{"id":5632,"date":"2023-07-13T15:53:00","date_gmt":"2023-07-13T15:53:00","guid":{"rendered":"https:\/\/www.definox.com\/?p=5632"},"modified":"2023-07-18T09:13:19","modified_gmt":"2023-07-18T09:13:19","slug":"nicolas-czerniak-comment-maitriser-tco","status":"publish","type":"post","link":"https:\/\/www.definox.com\/blog\/nicolas-czerniak-comment-maitriser-tco\/","title":{"rendered":"Nicolas Czerniak\u00a0: \u00ab\u00a0le TCO* est un vrai enjeu pour nos clients\u00a0\u00bb"},"content":{"rendered":"\n
<\/div>\n\n\n\n

*TCO : Total Cost of Ownership – Co\u00fbt Total d’Acquisition <\/p>\n\n\n\n

<\/div>\n\n\n\n

Responsable r\u00e9gional des ventes pour le march\u00e9 d\u2019Europe de l\u2019Est et pour la communaut\u00e9 des \u00c9tats Ind\u00e9pendants depuis 8 ans, Nicolas Czerniak s\u2019occupe de grands comptes internationaux. Dans le cadre de ses missions commerciales, il est particuli\u00e8rement sensibilis\u00e9 aux enjeux \u00e9conomiques et techniques rencontr\u00e9s par les industriels. Entretien.<\/strong><\/p>\n\n\n\n

Nicolas, pourquoi Definox se positionne et s\u2019engage sur le th\u00e8me Expertise ? <\/strong><\/h2>\n\n\n\n

\u00ab Definox propose des produits haut de gamme avec une expertise orient\u00e9e sur la r\u00e9sistance, la robustesse et la dur\u00e9e de vie de ses produits<\/a>. Ce choix de positionnement permet \u00e0 Definox d’\u00eatre tr\u00e8s comp\u00e9titif et de se placer face \u00e0 d\u2019autres leaders du march\u00e9. <\/em><\/p>\n\n\n\n

Chez Definox, les param\u00e8tres et les process vont rendre le produit meilleur. Dans le cadre de l\u2019expertise, il est int\u00e9ressant d\u2019expliquer notre m\u00e9thode et de partager plus largement les savoir-faire industriels de Definox.<\/strong> L\u2019usinage dans la masse des composants, l\u2019hypertrempe, sont des proc\u00e9d\u00e9s industriels avec l\u2019\u00e9paisseur des corps qui permettent une dur\u00e9e de vie de la vanne plus longue et une meilleure r\u00e9sistance. \u00bb<\/em><\/p>\n\n\n\n

Pouvez-vous m\u2019expliquer ce qu\u2019est le TCO, et en quoi est-ce un enjeu de taille pour tous les industriels ? <\/strong><\/h2>\n\n\n\n

\u00ab D\u00e9finir le TCO\u2026 C\u2019est l\u2019addition du capex et de l\u2019opex. C\u2019est-\u00e0-dire, les d\u00e9penses de capital et les d\u00e9penses d\u2019exploitation. Total Cost of Ownership en anglais. On parle du co\u00fbt total d\u2019un objet en comptant son co\u00fbt d\u2019achat initial, sans oublier son usure progressive et les co\u00fbts d\u2019utilisation qu\u2019il aura tout au long de son cycle de vie.<\/em><\/p>\n\n\n\n

Definox mise sur une grande qualit\u00e9 produit pour conserver un TCO plus performant que la concurrence. Chez nous, une vanne est achet\u00e9e pour plusieurs dizaines d\u2019ann\u00e9es, donc c\u2019est tr\u00e8s important de ma\u00eetriser le TCO.<\/strong> \u00bb<\/em><\/p>\n\n\n

\n
\"Iceberg<\/figure><\/div>\n\n\n

Comment Definox aide concr\u00e8tement ses clients \u00e0 ma\u00eetriser le TCO de leur process ?<\/strong><\/h2>\n\n\n\n

\u00ab<\/em> Le TCO est un vrai enjeu pour nos clients. <\/em><\/strong>Les co\u00fbts OPEX doivent \u00eatre ma\u00eetris\u00e9s car c\u2019est un budget qui peut exploser. Il doit \u00eatre pris en compte. Avoir un prix int\u00e9ressant \u00e0 l’achat c\u2019est bien mais pas suffisant, il faut aussi surveiller son co\u00fbt dans le temps.<\/em><\/p>\n\n\n\n

La ma\u00eetrise du TCO est une notion prise en compte d\u00e8s la conception de nos solutions aussi dans le choix des mat\u00e9riaux.<\/em><\/p>\n\n\n\n

Par exemple, nous avons fait le choix de concevoir des actionneurs d\u00e9montable et maintenable. Premi\u00e8rement, dans le cadre des enjeux environnementaux, on ne peut plus se permettre de jeter des \u00e9l\u00e9ments. Ensuite, pour le client, changer un actionneur repr\u00e9sente peut-\u00eatre la moiti\u00e9 du co\u00fbt initial de la vanne. Alors que pour une vanne Definox, l\u2019impact OPEX est faible, cela ne repr\u00e9sente que le changement d\u2019un joint ou d\u2019un ressort. <\/em><\/p>\n\n\n\n

Quand on con\u00e7oit une vanne, on essaie au maximum de travailler avec des pi\u00e8ces existantes pour limiter le nombre de r\u00e9f\u00e9rences. Definox veille \u00e0 ce que le co\u00fbt de r\u00e9paration de nos solutions ne d\u00e9passe pas une valeur symbolique. Nous avons consid\u00e9r\u00e9 qu\u2019au-dessus de 30% du prix initial de la vanne, le client n\u2019allait pas la r\u00e9parer mais la remplacer.<\/a> <\/strong>On essaie toujours, m\u00eame sur une vanne qui n’est plus commercialis\u00e9e, de ne pas d\u00e9passer ce pourcentage et permettre au client de conserver son \u00e9quipement et sa performance. <\/em><\/p>\n\n\n\n

Nous avons \u00e9galement un service apr\u00e8s-vente en support du client partout dans le monde pour s\u2019assurer que son TCO reste performant dans le temps et si besoin apporter de nouvelles technologies sur d\u2019anciennes g\u00e9n\u00e9ration de vannes, c\u2019est le retrofit.<\/em> \u00bb<\/em><\/p>\n\n\n

\n
\"manifold<\/figure><\/div>\n\n\n

Vous auriez un exemple de retrofit ?<\/strong><\/h2>\n\n\n\n

\u00ab J\u2019en ai plusieurs, oui. Nous avons eu un cas int\u00e9ressant avec un ancien manifold des ann\u00e9es 1990. Nous l\u2019avons r\u00e9cup\u00e9r\u00e9, int\u00e9gralement v\u00e9rifi\u00e9 et upgrad\u00e9 leur syst\u00e8me avec l\u2019installation de nouveaux bo\u00eetiers de contr\u00f4le. L\u2019apport de ces nouvelles fonctionnalit\u00e9s sur des ensembles install\u00e9s depuis longtemps, c\u2019est un v\u00e9ritable avantage pour le client qui peut b\u00e9n\u00e9ficier d\u2019une nouvelle technologie sans pour autant changer tout son syst\u00e8me. Il peut donc limiter l\u2019impact \u00e9conomique de cette actualisation sur son entreprise. \u00bb<\/em><\/p>\n\n\n\n

Selon vous, quelles am\u00e9liorations peuvent \u00eatre envisag\u00e9es \u00e0 l\u2019avenir ?<\/strong><\/h2>\n\n\n\n

\u00ab Definox cherche \u00e0 faciliter le quotidien de ses clients en leur donnant un acc\u00e8s rapide et instantan\u00e9 aux informations n\u00e9cessaires \u00e0 l’utilisation et \u00e0 la maintenance des vannes. Cela passe par l’application de r\u00e9alit\u00e9 augment\u00e9e, les vid\u00e9os, la formation \u00e0 distance… <\/em><\/p>\n\n\n\n

Mais aussi, en tant qu\u2019expert, il faut \u00eatre au courant des normes et des r\u00e8glementations en vigueur. Elles<\/em> \u00e9voluent r\u00e9guli\u00e8rement et notre m\u00e9tier est technique<\/em>. Il est donc essentiel de faire le point, de se former en continu et de chercher \u00e0 toujours progresser. \u00bb<\/em><\/p>\n\n\n\n

<\/div>\n","protected":false},"excerpt":{"rendered":"

*TCO : Total Cost of Ownership – Co\u00fbt Total d’Acquisition Responsable r\u00e9gional des ventes pour le march\u00e9 d\u2019Europe de l\u2019Est et pour la communaut\u00e9 des \u00c9tats Ind\u00e9pendants depuis 8 ans, Nicolas Czerniak s\u2019occupe de grands comptes internationaux. Dans le cadre de ses missions commerciales, il est particuli\u00e8rement sensibilis\u00e9 aux enjeux \u00e9conomiques et techniques rencontr\u00e9s par…<\/p>\n","protected":false},"author":15,"featured_media":5665,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","footnotes":""},"categories":[865],"tags":[],"acf":[],"yoast_head":"\nLe TCO est un vrai enjeu pour nos clients - Definox<\/title>\n<meta name=\"description\" content=\"Nicolas Czerniak, Regional sales manager, explique comment Definox aide les industriels \u00e0 ma\u00eetriser leur TCO, Co\u00fbt Total d'Acquisition.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.definox.com\/blog\/nicolas-czerniak-comment-maitriser-tco\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Le TCO est un vrai enjeu pour nos clients - 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