6.2.2 Analytical Instrumentation Management as a New Business Model

The business model is to achieve a volume effect through a substantial increase in share of wallet for MTPRO (Penetration effect) as well as a more rapid loop replacement cycle from 12 to 6 years of the analytical instrumentation loops (Lifetime effect). (Belz Christian/ Müllner Markus/ Zupancic Dirk, page 122, Source: Belz 2004, based on presentation and discussions with Dr. Michael Baumbach from Hilti). Figure 20 shows this volume effect for a potential key account.

Figure 20: New Business model KAM of MTPRO (Source; On the basis of Michael Baumbach, Hilti presentation)

The term instrumentation exchange age has the same meaning as loop replacement cycle. Existing and future loop sales are referred to analytical instrumentation in the form of transmitter & housing & sensor. The increase in share of wallet up to 100% is illustrated as a best case scenario.