Mitsubishi Heavy Industries Technical Review Vol. 46 No. 1 (Mar. 2009)57

Improving After-Sales Service for Mitsubishi Offset
Printing Presses Responding to Customers' Needs
RYOICHI NISHIHATASATORU KUBOTASHIRO KOHARAYOSHIAKI KATOUYUZOU NAKASAKOCHIE KUWATA

It has been several years since predictions of the “paperless” society were first made. Thewidespread use of the Internet and cell phones was supposed to eliminate the need for mostprinted material. Despite the increasing reliance on electronic media, however, there is still asteady demand for print media such as newspapers and magazines. The Paper and Printing
Machinery Division of Mitsubishi Heavy Industries, Ltd. (MHI) provides customers with printing
equipment, and our Service Center helps customers to produce high-quality printed material.
This article describes our approaches to customer service.

|1. Introduction
MHI produces three types of offset printing press: mass-production sheet-fed offset printingpresses, commercial web offset printing presses, and newspaper offset printing presses. It is
important for our service business to be able to provide satisfactory maintenance service and takequick action when troubles occur to ensure that our products perform as expected after delivery to
our customers. The broad range of after-sales service requests by our customers can be divided into
two categories: the provision of service parts, and the provision of technical services mainly formodification and maintenance inspections.

|2. Current approaches
Our customers cover the complete spectrum, from large newspaper companies with manypresses to small printing companies that operate only one offset printing press. While we doprovide maintenance service for our most recent offset printing presses, we also support the presses
that we delivered more than 20 years ago. Our objective is to provide quick service to every
customer regardless of size, location, or type of press. To do so, we have organized a system withover 30 selling agents around the world, links with sales and servicing companies in Japan, and five
distributors (Mitsubishi Lithographic Press Co., Ltd [MLP]) in the rest of the world.

2.1 Technical services
The provision of technical service is segmented into two fields. The first is the service ofmachines and equipment at a customer’s site. The second is the training and education of ourcustomers’ operators as well as the technical service staff of our distributors and agents.
(1) Machine and equipment services
If one of our machines and equipment should happen to fail, we provide technicalservices such as disassembly, replacement, and repair as necessary. Our after-sales service also
includes maintenance and inspection services that may be required when operational issues
occur during the use of our machines and equipment. We meet a wide range of customer needs.
(2) Training and education
Even more important than hardware service is ensuring that our customers use themachines and equipment we have provided to them in an efficient and safe manner. MHI has
two domestic training centers and several more overseas to provide training and educationalseminars to the service engineers of our distributors and agents, as well as to our customers’press operators.

Mitsubishi Heavy Industries Technical Review Vol. 46 No. 1 (Mar. 2009)58

For example, we have nine different training courses every year, ranging from a
beginner’s course for those who have limited knowledge of offset printing to the advanced
quality control course for those who wish to improve their skill with sheet-fed offset printingpresses. There are 40 different training workshops held at the training center. We also train theservice engineers who are responsible for servicing our offset printing presses all over theworld so that we can maintain a high level of onsite service.

2.2 Parts supply
Any downtime resulting from trouble with our offset printing presses will have a direct
impact on our customers’ profitability and could reduce our market credibility. It is in the interestof both our customers and MHI to reduce downtime to avoid production delays. Quick response by
our service engineers and a system that can provide service parts without delay are thus extremelyimportant.
(1) Service parts management
Each of the three types of offset printing press has different internal components, andthus, each model requires different service parts. We must stock service parts for the lifetime ofour machines and equipment so that we are able to meet service requests not only for our mostrecent models but also for older models that have been in service for a long time.
To do this, we use a system that allows us to maintain optimum stock volumes by
predicting future parts requirements based on past experience. Furthermore, we always keep acertain number of critical parts in stock. Even if the probability of requiring a certain part isvery low, if that part is critical and the customer does require it, not having it in stock would
have a major negative impact on the customer’s operations.
(2) Information on parts in stock
To reduce the time required for parts procurement when supplying parts to ourcustomers, all our distributors and agents share information on their stock levels so that the typeand quantity of parts in stock anywhere in the world can be easily determined (Figure 1).
(3) Parts supply system
We minimize the time required to supply parts to our customers by having stock not only
in our Service Center but also at our distributors and agents. Our parts supply system operates
24 hours per day, 7 days per week to meet the unique requirements of our customers.
Newspaper companies that use our presses often operate at night, for example.

Figure 1 Sample screenshot of the worldwide part stock search system

Mitsubishi Heavy Industries Technical Review Vol. 46 No. 1 (Mar. 2009)59|3. Recent approaches to improving service quality
We have already mentioned that fast action is required when providing our customers withafter-sales service. We believe there are four important factors to be considered in improving
service quality even further. First, we must react quickly to customer requests to understand what
the problem is. Second, we must quickly provide the information to those who can solve theproblem. Third, we must share and learn from experience to be able to build on our success for
similar situations in the future. Fourth, we must keep a record of the service (parts changing,modification, etc.) performed on each piece of MHI machines and equipment at the customers’premises.

3.1 Management of customer equipment failure information
We have created the Customer Press Information Management System database (Figure 2)
to manage the information received from service engineers, who are our points of contact withcustomers. This system operates by sending an email to each representative of our Service Centeras soon as the service engineers enter the failure information about domestic customers’ machines
and equipment. We record the information in the system so that the failure information can beshared immediately.
Before this system was developed, customer information was shared by paper, fax, or‘phone. This often caused problems such as delayed action when important information was notinstantaneously available or a key decision maker was not present. Since the new system became
operational, the numbers of delays and missed contacts have been greatly reduced since customer
information is shared more quickly and more widely. It is now much easier for the people in charge
to assess a situation and act quickly to solve customer problems based on successful past
resolutions of similar problems that are stored in the database.

3.2 Press carte system
The Press Carte System has been developed to store customer hardware historicalinformation, including installations, modifications, and maintenance of each piece of machines andequipment (Figure 3). Because this system is linked with the Customer Press Information
Management System, we are quickly able to determine the history of each installation, when anyparts were changed, or the past failure of any machine and equipment. This system has been
improved to be able to provide better and more detailed service to each customer.

Figure 2 Main page of the Customer Press Information
Management System (partially revised)
The number of failure cases by model is available.
Details can be seen by clicking on icons.

Figure 3 Main page of the Press
Carte System
Access is controlled by ID andpassword.

3.3 Upgrades and rebuilds
Provision of the services mentioned so far is an important part of our Service Center
operations. However, we go a step further and assist customers with refurbishing and upgradingolder equipment to maintain or even improve their operational efficiency. This is very important, aseconomic conditions may make it difficult for customers to purchase new equipment. Our programof retrofitting and upgrading existing machines and equipment has been well received by ourcustomers.

Mitsubishi Heavy Industries Technical Review Vol. 46 No. 1 (Mar. 2009)60|4. The future
Although testing of our Customer Press Information Management System has already started
overseas, the major users of this system are the distributors in Japan. We will improve our service
quality even further by deploying the system around the world to meet the needs of our overseas
customers.
There are many companies that own second-hand MHI presses that we do not know about.
We plan closer collaboration with overseas agents and distributors to provide better service to thesepotential customers. We would like to let these companies benefit from our upgrade andrefurbishment programs that include environmental and energy-saving improvements.

|5. Conclusion
The MHI Paper & Printing Machinery Division has taken a consistent and unified approachto the provision of new machines and equipment and the servicing of existing machines andequipment. We aim to be the world leader in this business. We are sensitive to the opinions anddemands of our customers.

Authors
Ryoichi Nishihata
Manager,Paper & Printing Machinery
Division

Shiro Kohara
Manager,Paper & Printing Machinery
Division

Yuzou Nakasako
Manager,Paper & Printing Machinery
Division

Satoru Kubota
Manager,Paper & Printing Machinery
Division

Yoshiaki Katou
Paper & Printing Machinery
Division

Chie Kuwata
Manager,
Control Systems Laboratory,
Hiroshima Research &Development Center,
Technical Headquarters