SCOPE: Mr Dunkmann, everyone is talking about digitalization. However, it often seems that the topic doesn't really take off. Why is that?

Walter Dunkmann: Digitization has been a topic of discussion for some time now. Although a lot is now technically possible and there are numerous solutions, it is often not clear to the user what specific benefits will result for them. This means that they need more than universal promises such as "increased efficiency" or "market growth". Ultimately, it's about analyzing the customer's applications together with them and demonstrating the benefits that can be achieved. For example, information on the current status such as performance, the condition of the system, forecasts on the service life of components or recommendations for the next maintenance. This is precisely what has often been lacking to date. Furthermore, it is not enough to simply make data available to the user. Instead, they must be able to record and transfer data as easily as possible and from any location. We are therefore now equipping all our mechatronic components with NFC. This means that the user can read out important process or system data directly from the field device. We also program apps with which our devices are not only readable, but also writable. This means I can commission or parameterize them via smartphone. The next step for us will be to transfer this data to the cloud. That way, I can check how my machine or system is running from anywhere or compare systems with each other. In my opinion, three features are crucial for a customer to use the product: the digitalization capability of the device itself, the connectivity and the usability of the data via apps.

SCOPE: Why do companies find it so difficult to demonstrate the added value of digitized processes to their customers?

Dunkmann: Digitization is not an end in itself, but should always be associated with added value for the customer. If I don't provide data in a processed and condensed form, the customer doesn't benefit. On the contrary: they then bear the high costs of data storage, for example. Even if solutions are available that provide users with the right data in the right format, there is still the question of what the resulting customer benefit is. In other words, what are they ultimately prepared to pay? For many providers of digitalization solutions, this balancing act between cost and benefit is not yet sufficiently defined. For us at Schmalz, it is important to show exactly what our products do and how they help the customer. Take our vacuum generator ECBPi, the "CobotPump", for example: it provides the user with energy and process data via a data interface. This data is used to derive recommended actions for the next maintenance and helps to avoid unwanted downtime.

SCOPE: What specific path is Schmalz taking?

Dunkmann: For example, we are showing what the digital version of predictive maintenance looks like. It doesn't even require a large infrastructure: vacuum components in conjunction with an app and a smartphone provide a wealth of data to optimize the process, detect faults at an early stage or reduce energy consumption. With the app, users can install, parameterize and operate their devices via smartphone. What's in it for them? Well, if a system comes to a standstill, the app provides clear information about the source of the fault. To minimize the risk of failure, the app enables predictive wear monitoring: a reminder for maintenance and a list of possible wear parts can be stored. The user can intervene quickly if necessary, reducing service times by up to 80 percent. This is measurable added value for the customer, which is only made possible by digitalization.