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Supply Chain Management overview for Sales Development
Agenda
• What is supply chain and what has changed over the last 15 years• What are the key areas of interest• Oracle's end-to-end solution• Innovation / PLM• Value Chain Planning & IBP• Logistics Transportation Management / Warehouse
Management• Go to market plans• Q&A
Design Plan Make DeliverSource
SupplierSupplier Supplier
Customer
80% Value Add
Internal
Design Plan Make
Deliver
Source
SupplierSupplier Supplier
Customer
20% Value Add
Internal
Design Design Design
Supply chain best performers save
7%-8% of revenue - AMR
Supply chain best performers save
7%-8% of revenue - AMR
CapGemini Survey 2009 top 3 Challenges
AMR Market Boomers for 2009
•Sales & Operations PlanningSales & Operations Planning•Supply Chain Performance Supply Chain Performance ManagementManagement•Global Trade ManagementGlobal Trade Management•Service Parts ManagementService Parts Management•Reverse LogisticsReverse Logistics
Design Plan
complete • modular • open • integrated
SUPPLY CHAIN
Source Make Deliver Service
Business IntelligenceBusiness Intelligence
Application Integration ArchitectureApplication Integration Architecture
Master Data ManagementMaster Data Management
Design Plan
complete • modular • open • integrated
Solution• Reduces time to market, cost & provides visibility
• Manages all product data & controls phase gates
• Provides collaboration & visualisation with design partner
• Automates BOM analysis for quality & compliance
SUPPLY CHAIN
Source Make Deliver Service
Challenges• Shorter product life
• Demand for new products
• Outsourced design increases need for collaboration
• Outsourced production makes quality & compliance more complex
• Increased regulation
PRODUCT LIFECYCLE MANAGEMENT
Design Plan
complete • modular • open • integrated
Solution• Best in class sales & operations planning
• Reduce inventory and improve delivery
• Single Collaborative planning solution with customers & suppliers
• Best in class statistical demand forecasting
• Constrained planning with suppliers
SUPPLY CHAIN
Source Make Deliver Service
Challenges• High levels of working capital in supply chain
• Poor service levels
• High expediting costs
• Time consuming forecast process.
• Low demand forecast accuracy
• Lack of visibility & collab. with suppliers & customers
VALUE CHAIN PLANNING
Design Plan
complete • modular • open • integrated
Solution• Reduce spend on goods & services
• Streamline Procurement processes
• Enforce policy compliance
• Spend analytics across all suppliers by category
• Contract management
• Supplier portals
• eSourcing & eAuctions
SUPPLY CHAIN
Source Make Deliver Service
Challenges• Cost pressure
• Labour-intensive & paper-based processes
• Unable to enforce sourcing policies
• Unable to analyse & manage spend
• Large supplier base
• Inefficient communication with suppliers
• Not getting best value from suppliers
PROCUREMENT & SOURCING
Design Plan
complete • modular • open • integrated
Solution• Global planning & scheduling
• Role based performance dashboards (ERP-MES)
• MTS, MTO, CTO, Flow, Project & Process manufacturing
• Lean manufacturing
• Customer to supplier quality management
• Integrated maintenance
SUPPLY CHAIN
Source Make Deliver Service
Challenges• Cash flow and working capital concerns
• Demand uncertainty
• Lack of visibility across all manufacturing lines
• Poor plant flexibility & efficiency
• Lack of integration with sub contractors
• Increased regulatory compliance
MANUFACTURING
Design Plan
complete • modular • open • integrated
Solution• Route & carrier optimisation
• Automated carrier booking, tracking & payment
• Real time event management & business intelligence
• Fleet management
• WMS integration with automated handling
• Wave planning & task management
SUPPLY CHAIN
Source Make Deliver Service
Challenges• Increase in transportation costs
• Unable to measure total transportation costs
• Unable to monitor logistics provider performance
• Lack of supply chain visibility
• High administration costs
• Reduce carbon emission
TRANSPORTATION & WMS
Design Plan
complete • modular • open • integrated
Solution• Synchronised forecasting and replenishment planning
• Multi echelon inventory optimisation aligned to budget constraints & SLA’s
• Product Introduction& end-of-life scenarios
• Part condition & supersession control
• Manage reverse material flow & repair processes
SUPPLY CHAIN
Source Make Deliver Service
Challenges• Need to Increase revenue from service operations
• Move to performance based contracts
• Reduce inventory held in service supply chains
• Improve part visibility & replenishment considering both new buy & repair options
• Support for reverse logistics operations
SERVICE SUPPLY CHAIN
Supply Chain Sales Development - Organization
Andrew SpenceUK
Thomas ListDE/CH
Per-Magnus KarlssonNordics
Joerg SeegerJohn Love Timothy Hughes
ERP
Vince Smallhorne
ERP
Vince Smallhorne
Supply Chain Management
Joao de Oliveira
MDMPLMOTM VCP and TPM
Timothy Hughes
Dominic Regan
Design Plan
complete • modular • open • integrated
SUPPLY CHAIN
Source Make Deliver Service
Product Lifecycle Management
Product Lifecycle Management
Co-Prime Sales
Susan Harris – [email protected]: +44 7780 747588
Frank Brinks– [email protected] Phone: +31 615 399 506
Tobias Stähle - [email protected] Phone: +49 891 4301430
Henry Dünnebeil - [email protected] Phone: +49 891 4301430
Jean-Pierre Merx – Southern [email protected]: +33 15 760 81 11
Ben Smith – [email protected]: +46 84 77 34 89
EMEA Team
Denis SenpereVP, Product Lifecycle Management, [email protected]: +33 61 14 104 37
Bertrand GodillotSr. Director, Sales Consulting PLM [email protected]: +31 60 70 271 92
Joerg Seeger Agile PLM Sales Dev Alliances Director, PLM [email protected]: +49 177 5940375
For additional information:PLM Product Marketing Sitehttp://my.oracle.com/plm
Propositions
Ideas Markets
Products
Signals
Value Generation is the Result of Operational Excellence and Speed in closing this loop…
Value Generation is the Result of Operational Excellence and Speed in closing this loop…
Idea Management (Gather, Rate, Select)
Claims & Requirements Management
Product Development for Cost & Supply
Legal & Regulatory Assessment
Release to Manufacturing
Release to Market
Gather Enhancement Requests
Customer Complaint Trends
Product Failures & Issues Trends
Closed Loop Corrective Action Management
Change Process
Key customers & analysts
Cisco Apple
PhilipMorris
International
TysonFoods
Coca Cola
Go to market activities
• Cluster-based Industry Focused Campaigns– On-going: Nordics, Benelux, Germany, France– H2 under planning
• Programmatic Approach for our 3 Main Industries– Profiling + White Paper + Office Based Workshop (TAP Dream)– Targets: EHT, CPG, Pharmaceutical– Cluster based (<250M€ and 800 employees) x-functional contacts
• Expand the Oracle PLM Ecosystem– CAD Integration Competency Centre (Press releases done)– Industry Focus Partners, across & around EMEA• Accenture, Deloitte, Kalipso
– Initiate lobbying actions by communities• ProStep (D)
• Leverage Oracle Install Base– JDE Install Base Initiative
• New Industry Solutions with Partners– Financial Services currently on-going (HCUK)– Telco to follow
Design Plan
complete • modular • open • integrated
SUPPLY CHAIN
Source Make Deliver Service
Value Chain Planning
What is Demand Mgmt?
SuppliersSuppliers
Printing MaterialSuppliers
Printing MaterialSuppliers
Steel SuppliersSteel Suppliers
Aluminium Suppliers
Aluminium Suppliers
ManufacturingManufacturing
Manufacturing & Distribution
Food Bev Cans Aerosols
Metals Closures Speciality Packaging
Manufacturing & Distribution
Food Bev Cans Aerosols
Metals Closures Speciality Packaging
Coca Cola- DCsCoca Cola- DCs
Distribution & ChannelDistribution & Channel
Heinz – DCs
Heinz – DCs
Coca Cola Manf and Distribution
Coca Cola Manf and Distribution
P&G Manf and Distribution
P&G Manf and Distribution
Heinz Manf and Distribution
Heinz Manf and Distribution
P&G – DCs
P&G – DCs
Supply
Consumer Demand
Implications of a Bad Forecast
Forecast Error
Over Forecast Under Forecast
Excess Inventory
Inventory Holding Cost
Trans-shipment Cost
Obsolescence
Reduced Margin
Order Expediting Cost
Higher Product Cost
Lost Revenue
Lost Companion Product Sales
Lower Customer Satisfaction
Solution Propositions
• Demand Management - (All territories)– Demantra
• Sales and Operations Planning - S&OP (All territories)– Demantra, ASCP, SNO, APCC and DSR
• Trade Management - CTM (WE)– Demantra and APCC
• Service Transformation (install Base)– Service Parts Planning – SPP
What Analysts are saying
Oracle rated Positive in Gartner’s MarketScope for
Sales and Operations Planning
Gartner:MarketScope for Sales and Operations Planning, 2008
Published June 30, 2008
The MarketScope is copyrighted April 28, 2009 by Gartner, Inc. and is reused with permission. The MarketScope is an evaluation of a marketplace at and for a specific time period. It depicts Gartner's analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not
endorse any vendor, product or service depicted in the MarketScope, and does not advise technology users to select only those vendors with the highest rating. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
Note: “This MarketScope graphic was published by Gartner, Inc. as part of a larger research note and should be evaluated in the context of the entire report. The Gartner report is available upon request from Oracle.”
“Users have accepted the definition of S&OP as a process that is focused on the harmonization of operational plans. This equates to the lower levels of S&OP process maturity. To fill the role of
strategic alignment, a new layer of capabilities is emerging, which Gartner calls integrated business planning, and which sits over the top of the operational S&OP process, with links to any corporate
performance management initiative within the company (see "Integrated Business Planning Fills the Gap Between Strategic Planning and S&OP).”
EMEA National Plastics (Saudi)
IBP Webcast
Mobius - Business Logistics Magazine
seminar around after market / spare parts
WE VCP go to market strategy & resources
1 to 1 Approaches to WE Telco clients with IBU
Demantra / ASCP in 90 Days // ODP to Demantra Migrations with Inspirage
Utilise TAP with ASRs and Convert to GCM
Pursue Upsell Opportunities with Existing Customers – EBS and JDE
June July Aug Sept Oct Nov
TAP Webcasts
Training to
UK MRD and CMU
ASRs
UK JDE User
Conference
Supply Chain Transformation
House of Lords
Events Yet to Be Agreed
Existing Base (Test Drive)
Logipharma April 2010
Get VCP Confirmed as Retail banking
Prop
Webcast with LS IBU
on
Supply Chain
Support TAP Process
VCP and BPO
Webcast
S&OP in LS
Telesales
With LS IBU
IBC Media Exhibition
AmsterdamSAP to the Max
Netherlands
Design Plan
complete • modular • open • integrated
SUPPLY CHAIN
Source Make Deliver Service
Transportation Management
OTM – Value PropositionLogistics Operational Efficiency
Reduce Supply Chain Cost; Improve Operating Margins; Increase Working Capital
Reduce Supply Chain Cost; Improve Operating Margins; Increase Working Capital
Manage Diverse End-to-End Supply Chains involving Multiple Trading Partners
Manage Diverse End-to-End Supply Chains involving Multiple Trading Partners
Balance Transportation Asset and Resource Capacity Constraints
Balance Transportation Asset and Resource Capacity Constraints
Meet New Demands on Environmental Sustainability; Increase Utilisation, Reduce Fuel & CO2 emissions
Meet New Demands on Environmental Sustainability; Increase Utilisation, Reduce Fuel & CO2 emissions
Gain Visibility into the Extended Supply Chain; Identify Best Practice, Drive Continuous Improvement
Gain Visibility into the Extended Supply Chain; Identify Best Practice, Drive Continuous Improvement
Transportation Operational Process Flow
Manual EntryManual Entry
EDI/file EDI/file IntegrationIntegration
Logistics Logistics OrdersOrders
ShipmentsShipments- BundleBundle
- Load Opt.Load Opt.
ItineraryItinerary- RoutingRouting
- LegsLegs
Service Service Provider Provider
AssignmentAssignment
Carrier Carrier Booking / Booking /
TenderTender
Fleet Planning Fleet Planning & Assignment& Assignment
Shipment Shipment Execution & Execution & MonitoringMonitoring
Customer BillCustomer Bill
Service Service Provider Provider InvoiceInvoice
Cost Cost AllocationAllocation
Exception Exception ManagementManagement
Key customers & analysts• Consumer Packaged Goods• Retail• Automotive• Industrial Manufacturing• Logistics Service Providers
Source: Forrester Research Inc (Q1 2008)Source: Gartner (April 2009)
Gartner Magic Quadrant Forrester Wave AMR ETMS Landscape
Source: AMR Research (July 2009)
• Sales Launch/Awareness in BNL, F, Nordics, Germany• Direct Campaign targeting 130 TAP accounts ($13m)• Specific Partner Activities:
– Capgemini / IBM (WE)– Arkenis (UK, F, BNL)– Camelot (D)– IDOM (E)– Business Reply (Italy)
• External Events (600 Minutes, eyefortransport, BVL, SITL)• 14th Annual 3PL Study (with Capgemini & Panalpina)
Go to market activities• Target Profile
• >€250M in Annual Revenue • >€10M in Annual Transport Spend• Complex supply chains• Multiple modes, geographies… • Controlling logistics• Single point of visibility• Service provider independence
SCM Go To Market
• FY09 SCM (incl. Procurement) WE = $45M• Key Propositions– OTM– PLM– S&OP– Optimised Supply Chain– Procurement
• Resources– LinkedIn Group– Web Site– Industry based blotters (Retail, Life Sciences, Generic)– Value based selling tools
Summary
• Complete end-to-end supply chain solution• Deep best of breed functionality
– Analysts leaders in many areas
• Modular deployment ERP agnostic• Deep, flexible analytics and business intelligence• MDM & AIA address business integration challenges • Addressed current business needs
– Free up working capital– Reduce supply chain costs– Provide visibility
• Experienced sales development, sales & pre-sales
35
AQ&
Design Plan
complete • modular • open • integrated
Solution• Reduces time to market,
cost & provides visibility
• Manages all product data & controls phase gates
• Provides collaboration & visualisation with design partner
• Automates BOM analysis for quality & compliance
Challenges• High levels of working
capital in supply chain
• Poor service levels
• High expediting costs
• Time consuming forecast process.
• Low demand forecast accuracy
• Lack of visibility & collaboration with suppliers & customers
Solution• Best in class sales &
operations planning
• Reduce inventory and improve delivery
• Single Collaborative planning solution with customers & suppliers
• Best in class statistical demand forecasting
• Constrained planning with suppliers
SUPPLY CHAIN
Source Make Deliver Service
Challenges• Shorter product life
• Demand for new products
• Outsourced design increases need for collaboration
• Outsourced production makes quality & compliance more complex
• Increased regulation
Solution• Reduce spend on goods &
services
• Streamline Procurement processes
• Enforce policy compliance
• Spend analytics across all suppliers by category
• Contract management
• Supplier portals
• eSourcing & eAuctions
Challenges• Cost pressure
• Labour-intensive & paper-based processes
• Unable to enforce sourcing policies
• Unable to analyse & manage spend
• Large supplier base
• Inefficient communication with suppliers
• Not getting best value from suppliers
Solution• Global planning &
scheduling
• Role based performance dashboards (ERP-MES)
• MTS, MTO, CTO, Flow, Project & Process manufacturing
• Lean manufacturing
• Customer to supplier quality management
• Integrated maintenance
Challenges• Cash flow and working
capital concerns
• Demand uncertainty
• Lack of visibility across all manufacturing lines
• Poor plant flexibility & efficiency
• Lack of integration with sub contractors
• Increased regulatory compliance
Solution• Route & carrier optimisation
• Automated carrier booking, tracking & payment
• Real time event management & business intelligence
• Fleet management
• WMS integration with automated handling
• Wave planning & task management
Challenges• Increase in transportation
costs
• Unable to measure total transportation costs
• Unable to monitor logistics provider performance
• Lack of supply chain visibility
• High administration costs
• Reduce carbon emission
Solution• Synchronised forecasting
and replenishment planning
• Multi echelon inventory optimisation aligned to budget constraints & SLA’s
• Product Introduction& end-of-life scenarios
• Part condition & supersession control
• Manage reverse material flow & repair processes
Challenges• Need to Increase revenue
from service operations
• Move to performance based contracts
• Reduce inventory held in service supply chains
• Improve part visibility & replenishment considering both new buy & repair options
• Support for reverse logistics operations
VisibilityDashboards – Analytics - Workflow
PRODUCT LIFECYCLE MANAGEMENT PROCUREMENT & SOURCING TRANSPORTATION & WMS
VALUE CHAIN PLANNING MANUFACTURING SERVICE SUPPLY CHAIN