lives of your clients. 
• The ultimate fear for your clients, caused by 3-4 dominant problems.
• 3-7 common mistakes your clients make, which cause the 3-4 dominant problems
• Related to each common mistake, your vision or the best practices to solve this common mistake
• The ultimate prize your clients will get, with 3-4 benefits

You can use this customer story in many ways;

• A pitch to your CEO or your client of 1 minute
• A presentation of 5-10 minutes
• 7-12 articles of 700 words each
• Source of insights to develop new advanced services
• Source for the marketing team to develop marketing and sales messages and marketing collateral

 

Be Aware of the Common Pitfalls

This customer story is all about your clients, not your company, products and services. I have done quite a few workshops and masterclasses to develop a customer story. In the beginning of these workshops, pretty much every team struggles to focus on the customer. The pitfall is to be stuck in;

• Use of your equipment
• Maintenance of your equipment
• Performance of your equipment
• Performance of your services

Although these insights are useful for many improvement processes and initiatives, they do not contribute to developing and commercialising irresistible advanced services. On the contrary, these insights increase biases and keep your innovations being stuck in business-as-usual.

 

Getting Started

The following 7 steps take you through each element of the customer story. Ideally, you form a small team to work on the 7 steps.

Step 1: Define the Niche/Segment

A customer insight or story should always be specific for a group of clients with the same characteristics that are relevant to the same challenges and needs they have. This could be a particular customer segment or your ideal client.

At first, it can be challenging to define the specific customer segment. This is not a problem. In that case, just move on to the next steps. In step 3 and 4, you will notice that a lot of the customer problems are not relevant to all clients and how you could segment your clients into a few groups. By then, you can jump back to step 1 and iterate.

Step 2: List 100 Customer Problems

Having this customer segment in mind, start listing all the business problems you know or think they encounter or will encounter. If you do not have a clear definition and choice of a customer segment yet, just start with 1 or 2 relevant clients in mind.

The objective is to build a long list of problems, at least 100. Use the following tactics to keep the flow of new problems going and to ensure you have a broad and open perspective;

• Do not evaluate yet. Just write the ideas. Consider it a brainstorming practice.
• Build on problems you have already listed and think of 4 directions to reframe (see the picture below) 

• Description automatically generated
• Consider different stakeholders in the business, including the CEO and the field engineer
• Address challenges and problems your clients will or may encounter in the next 3-7 years too
• Also consider external stakeholders of your clients, like their clients, other vendors, partners and distributors
• And again, avoid topics which are related to your products, services and organisation. 

 

Step 3: Cluster to 7-10 Main Problems

Now start grouping all similar or related problems. You can do this in a spreadsheet. If you are doing this in a workshop with several people, you may want to work with post-it notes.

You will probably see that there are different ways of clustering. That is perfectly fine. See what makes the most sense.

Now, it is also an excellent time to evaluate if the customer segment you chose, still makes sense. Or, in case you did not select a particular segment, see if you can recognise some sort of segmentation. If so, you can iterate the process so far and start with step 1 again.

Step 4: Further Group to 3-4 Dominant Problems

7 to 10 problems is a lot to memorise and to help to build and communicate a clear message. The magical number is 3. 4 is okay too. If you have more than 4, you will notice that colleagues and clients will not memorise all of them after a conversation.

So, the next step is to further reduce the main problems into 3 or 4 dominant problems.

Summarise these 3-4 dominant problems into one single ultimate fear, like “adapt or die” or “hard work for less financial results, with no perspective for better times."

Step 5: Define the 3-7 Common Mistakes

Next step is to identify the 3-7 common mistakes you see your clients make that prevent them from solving the 3-4 dominant problems. These common mistakes are “wrong” thinking, actions and practices of your clients. 

For example, if one of the dominant problems is “too high operational cost”, one of the common mistakes related to this dominant problem could be that your clients have a “lack of understanding of their cost drivers and cost structure”. 

You may find some inspiration in the list of 100+ customer problems you identified in step 1.

Step 6: Define the 3-7 Solutions for Your Clients

Now define your vision of how your clients should solve each of the 3-7 common mistakes. This is not about your solution or offering yet; you will cover that in one of the next steps.

This is a relatively easy step. In essence, each solution is the opposite of a mistake. Further building on the example in the previous step, your view on the clients’ solution could be that they should “establish cost management practices”. They should gather and analyse data and step by step build a structure of their costs and cost drivers so they can monitor and manage their costs. 

Step 7: Define the Benefits and Outcome for Your Clients

Finally, describe the 3-4 key benefits and the ultimate outcome for your clients if they address the 3-7 common mistakes and apply the 3-7 customer solutions you have specified. The 3-4 benefits are the opposite of the 3-4 dominant problems, maybe structured slightly different. And the ultimate outcome is the opposite of the ultimate fear. 

Next Steps After This:

At this point, you already have a tremendously valuable insight, just using the information and knowledge you already have. Next steps to make this insight and your customer story rock-solid, are to get feedback and additional ideas from:

• Colleagues in various functions (sales, marketing, R&D, other countries)
• Partners, vendors
• Distributor or dealers

and then;

• Process the new information and update your customer story
• Build variations of the customer story for the most important customer segments
• Get feedback from your clients through open and in-depth conversations
• At some point, you may want to initiate a customer research based on the insights in your customer story to validate and expand the insights
• Adjust the wording and messaging to make your customer story more compelling and attractive for external and internal use.

 

The Benefit:

Now you have a robust and in-depth insight into your clients’ needs for today and the future which offers you an “unfair” competitive advantage. You can now;

• Improve existing service offerings
• Boost the innovation of advanced service offerings
• Improve your marketing and sales messages and marketing collateral
• Advance the conversations all customer-facing colleagues have with their clients
• Improve your Customer Success practices

Conclusion:

You are sitting on gold. You and your colleagues already have a massive amount of information and knowledge about your clients. You can turn that into actionable and compelling customer insights and a customer story to boost;

• Development of your services 
• Engagement with your clients
• Commercial success of your service business

 

You can build a substantial competitive advantage, even if you do not have the budget and resources for intensive customer and market research.

All this requires is to;

• Follow the 7 steps I described in this article, ideally with a small group. You can do this in 1-2 days. You can use our job-aid with slides and assignments for this workshop (https://moremomentum.eu/worksheet-customer-story)
• Keep each other focussed on the clients, not your own business or offerings
• Be open to new perspectives

It is not about convincing your clients of the value of your services, but about letting them convince you what they need.

 

Final Question for Reflection

Which 3 common mistakes do you make when developing and using customer insights for service innovation?

 

---

Further Reading:

• Read more of Jan's exclusive writings for fieldservicenews.com @ https://www.fieldservicenews.com/blog/author/jan-van-veen
• Follow Jan's own work with his consultancy moreMomentum @ https://moremomentum.eu/
• Schedule a discovery session with Jan directly @ https://moremomentum.eu/discovery-session

---

 

In the fourth part of this series looking at the grown-up gig economy in field service we explore the win-win benefits of the older gig worker being utilised within the field service sector...

---

Would You Like to Know More? There is a Field Service News white paper on this topic available exclusively to fieldservicenews.com subscriber. Click the button below to access it now! 

 

 

---

This premium content is sponsored by: 

   

 

---

Data usage note: By accessing this content you consent to the contact details submitted when you registered as a subscriber to fieldservicenews.com to be shared with the listed sponsor of this premium content who may contact you for legitimate business reasons to discuss the content of this content.

---

NEW! If you would prefer to access our full premium content library without having to submit data to our sponsors you can opt for a paid subscription for as little as £15/month find out more @ https://www.fieldservicenews.com/subscription-tiers

---

 

What the More Experienced Field Service Engineer Brings to the Table...

So, let’s take a look at why the gig economy can be of benefit both for more seasoned engineers and for field service organisations themselves.

 

Flexibility

The frequent travel of a field service engineer can be an exciting life for a younger worker. Indeed, this variety is something that field service organisers are starting to leverage as they seek to employ from the millennial labour pool.

However, it is a work-life balance that is perhaps less attractive for the engineer who has settled and doesn’t want to spend time away from their family so often.

Equally the older engineer, who is perhaps entering into semi-retirement may not want to (or be capable of) climbing up pylons or squeezing down cubby holes everyday but whose technical skills can be leveraged in less demanding roles.

Additionally, as our society adapts to newer thinking towards work, the entrepreneurial approach is becoming increasingly common amongst older workers as they have the necessary diligence to continue to seek out the work needed to provide them with financial support, but relish the freedom of being able to set their own agenda.

 

Experience On Tap:

For the field service organisation, the ability to tap into a pool of experienced engineers, on demand, allows them to minimise the risk of unnecessary costs while still being able to meet any peaks in service requirements.

Whilst this is of course true of any gig-worker, regardless of age, field service companies are seeking out more seasoned engineers for a number of reasons. 

 

Experienced with the Assets

The engineer that has been there, done it and got the t-shirt is likely to hit the first-time-fix rates.

Not only are they likely to have vast experience on multiple assets within the industry segment, but also their experience will shine when it comes to fault identification as well. This is crucial considering that no fault found is one of the over-riding biggest causes for costly second visits.

 

Good Under Pressure

When every second of downtime is costing your client money the front line of the service cycle can be a high-pressure environment.

In such pressure, mistakes can be made which can be costly for both you and your client. The experienced engineer is likely to be able to draw on a well of experience to help them get the job done as efficiently as possible.

Indeed, this is the reason that so many field service organizations actively seek out ex-military personnel.

 

Good with the Customers

Of course, if the customers problem is resolved nice and quickly then they are likely to be happy.

However, a confident and well-mannered engineer can then be the link in solidifying their relationship with your organisation and potentially paving the way for renewed or upgraded service contracts in the future.

The gig-economy engineer doesn’t need to be part of your sales process to achieve this, but they are the representative of your brand and the quality of their interaction with your customers will impact your sales teams conversations at some point in the future.

The experienced engineer is more likely to understand the wider business processes and be more comfortable engaging with customers whilst also naturally carrying a more authoritative tone.

 

Would You Like to Know More? There is a Field Service News white paper on this topic available exclusively to fieldservicenews.com subscriber. Click the button below to access it now! 

 

 

---

This premium content is sponsored by: 

   

 

---

Data usage note: By accessing this content you consent to the contact details submitted when you registered as a subscriber to fieldservicenews.com to be shared with the listed sponsor of this premium content who may contact you for legitimate business reasons to discuss the content of this content.

---

NEW! If you would prefer to access our full premium content library without having to submit data to our sponsors you can opt for a paid subscription for as little as £15/month find out more @ https://www.fieldservicenews.com/subscription-tiers

 

The service sector will weather the Corona Virus storm but our customers needs will have changed so how do you operate in a post-pandemic environment? Bill Pollock talks us through the process.
For most services organisations, 2020 started out looking every bit the same as 2019 ended – full of uncertainty in an unpredictable economy, coupled with an increasingly demanding and volatile geo-political business model. Then, the world as we knew it changed dramatically – seemingly overnight – by the impact of the Coronavirus and subsequent global economic disruption. 

However, despite all of the uncertainty and volatility, it is important to remember what we all do for a living – that is, we serve our customers by making their jobs – and their lives – easier to deal with on a day-to-day basis. This is what services organisations do, and that model has not changed over the past several decades. 

What does this mean?

Time for the Field Service Sector to Stand Tall

It means that we, as an industry, still need to provide our services to our customers – but, now, even better, quicker and more efficiently than ever before. The marketplace has no tolerance for anything less than superior service and support, and if your services organisation does not already provide it, they’ll find another organisation that does! 

Everyday, businesses of all types are forced to wrestle with quickly-moving economic downturns and upheavals, staff reductions, fluctuating stock prices, an unstable global market economy, and all of the business and personal challenges that result from their ongoing attempt to make everything work together in harmony. What better can we do as an industry than to provide our products, services, and support to our customers in a fashion so well-designed and executed that we actually make their lives easier just by doing so? 

No more artificial "bundles" of services offerings or “lemon-freshened” software packages; no more late response times or missed deliveries; no more sub-par service performance; no more surprises; and no more excuses! Today’s business environment demands that services organisations get their respective acts together, manage their service delivery processes better, and provide a full complement of the types of services and support that are meaningful to customers. 

This is even more critical as ever before, as lives are literally at stake! 

But, how do we do this? There are many ways – but it will take a lot of work, and your organisation may not be able to do it all by itself.

 

An External Review of Your Customer's Field Service Needs:

First, you will need to take a hard look externally at exactly what your customers (and prospects) require from your organisation, addressing such questions as: 

• What are our customers' specific product, service, and support needs and requirements? How do their needs differ in the immediate-, short-, mid- and longer-term? 
• Does our organization's current service and support portfolio match our customers' needs? All of their needs? Their real needs? Their immediate needs? 
• Where are there gaps between our present offerings, and our customers' future needs? 
• What additional value-add, premium, and/or professional services do our customers require – but cannot get from their current vendors? (Even from us!) 

• How are the changes our customers' organisations will be going through change their needs for service and support in the future? And, to what degree? 
• What vendor options and alternatives do users presently have? What newer options and alternatives will they be looking for tomorrow? 
• Where do we stand with respect to the competition? What will it take for us to “make the cut” from a prospect's "long list" to its "short list"? How compelling are our demos? Do they reflect the proper level of criticality in today’s chaotic environment? 
• When the dust settles, where do we want our organisation to be positioned? Does the marketplace look to us as being a progressive and responsive solution provider? Or, are we perceived more as a once-progressive vendor that has become out-of-touch, or “dusty”? 

 

An Internal Review of your Field Service Capabilities:

Second, you will also need to take an equally hard look internally to determine whether your organisation's infrastructure, operations and processes are sufficiently in place to attain your – and your customers' –overall service delivery performance goals, addressing such questions as: 

• Are we organised effectively to deliver the right products, services, and support; with the right features; to the right customer segments; at the right time? 
• Is our organisational structure effective in managing all facets of the business? What do we need to do to make it stronger? 
• Do we have the right processes in place to deliver everything we promise? How can we best measure whether they are really working? 

• Are our customer support personnel adequately trained – and empowered – to support our customer base? Can they provide "knock your socks off" service? 
• Do we provide our sales, service, and tech support personnel with all of the tools they require to get their jobs done? What more do they need to become more effective? 
• Do we have all of the Information, Communication, and Technology (ICT) systems in place that are needed to run our business? Where are there gaps? What “new” technologies do we need to incorporate into our existing services operations? Augmented Reality (AR)/Merged Reality (MR), Artificial Intelligence (AI), Machine Learning, Remote Expertise, etc.? 
• Are we focused enough on the customer? Is our Customer Relationship Management (CRM) approach good enough – and is it working? Are we as responsive during the current pandemic crisis as we need to be? Do our customers think so? 
• Are we tracking and reporting the right things? Do our managers have all of the data and information they need to make effective decisions? 

• Do we have a formal plan for growing our services and support capabilities along with the changing needs of our customers? How agile is our operational structure? 
• Do we have our internal act together? How can we ensure that everything we do yields the desired outcome? 

These are certainly turbulent times, and the market has never been more serious about its choices – nor more educated in its ability to distinguish between the leaders and the "wannabes" or followers. More users are getting more information – faster – about your organisation – and its competitors – than ever before. And, they’re acting quickly upon the information they receive! If your message is not adequately articulated – and communicated – to the appropriate marketplace, you could end up “dead in the water” before you know it – even if your products and services are actually better than the competition's!

The market is looking for your message, and the worst thing that can happen to your organisation is letting your competition communicate it to them first – ahead of, and instead of,you! 

Look around, and you will no longer see any underachievers or “dead wood” competing in the marketplace. They’re all out of business, or about to disappear – one way or the other. What’s left – or what will be left, once the dust settles – are solely going to be the true performers – the services organisations that both “get it” – and “do it”. Be one of the organisations that "gets it" – and goes after it!

Don't follow your competitors – follow the needs and requirements of your customers! And make sure that you utilize all of the external and internal resources that are available to you! 

---

Further Reading:

• Read more of Bill's features written exclusively for field service news @ www.fieldservicenews.com/blog/author/bill-pollock
• Follows Bill's blog and his analyst work @ https://pollockonservice.com/

 

In a turbulent automotive market Japanese manufacturing giant Nissan have had to take the hard path to find success writes Laura Anne Danaraj...

The automotive industry has been going through a state of disruption in recent years challenged by consumer-centric approaches, driving transformational changes and adopting new technologies.

With so many options available in the market, automakers need to stand out amidst economic, environmental, and emotional preferences. But how? At Field Service Asia, organized by WBR Singapore, we had the privilege to interview Jamie Morais, Head of Aftersales Dealer Operations, APAC, Nissan to learn more.

Full Cycle Service Management Across OEM, Dealer and Customer

Well, apart from doing what they do best - designing and manufacturing cars, automakers have realized the importance of giving a full spectrum of services to build brand loyalty. In the case of Nissan, the Japanese automaker is working hand-in-hand with an authorized network of dealers from different countries as their partners, seeing them as an integral part of their ecosystem.

“They (dealers) are the ones who take care of the cars for the customer," Morais explained. "Therefore, what we do from our side is to come up with policies and strategies that focus on enhancing customer experience and customer’s journey. We then work with the dealers to ensure that the kind of service delivered to the customer is accomplished.”

As such, when automakers and dealers form a collaborative partnership, customer retention improves, brand loyalty is achieved and customer engagement process is standardized. This in turn influences the overall market share gained.

However, some relationships have often been fraught with friction, as automakers appear to be occupying the passenger seat, with dealers engaging with the customers directly. How then does Nissan manage expectations and delight customers in this situation?

“Well, it’s only a challenge if you don’t put yourself in your customer’s shoes." Morais continued, "If you do put yourself in your customer’s shoes, thinking from a customer’s point of view, it becomes a delight. If you can achieve or exceed you customer’s expectation, you are already building loyalty. Our focus now is customer retention, in order to build what we call a ‘family’ of Nissan owners.”

"To minimize disruption, predictive maintenance can be performed while equipment is operating..."

Since dealers manage customer relationships, they are in the best position to build trust and personalize experience, thus, seen as enabler rather than a hindrance, a partner rather than a competitor. For Nissan, getting the buy-in of the dealers to deploy their strategies is a priority. When both manufacturer and dealer have the same goal, training and development is next to ensure that what the frontliner is saying and acting are according to the designed strategy.

And one of the strategies include embracing technology to satisfy customers, which as we all know influences the customer’s perception of the brand, and decision to buy. What kind of projects involving technology did Nissan have in place for their customers then?

“We are working on this project for ‘last mile, first mile’." Morais responded. "After you buy a car, you would then need servicing. The question is when. So instead of waiting for the customer to call you for servicing, why not call the customer instead. You are predicting when the car is going to need servicing. And, this requires technology. For us (Nissan) to be able to communicate with the car – like an indication when it needs servicing, the car should inform us of its problem first.”

To minimize disruption, predictive maintenance can be performed while equipment is operating. The transition from a reactive to a predictive mindset enables automakers to respond to the warning indication the moment it is received. Going the extra mile to provide high quality aftersales, enables manufacturers to reinforce their ties with their customers through a satisfying experience.

"Automakers should adapt to their customer’s preferred communication channel..."

Nissan is also going digital when it comes to customer interaction. With the prevalence and ease of mobile phones and tablets, Morais believes customers are after non-verbal communication these days. Looking at how customers currently interact with them, service appointment and engagement process are done without opening their mouth, but all in the palm of their hand. And with this, automakers should adapt to their customer’s preferred communication channel to make information readily available through these commonly used platforms.

“When they come in for a service, actually coming in and bringing the car to us, we try to make the process more convenient, making sure that the time that they come in to the time they go out is the shortest possible, with least disruption to their regular routine,” he said.

Convenience is key in fueling high quality aftersales; and should be infused into every single customer experience. Automotive industry is no exception when it comes to dealing with the ramifications of customer’s expectations. These expectations have a profound effect on brand loyalty, and are crucial in firming up purchasing decisions. No longer separated by dealers, automakers have to collaborate with them in bringing the brand closer to their customers. 

Finishing, Morais shared the benefits of attending Field Service Asia, how it gives him the chance to not only discover the latest technology in the market at present, especially when it comes to aftersales service, but also engage with like-minded people.

 

---

If you want to learn more about digital transformation in your business or on how to engage with your customers, then make sure you attend Field Service & B2B CX Asia . 

---

Further Reading:

• Read more about digital transformation in field service @ www.fieldservicenews.com/digital_transformation
• Read more about Customer Satisfaction @ www.fieldservicenews.com/Customer_Satisfaction
• Read more articles from Laura @ www.fieldservicenews.com/blog/author/laura-danaraj
• Find out more about Field Service Asia @ fieldserviceasia.wbresearch.com
• Follow Laura and the Field Service Asia TeaM on Twitter @ https://twitter.com/fieldserviceap

The chaos that we all found ourselves thrown into during the global pandemic has meant a lot of introspection from both a personal and corporate perspective for all of us. Yet as we move forwards into the new realities of a post-Covid-19 world Nick Frank outlines where we can find the resilience to not only rebuild, but improve...

---

Organisational Resilience: "The ability to survive a crisis and thrive in a world of uncertainty. Resilience is a strategic capability. It isn't just about getting through crises. A truly resilient organisation has two other important capabilities - the foresight and situation awareness to prevent potential crises emerging, and an ability to turn crises into a source of strategic opportunity."

Source: www.resorgs.org.nz

---

 

If there is one thing that we will learn from the current Coronavirus chaos, is that it is resilient people and organisations who survive and thrive! Technology, infrastructure and education can help. But it is the determination of people to do the right thing and not be afraid of adversity that sees families, companies and nations through tough times.

After the fire fighting will come the rebuilding, where Service Leaders will have to decide the future shape of their organisations in a challenging world. Not only will they have to contend with meeting pent-up demand with depleted resources, the challenges of digital disruption and climate change will not have gone away. Companies' survival will depend on how well they can adapt and evolve in a world even more economically constrained. I believe developing personal and organisational resilience will be the key to developing processes, technologies and ways of working that will enable us to overcome the significant obstacles in our path. As I sit in ‘home isolation’ with my family, I can feel a mix of emotions. On one hand fear and confusion. On the other determination and love. These are amplified by the news, social media and radio reports where we see memes on toilet role or rants on social distancing, as well as the odd grand patriotic political speech.

Service Management's GREATEST Challenge

I find myself asking, what do I need to do to move through this? It is certainly not to give in to fear, which is there in some shape or form in all of us. It is more to focus on the what we can do, what we can control, what we can influence. The good news is that these are all aspects of our personality and the mindset we nurture for ourselves. Indeed, this ‘growth’ mindset comes way before we think about technology, processes or even organisation.

Maybe test this assertion for yourself by thinking back to a challenging time you have faced. What got you through it and most importantly what did you learn? For myself this was the birth of our second child. My wife had a very complicated pregnancy with early contractions, which resulted in us going to A&E on multiple occasions, driving to hospital, not knowing whether our baby was alive or dead.

"I would suggest that now is the perfect time to build resilience in ourselves and our organisations..."

My biggest learnings were to be able to live in the moment, acknowledge the fear then move forward, take one step at a time, to focus on what we could control, and not all the other stuff. We were lucky that it was a happy ending, that on reflection helped us to become more resilient and able to handle adversity.

Back to the present days question, “Where do we go from here?”

I would suggest that now is the perfect time to build resilience in ourselves and our organisations, as we move into what hopefully will be more fruitful times. It starts with leaders who recognise that their people are key to current and future profitability. Those who have let fear enter their hearts and pre-maturely downsized their teams to fit the perceived economic reality, will lose the trust of their employees. Their road to resilience will probably be longer and harder than those that retain the goodwill. Indeed, research shows that organisations that survive and flourish after hardship are those that have a committed and motivated staff.

"Build resilience in your people, and the resilience of your technology, processes and organisation will evolve as well..."

The benefits are not just people and organisations who are faster to adapt to changing circumstances, there is a solid economic rational as well. Studies such as this one from PWC in 2014 show “initiatives and programs that fostered a resilient and mentally healthy workplace returned $2.30 for every dollar spent — with the return coming in the form of lower health care costs, higher productivity, lower absenteeism and decreased turnover”. So, resilience does pay!

As we live through the COVID crisis and start to come out the other end, we have a great opportunity to build resilience into ourselves and our organisations. There are many models for individual & organisational resilience, but from a Service Leaders perspective, there are three key messages I would recommend to focus on:

• Self-Belief
• Focusing on solutions
• Always Learning
  
  

Self-Belief

If you or your organisation do not have a strong sense of purpose, then whatever models or philosophies you choose to follow are unlikely to succeed. At a leadership level this means being able to truly role model the values that most modern organisations espouse such as respect, integrity and accountability. Teams respond to how they see their leaders communicate and demonstrate these values and behaviours. But good values are only part of the story.

People need to understand that the organisation has a clear direction so that they can readily identify with its “Purpose” and “Culture”. If all these messages are coherent, then self-belief will grow and flourish. Perhaps one of the simplest actions you can take is to practice the art of delegation. The more people can influence the what and how of their jobs, the more they are engaged, own and believe in what they can do.

Focusing on Solutions

People and companies who can focus on solutions are constantly moving forward. These are people who can recognise and articulate problems, but do not dwell on who to blame for a situation, but rather how to move forward and solve the challenges. Build this into all your communications.

"The huge customer problems that your teams have faced means that they must have focused on finding new ways to operate and deliver to customers..."

Emphasising this step by step approach towards the goal, encourage appropriate risk taking and reward teams for finding solutions. Encourage collective responsibility but hold individuals to account. You will know your organisation is moving in the right direction when you hear your people using the phrase “Yes, And….” rather than, “Yes, But”.

Always Learning 

The organisations most likely to adopt new ways of doing things or those where learning and change is embedded into the way of life. These are the organisations where people seem to have new roles every 3-4 years. Although too much change can be disruptive, it is a very good indicator of how good an organisation is at taking on and running with new ideas. We have heard many service managers talking about how they have had crash courses in remote diagnostics or augmented reality technologies.

What an opportunity to learn! To build on these experiences, make sure you re-iterate the importance of always reviewing lessons learned? Indeed, the recurring themes from companies that demonstrate resilience are: Communicate, Communicate, Talk, Listen, Take Action and Communicate again!

These three behaviours allow us to face reality in the present, pulling on past experiences and others to find the best solutions. Whether they are applied in personal situations such as a difficult pregnancy, or in our professional lives, there is always an opportunity to grow. In the current crisis, all business people I have spoken to have had these three fundamental beliefs well a truly shaken. Just surviving should show the importance of self-belief in overcoming adversity.

The huge customer problems that your teams have faced means that they must have focused on finding new ways to operate and deliver to customers. I would be very surprised if your people have not got some learnings and ideas out of these experiences. If you can now build on these three behaviours, then the challenges of digital disruption and global warming may be transformed from threat to opportunity!

 

If you would like to know more about how to take your team on this journey, then contact Nick at nick.frank@si2partners.com 

 

---

Further Reading:

• Read more about resilient organisations @ www.resorgs.org.nz/about-resorgs/what-is-organisational-resilience/
• Read more about building personal resilience in the workplace @ hbr.org/2016/06/627-building-resilience-ic-5-ways-to-build-your-personal-resilience-at-work
• Read more about the The Ken Ginsberg's 7 Cs @ - www.portlandpediatric.com/console//page-images/files/building-resilience/All%20Ages/Seven%20Cs.pdf
• Read more about the impact of Covid-19 on the field service sector @ www.fieldservicenews.com/covid-19
• Read more of Nick's articles for Field Service News @ www.fieldservicenews.com/blog/author/nick-frank
• Read more about Nick's work with Si2 Partners @ si2partners.com
• Follow Nick's work on Twitter @ twitter.com/si2partners
• Connect with Nick on LinkedIn @ www.linkedin.com/in/nick-frank-2756a51

In the next part of our video series published in partnership with Localz that looks at gig economy in field service, we take a look at some of the core misconceptions of the gig workers and employers...

 

The Misconceptions of the Gig Economy in Field Service

Having outlined the growing case for the field service sector embracing the gig economy in earlier features within this series,, let us now take a moment to bust some of the myths surrounding the conversation…

 

Misconception #1 : The gig economy is just young kids on bikes

If you look at the various gig work platforms that are available, it quickly becomes clear that many are targeted at workers with a specific level of expertise. When we think of the gig economy we often automatically think of platforms such as Uber or Task Rabbit. But the truth is the gig economy is a broad and wide spectrum. For example at the other end of the spectrum high level, management consultants have essentially always been part of the gig economy, long before the term was ever coined. In fact over two-thirds (66%) of the gig economy are over thirty.

When we look at field service engineers, successful platforms have emerged such as FieldNation or WorkMarket that have allowed field service organisations to effortlessly tap into a contingent labour market full of qualified and experienced service engineers.

 

Misconception #2: The gig economy is only utilised by certain types of company

Actually, 40% of companies expect that gig workers will become an increasing part of their workforce.

Many businesses are clearly seeing the value in using freelance workers to meet their staffing needs. Companies like Swiss telco giant SwissCom for example are rapidly expanding their teams and building new service revenue streams by utilising an abundance of gig workers.

This is a trend that we have seen increasing in field service and as it offers a win-win for gig workers and field service companies alike we anticipate it will only continue.

More field service companies hiring gig workers will only serve to drive the acceptance of the gig economy further bringing more experienced engineers to the gig economy market.

 

Misconception #3: Gig workers are just waiting for a ‘proper job’

There is the common misconception that gig economy work is a means to an end whilst workers seek out a more traditional form of full time employment.

In fact research by Forbes shows that only 20% of freelancers would prefer full time employment Despite scare stories that position gig workers as vulnerable from exploitation and low wages, the reality is very different and that most gig workers wouldn’t choose full-time employment even if it was available to them. Nearly a half of respondents (45%) would opt to work independently and state that they would seek to acquire new clients in order to meet their financial goals.

All of this is noteworthy because as a group, freelancers do tend to work longer hours at less pay than their employed counterparts.

At the same time, they tend to state that they work on more interesting projects and enjoy the flexibility that gig work provides to them, including being able to work from home, and spending more quality time with their family.

Overall, this could reflect a shift in priorities among workers and has been aligned with the societal change of the workforce as boomers retire and millennials replace them.

However, further study of the available data would indicate that this is in fact a universal preference that transcends generational outlooks.

 

Would You Like to Know More? There is a Field Service News white paper on this topic available exclusively to fieldservicenews.com subscriber. Click the button below to access it now! 

 

 

---

This premium content is sponsored by: 

   

 

---

Data usage note: By accessing this content you consent to the contact details submitted when you registered as a subscriber to fieldservicenews.com to be shared with the listed sponsor of this premium content who may contact you for legitimate business reasons to discuss the content of this content.

---

NEW! If you would prefer to access our full premium content library without having to submit data to our sponsors you can opt for a paid subscription for as little as £15/month find out more @ https://www.fieldservicenews.com/subscription-tiers