Augmented Reality State of the Art 

An Identification of Key Players 

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Considered to be one of the most defining technologies of our times, Augmented Reality(AR)  provides a live direct or indirect view of a physical, real-world environment and then augments (or supplements) this view with computer-generated sensory input such as sound, video, graphics or GPS data. AR improves users’ experience by enabling them to interact and learn from whatever they are observing.  Deployment of AR tools within a field service environment can have a measurable improvement on key performance indicators (KPIs) related to quality, productivity, and efficiency such as Mean Time to Repair, First Time Fix Rate, and Mean Time Between Failure.

The implementation of an AR solution requires integration of multiple components which must all function together to make the solution work.  First there is the viewer technology. Most often this takes the form of Smart Glasses or a mobile device such as a tablet or smart phone.  Next is the application which allows the device to read what the field service engineer (FSE) is seeing live and produce the additional content whether it be sound, video, graphics or GPS data.  In addition, many AR experiences rely on video from the onsite FSE to a control center or remote support personnel with special information or skills to assist the onsite FSE in completing the job.  Often the communication is done using a mobile device such as a smart phone or tablet.

In this blog we examine some of the key players in the AR space who have developed both use case scenarios and actual solutions for maintenance and field service environments:

APX

APX’s Skylight is an AR enterprise platform which integrates with smart glasses or other wearables.   It allows field service engineers to receive in-view instructions and obtain remote assistance with video from a central control center. It also has the ability to capture information at the onsite location and receive live data feeds to aid in field service.

AR Media

I-Mechanic is an AR application for smartphones that enable consumers or mechanics to perform maintenance on automobiles.  In addition it can provide consumers with useful information on closest auto repair and parts stores.

Epson: Moverio- Augmented Reality Glasses

The Moverio product uses sensors to provide onsite 3D Augmented Reality assistance while detecting issues and seeing images of what exists inside the components.  Additionally it provides one way video to a “control room” providing other resources for the onsite technician to successfully complete repair. One of the use cases for the Moverio product is the inspection and repair of HVAC systems  on cruise ships.

Fieldbit

An AR software platform allows for both 3-D overlay of information and remote instruction/collaboration with experts using video and smart phone technology. It also provides the ability to catalog issues and capture technical information enabling users to log and track reasons for equipment failure. Fieldbit is currently being used in maintenance of Print Equipment Manufacturers, Medical Equipment Manufacturers, Utility Providers, and Industrial Machinery.  Fieldbit recently partnered with cloud based, field service management software vendor ClickSoftware  to deliver faster, more effective field service repair resolution once the workforce arrives on site.

iQagent

iQagent is a mobile-based AR application for plant floor maintenance.   It scans QR codes to provide maintenance related information such as process data, schematics, and other resource.   It can be customized to read an individual organizations data and information from its database.

Microsoft

HoloLens – AR glasses which can be purchased as part of a commercial suite allowing for customization for enterprise use.  Current partners include Volvo, NASA, Trimble, and others.

NGrain

NGrain consists of a suite of AR applications including:

ProProducer –  platform to create virtual training simulations;
Viewer – companion to ProProducer to view and use the virtual simulations;
Android Viewer – allows access to content created using ProProducer from Android devices;
SDK – allows building of 3-D imaging to provide AR experience including both surface of objects and what is inside and underneath.

NGrain has also developed a number of industrial applications for its AR suite of products including but not limited to:

Consort – for inspection and damage assessment;
Envoy – providing real-time updates and information to field service engineers and allows communication between technicians;
Scout – Use Case – Aircraft Repair shop floor – real time visual analysis with Floor Manager oversite improving efficiency.

PTC

ThingWorx Studio is an AR offering developed by PTC for use in Industrial Enterprise. It combines the power of Vuforia, an AR platform, with the ThingWorx IoT Platform. These technologies offer new ways for the industrial enterprise to create, operate, and service products. For example, this technology can be used to monitor machine conditions in real-time and provide step by step instructions on the operation, maintenance, and repair of these machines.

Scope AR

Scope AR offers several applications to facilitate an AR platform within a field service environment. The Worklink application allows 3-D images and instructions to pop up on mobile or wearable devices thus enhancing the FSE’s ability to get information on site. To see a video click here.

Remote AR  allows onsite technicians to interface with remote support personnel, sending video feed to allow for collaboration and assistance to the onsite maintenance team. To see a video click here.

XMReality

A Swedish company whose product, XM Reality Remote Guidance, allows onsite technicians to use video to connect to a central control center to receive visual instructions from qualified technicians with the information on how to fix the onsite problem. Their products include Smart Glasses, a Guide Station from which to provide the remote assistance, a tablet, interface with mobile phones, and a heavy duty casing for Microsoft Surface Pros to be used in the field.

Although the AR market is in its early growth stages, the vendor landscape for these solutions is already quite vast.   We anticipate that more vendors will emerge while others evolve into more robust solution providers as the market continues to mature. There are of course many other applications for AR as well outside of field service and maintenance such as retail, consumer, building and more.  We hope that you will join the conversation and let us know about your experience with these and other companies in this marketplace.

Got a question? Click here to schedule a free consultation

Sell More Service By Providing More Value

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Over the last month I’ve spoken to over two dozen Field Service Executives about challenges they are facing when it comes to generating additional service revenue for their companies.   I observed several common themes.  First, every executive I interviewed indicated that they would like to sell more service contracts.  However, they were experiencing resistance from customers as evidenced by low contract attachment rates.   Second, these executives were concerned about whether or not their prices were too high or if their customers really needed service contracts.  After all, this was the feedback they were receiving from their sales teams and even first hand from the customers that had spoken to directly.

This is an all too familiar problem for me.  I’ve encountered this for the last twenty five years as a management consultant. It is also a challenge that many field service executives face.  Seldom is price the real issue why companies struggle to sell service contracts.  In market research studies that I have completed for clients in a wide array of technology service industries, I have found that price is often low on the list of criteria that end-users consider when selecting and evaluating service providers.  Indeed, criteria such as quality of service, knowledge and skill of service personnel, breadth of service offering, and vendor’s knowledge of their business are perceived by customers to have higher importance than price alone.

The truth is “your price is too high” will always be an objection that customers provide when they cannot justify the purchase of a product or service.  In other words, they have no way of logically defending the value of the service being purchased.  Stated another way; they are not able to differentiate the benefits of service contracts from time and materials service.  The problem is that Field Service Organizations (FSOs) often attempt to sell service contracts without providing reasons why a contract is better than simply paying for service on a time and materials basis.   In order for end-customers to rationalize their purchase of service contracts, FSOs must be able to demonstrate the contrast between service contracts and time and material/pay as you go service.

In order to achieve this outcome, FSOs must be able to articulate the value of service contracts to customers as well as to their own sales people. They need to describe what’s included in a service contract that is not included in time & materials. This requires they do an effective job in defining the service contract and answering the question “What’s in it for me (the customer)?”  If the only difference between a service contract and time & materials is that the customer is able to prepay for service, then there is no value and no contrast.  However, if the service contract provides a preferred level of service (e.g., 4 hour response time, 7 by 24 hour coverage, parts, etc.) or preferred price structure then the customer is presented with some real value and contrast.

Ultimately, FSOs must be able to help customers defend their purchase of service contracts.   They do this by offering more value in a service contract than the customer could possibly receive through time and materials services.  Another way that FSOs can help customers defend their purchase is by letting their customers know why they offer service contracts in the first place, and why they prefer customer purchase them.   Usually, service contracts help FSOs do a better job at anticipating and managing service requests. It helps the FSO forecast and plan resources better.  As a result, service contracts benefit the customer which is something customers will understand and appreciate.

If your company is facing struggles when it comes to selling service contracts then perhaps it is time for a marketing tune-up.  A tune-up will identify where there are challenges in your sales and marketing process and more importantly, explain how to overcome them.  If you are interested in learning more, then contact me to schedule a free strategy session where I’ll describe what’s involved in a marketing tune-up, help you determine if it is something you need, and explain how you can get started. Isn’t it about time you stop leaving money on the table and start winning more business.

Got a question? Click here to schedule a free consultation

The Most Empowering Question You Can Ask

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Have you ever felt stuck when it comes to growing your service business? For example, you feel that things are stagnant or perhaps just not going as well as you’d like.  If your answer is yes, then chances are that you have been doing the same thing over and over again and expecting a different outcome.  That’s called insanity!!

You know you need to make a change but you are not exactly sure how.

All of us in business have at one time or another felt this way.  Most people in this situation ask themselves…”What should I do?”  “What should I do to get better results?”   The truth is this is a poor question to ask.  It is a poor question to ask because it is a disempowering question.

Disempowering questions seldom give us new insights or perspectives that lead to real change.  This is because our mind always tries to find a way of answering our questions. When you ask yourself “What should I do to increase service sales?” you come up with a million different answers.  One answer may be advertising, so you spend money on advertising only to find that it doesn’t help. You may again ask yourself, what should I do to increase sales, and your mind answers…”invest in Search Engine Optimization (SEO)”.  You invest in SEO, yet still you observe little or no improvement.

You continue to ask yourself the same question over and over again and get answers like do more networking, do thought leadership marketing, do price discounts . . . but still no improvement.  Soon you find yourself running around in circles doing different things. You keep doing more and more different things in hopes of getting better results but nothing happens. That’s crazy!  If you keep this up, soon you are likely to hear a small voice inside your head say “Woe is me, what should I do, I don’t know what to do, poor me!”

Poor you is right!

Can you see why asking yourself “What I can do to increase sales?” is a disempowering question?  Asking this type of question creates a vicious cycle that you have to break before it breaks you.  You can break it by learning how to ask empowering questions.  The most empowering question you need to ask and answer if you are trying to grow your service business is, “What value does my company bring to the marketplace?” In other words, what is you value proposition?

The truth is you can’t improve your sales until you are clear about the value you provide. Without a clear value proposition, spending money on advertising, incentives, networking, and other forms of marketing is throwing good money after bad.

In order to define your value proposition you have to answer 3 additional questions:

  1. Whom do I serve?
  2. What problem do I help them solve?
  3. What results do I help them achieve?

These answers provide input to the value proposition formula, which goes something like this…l help X, solve Y, so that Z. Here, X is the answer to the question, whom do I serve; Y identifies what problem you help them solve; and Z clarifies the results you help them achieve.

For example, my value proposition is, I help service managers and executives gain access to new perspectives, strategies, and insights about service management so that they can increase sales, boost profits, and delight their customers.

Once you determine you value proposition and consistently apply it you’ll achieve better results:

  • You’ll gain clarity about whom you help
  • You’ll be more certain about how you help them
  • You’ll be more effective in finding more people like them
  • You’ll find yourself working with people who really understand and appreciate the value you provide them
  • You’ll close more sales

Remember, if you are feeling stuck in your business or career, and nothing seems to be working, you are probably asking yourself disempowering questions. Break the cycle of despair by asking empowering questions, instead!

Now it’s your turn.  Complete the value proposition formula (I help X, solve Y, so that Z) and share it with us in the Comments section.  We’d love to learn what you’ve developed and how you think it has helped or will help you company get more business.  If you need ideas about what to do now that you’ve developed your value proposition, schedule a free consultation today.