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1MUC-90002-052-29-01-E.pptSupplieroftheFutureExecutiveSummaryoftheStudyRolandBergerStrategyConsultantsMunich,December20022MUC-90002-052-29-01-E.pptOurstudyaimedtogivestrategicandoperationaladvicetotheautomotivesupplierindustry…Source:RolandBerger•Whatkeytrendswillimpactsuppliersoverthenext5to10years?•Willtheimpactvaryacrossdifferentsegmentsofsuppliers?•AretheresignificantregionaldifferencesacrossNorthAmerica,Japan,andWesternEurope?•Whatarethemainareasofactionsuppliersneedtofocuson?Keyquestions•DevelopstrategicandoperationalguidelinesforautomotivesuppliersinNorthAmerica,Europe,andAsia•Providelessons-learnedaboutthesuccessfactorsintheindustry•HelpsuppliersreviewandreshapetheircurrentstrategyandoperatingplansObjectivesofthestudy3MUC-90002-052-29-01-E.ppt…basedon140interviewswithexecutivesoftheworldwideautomotiveindustrySelectionofparticipatingcompaniesOESOEMEuropeUSAJapanSource:RolandBerger4MUC-90002-052-29-01-E.pptFace-to-faceinterviewswereconductedwithexecutivesacrossallmajorsregionsBreakdownofinterviewsconductedforthestudy27%25%15%15%18%44%13%5%10%28%USAEuropeJapanSouthAmericaChinaElectronic/electricMultipleInterior/exteriorPowertrainChassisByregionBycompanyrevenues[EUR]Bysystem7%12%13%68%10%57%20%13%1bn1-5bn5-10bn10bnBreakdownofinterviewedcompaniesBreakdownoftop100suppliersSource:RolandBerger5MUC-90002-052-29-01-E.pptThesupplierchallenges:OEMs,consumersandregulatorswilldrivetheindustryalongeightdimensionsKeychallengesforthesupplierindustryOEMscontinuetooutsourceresponsibilityandrisktothesupplybase5Complexity,speed,andinvest-mentsneededforfutureinno-vationwillcontinuetoincrease6Regulationsaltermarketdyna-micsandpushtechnologyandriskmanagementtothelimits8BrandmanagementbecomesevenmoreimportantforOEMstoprotectmarketshareandmargins7OEMswillstreamlineglobalstructurestofurtherleveragetheirglobalaffiliates/presence12OEMs’battleovermarketshareandexpansionintensifies,withnoendgameinsight3OEMscontinuecostcuttinginitiatives,internallyaswellasintheirsupplybase4OEMsmustandwillbecomemoreagileandresponsivetochangesinthemarketplaceKeychallengesforthesupplierindustrySource:RolandBerger6MUC-90002-052-29-01-E.pptStrategicandoperationalguidelinestomasterthechallengesSource:RolandBergerKeyguidelinesforautomotivesuppliers10.Developandparticipateintechnologycommunities9.Optimizeyourtechnologyandproductportfolios8.Carefullyselect/integratefurtherdesignandlifecycleresponsibilities11.DevelopandapplyunderstandingoftheOEMs’brandvalues7.Continuetoreducecostthroughdesign,mfgflexibilityandconnectivity12.Leverageopportunities/avoidrisksofregulatorydevelopments1.Reviewandfurtherdevelopyourlong-termvisions6.Adaptflexiblebusinessmodelstohandleheterogeneousprograms5.Minimizeriskthroughadiversifiedcustomerbase4.…whileleveragingintegratedglobalstructures2.Positionclearlyintheevolvingsupplychainnetwork3.Furtherde-centralizedecisionsandresponsibilities…7MUC-90002-052-29-01-E.pptElectrics/electronicsCabinRoofhatchDoorsInteriorcomponentsNVHsystemsPlasticpartsAuxiliarypartsBodystructuralparts!!!!??!!!!!!!!!???????XXXXXSuppliers'toppriority:definingthestrategicmatrixofproductsandmarkets1LONG-TERMVISIONSExample:Prioritizationofproductsandmarkets!InvestHold?InvestigateEnterExitXCargobodybuilderSchoolBusSmallBusMilitaryConstructionmachinesAmbulancebodybuilderTrucksmed./heavyTransporterCarSegmentsProductsSource:RolandBergerSupplierpriorities1.Selectthemostattractivemarketsegments!2.Definetherightcustomersegments’portfolio!3.Selectthetechnologieswhereleadershipcanbeachieved!4.Selecttherightpartnerships!5.Exitfromnon-strategicmarkets!8MUC-90002-052-29-01-E.pptBothOEMintegrationandtechnologicalcomplexitypushtowardsanetworkstructureofthesupplychainTSSITSOEMSystemintegratorSourcingSISIPSPSPSTechnologysatelliteProductDevelopmentProcess-satelliteFromthetraditionalpyramidtonetworkstructuresSource:RolandBerger•Threerolesforsuppliers:–Systemintegrator–Technologysatellite–Processsatellite•Complex,non-tierednetworkofrelationships•Supplierscannotbeeasilyreplaced•Everyprogramisunique2POSITIONINTHESUPPLYNETWORK9MUC-90002-052-29-01-E.pptMorethanhalfofintervieweesinallregionsalreadyidentifiedtheircompanyasclearlyfittingintothisemergingnetworkMycompanyisclearlysystemintegrator,technologysatelliteorprocesssatelliteSource:RolandBergerEuropeUSJapanServemorethanonepositionAgreewithoneposition100%100%100%32%21%47%45%19%23%13%27%9%64%2POSITIONINTHESUPPLYNETWORK=TechnologySatellite=SystemIntegrator=ProcessSatellite10MUC-90002-052-29-01-E.pptIntegratedFocusedTheROSscenariounderlinesthenecessityforsupplierstofocusondeterminedrolesProfitabilityvs.strategicfocusofbusiness2012estimatesofROSROSofinterviewees2001Source:RolandBergerSI:Systemintegrator,TS:Technologysatellite,PS:ProcessSatelliteROS9.6%TS(USA)7.4%PS(Europe)7.1%TS(Europe)5.7%PS(USA)6.9%(USA)5.2%(Europe)2POSITIONINTHESUPPLYNETWORK11MUC-90002-052-29-01-E.pptDecisionsandresponsibilitieswillbelocatedclosetothecustomerandmarketinterfacesSource:RolandBerger3DE-CENTRALIZEDDECISIONSANDRESPONSIBILITIES•Flat,agileandglobalOEMstruc