At the beginning of the year, DMG MORI pushed the strategic expansion of its sales business with its digital business model PAYZR. PAYZR stands for the central customer promise "PAY with Zero Risk". In the areas of equipment-as-a-service and software-as-a-service, DMG MORI has since built up a portfolio that makes manufacturing more flexible and more reliable in terms of planning – with minimal risk. Because the new formula for success of the technology leader is “Subscription & All-In instead of investment and purchase”.
Subscription business models like DMG MORI's PAYZR offer customers exactly what they need, when they need it.
“The core idea of subscription business models is to give customers exactly what they need, when they need it,” says Asef Duratovic, Head of Subscription at DMG MORI Digital GmbH, explaining the motivation with which PAYZR was designed. The first step was to offer the compact M1 vertical machining center in the Equipment-as-a-Service area – configurable in the DMG MORI Store. Depending on the machine package and contract term – 12, 24 and 36 months are possible – sers pay a customized monthly basic fee that covers maintenance, service and insurance – an all-inclusive package that is risk-free and allows full financial flexibility, as no down payment is required and instead of high capital expenditure, only operational operating expenses are incurred. This gives the customer absolute price and cost transparency. This is because only the pure machine usage after spindle hours is added to the basic fee.
CLX 450 TC: 6-sided complete machining in the PAYZR portfolio
In equipment-as-a-service, PAYZR includes the M1, a compact vertical machining center, and the CLX 450 TC turn-mill center.
At the PRE-EMO Show, DMG MORI is expanding the PAYZR portfolio with the new CLX 450 TC, so that customers can also produce in the turn-mill area without risk. With its automatic tool change and B-axis, the complete machining center reduces setup times for high component variance and low batch sizes. Therefore, the CLX 450 TC by PAYZR is the perfect solution for high flexibility in terms of production and payment model. The turning diameter of up to ø 400 mm and a maximum turning length of 1,100 mm cover a wide range of components. The heart of the turn-mill center is the swiveling B axis with the space-saving compactMASTER turn-mill spindle. It has a speed of 12,000 min-1 and a torque of 90 Nm. Its swivel range convinces a “span” of ±120°. The highest positioning accuracy and performance are also offered by the main and counter spindles with up to 5,000 min-1 and 345 Nm and integrated C-axis with a resolution of 0.001°. With the B-axis factor, the CLX 450 TC reduces setup times for high component variance and low batch sizes, a great added value compared to any turret lathe and ideal for the PAYZR business model.
Digital added value in the DMG MORI Store
With PAYZR, DMG MORI offers software-as-a-service and equipment-as-a-service across the entire value chain.
As a pioneer in the digitization of machine tool manufacturing, DMG MORI also takes the topic of software-as-a-service into account. Existing examples include the no-code platform TULIP for creating individual apps in the workshop, ISTOS with its PLANNING & CONTROL solutions for the workshop, and the service platform WERKBLiQ for the holistic maintenance and servicing management of a company.
The latest addition to PAYZR's software portfolio is up2parts: “up2parts calculation” enables automated quote generation based on artificial intelligence. Calculations and offers can thus be created in seconds and with just a few clicks. DMG MORI is convinced that this not only increases efficiency in work preparation, but also the success rate and thus the competitiveness of customers from batch size 1. “up2parts calculation” is based on a company-specific database, which interested parties and customers can use in full with “up2parts cloud basic”. The basic version is available to users free of charge: With unlimited storage space, machines, materials, customers and components are stored centrally there – the latter as a 3D model. On this basis, a geometric similarity search automatically finds identical or similar components within a few seconds.
As-a-service business models in vogue
“We have been experiencing the shift toward subscription business models for some time now. The most prominent example is probably Netflix,” says Asef Duratovic, referring to the “lighthouse” that once began by shipping rental DVDs and then advanced to become a leading streaming provider. He says something similar can be observed for many software products and even cars. “From purchasing, this path is increasingly leading in the direction of time-limited and flexible use.” Business models are becoming more directly oriented to the requirements and needs of customers, and former contradictions and challenges are dissolving. Asef Duratovic thus returns to the core idea expressed at the beginning: “It's not about the purchased product per se, but about the purpose for which the product or business model was developed – or its actual benefit.”
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