6.1 Determination of solution package of MTPRO

The main determinant for the establishment of a compelling solution package comes from various analyses analogue to the value chain analysis, shown in figure 16 in chapter 5.2.2. As a matter of course, the customer challenges and pain points along the value chain might differ from customer to customer. However, according to MTPRO experiences and several informal interviews with end-customers there is a sound match of challenges and pain points within the same end-user segments. These challenges and pain points can also be called customer requirements. Below there is a summary of these requirements with the CPI end-user segment:

• Reduction in maintenance efforts to save manpower costs
• Reduction in raw material consumption to save operational costs
• Improvement in yield to raise profitability
• Avoid downtime to a minimum level
• Optimal product-application fit for instrumentation for highest production profitability
• Reduced instrumentation costs over life cycle
• Quick availability of consumables and instrumentation for breakdown emergencies

In order to assist the selected key accounts to meet or exceed these requirements MTPRO needs to come up with an integrated concept. This concept shall demonstrate the validity of our proposed offering in terms of economical operating figures such as total cost of ownership, gains in production profitability, return on investment et cetera. Only in providing these figures MTPRO can gain the trust and creditability of the selected Key Accounts. The particulars of a newly developed concept are now introduced. It is named after my own term “Analytical Instrumentation Management”.