SAP离散制造解决方案

SAPSAP离散制造行业方案概览华思远华思远首席顾问SAP离散制造解决方案中心SAPSAP对离散行业的定义汽车行业高科技行业行业事业群机械制造行业航空航天行业全球500强企业中80%都是SAP的客100%100%100%件100%SAP的客户全球500强企业100%100%100%件100%SAP的客户全球500强企业快速消费品航空与国防汽汽车机械设备与零高科技高科技工工生命科学务信零售消费品/金融服务流程型制造业服务业离散型制造业零售消费品/金融服务流程型制造业服务业议程议程工程机械行业汽车行业高科技行业机械制造行业的细分机械制造行业的细分MachineryManufacturersComponentManufacturersMachineryManufacturersComponentManufacturersWedistinguishbetweenComponentandMachineryManufacturers.TheIM&Cindustryincludes12industrysegments.MTS,MTO,ETO机械制造行业中不同的制造模式按库存生产按订单生产按订单设计StandardProductsnoProductVariantsMultipleProductVariantsMass-CustomizationCustomerspecificDesign/EngineeringMixofmanufacturingmodelswithinacom机械制造行业的整个生态系统机械制造行业的整个生态系统TheabilitytoorchestratetheTheabilitytoorchestratetheIM&Cecosystemwillmakethedifferenceandbenefitthecustomer.物缴物缴77777t机械制造行业面临的挑战和行业趋势机械制造行业面临的挑战和行业趋势宏观经济环境的变化客户要求更高的产品价值股东要求更高的投资汇报与服务附加值股东要求更高的投资汇报过渡竞争带来的利润压力行业的变化已经开始行业的变化已经开始-从产品的提供商向服务的网络供应商转变EnterpriseResourcePlanningIntra-EnterpriseCo-operationCollaborativeBusinessSolutionProviderNetworkSAP在全球有强大的机械行业客户群2.400SAPforIM&CCustomersWorldwideMachinery62%ComponentsMachinery62%缴Americas缴Americas7777vvAsiaPacificvvEMEA1.697|71%©SAP2007/Page10Source:IWPasofNovember2006机械制造行业对机械制造行业对SAP是-个典型的7物MidsizedBusiness缴59%SmallEnterprise19%22%Large7Business7物MidsizedBusiness缴59%SmallEnterprise19%22%Large7BusinessNotjustforthe“bigguys”59%ofIndustrialMachinery&ComponentcustomersaremidsizedbusinessesrunningSAPproducts22%aresmallbusinesses,mostofthemareSAPBusinessOnecustomers©SAP2007/Page11Source:IWPasofNovember2006,2400customers,259customersarenotassignedtocustomerssegments过去过去10年SAP机械制造行业的发展 5957Growthis 5957 5341Strongcustomerbasedrivesdevelopment 5341YstrategyY缴缴44510NumberofInstallationsNumberofInstallationsNumberofCustomers3366333023224652400221642009200911452821821Source:IWPasofNovember2006*NumbersfromNovember2006©SAP2007/Page12SAPSAP在机械制造行业的典型客户IndustrySegmentsSampleCustomersMarketShareTotalSAPCustomersEnterprisesGeneralIndustrialMachinery&Equipment50%65966%Measuring&ControllingDevices80%54%Semiconductor&ElectronicMeasurement90%29156%IndustrialTools&MetalWorkingMachinery70%26361%Engine,Turbine,Pump&CompressorMachinery80%20359%Lifting,MaterialHandling&RailroadEquipment80%63%Construction&MiningMachinery80%56%Heating,Ventilation,AirConditioning&Plumbing70%55%ElectricalEquipment,Appliance&Components80%55%Textile,Paper,Printing&PackagingMachinery58%Motion&FluidControl60%58%Oil&GasMachinery70%2636%©SAP2007/Page13Source:MKISasofJanuary2006Numberofnotassignedcustomers:27机械制造行业在软件选型过程中已经具有高趋同性机械制造行业在软件选型过程中已经具有高趋同性2,400IM&CCustomers80%CoveragewithinWhereCompaniesrankintheIndustrial,FarmEquipmentIndustry80%CoveragewithinIndustryWeek'sTopMachineryCompaniesFAGTIMKE对FS区互可BSCH©SAP2007/Page14Research&DevelopmentNewSales&MarketingResearch&DevelopmentNewSales&Marketing SupplyChainPlanningDemandManufacturingProcurementLogistics&DistributionAftermarketSales&ServiceEnterpriseManagement&SupportSAP机械制造行业解决方案图S©SAP2007/Page15议程议程工程机械行业汽车行业高科技行业©SAP2007/Page16©SAP2007/Page17整体经济颜色么——客户需要任何知道最近为止,我们还没有竞争对手,很少有厂商能提供大批量、低成汽车制造商是一体化的整合经济体——颜色么——客户需要任何知道最近为止,我们还没有竞争对手,很少有厂商能提供大批量、低成亨利·福特亨利·福特Yugo经济型汽车当今汽车行业生态系统-当今汽车行业生态系统-挑战与机遇对上市时间的挑战行业内最佳:16-24个月facture成本和质量的挑战索赔外>包$、15外B协/业年务/控制成本汽车是全球索赔支出的最大行业MM客户忠诚度的挑战平均客户忠诚率<50%行业内最佳品牌60%吸引并维护客户忠诚度吸引并维护客户忠诚度AssemblefactureXXAssemblefactureXXXXXXFlexibleIndustry-StandardProcessIntegrationSupplierSources:JDPower,WarrantyWeek,Cust.Interviews,AIAG价值链分配成本:$1K/每车.©SAP2007/Page18汽车行业生态系统汽车行业生态系统售后服务客户汽车金融经销商分销商开发和生产销售和服务售后服务客户汽车金融经销商分销商二级部件供应商二级部件供应商 一级部件供应商二级部件供应商 一级部件供应商二级部件供应商工程设计合作伙伴工程设计合作伙伴第三方物流第三方物流(3PL)©SAP2007/Page19汽车零部件供应商面临的挑战汽车零部件供应商面临的挑战需求波动放大逐步转向模块化供货,支持批量送货、适时送货、适时排序送货等多种入厂物流方式,配合主机厂采购逐步转向模块化供货,支持批量送货、适时送货、适时排序送货等多种入厂物流方式,配合主机厂采购业务运行透明业务运行数据开放和透明-“玻璃房里的供应商”进行持续改进面临来自主机厂的不断加大的成本压力和对质量与面临来自主机厂的不断加大的成本压力和对质量与从纯粹的产品性价比的竞争转向基于采购供应体系及协作配套体培养研发能力所针对的细分市场所针对的细分市场SAP是唯一支持、开发和销售汽车行业标准解决方案的全球软件零部件厂商,可支持整个汽车行业价值链—从整车厂到进口商再到经销商和最终消费者。汽车零部件厂商n第一级:系统和总成件厂商n第二级:组件零部件厂商n第三级:备件零部件厂商汽车销售和服务SAP®SAP®汽车行业解决方案 您拓展汽车业务的明智选择:汽车行业是SAP在全球战略性的一个行业,也是SAP发展最快的行业之一。SAP汽车行业解决方案在全球有超过1,600家的客户和超过5,000次的安装。SAP是唯一一家能够为整车厂、零部件厂商、经销商的若干核心业务提供整体方案的供应商。SAP和几乎所有领先的整车厂和零部件厂商保持着良好的合作关系,我们在所有关键的业务领域共同投入研究,持续不断地为汽车行业当前和将来所面临的挑战提供最佳的业务实践。SAPSAP在汽车行业中无可争议的领先地位2,1002,100汽车行业客户遍及89个国家零部件厂商(9/Top10)售后及服务24%53%23%售后及服务24%53%23%零部件厂商整车厂商整车厂商(10/Top10)DAIMLERCHRYSLER售后及服务领域售后及服务领域(5/Top10)SAP支持了现代化的汽车工业SAP支持了现代化的汽车工业SAPSAP全球汽车零部件行业客户(部分)AsiaPacificAsiaPacificYAPP EMEACENTRAL EMEANEWS三三TeksieAmericaSAP汽车行业解决方案——我们不断发展关n在-个行业建立完整的专家级的产品库需要时间和耐心n持续不断地与客户的沟通和交流是我们进-步开发的基础n对产品的不断优化是我们成功的基石nnnn汽车解决方案图-汽车零部件行业汽车解决方案图-汽车零部件行业OEMOEM关系管理协作工程关键客户管理上市时间新产品开发和引入上市时间新产品开发和引入生命周期数据管理零部件厂商协作零部件厂商协作战略采购采购执行和内向物流客户客户赔管理售后备件计划售后备件执行按订单生产/按库存生产供应到生产线外向物流企业资产管理制造执行销售订单管理销售订单管理需求和订单计划订单执行和收货结算企业管理和支持企业管理和支持议程议程工程机械行业汽车行业高科技行业高科技行业高科技行业行业细分HighTechIndustBusiness&ConsumerComputers,Peripherals,StorageMedicalDevicesIntegratedDeviceManufacturers(IDM)FablessFoundry,TestElectronicsManufacturingServices(EMS)OriginalDesign&Manufacturing(ODM)EnterpriseApplicationsDesktopSoftware高科技行业的生态系统高科技行业的生态系统复杂而灵活多变的业态SystemSoftwareProviderSystemSoftwareProviderServiceDesign/TechnologyTechnologySupplierDistributorCapitalEquipmentCapitalEquipmentManufacturerComponentComponentManufacturerSemiconductorManufacturerSemiconductorManufacturerSupplierDistributorDistributorAssemblyAssemblyFoundryWhereverthereWhereverthereisphysicalmovementofproduct3rd-PartyProvider高科技行业面临的挑战与机遇高科技行业面临的挑战与机遇ProductProductExcellenceCustomerExcellenceCustomerExcellencePressurefor:DiminishedGrowthPotentialReducedOperatingEfficiencySupplyChainExcellenceServiceExcellence“ServiceswithProduct”“ServicesthroughProduct”SAPSAP在高科技行业中的地位Sub-industrySemiconductorEMSProviderSoftware2600+HighTechcustomersglobally7300+HighTechcustomerimplementationsSemiconductorManufacturersContractManufacturersSemiconductorManufacturersContractManufacturersElectronicComponentsManufacturers在各个高科技行业细分中的客户SAPOriginalEquipmentManufacturers(OEM)SoftwareProviders高科技行业解决方案图高科技行业解决方案图-Business,Medical&ConsumerOEMsSuppliers&Suppliers&Time-to-MarketInnovationManagementTime-to-MarketInnovationManagementProductDevelopmentProductLaunchandLifecycleManagementGo-Go-to-MarketMarketingSalesForceManagementChannelManagementSupply-to-MarketDemandSupply-to-MarketDemandandSupplyPlanningFulfillmentandLogisticsQuote-to-CashQuotation,Contract,andOrderQuote-to-CashQuotation,Contract,andOrderManagementChannelSalesExecutionAAfterSalesSupportCustomerServiceManagementServiceExecutionSerConsultingandEngagementManagementEnterpriseManagement&SupportSuppliers&Suppliers&Go-to-MarketMarketingDesignWinChannelManagementSalesPlanningandManagement高科技行业解决方案图-SemiconductorTime-to-MarketInnovationManagementProductDevelopmentProductLaunchandLifecycleManagementSupply-to-MarketDemandandSupplyPlanningStrategicSourcing&ProcurementFulfillmentandLogisticsQuote-to-CashQuotation,Contract,andOrderManagementnWarrantyandReturnsEnterpriseManagement&SupportProductDevelopmentProgram&PortfolioManagementConcept,Specification&DesignCollaborativeProject&QualityManagementMarketing&SalesMarketingSalesPlanning&ForecastingLeadandOpportunityManagementPartnerManagementPartnerManagementChannelSales&MarketingEnterpriseManagement&Support高科技行业解决方案图-SoftwareQuote-to-CashctManagementOrderManagementueManagementAfterSalesSupportCustomerSuppentManagementProfessionalServicesManagementTime-to-MarketProductDevelopmentProductLaunchandLifecycleManagementGo-to-MarketQuotationandContractManagementCustomerProgramManagementSalesManagementSupply-to-MarketDemandandSupplyPlanningDistributedManufacturingOrderFulfillmentandLogisticsLeanandSixSigma/QualityManagementMaterialsManagementInboundMaterialsLogisticsStrategicSourcingOperationalProcurementAfterSalesSupportCustomerServiceManagementServiceExecutionServicePartsManagementEnterpriseManagement&Support高科技行业解决方案图-ElectronicsManufacturingServiceProvider(EMS/ODM)©©Copyright2008SAPAGAllrightsreservedNopartofthispublicationmaybereproducedortransmittedinanyformorforanypurposewithouttheexpresspermissionofSAPAG.Theinformationcontainedhereinmaybechangedwithoutpriornotice.SomesoftwareproductsmarketedbySAPAGanditsdistributorscontainproprietarysoftwarecomponentsofothersoftwarevendors.SAP,R/3,mySAP,mySAP.com,xApps,xApp,SAPNetWeaver,Duet,BusinessByDesign,ByDesign,PartnerEdgeandotherSAPproductsandservicesmentionedhereinaswellastheirrespectivelogosaretrademarksorregisteredtrademarksofSAPAGinGermanyandinseveralothercountriesallovertheworld.Allotherproductandservicenamesmentionedandassociatedlogosdisplayedarethetrademarksoftheirrespectivecompanies.Datacontainedinthisdocumentservesinformationalpurposesonly.Nationalproductspecificationsmayvary.TheinformationinthisdocumentisproprietarytoSAP.ThisdocumentisapreliminaryversionandnotsubjecttoyourlicenseagreementoranyotheragreementwithSAP.Thisdocumentcontainsonlyintendedstrategies,developments,andfunctionalitiesoftheSAP®productandisnotintendedtobebindinguponSAPtoanyparticularcourseofbusiness,productstrategy,and/ordevelopment.SAPassumesnoresponsibilityforerrorsoromissionsinthisdocument.SAPdoesnotwarranttheaccuracyorcompletenessoftheinformation,text,graphics,links,orotheritemscontainedwithinthismaterial.Thisdocumentisprovidedwithoutawarrantyofanykind,eitherexpressorimplied,includingbutnotlimitedtotheimpliedwarrantiesofmerchantability,fitnessforaparticularpurpose,ornon-infringement.SAPshallhavenoliabilityfordamagesofanykindincludingwithoutlimitationdirect,special,indirect,orconsequentialdamagesth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