Truck aftersales: Roadmap to excellence. Roland Berger Strategy Consultants GmbH Automotive Competence Center July. 2014
|
|
- Allan Andrews
- 8 years ago
- Views:
Transcription
1 Truck aftersales: Roadmap to excellence Roland Berger Strategy Consultants GmbH Automotive Competence Center July. 2014
2 Executive summary In recent years, the importance of commercial vehicle aftersales business has grown strongly, and with it the need for excellence to unleash its full potential. Margins in new truck sales are eroding, and hence the significance of aftersales for profits is growing. At the same time, competition has become fiercer, with new players such as Original Equipment Suppliers (OES) and independent retailers entering the market. In response, Original Equipment Manufacturers (OEMs) require three pillars of excellence in aftersales: know your customer, unleash your current potential, and exploit new potential. Roland Berger Strategy Consultants has supported a broad range of clients to realize their full aftersales potential. This overview presents some of our initial findings; a forthcoming study of excellence in aftersales will investigate the field in more detail. 2
3 Table of contents Executive summary... 2 A. TRENDS IN THE COMMERCIAL VEHICLE AFTERSALES BUSINESS... 4 B. EXCELLENCE IN AFTERSALES... 5 C. ROADMAP TO AFTERSALES EXCELLENCE... 9 Authors Publisher Photo credits Disclaimer
4 A. TRENDS IN THE COMMERCIAL VEHICLE AFTERSALES BUSINESS The truck aftersales business is subject to a number of influences. These can be broadly separated into product and market factors on the one side, and changes in the value chain and competitive landscape on the other. Within this, eight key trends can be identified (fig. 1). Figure 1: Overview of key trends in the commercial vehicle industry Product and market Value chain and competition Increase in transportation demand Increasing truck park and changing vehicle structure Increasing average truck vehicle park age Longer maintenance intervals Overall ATTRACTIVENESS of market for a aftersales services expected to INCREASE 1) New intermediaries and new offerings Change in customer structure 7 6 1) Increasing pressure on vehicle efficiency and uptime 8 5 Increasing vehicle complexity Impact on CV aftermarket demand: Positive impact Limited impact Negative impact 1) No significant volume effect, rather change in customer demand structure/requirements Source: Roland Berger Strategy Consultants Source: Roland Berger With regard to products and markets, demand driving factors for truck aftersales services are: > Goods transportation is growing globally (1% p.a. in Europe, 4% p.a. in China in the medium term) > The truck vehicle park is expanding and shifting from medium/heavy trucks to light commercial vehicles > The average age of truck parks is rising > Maintenance intervals are increasing, as components become more durable > Increasing vehicle complexity is driving the complexity of aftersales services 4
5 With regard to changes in the value chain and competitive landscape, the factors are: > New intermediaries such as insurance companies and service providers are entering the market. At the same time, chains and specialists are putting pressure on prices and margins, and more and more customers have service contracts > Share of large fleets is increasing, giving them larger potential to put pressure on market prices > Requirements for vehicle uptime and efficiency are growing, also in emerging markets B. EXCELLENCE IN AFTERSALES To face the challenges mentioned above, excellence in aftersales is essential and is built upon three pillars: know your customer, unleash your current potential, and exploit new potential. These can be broken down into 11 key topics (fig. 2). Figure 2: Key topics in aftersales excellence Know your customer Unleash your potential Exploit new potential 1 Customer needs management 4 Repair time management/ improvement 8 Sales channel 2 Price/strategy differentiation 5 Warranty cost management 9 Market management 3 Aftersales Customer Relationship Management (CRM) 6 Service process professionalization 10 Portfolio innovation/extension 7 Branding/labeling 11 Operational excellence Source: Roland Berger Strategy Consultants Source: Roland Berger Know your customer 1. A holistic customer needs management system tackles the challenge of insufficient customer knowledge. OEMs should employ a centrally coordinated marketing approach for 5
6 aftersales, based around the following steps: > Identify customer needs and define homogenous customer segments > Define a product management service strategy > Design and plan a marketing campaign These steps lay the foundation for a service and parts strategy. They have a direct impact on the OEM's market awareness, market share and sales volume. 2. Achieving a sound price/strategy differentiation requires three steps: > Review current pricing methodologies and systems and establish a stable process for managing spare parts > Replace inconsistent discount structures (e.g. for NSC, importers and dealers) with a central discount management system (involving modifying discounts and consolidating discount groups) > Develop a fixed price and lifecycle pricing strategy for maintenance and repairs, and implement it globally In parallel, OEMs should develop promotional materials that effectively communicate their pricing strategy. 3. OEMs should integrate all customer-related information and data into a comprehensive customer relationship management (CRM) system for aftersales. This should at least include the following data: > Organizational information (e.g. the name of the key account manager) > Relevant workshop data (e.g. preferred workshop timeslots) > All vehicle-related information A robust CRM system can contribute significantly to customer acquisition, customer relations and customer retention. The company should also draw up customer KPIs and sales projections on different levels (by product, product group, region, etc.). A data warehouse can provide relevant information in real time to support central and local sales activities. 6
7 Unleash your current potential 4. OEMs should look at how they can manage and improve repair times. Consistent standard repair times support the sales organization and meet customer requirements. If standard repair times are lacking, firms should take three steps: > Reduce repair times for each work step > Reduce procurement time for parts > Reduce the voluntarily setting of working times 5. An installed warranty cost management system creates transparency about potential financial risks in the short to medium term. OEMs should follow two steps: > Implement and interlink proper processes and systems > Develop and safeguard the effective management of accumulated data, which will involve consistent data screening, thorough data analysis and implementing an effective early warning system Most organizations have substantial potential to integrate existing data (e.g. "big data" from data warehouses) and increase the accuracy of existing data (e.g. sales forecasts). This can form the basis for more accurate planning. 6. Service processes should be professionalized. This requires defining and implementing proper KPIs and corresponding systems for managing the aftersales business. Using "as-is" analysis as a starting point, OEMs should define, plan and implement any required actions, employing a robust rollout planning process and effective steering mechanisms. 7. Professionalizing branding and labeling concepts is key. This usually comprises three elements: > Packaging > Identification labeling > Product labeling Employing company-wide standards for packaging prevents damage during transportation and increases brand identification. Identification labeling includes the labeling of parts with the brand name and an identification number to increase the identification of genuine parts and improve brand recognition. Labeling defined parts emphasizes the brand and increases identification. 7
8 Exploit new potential 8. OEMs should identify additional sales channels. Relevant steps are as follows: > Establish a key account management system for aftersales to realize the full potential of the spare parts business > Create a direct connection between company headquarters and key accounts to ensure active steering > Set up a dedicated sales team that actively sells spare parts to end customers (e.g. in independent workshops) to boost aftersales revenues Ideally, companies should follow the above steps in specific regions and then roll out the concept internationally. 9. Market management is an important additional element in exploiting new potential in aftersales. OEMs should follow these steps: > Set up and roll out a consolidated margin steering system, employing a "closed loop process" for managing focus markets > Introduce a bonus system with quarterly/monthly status reviews > Draw up and implement guidelines for steering countries and regions in a professional manner, including escalation processes > Design and implement active sales-force training 10. Portfolio innovation/extensions enable companies to offer new products with clear added value for customers. Besides partnerships (e.g. for roadside assistance, service contracts, financial insurance), the most important growth areas are remanufactured parts and connectivity. As the truck park ages, demand for fair value repairs and remanufacturing is steadily increasing. Truck connectivity gives rise to a multitude of solutions, setting the scene for enhanced services and new business models such as vehicle management, load monitoring, driver/time/legal management and operations/logistics management. These developments enable OEMs to meet customers' requirements for solutions that reduce total cost of ownership (TCO). 11. To ensure continuous improvement, operational excellence within the aftersales organization is a prerequisite. This includes optimizing the availability of parts at the point of sale (POS), which in turn reduces delivery time and contributes directly to increased customer satisfaction. OEMs should analyze and where necessary adjust their parts availability, overall logistics concept (local warehouse vs. regional hub, consignment stock vs. vendor managed inventory, etc.) and warehouse densities. This will create a basis for effectively handling spare parts. Managing customers using key indicators such as the volume of parts sales and margin contribution helps to create transparency. Fully-automated analyses form the basis for deriving appropriate actions, such as developing a multi-brand strategy to serve different customer groups and offering tailored solutions. 8
9 C. ROADMAP TO AFTERSALES EXCELLENCE Detailed fields of action for OEMs with regard to how they organize their aftersales and their service portfolio can be defined within a "aftersales excellence cube" (fig. 3). Figure 3: Aftersales excellence cube Market needs Triad markets Emerging markets Lowbudget markets Customer Needs Management > Customer needs/segments > Service strategy > Campaign processes/-planning > Price Strategy/Differentiation > (Re-)positioning > Lifecycle pricing > Discount structure > > Fixed price offers > Sales promotion AS Customer Relationship Mgmt. 3 > Integr. syst. (organiz., > Customer retention workshop, customer/ > Relationship mgmt. vehicle) > Sales promotion > Networked data flows > Data WH/KPI > Customer acquisition > Know your customer 1 2 Repair Time Mgmt./Improvement > Time reduction per working step > Red. parts procurement time > Red. of voluntarily set working times > Warranty Cost Management > Process/system implementation > Screening, analysis, monitoring: early warning > Auditing > Service Process Professionalization > Service KPIs > Gap closed by measure definition > Rollout planning and steering process > Branding/Labeling > Packaging processes > Identification labeling > Product labeling > Unleash your potential Sales Channel > Key Account Management > Spare Parts Salesman > Market Management 9 > Margin steering > AS penetrat. rating > Bonus system > Sales force training > Steering regions/ > countries Portfolio Innovation/Extension > Remanufacture parts > Fin. insurances > Telematics > Partnerships > Connected services > > Service contracts Operational Execellence > Parts availability at POS > (customer satisfaction) > Logistic organization (density of warehouses) Exploit Growthnew potential Brand & product specifics Aftersales Excellence pillars and topics Source: Roland Berger Strategy Consultants Source: Roland Berger Even all three pillars need to be addressed, OEMs cannot implement these actions in a generalized manner. They need to be adapted to specific markets, brands and products. For example, they should distinguish between triad, emerging and low-budget markets, which require appropriate strategies each. They must also adjust their strategy in line with their different brands (in the case of multi-brand OEMs) and vehicle segments. For example, premium heavy-duty trucks offer very different opportunities from entry-level light commercial vehicles in terms of the aftersales product portfolio, pricing strategy and margin potential. With the aftermarket business offering huge potential on both the revenue and margin sides, OEMs require comprehensive guidelines to conquer the multidimensional challenges and create a sound business concept. By following the steps outlined above, they can effectively achieve aftersales excellence. 9
10 Roland Berger Strategy Consultants, founded in 1967, is one of the world's leading strategy consultancies. With around 2,700 employees working in 51 offices in 36 countries worldwide, we have successful operations in all major international markets. Within our Global Automotive Practice we have a dedicated team of commercial vehicle and aftersales experts advising commercial vehicle companies to improve their market and aftersales performance. 10
11 Authors We welcome your questions, comments and suggestions. Norbert Dressler Senior Partner Philipp Grosse-Kleimann Senior Partner Sebastian Gundermann Partner
12 Publisher Roland Berger Strategy Consultants GmbH Automotive Competence Center Mies-van-der-Rohe-Str Munich Germany Photo credits All images licensed from Roland Berger Strategy Consultants GmbH if not otherwise indicated. Disclaimer This study has been prepared for general guidance only. The reader should not act on any information provided in this study without receiving specific professional advice. Roland Berger Strategy Consultants GmbH shall not be liable for any damages resulting from the use of information contained in the study. itunes Store Google Play Roland Berger Strategy Consultants GmbH. All rights reserved. 12
European truck aftersales 2030
European truck aftersales 2030 Securing the most profitable business Study Munich, December 2015 Management summary Why react? Pressure points within the aftermarket environment for OEMs What to do? OEMs
More informationSALES EXCELLENCE ACROSS MULTIPLE MARKETS.
1 CASE STUDY MSXI SALES EXCELLENCE SALES EXCELLENCE ACROSS MULTIPLE MARKETS. fueled by challenge. powering success.sm 2 BRINGING YOUR SALES PROCESSES UP TO SPEED. MSXI was asked by a premium manufacturer
More informationBest-Run Dealer Business Management
Solution in Detail Automotive Executive Summary Contact Us Best-Run Dealer Business Next Generation of Retail Auto Dealers Auto Retail Transformation Customer Centricity Today s auto dealers consistently
More informationVehicle Sales Management
Solution in Detail Automotive Executive Summary Contact Us Vehicle Sales Optimizing Your Wholesale Business Efficient Sales Collaborative Operation Faced with declining margins, automotive sales organizations
More informationMORE PROFITABLE SALES STRATEGIES.
1 MSXI SALES EXCELLENCE SOLUTIONS MORE PROFITABLE SALES STRATEGIES. fueled by challenge. powering success.sm 2 GLOBAL AUTOMOTIVE EXPERTISE. MSXI s Sales Excellence Solutions systematically optimize your
More informationChina Grand Auto: Partnering with SAP on a State-of-the-Art Platform for a Multibrand Dealer Group
2015 SAP SE or an SAP affiliate company. All rights reserved. China Grand Auto: Partnering with SAP on a State-of-the-Art Platform for a Multibrand Dealer Group Company China Grand Automotive Services
More informationSales, marketing and aftersales consulting.
we keep you ahead consulting Sales, marketing and aftersales consulting. Keeping your customers in focus. Product and market analysis Financial controlling Strategy Active customer management Sales and
More informationGENERATE REVENUES WITH AN EFFECTIVE PARTS WHOLESALE STRATEGY.
GENERATE REVENUES WITH AN EFFECTIVE PARTS WHOLESALE STRATEGY. fueled by challenge. powering success. sm 1,500 dealer programs in 27 markets Parts wholesale has the potential to significantly contribute
More informationAutomotive After Sales 2015
A Automotive After Sales 2015 Are you ready for the battle? Rapidly declining profit margins in the new car sales business together with the continuous extension of car life are making the after sales
More informationOn the road toward the autonomous truck
On the road toward the autonomous truck Opportunities for OEMs and suppliers Roland Berger Strategy Consultants GmbH Automotive Competence Center January 2015 Introduction Four megatrends will shape and
More informationAudi's Three Steps to a Winning CRM Strategy
Case Studies, E. Thompson, A. Bona Research Note 14 January 2004 Audi's Three Steps to a Winning CRM Strategy This case study shows how Audi takes reactive, proactive and selective approaches to customer
More informationCooperating with Customers On Warranty & Reverse Logistics: Taking the Pain Out of Warranty Returns
Cooperating with Customers On Warranty & Reverse Logistics: Taking the Pain Out of Warranty Returns Automotive Aftermarket Suppliers Association July 2015 Delivered by UPS : Taking the Pain Out of Warranty
More informationFleet business in BRIC and emerging markets. Munich, March 2014
Fleet business in BRIC and emerging markets Munich, March 2014 Now is the time to prepare for future growth in fleet business Especially in BRIC and emerging countries in Asia and S. America Executive
More information2014 Role Descriptions
2014 Role Descriptions PROGRAM REQUIREMENTS: BACHELOR S OR MASTER S DEGREE, GRADUATING BETWEEN THE FALL 2013 AND SPRING 2014 MINIMUM GPA OF 3.5 HIGHLY SKILLED AT MICROSOFT OFFICE APPLICATIONS ABREAST OF
More informationTraining Program Worldwide 2016 Management Training. August 2015. Global Training The finest automotive learning. Stand 08/2015 1
Training Program Worldwide 2016 August 2015 Global Training The finest automotive learning. Stand 08/2015 1 MANAGEMENT TRAINING 4 Newcomer 4 M0021Q Qualification Program for Junior Management Mercedes-Benz
More informationMartec International. Understanding Retail E-Learning Course
Martec International RST66 Martec International is a leading consulting and training firm specializing in the retail industry. Its client base includes retailers from around the globe, technology suppliers
More informationACCELERATING ACCESSORY SALES PROFITS.
1 CASE STUDY MSXI ACCESSORY SALES EXCELLENCE SOLUTION ACCELERATING ACCESSORY SALES PROFITS. fueled by challenge. powering success. sm 2 TURNING ACCESSORIES INTO A COMPETITIVE ADVANTAGE. A global volume
More informationAt the Heart of Connected Manufacturing
www.niit-tech.com At the Heart of Connected Manufacturing Transforming Manufacturing Operations to Drive Agility and Profitability The success of the new manufacturing network hinges on the agility of
More informationDigitalizing the Automotive Customer Relationship Changing Dynamics in Customer Communication
Digitalizing the Automotive Customer Relationship Changing Dynamics in Customer Communication Discussion Paper Jong-Seo Kim October 2014 1 If challenges can be overcome a large commercial opportunity for
More informationINCREASING THE PROFITABILITY OF LOGISTICS
INCREASING THE PROFITABILITY OF LOGISTICS Despite increasing revenues, only a small number of logistics services providers are seeing increased profitability. Companies that want to grow their logistics
More informationSales success through optimised processes from branch to head office. Retail Software Solutions
Sales success through optimised processes from branch to head office Retail Software Solutions Introduction Finely fitted targeted expertise from the global partner for retail success MICROS-Retail, the
More informationAutomotive Solution Brief for Dealer and Vehicle Management
4most Enterprise Manager powered by SAP Business One Automotive Solution Brief for Dealer and Vehicle Management Run your business the way you want to! Anywhere Anytime On Any Device In Real-Time All of
More informationThe Supply Chain Excellence Study 2015. Long version
The Supply Chain Excellence Study 2015 Long version Stuttgart, November 2015 Contents Page A. Management summary 3 B. Study objectives and design 8 C. Supply Chain Excellence across industries 12 D. Supply
More informationMORE TRAFFIC FOR YOUR BUSINESS.
1 MSXI SERVICE LEAD MANAGEMENT MORE TRAFFIC FOR YOUR BUSINESS. fueled by challenge. powering success.sm 2 GLOBAL AUTOMOTIVE EXPERTISE. The MSXI Service Lead Management Solution assists OEMs, NSCs and dealerships
More informationBig Data - An Automotive Outlook
Big Data - An Automotive Outlook Graeme Banister, Frost & Sullivan The Hague 12 th September 2013 Table of Contents Frost & Sullivan Overview 3 Big Data Basics 6 Big Data & The Automotive Ecosystem 9 Big
More informationthe world in July 2015
Business opportunities in Precision Farming: Will big data feed the world in the future? Roland Berger Strategy Consultants GmbH Automotive Competence Center July 2015 BUSINESS OPPORTUNITIES IN PRECISION
More informationImproving Dealership Operations With the DCM Dealer Capabilities Model
QMA/AMI Management LLC Automotive Retail & Distribution Business Advisory Services Improving Dealership Operations With the DCM Dealer Capabilities Model What do we do first? How do we stay focused? WHAT
More informationGlobalization Drives Market Need for Supply Chain Segmentation: Research & Key Strategies
Globalization Drives Market Need for Supply Chain Segmentation: Research & Key Strategies Sponsored by: Conducted by: On behalf of: Introduction Businesses continue look to their supply chain operations
More informationManagement Report Corporate Profile Annual Report 2014 Continental AG 42
Management Report Corporate Profile Annual Report 2014 Continental AG 42 Corporate Strategy A balanced product portfolio, technological and market leadership in the market segments relevant to us, as well
More informationLaptops on 4 wheels. New service processes for the automotive industry. Marko Weiße ProSTEP ivip Symposium 2006 26.04.2006
Laptops on 4 wheels New service processes for the automotive industry ProSTEP ivip Symposium 2006 26.04.2006 Todays independent electronic systems from different suppliers will be integrated in the future
More informationMRO Optimization for high performance. Accenture Product Lifecycle Optimization
MRO Optimization for high performance Accenture Product Lifecycle Optimization About Accenture Product Lifecycle Optimization (APLO) By creating APLO, Accenture has assembled in a dedicated Service Line
More informationA BearingPoint Accelerator The current challenges for life sciences industries are the optimization and harmonization of business processes, the
> Life Sciences Accelerator A BearingPoint Accelerator The current challenges for life sciences industries are the optimization and harmonization of business processes, the enhancement of client satisfaction
More informationHow To Use Blue Yonder'S Predictive Analytics Software
Blue Yonder in practice Successfully realize Industry 4.0 s potential with accurate forecasts and automated decision-making Examples of applications of Blue Yonder Predictive Analytics in industry Blue
More informationService Lifecycle Management Solutions
Service Lifecycle Management Solutions Complete Visibility & Control of Your Service Supply Chain The service landscape is shifting. Customer demands continue to increase. It is no longer enough to just
More informationProfitable Growth through Service July, 2005
Profitable Growth through Service July, 2005 Executive Lunch Service In todays meeting we would like to discuss following topics with our guests: Results of Arthur D. Little's "Service Innovation" study
More informationSpeed up your business
Speed up your business incadea is the leading provider of enterprise software solutions and services to the global automotive retail and wholesale market. With a proven industry focus and expertise, incadea
More informationmysap ERP FINANCIALS SOLUTION OVERVIEW
mysap ERP FINANCIALS SOLUTION OVERVIEW EFFECTIVE FINANCIAL MANAGEMENT ... IS KEY TO BUSINESS SUCCESS mysap ERP FINANCIALS YOUR BUSINESS, YOUR FUTURE, YOUR SUCCESS mysap ERP is the world s most complete
More informationQlikView for manufacturing industries
QlikView for manufacturing industries Boost profitability, customer satisfaction and loyalty, and reduce risk. qlik.com With QlikView s ability to enable IT groups to rapidly deploy applications, we are
More informationby E+P Warehouse Management LFS - thus skips the spark Solution Advice on the mapping of all business processes
Customer Case Study Warehouse Management by E+P Best running Warehouse NGK Spark Plug Europe Gmbh NGK Spark Plug Europe Gmbh Challenge Conversion of the software during operation times Europe-wide just-in-time
More informationHelping electronics and high-tech companies improve business performance through better service management and support
Helping electronics and high-tech companies improve business performance through better service management and support Accenture and Oracle Corporation help electronics and high-tech companies improve
More informationRole of Support Infra & Best Practices
Role of Support Infra & Best Practices Sharat Chandra Infrastructure Management from a Shared Services Provider point of view Safe harbor Neither the information nor any opinion expressed in this presentation
More informationCritical Steps to Help Small and Mid-Sized Businesses Ensure CRM Success
Critical Steps to Help Small and Mid-Sized Businesses Ensure CRM Success Table of Contents Abstract............................................ 3 CRM Drivers and Benefits............................. 4
More informationThe impact of the growing online market on the sanitary, heating & plumbing industry
ROLAND BERGER STUDY The impact of the growing online market on the sanitary, heating & plumbing industry Munich/Amsterdam, October 2013 1 Our study of the impact of web shops on the SHP market shows that
More informationBMW AUTOMOTIVE FINANCE CHINA
BMW Automotive Finance China BMW AUTOMOTIVE FINANCE CHINA UWE STADTLER, MANAGING DIRECTOR & CEO Segment Financial Services BMW GROUP FINANCIAL SERVICES AN ESSENTIAL PART OF OUR VALUE CHAIN. BMW Group the
More informationAutomate Processes from Terminal to End Consumer and Manage Retail Fuels Business
SAP Solution in Detail SAP for Oil & Gas Secondary Distribution and Fuels Retailing Automate Processes from Terminal to End Consumer and Manage Retail Fuels Business Table of Contents 3 Quick Facts 4 Automate
More informationUsing QR codes to track and identify counterfeit products
perspective Using QR codes to track and identify counterfeit products Abstract The development of a new product or technology always comes with the risk of counterfeiting, something that could affect company
More informationRetail Analytics The perfect business enhancement. Gain profit, control margin abrasion & grow customer loyalty
Retail Analytics The perfect business enhancement Gain profit, control margin abrasion & grow customer loyalty Retail Analytics are an absolute necessity for modern retailers, it empowers decision makers
More informationIntegrating Automotive and Financial Services
Integrating Automotive and Financial Services Frank Witter, CEO Volkswagen Financial Services AG Frank Fiedler, CFO Volkswagen Financial Services AG Ehra-Lessien, 11 March 2009 Agenda Financial Services
More informationInfor Equipment and Rental Fleet Operations - Understanding the Relationship
Technical paper Understand the return on investment before you jump in Dealers, service, and rental providers of heavy equipment face many of the same challenges, and must weigh the same factors as they
More informationPIVOTAL CRM RETAIL INDUSTRY
PIVOTAL CRM RETAIL INDUSTRY PROVIDING RETAIL ORGANIZATIONS WITH A COMPETITIVE EDGE Pivotal CRM for Retail delivers 36O o business insight to stay ahead of competition COMMITTED TO MEETING INDIVIDUAL NEEDS
More informationService and repair: exploitation of the industry s last profit resort?
Service and repair: exploitation of the industry s last profit resort? Prof. Dr. Susanne Royer Uwe Stratmann Questions to address today What is the position of different types of in the independent service
More informationPSIwms - Warehouse Management Software in the Logistical Network
PSIwms - Warehouse Management Software in the Logistical Network Future-oriented flexibility Software for comprehensive total solutions Flexibility, efficiency, transparency, sustainability and information
More informationDESIGNED FOR YOUR INDUSTRY. SCALED TO YOUR BUSINESS. READY FOR YOUR FUTURE. SAP INDUSTRY BRIEFING FOR ELEVATOR, ESCALATOR AND MOVING SIDEWALK
Photo courtesy of Schumacher Elevator Company DESIGNED FOR YOUR INDUSTRY. SCALED TO YOUR BUSINESS. READY FOR YOUR FUTURE. SAP INDUSTRY BRIEFING FOR ELEVATOR, ESCALATOR AND MOVING SIDEWALK MANUFACTURERS
More informationProduct Performance Based Business Models: A Service Based Perspective
Product Performance Based Business Models: A Service Based Perspective Morris A. Cohen Panasonic Professor of Manufacturing and Logistics The Wharton School, University of Pennsylvania Abstract The migration
More informationBYD Builds a Smart Factory with the Innovation Control Center and SAP MaxAttention
2014 SAP AG or an SAP affiliate company. All rights reserved. BYD Builds a Smart Factory with the Innovation Control Center and SAP MaxAttention BYD Limited Industry Automotive and high tech IT and renewable
More informationDEMAND DRIVEN SUPPLY NETWORK WITH SCOR FOR UZEL
Fit4Future DEMAND DRIVEN SUPPLY NETWORK WITH SCOR FOR UZEL Istanbul Chamber of Industry 25.Mart.2008 Tolga Yıldırım Supply Chain Strategy Specialist ABOUT SPEAKER Tolga Yıldırım Central Supply Chain Strategy
More informationENTERPRISE MANAGEMENT AND SUPPORT IN THE AUTOMOTIVE INDUSTRY
ENTERPRISE MANAGEMENT AND SUPPORT IN THE AUTOMOTIVE INDUSTRY The Automotive Industry Businesses in the automotive industry face increasing pressures to improve efficiency, reduce costs, and quickly identify
More informationViewpoint. Every moment matters. Transforming the automotive consumer experience
Viewpoint Every moment matters Transforming the automotive consumer experience Table of contents 1 Adapt to cultural change 3 Transform to the changing landscape 4 Map the moments 5 Turn to an engagement
More informationLeaseurope Position on the Evaluation Report on the Operation of the Automotive Block Exemption Regulation (EC No 1400/2002)
Leaseurope Position on the Evaluation Report on the Operation of the Automotive Block Exemption Regulation (EC No 1400/2002) Leaseurope AISBL 267, Av. de Tervuren, B 1150 Bruxelles Tel. +32/2/778 05 60,
More informationOutsourcing Manufacturing: A 20/20 view
Outsourcing Manufacturing: A 20/20 view OUTSOURCING MANUFACTURING is becoming a well-established approach for companies that want to strategically manage materials in today s fast-paced business environment.
More informationCopyright 2000-2007, Pricedex Software Inc. All Rights Reserved
The Four Pillars of PIM: A white paper on Product Information Management (PIM) for the Automotive Aftermarket, and the 4 critical categories of process management which comprise a complete and comprehensive
More informationCustomer Relationship Management
1 Customer Relationship Management Customer relationship management (CRM) consists of the processes a company uses to track and organize its contacts with its current and prospective customers. CRM software
More informationSERVICE LOGISTICS YOUR SERVICE SUPPLY CHAIN EMPOWERED
SERVICE LOGISTICS YOUR SERVICE SUPPLY CHAIN EMPOWERED SOLUTIONS PROVIDING SUPERIOR PERFORMANCE FOR YOUR COMPETITIVE ADVANTAGE Within the Service Logistics portfolio, TNT offers three value propositions
More informationTransform HR into a Best-Run Business Best People and Talent: Gain a Trusted Partner in the Business Transformation Services Group
SAP Services Transform HR into a Best-Run Business Best People and Talent: Gain a Trusted Partner in the Business Transformation Services Group A Journey Toward Optimum Results The Three Layers of HR Transformation
More informationNon-Stop Manufacturing Excellence. Automotive. Answers for industry.
Non-Stop Manufacturing Excellence. Automotive Answers for industry. Answers to your challenges How can the potential of emerging markets be best economically tapped? What possibilities are there of reducing
More informationCRM Excellence Award Winner: BCAA
Case Studies, A. Sarner Research Note 5 December 2002 CRM Excellence Award Winner: BCAA A project to capture and consolidate member data grew into a winning customer relationship management initiative
More informationWE ENGINEER THE FUTURE INVESTOR PRESENTATION AUGUST, 2015
WE ENGINEER THE FUTURE INVESTOR PRESENTATION AUGUST, 2015 FIRST SENSOR COMPANY PROFILE First Sensor AG is one of the world's leading suppliers in the field of sensor systems. Our company develops and manufactures
More informationPIRELLI TYRES. Giovanni Ferrario
Giovanni Ferrario PROFIT & LOSS FULL YEAR RESULTS Euro mln 2000 1999 Var. 00/99 Net Sales 2,880 2,559 +12.5% EBITDA % on Net Sales 370 12.8% 349 13.6% +6.2% EBIT % on Net Sales 180 6.3% 185 7.2% -2.7%
More informationSupply Chain Analytics. Supply Chain Meets Analytics
Supply Chain Analytics Supply Chain Meets Analytics Supply Chain with Analytics Greater Visibility. Better Results 01 For businesses to stay competitive and be in a position to satisfy the varied customer
More informationwe keep you ahead consulting Product Lifecycle Management.
we keep you ahead consulting Product Lifecycle Management. Precisely and efficiently manage the lifecycle of your products along the entire value chain. Your driver for profitable growth. For a product
More informationEnabling Data Quality
Enabling Data Quality Establishing Master Data Management (MDM) using Business Architecture supported by Information Architecture & Application Architecture (SOA) to enable Data Quality. 1 Background &
More informationBuilding Relationships by Leveraging your Supply Chain. An Oracle White Paper December 2001
Building Relationships by Leveraging your Supply Chain An Oracle White Paper December 2001 Building Relationships by Leveraging your Supply Chain EXECUTIVE OVERVIEW This white paper illustrates why a fusion
More informationProcurement must be more than just cost cutting
Procurement must be more than just cost cutting In today s challenging environment, aggressive cost control has become a common theme in the pharmaceutical industry. It became fashionable later than in
More informationIntelligent Business Operations powered by SAP HANA Infuse real-time intelligence into your business processes
Intelligent Business Operations powered by SAP HANA Infuse real-time intelligence into your business processes Steven Nuyts & Frederik Op De Beeck/ Innovations Group September 9, 2015 Agenda The challenge
More informationWinning the Retail Game
Winning the Retail Game Improving retail performance in an increasingly competitve automotive market With cut-throat competition characterizing stagnant automotive retail markets, high-performing dealer
More informationLecture Series: Consumer Electronics Supply Chain Management
Lecture Series: Consumer Electronics Supply Chain Management Mohit Juneja i2 Technologies Divakar Rajamani, Ph.D. UTD Center for Intelligent Supply Networks () 2003 UTD Lecture 1: Introduction to Consumer
More informationThe e-supply Chain of the Future in the Automotive Industry
The e-supply Chain of the Future in the Automotive Industry Dr.-Eng. Stefan Wolff 1 ; Dr.-Eng. Kerstin Geiger 2 The automotive industry supply chain will in future be widely electronically integrated the
More informationEXCELLENCE IN SERVICE EUROPE S LEADING FORKLIFT TYRE AND WHEEL SERVICE COMPANY
EXCELLENCE IN SERVICE EUROPE S LEADING FORKLIFT TYRE AND WHEEL SERVICE COMPANY WELCOME Interfit is Europe s leading forklift tyre and wheel service company to the materials handling industry. Interfit
More informationAvenir Telecom Consolidates Its Activity in Romania Using Microsoft Dynamics NAV
Avenir Telecom Consolidates Its Activity in Romania Using Microsoft Dynamics NAV About the Organization Avenir Telecom has more than 3000 employees and activates is six countries (France, Great Britain,
More informationENTERPRISE MANAGEMENT AND SUPPORT IN THE INDUSTRIAL MACHINERY AND COMPONENTS INDUSTRY
ENTERPRISE MANAGEMENT AND SUPPORT IN THE INDUSTRIAL MACHINERY AND COMPONENTS INDUSTRY The Industrial Machinery and Components Industry Manufacturers in the industrial machinery and components (IM&C) industry
More informationPrimary Logistics Activities
1 TOPIC 1: OVERVIEW OF BUSINESS LOGISTICS AND PLANNING Topic Outcomes: You should be able: 1. Define logistics 2. Define activity mix in logistics business 3. Determine the importance of business logistics
More informationManaging a Global Business
Managing a Global Business Whitepaper from Global Drivers of Change: There are several driving forces in the global business landscape that will continue to shape the future of these organisations: Technological
More informationSAP ERP OPERATIONS SOLUTION OVERVIEW
SAP ERP OPERATIONS SOLUTION OVERVIEW YOUR SUCCESS Solving business problems is the general criterion for measuring success... SAP provides us with the powerful tools we need to solve our business problems.
More informationPOINT OF VIEW THE EUROPEAN A&D INDUSTRY. Leaning against de-industrialization trend. Clouds in the sky bring new challenges.
POINT OF VIEW THE EUROPEAN A&D INDUSTRY Leaning against de-industrialization trend. Clouds in the sky bring new challenges. NOVEMBER 2014 The success of Airbus Group, Safran, Zodiac or Rolls Royce enabled
More informationCapital Markets Day China. Dr. Friedrich Eichiner CFO BMW AG
Capital Markets Day China, Dr. Friedrich Eichiner, Sept 16th, 2010 Page 1 China. Dr. Friedrich Eichiner CFO BMW AG Page 2 Challenging China. BMW Group s China strategy focuses on dynamic and profitable
More informationDESIGNED FOR YOUR INDUSTRY. SCALED TO YOUR BUSINESS. READY FOR YOUR FUTURE. SAP INDUSTRY BRIEFING FOR HEATING, VENTILATION, AIR CONDITIONING, AND
DESIGNED FOR YOUR INDUSTRY. SCALED TO YOUR BUSINESS. READY FOR YOUR FUTURE. SAP INDUSTRY BRIEFING FOR HEATING, VENTILATION, AIR CONDITIONING, AND PLUMBING EQUIPMENT MANUFACTURERS BEST-RUN HVAC AND PLUMBING
More informationAn Enterprise Resource Planning Solution for Mill Products Companies
SAP Thought Leadership Paper Mill Products An Enterprise Resource Planning Solution for Mill Products Companies Driving Operational Excellence and Profitable Growth Table of Contents 4 What It Takes to
More informationGLOBALIZATION IN MANUFACTURING INDUSTRIES
GLOBALIZATION IN MANUFACTURING INDUSTRIES ISSUE 3 ENHANCING THE GLOBAL SALES SYSTEM At first glance, machinery and industrial equipment manufacturers appear to have already grown past the issue of globalization
More informationAUTOMOTIVE AND SERVICE PARTS
TURBOCHARGE PROFITS IN A COMPETITIVE INDUSTRY Unlock Your Data Unleash Your Sales Photo by Norbert Aepli, Switzerland. Exciting new technologies bring greater complexity to the Automotive and Service Parts
More informationCompany Brief 4brands Reply GmbH & Co. KG
01.12.2011 Company Brief 4brands Reply GmbH & Co. KG Dr. Rolf Sundermeier Managing Director Agenda 4brands Reply at a glance Solution components supporting a holistic CRM approach in sales and marketing
More informationYour Partner In Service Around The World More than 200 Service Stations Worldwide
R Anschütz Your Partner In Service Around The World More than 200 Service Stations Worldwide Worldwide Service Network Coordination & Support Spare Parts Sales Training Program Excellent Service Support
More informationMaking Strategic Decisions with Oracle Advanced Planning. An Oracle White Paper September 2006
Making Strategic Decisions with Oracle Advanced Planning An Oracle White Paper September 2006 Making Strategic Decisions with Oracle Advanced Planning SUMMARY Strategic decision making is more important
More informationLCM IT Asset Management
LCM IT Asset Management Management Summary Version 1.0 (16.03.2011) Table of Contents 1 LCM IT Asset Management... 3 1.1 License master data... 4 1.2 Management of IT-relevant contractual relationships,
More informationMarketing & Sales Competence Center
Franchising The Roland Berger approach Marketing & Sales Competence Center July, 2009 1 Franchise systems attract growing interest and gain importance Roland Berger Strategy Consultants know how to succeed
More informationRC GROUP. Corporate Overview
RC GROUP Corporate Overview VISION & MISSION We, at RC Group aim to become the preferred Partner for Innovative, Customer driven, Value adding IT based business solutions and services in local and international
More informationAccenture NewsPage Sales Force Automation: Empower your people
Accenture NewsPage Sales Force Automation: Empower your people 2 Understanding the market Your people are your most important business asset. But, with hundreds of staff, serving thousands of small retailers,
More informationTrend Analysis: Connected Car 2015
Consulting APP Cloud Trend Analysis: Connected Car 2015 The most important trends and challenges in vehicle telematics A study conducted by MBtech Consulting GmbH Preface Management summary 3 Objective
More informationOPTIMIZE SALES, SERVICE AND SATISFACTION WITH ORACLE DEALER MANAGEMENT
OPTIMIZE SALES, SERVICE AND SATISFACTION WITH ORACLE DEALER MANAGEMENT KEY FEATURES Manage leads, configure vehicles, prepare quotes, submit invoice and process orders Capture customer, vehicle and service
More informationCollaborative BPM Based on Industry-specific Reference Models
Collaborative BPM Based on Industry-specific Reference Models Thomas Karle Research and Development Horus software GmbH Ettlingen, Germany thomas.karle@horus.biz Abstract Industry specific reference models,
More informationEnd-to-End Service Management
Solution in Detail Customer Service Executive Summary Contact Us End-to-End Service Reducing the Cost of Service Reducing the Cost of Service Optimize Service The business landscape is more competitive
More information