Second article in a series of three
IoT creates real business opportunities for system integrators. The following real example illustrates how installed automation infrastructure can be leveraged towards value added services. By embracing IoT technology, system integrators can create value for their customers, and in the process open up new revenue streams for themselves.
Jim provides system integration for a national car wash chain. Prior to Jim’s recent system improvements, his approach was reactive. He waited for a customer to call before he would travel to the site, manually perform the work and wait for supply orders.
With the help of one hardware device, free cloud infrastructure, and manufacturer support, Jim was able to expand his business and double his revenue in 2015. He uses industrial automation devices to help him operate, troubleshoot, diagnose and provide basic consumable usage data such as soap, wax, water meter data, heating and filter pressure. When a car wash attendant calls for help, he has already received an alarm notification to indicate the potential issue. Jim can then securely connect remotely using a laptop to troubleshoot the PLC or view the HMI remotely. He can also check consumables status and reorder as necessary.
This set-up has been taken to the next level to increase the value provided to the car wash owner. Jim can integrate the data being collected into a remote dashboard. This way he can view, diagnose, troubleshoot and automate the reordering of consumables, apply for water recycling rebates, and more. He simply needs to install a hardware device to fetch the data from PLCs or HMIs, and automatically post that data to the dashboard. With real-time access to all of the car washes, Jim can reduce the amount of time traveling. He also reduces the time wasted placing orders.
Automatic ordering increases Jim’s service level by always placing orders on time, ensuring uptime for the car wash operator. Furthermore, the data that Jim collects and aggregates from the numerous car washes can potentially be linked directly to other vendors to determine efficiencies, environmental conditions, customer counts, utility billing, rebates and more. This collection of data can easily become another revenue stream for Jim.
Jim realized the value of IoT convergence in industrial control systems to increase uptime for the car wash and provide new data-driven revenue streams for himself.
There are several tips that will aid in your future IoT projects:
- Find a reputable vendor with years of proven IoT experience and strong automation partners.
- Select solutions that are specifically designed for industrial control systems, ones that can be easily deployed and supported for years to come. Choose future-proof solutions.
- Make sure the products you select use and/or are compatible with open standards and offer APIs where System Integrators can add value and are still easy to accomplish. Proprietary protocols and “secret” technology always lead to production and operational disruptions.
- Utilize the CSIA Exchange to locate a hardware vendor that can easily accommodate project needs and requirements, while offering training, documentation, video tutorials and support.
Darian Slywka is western area sales manager at eWON. You can contact him direct at (+1) (412) 228-5883.