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華思遠首席顧問SAP

離散制造解決方案中心SAP

離散制造行業(yè)方案概覽SAP離散制造行業(yè)事業(yè)群機械制造行業(yè)航空航天行業(yè)汽車行業(yè)高科技行業(yè)SAP

對離散行業(yè)的定義快速消費品航空與國防汽

車高科技機械

設(shè)

零石油與天然氣生命科學(xué)銀行保險傳媒服務(wù)電信電

力公司數(shù)量

來源:財富雜志,2005年全球500強;SAP2006年分析全球500強企業(yè)中80%都是SAP的客戶

…94%88%

77%88%89%100%100%100%59%

49%100%56%

SAP

的客戶

全球500強企業(yè)73%86%72%93%47%批

發(fā)采

礦零

售制

品化

工68%工程機械行業(yè)汽車行業(yè)高科技行業(yè)議程Lifting,

Material

Handling&

Railroad

EquipmentIndustrialTools&

MetalWorking

MachineryConstruction&Mining

MachineryGeneral

Industrial

Machinery&

EquipmentWe

distinguish

betweenponent

and

Machinery

Manufacturers.The

IM&C

industry

includes

12

industry

segments.Measuring&Controlling

DevicesElectrical

Equipment,Appliance&ponentsHeating,Ventilation,AirConditioning&

Plumbing

EquipmentOil&

Gas

MachineryEngine,Turbine,

Pump&pressorMachineryMotion&

FluidControl機械制造行業(yè)的細分ponentManufacturersMachineryManufacturers按庫存生產(chǎn)按訂單生產(chǎn)按訂單設(shè)計Standard

Products

no

ProductVariantsMultiple

ProductVariantsMass-CustomizationCustomerspecific

Design/EngineeringpanyaremonMixof

manufacturingmodelswithinaNord

son

corporationMTS,

MTO,

ETO機械制造行業(yè)中不同的制造模式物物物The

ability

to

orchestrate

the

IM&C

ecosystem

willmake

the

difference

and

benefit

the

customer.t繳t繳Engineering

PartnerSub-Contract

ManufacturerCustomerMachineryManufacturer(OEM)機械制造行業(yè)的整個生態(tài)系統(tǒng)ponentManufacturer(OEM)SupplierFinancial

PartnerSupplier客戶要求更高的產(chǎn)品價值與服務(wù)附加值Tailor-made,highquality

productsat

lowpricesTime-to-marketPerformance,availability,andflexibilityReducedtotalcostofownershipEmergingtechnologies股東要求更高的投資匯報Financial

performanceHighestprofitsProfitablegrowthpliancewithgovernmentregulatory

requirementsandenvironmentalplianceCyclical

natureofthedemandRising

raw

materialandenergy

pricesGrowingemerging

marketsGrowingplexityandarrayofregulatoryrequirements宏觀經(jīng)濟環(huán)境的變化過渡競爭帶來的利潤壓力LowcostglobalpetitionServiceandproduct

innovation

aspetitivedifferentiators

Intellectual

Propertyasrisk機械制造行業(yè)面臨的挑戰(zhàn)和行業(yè)趨勢Information&

processIntegrationwithintheorganizationEnhanceprocesses&visibilitywithkeypartners

&

captivevaluechains行業(yè)的變化已經(jīng)開始-從產(chǎn)品的提供商向服務(wù)的網(wǎng)絡(luò)供應(yīng)商轉(zhuǎn)變Flexibledefinitionofnewsupport

modelswithin&across

industrycoalitionsSolution

Provider

NetworkIntra-Enterprise

Co-operationCollaborative

BusinessEnterprise

ResourcePlanningSAP

在全球有強大的機械行業(yè)客戶群2.400

SAP

for

IM&C

Customers

Worldwide繳繳Asia

Pacific392

|

16%EMEA1.697

|

71%ponents

38%Americas

311

|

12%Machinery

62%繳繳59%ofIndustrialMachinery&ponent

customers

aremidsized

businesses

runningSAP

products22%aresmallbusinesses,

most

ofthemare

SAP

BusinessOnecustomers物物Notjustforthe“bigguys”機械制造行業(yè)對SAP是-個典型的

中“小企業(yè)”型行業(yè)Midsized

BusinessEnterprise19%

22%BusinessLarge

Small59%繳繳strategy

Numberof

Installations

NumberofCustomersStrong

customer

base

drives

development5.9575.341SAP機械制造行業(yè)的發(fā)展4.510Growth

is

consistent

and

sustained3.6633.0232.4652.4002.1642.0091.8111.5661.5171.4521.3961.3361.2671.1221.0381.01210

年過去821YY2,400

IM&CCustomersWorld-WideIndustrySegmentsSampleCustomersTop

10MarketShareTotal

SAP

Customers%

Mid-Size

EnterprisesGeneral

Industrial

Machinery&Equipment50%65966%Measuring&Controlling

Devices

80%33754%Semiconductor&Electronic

MeasurementEquipment90%29156%IndustrialTools&

MetalWorkingMachinery70%26361%Engine,Turbine,

Pump&pressorMachinery80%20359%Lifting,

Material

Handling&

Railroad

Equipment80%12763%Construction&Mining

Machinery80%12756%Heating,Ventilation,AirConditioning&

Plumbing

Equipment70%10755%Electrical

Equipment,Appliance&ponents80%10255%Textile,Paper,Printing&

Packaging

MachineryIsaurerkTetrapakvmatwo100%8758%Motion&

Fluid

Control60%5658%Oil&

Gas

Machinery

70%2636%SAP在機械制造行業(yè)的典型客戶Construction&Mining

MachineryEngine,Turbine,

Pump

&pressor

MachineryElectrical

Equipment,Appliance&ponents/

Measuring&ControllingDevicesHVAC&

Plumbing

EquipmentLifting,

Material

Handling&Railroad

EquipmentMotion&

FluidControlFAG

TIM

KE對Oil&

Gas

Machinery

c

cameronIndustrialTools&

MetalWorking

MachinerySemiconductor&

Electronic

MeasurementEquipmentTextile,

Paper,

Printing&Packaging

Machinery

2,400

IM&CCustomers

in56

Countries

80%Coveragewithin機械制造行業(yè)在軟件選型過程中已經(jīng)具有高趨同性WherepaniesrankintheIndustrial,

FarmEquipmentIndustry

80%CoveragewithinIndustryWeek'sTopMachinerypaniesProcurementManufacturing

Engineer-To-Order

Project

ManufacturingMake-To-Order

Manufacturing

Make-To-Stock

ManufacturingResearch

&

Development

New

Product

Development&

Introduction

Life-CycleData

ManagementSupply

Chain

Planning Demand&Supply

Planning

Service

Parts

ManagementWarranty

&Returns

ManagementSales

&

MarketingMarketingManagementChannel

ManagementQuote/SalesCycle

ManagementStrategic/GlobalSourcingOperational

ProcurementSAP

機械制造行業(yè)解決方案圖Logistics

&

DistributionWarehouseManagementTransportation

ManagementDesignMarket&SellEngineerProcureManufactureStore&MoveServiceSupplierCollaborationServiceOperationsPlanning

and

ExecutionAftermarket

Sales

&

ServiceSuppliers&EngineeringPartnersCustomers&

Channels工程機械行業(yè)汽車行業(yè)高科技行業(yè)議程無可選性知道最近為止,我們還沒

有競爭對手,很少有廠

商能提供大批量、低成

本的生產(chǎn)。。。Yugo

經(jīng)濟型汽車品種單一顏色么——客戶需要任何一種黑顏色的汽車。。。亨利·福特汽車制造商是一體化的整

合經(jīng)濟體——從原材料

的供應(yīng)到整車的銷售——它們創(chuàng)造了一整個供

應(yīng)體系福特的工廠汽車企業(yè)的黃金時代。。。整體經(jīng)濟FlexibleIndustry-Standard

ProcessIntegrationManu-

factureSourSupplier

Ident.ServiceAssemble-facture吸引并維護客戶忠誠度當(dāng)今汽車行業(yè)生態(tài)系統(tǒng)-

挑戰(zhàn)與機遇客戶忠誠度的挑戰(zhàn)平均客戶忠誠率<

50%行業(yè)內(nèi)最佳品牌

60%行

成9

%、流程化的渠道管理成本和質(zhì)量的挑戰(zhàn)索賠

外>包$、15外B協(xié)/業(yè)年務(wù)

/

控制成本

汽車是全球索賠支出的最大行業(yè)對上市時間的挑戰(zhàn)通平開品品:上3

-

8間個月

行業(yè)內(nèi)最佳:

16-24

個月DeliverManuSell二級部件供應(yīng)商

一級部件供應(yīng)商

L工程設(shè)計合作伙伴第三方物流

(3PL)

汽車金融

分銷商經(jīng)銷商整車廠開發(fā)和生產(chǎn)

銷售和服務(wù)汽車行業(yè)生態(tài)系統(tǒng)客戶二級部件供應(yīng)商多種供貨方式逐步轉(zhuǎn)向模塊化供貨,支持批量送

貨、適時送貨、適時排序送貨等多

種入廠物流方式,配合主機廠采購

政策的調(diào)整和變化需求波動放大由于市場的波動和主機廠生產(chǎn)

計劃系統(tǒng)的不恰當(dāng)反應(yīng),對供

應(yīng)商的需求波動常常被人為放

大培養(yǎng)研發(fā)能力向具有模塊和系統(tǒng)研發(fā)能力的獨立供應(yīng)商發(fā)展進行持續(xù)改進面臨來自主機廠的不斷加大的成本壓力和對質(zhì)量與性能的持續(xù)改進要求供應(yīng)鏈的競爭從純粹的產(chǎn)品性價比的競爭轉(zhuǎn)向

基于采購供應(yīng)體系及協(xié)作配套體

系的競爭業(yè)務(wù)運行透明業(yè)務(wù)運行數(shù)據(jù)開放和透明-“玻璃房里的供應(yīng)商”汽車零部件供應(yīng)商面臨的挑戰(zhàn)汽車

OEMn

乘用車制造商n

商用車制造商n

摩托車制造商n

農(nóng)用車制造商汽車銷售和服務(wù)

組織n

汽車整車廠銷售組織n

進口商和分銷商n

大型的汽車經(jīng)銷商n

汽車服務(wù)經(jīng)銷商汽車零部件廠商n

第一級:系統(tǒng)和總成件廠商n

第二級:組件零部件廠商n

第三級:備件零部件廠商SAP是唯一支持、開發(fā)和銷售汽車行業(yè)標(biāo)準(zhǔn)解決方案的全球軟件零部件廠商,可支持整個汽車

行業(yè)價值鏈

—從整車廠到進口商再到經(jīng)銷商和最終消費者。所針對的細分市場汽車行業(yè)是

SAP

在全球

戰(zhàn)略性的

一個行業(yè),也是

SAP

發(fā)展最快的行業(yè)之一。SAP

汽車行業(yè)解決方案在全球有超過

1,600家的客戶和超過

5,000

次的安裝。SAP

唯一

一家能夠為整車廠、零部件廠商、經(jīng)銷商的若干核心業(yè)務(wù)提供整

體方案的供應(yīng)商。SAP

和幾乎所有領(lǐng)先的整車廠和零部件廠商保持著良好的合作關(guān)系,我們在

所有關(guān)鍵的業(yè)務(wù)領(lǐng)域共同投入研究,持續(xù)不斷地為汽車行業(yè)當(dāng)前和將來所面臨

的挑戰(zhàn)提供最佳的業(yè)務(wù)實踐。?SAP2007

/

Page

22SAP?

汽車行業(yè)解決方案

您拓展汽車業(yè)務(wù)的明智選擇:

售后及服務(wù)24%53%23%零部件廠商整車廠商售后及服務(wù)領(lǐng)域

(5

/

Top

10)整車廠商

(10

/

Top

10)零部件廠商

(9

/

Top

10)BOSCHon

tin

en

talesSIEMENS

2,100汽車行業(yè)客戶

遍及

89個國家

超過

5,000

次安裝

財富

500強中超過

87%

的組織選

SAPSAP

在汽車行業(yè)中無可爭議的領(lǐng)先地位SAP

支持了現(xiàn)代化的汽車工業(yè)SAP

全球汽車零部件行業(yè)客戶

(部分)BEn

TELE

R了

MOB

ISIS

SFIL

TRANMIT

SUB運water

ileTGInc.LEME三Tek

sieon

tin

end

alesTIM

KENYAPPSmilingFacesBeautifulPlaces?goes關(guān)鍵詞:n

在-個行業(yè)建立完整的專家級的產(chǎn)品庫需要時間和耐心n

任何-個企業(yè)都不可能花行業(yè)內(nèi)的核心競爭力n

持續(xù)不斷地與客戶的溝通和交流是我們進-步開發(fā)的基礎(chǔ)n

對產(chǎn)品的不斷優(yōu)化是我們成功的基石n

ESAenablingn

Platform

adoptionn

Continuous

SolutionEnhance-

mentsSAP

汽車行業(yè)解決方案——

我們不斷發(fā)展nnn

Inbound

n

LogisticsVehicleSalesnnnJIT,JISHUMSelf

Billing/Service

Parts

Management

DealerBusinessMgtRetrofittocoreEngineeringManufacturing

CRMWarrantyManagementGoingverticalforAuto-

motiveSupplier

nCollaboration

QuotationManufactu-

ringManagement

n

n

nnnnnERS按訂單生產(chǎn)/按庫存生產(chǎn)供應(yīng)到生產(chǎn)線外向物流企業(yè)資產(chǎn)管理制造執(zhí)行零部件廠商和合作

伙伴企業(yè)管理和支持分析財務(wù)人力資本管理公司服務(wù)運營支持汽車解決方案圖-汽車零部件行業(yè)客戶服務(wù)保修與索賠管理售后備件計劃售后備件執(zhí)行OEM關(guān)系管理協(xié)作工程關(guān)鍵客戶管理零部件廠商協(xié)作戰(zhàn)略采購采購執(zhí)行和內(nèi)向物流銷售訂單管理需求和訂單計劃訂單執(zhí)行和收貨結(jié)算上市時間新產(chǎn)品開發(fā)和引入生命周期數(shù)據(jù)管理工程

采購

制造

銷售和分銷

客戶服務(wù)客戶和渠道工程機械行業(yè)汽車行業(yè)高科技行業(yè)議程High

Tech

Industry

Sub-Segmentsn

Original

Equipment

Manufacturers(OEM)

Business&

Consumer

puters,

Peripherals,Storage

Telephone&

Networking

Equipment

Test&

Measurement

Equipment

Imaging&

Photo

Consumer

Electronics

Medical

Devicesn

Semiconductor

Manufacturers

Integrated

DeviceManufacturers(IDM)

Fabless

Foundry,Testn

Electronicponents

Manufacturersn

Contract

Manufacturers

Electronics

ManufacturingServices(EMS)

Original

Design&

Manufacturing(ODM)n

Software

Providers

Enterprise

Applications1000910900800705700600500400300200100019

97

199

81

999200

02

0012002

2003

DesktopSoftware高科技行業(yè)行業(yè)細分951Software

ProviderSystemDesignHouseOEMTechnology

ResellerCapitalEquipmentManufacturerIndirect

SupplierponentManufacturer3rd

PartyServiceProvidersAssembly

&TestEMSProviderFoundryDistributorDistributorODM高科技行業(yè)的生態(tài)系統(tǒng)復(fù)雜而靈活多變的業(yè)態(tài)Fabless

Design/

IP

HouseEnd

UserRaw

Material

SupplierSemiconductor

ManufacturerService

ExcellenceBundlingservices–“Serviceswith

Product”Newrevenue

models(subscription,on-demand)–“Servicesthrough

Product”n

Integratingserviceandproductbusiness

processes

n

Customerservicetodrive

productqualityn

Servicesasasales

channelSupplyChainExcellencen

Enablelean,demand-drivensupplychain–

respondtorapidlychangingdemandn

Maintainaccountabilityforoutsourcedoperationsn

Determinewhatandwhentooutsourceandoff-shoren

Determineandpro-actively

managesupplychain

business

partnernetwork

Product

Excellencen

Marketacceptance–developingtheright

productn

Productconcept,launch,transitions,end-of-lifen

Collaborativedesign,inanoutsourced

environmentn

Designfor“X”–pliance,quality,

mftg,etc.

n

Manageexpandedproduct

portfolios

Pressure

for:Diminished

Growth

PotentialReduced

Operating

EfficiencyCustomer

Excellencen

Demandshaping/responsivereplenishmentn

Getclosertothe

customern

Determinebest

channelmix,effectivelyleverage

channelsn

Integrationofdirectand

channel

processesn

Customerretention,

up-selln

Onefacetothe

customer高科技行業(yè)面臨的挑戰(zhàn)與機遇nnHigh

Tech

Customers

World-WideSub-industryTotalnumberof

customersSemiconductor935EMS

ProviderIncludedin

OEMOEM1354Software623SAP

在高科技行業(yè)中的地位SemiconductorManufacturers

OriginalEquipmentManufacturers(OEM)ContractManufacturersSoftwareProvidersElectronicponentsManufacturers

在各個高科技行業(yè)細分中的客戶SAPSupply-to-MarketandSupply

PlanningStrategicSourcingand

ProcurementDistributed

ManufacturingFulfillmentand

LogisticsAfterSalesSupportCustomerService

ManagementServiceExecutionServiceParts

ManagementConsultingandEngagementManagementTime-to-MarketInnovationManagementProduct

DevelopmentProduct

LaunchandLifecycle

ManagementGo-to-MarketMarketingSales

Force

ManagementChannel

ManagementQuote-to-CashQuotation,Contract,andOrder

ManagementChannelSales

Execution高科技行業(yè)解決方案圖-

Business,

Medical

&

Consumer

OEMsOrderManagementServiceManagementMarketing&Sales

SupplyChainManagementSuppliers&ContractManufacturersProduct

Design&

QualityManufacturing&AssemblyCustomers&

PartnersLogistics&

DistributionDemandSupply-to-MarketDemandandSupply

PlanningStrategicSourcing&

ProcurementDistributed

ManufacturingFulfillmentand

LogisticsEnterprise

Management&SupportAnalyticsFinancialsHumanCapitalManagementCorporateServicesOperations

SupportGo-to-MarketMarketingDesignWinChannel

ManagementSales

Planningand

ManagementQuote-to-CashQuotation,Contract,andOrder

ManagementChannelSales

ExecutionWarrantyandReturnsTime-to-MarketInnovationManagementProduct

DevelopmentProduct

LaunchandLifecycle

Management高科技行業(yè)解決方案圖-

SemiconductorMarketingandSalesSupplyChainManagementSuppliers&ContractManufacturersProduct

Designand

QualityManufacturingandAssemblyLogisticsand

DistributionCustomers&

PartnersOrderManagementEnterprise

Management&SupportAnalyticsFinancialsHumanCapitalManagementCorporateServicesOperations

SupportMarketing&

SalesMarketingSalesPlanning&

ForecastingLeadandOpportunity

ManagementPartnerManagementPartnerManagementChannelSales&

MarketingQuote-to-CashPricing&Contract

ManagementOrder

ManagementInvoice&

Revenue

ManagementAfterSalesSupportCustomerSupport

ManagementLicense&Entitlement

ManagementProfessionalServicesManagementProduct

DevelopmentProgram&

PortfolioManagementConcept,Specification&

DesignCollaborativeProject&

Quality

Management高科技行業(yè)解決方案圖-

SoftwareSoftware

Logistics

&

License&

EntitlementDistributionManagementDesigners

&DevelopmentPartnersService&SupportManagementProduct

Design&

QualityCustomers&

PartnersOrderManagementMarketing&SalesEnterprise

Management&SupportAnalyticsFinancialsHumanCapitalManagementCorporateServicesOperations

SupportSupply-to-MarketDemandandSupplyPlanningDistributed

ManufacturingOrderFulfillment

and

LogisticsLeanandSixSigma/Quality

ManagementAfterSalesSupportCustomerService

ManagementServiceExecutionServiceParts

ManagementTime-to-MarketProduct

DevelopmentProduct

LaunchandLifecycle

ManagementGo-to-MarketQuotationandContract

ManagementCustomerProgram

ManagementSalesManagement高科技行業(yè)解決方案圖-

Electronics

Manufacturing

Service

Provider

(EMS/ODM)MaterialsManagementInboundMaterials

LogisticsStrategicSourcingOperational

ProcurementMarketing&Sales

OrderManagementSupplyChainManagementManufacturingandAssemblyProduct

Design

andQualityServiceManagementLogisticsand

DistributionCustomers&

ChannelsSuppliers&Partners謝謝!Nopartofthis

publication

maybereproducedor

transmitted

in

anyform

orfor

any

purposewithoutthe

express

permission

of

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R/3,

mySAP,

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Page39

2008

SAP

AG

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