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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)
備
與
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
是
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
用
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
SAPAG.The
information
contained
herein
may
bechangedwithout
prior
notice.Somesoftwareproducts
marketed
bySAPAG
anditsdistributors
contain
proprietarysoftwareponents
of
othersoftwarevendors
.SAP,
R/3,
mySAP,
mySAP,xApps,xApp,SAP
NetWeaver,
Duet,
Business
ByDesign,
ByDesign,
PartnerEdgeand
otherSAP
products
andservices
mentioned
hereinas
well
as
theirTheinformationinthisdocument
is
proprietarytoSAP.Thisdocument
is
a
preliminary
version
and
not
subject
toyour
license
agreement
or
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agreement
with
SAP.This
documentSAPshall
have
noliabilityfordamagesof
anykind
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without
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damages
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is
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mySAP,
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SAPAG
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anderen
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und
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