SAP离散制造解决方案

SAPSAPSessionRecording(2008.10.30)©SAP2007/Page2SAPSAP©SAP2007/Page350080%SAP…SAP500/2005500SAP200673%56%86%72%49%59%100%88%100%89%100%94%77%88%68%47%93%100%©SAP2007/Page4©SAP2007/Page5WedistinguishbetweenComponentandMachineryManufacturers.TheIM&Cindustryincludes12industrysegments.Measuring&ControllingDevicesElectricalEquipment,Appliance&ComponentsHeating,Ventilation,AirConditioning&PlumbingEquipmentLifting,MaterialHandling&RailroadEquipmentIndustrialTools&MetalWorkingMachineryEngine,Turbine,Pump&CompressorMachineryConstruction&MiningMachineryGeneralIndustrialMachinery&EquipmentTextile,Paper,Printing&PackagingMachineryOil&GasMachineryMotion&FluidControlComponentManufacturersMachineryManufacturersSemiconductor&ElectronicMeasurementEquipment©SAP2007/Page6StandardProductsnoProductVariantsMultipleProductVariantsMass-CustomizationCustomerspecificDesign/EngineeringMTS,MTO,ETOMixofmanufacturingmodelswithinacompanyarecommon©SAP2007/Page7EngineeringPartnerSub-ContractManufacturerCustomerDistributor/Sales&ServicePartnerDistributor/Sales&ServicePartnerSupplierMachineryManufacturer(OEM)ComponentManufacturer(OEM)TheabilitytoorchestratetheIM&Cecosystemwillmakethedifferenceandbenefitthecustomer.SupplierFinancialPartner©SAP2007/Page8Tailor-made,highqualityproductsatlowpricesTime-to-marketPerformance,availability,andflexibilityReducedtotalcostofownershipEmergingtechnologiesFinancialperformanceHighestprofitsProfitablegrowthCompliancewithgovernmentregulatoryrequirementsandenvironmentalcomplianceCyclicalnatureofthedemandRisingrawmaterialandenergypricesGrowingemergingmarketsGrowingcomplexityandarrayofregulatoryrequirementsLowcostglobalcompetitionServiceandproductinnovationascompetitivedifferentiatorsIntellectualPropertyasrisk©SAP2007/Page9EnterpriseResourcePlanningIntra-EnterpriseCo-operationCollaborativeBusinessSolutionProviderNetworkInformation&processIntegrationwithintheorganizationEnhanceprocesses&visibilitywithkeypartners&captivevaluechainsFlexibledefinitionofnewsupportmodelswithin&acrossindustrycoalitionsSource–IndustryThoughtLeadershipforIM&C,December2006©SAP2007/Page10SAPSource:IWPasofNovember20062.400SAPforIM&CCustomersWorldwideAmericas311|12%AsiaPacific392|16%EMEA1.697|71%Machinery62%Components38%©SAP2007/Page11SAP“”Source:IWPasofNovember2006,2400customers,259customersarenotassignedtocustomerssegmentsNotjustforthe“bigguys”59%ofIndustrialMachinery&ComponentcustomersaremidsizedbusinessesrunningSAPproducts22%aresmallbusinesses,mostofthemareSAPBusinessOnecustomersLargeEnterpriseMidsizedBusinessSmallBusiness59%22%19%©SAP2007/Page1210SAP8211.0121.1221.2671.3961.4521.5661.8112.1642.4001.0384.5105.3415.9571997199819992000200120022003200420052006*1.3361.5172.0092.4653.0233.663GrowthisconsistentandsustainedStrongcustomerbasedrivesdevelopmentstrategyNumberofInstallationsNumberofCustomersSource:IWPasofNovember2006*NumbersfromNovember2006©SAP2007/Page13SAP55%10770%Heating,Ventilation,AirConditioning&PlumbingEquipment55%10280%ElectricalEquipment,Appliance&Components56%12780%Construction&MiningMachinery54%33780%Measuring&ControllingDevices58%87100%Textile,Paper,Printing&PackagingMachinery2,400IM&CCustomersWorld-Wide2656127203263291659TotalSAPCustomersSampleCustomers58%60%Motion&FluidControl59%80%Engine,Turbine,Pump&CompressorMachinery36%70%Oil&GasMachinery63%61%56%66%%Mid-SizeEnterprises80%70%90%50%Top10MarketShareLifting,MaterialHandling&RailroadEquipmentIndustrialTools&MetalWorkingMachinerySemiconductor&ElectronicMeasurementEquipmentGeneralIndustrialMachinery&EquipmentIndustrySegmentsSource:MKISasofJanuary2006Numberofnotassignedcustomers:27©SAP2007/Page14Lifting,MaterialHandling&RailroadEquipmentTextile,Paper,Printing&PackagingMachineryHVAC&PlumbingEquipmentOil&GasMachineryEngine,Turbine,Pump&CompressorMachineryIndustrialTools&MetalWorkingMachinerySemiconductor&ElectronicMeasurementEquipmentMotion&FluidControlIndustryWeek'sTopMachineryCompanies80%CoveragewithinWhereCompaniesrankintheIndustrial,FarmEquipmentIndustry80%Coveragewithin2,400IM&CCustomersin56CountriesConstruction&MiningMachineryElectricalEquipment,Appliance&Components/Measuring&ControllingDevices©SAP2007/Page15Suppliers&EngineeringPartnersCustomers&ChannelsDesignMarket&SellEngineerProcureManufactureStore&MoveServiceResearch&DevelopmentNewProductDevelopment&IntroductionLife-CycleDataManagementSales&MarketingMarketingManagementChannelManagementQuote/SalesCycleManagementSupplyChainPlanningDemand&SupplyPlanningManufacturingEngineer-To-Order–ProjectManufacturingMake-To-OrderManufacturingMake-To-StockManufacturingProcurementStrategic/GlobalSourcingOperationalProcurementLogistics&DistributionWarehouseManagementTransportationManagementAftermarketSales&ServiceServiceOperationsPlanningandExecutionServicePartsManagementWarranty&ReturnsManagementAftermarketSales&ServiceServiceOperationsPlanningandExecutionServicePartsManagementEnterpriseManagement&SupportAnalyticsFinancialsHumanCapitalManagementEnterpriseAssetManagementCorporateServicesSupp