Its All About the Customer: Fostering Excellence through the Right Combination of Technology

Transcription

1 Its All About the Customer: Fostering Excellence through the Right Combination of Technology Equipment Leasing Association 2003 Annual Convention October 14, :30 am Noon

2 Agenda Welcome and Introductions Trust in Excellence Making Excellence a Priority By Focusing on Customers Using the Right Combination of Technology...For Your Business: Neopost Group Q & A

3 Steve Dickeson Chief Financial Officer and General Manager - Leasing Mailroom Services, Inc., Neopost Group Sam Lavanaway Director of Information Services Neopost, Inc. Steven Pleva Senior Business Analyst Ivory Consulting Corporation Joe Franco Business Development Manager Oracle Lease Management Scott Thacker Senior Director Oracle Leasing Solutions

4 Oracle Corporation At A Glance Largest enterprise software vendor Founded 1977; Public countries; 60+ subsidiaries Over 41,000 employees 51% of total revenue non-us

5 Ivory Consulting At A Glance Lease, loan, LvP, lease/loan analysis and Portfolio Plus From simple single investor to optimized leverage lease structures PC Based and Server solutions (network and web based) Developing leasing software for 20 years Approximately 150 customers; 3000 users Equally distributed between captive, independent and bank lessors Major Customers: GE Capital, Caterpillar Financial, BankAmerica, HP The Lease Pricing People

6 Neopost Group At A Glance A World leader of solutions in Mailing and Logistics performance Neopost ranks number one in Europe and number two worldwide in mailroom equipment and logistics systems The company sells mailing, document and logistics systems, and provides customized mail processing solutions covering both letters and parcels to a wide range of customers in the corporate, public and professional sectors. Neopost offers the most advanced solutions for online or off-line postage, large volume mail insertions, occasional parcel delivery and logistics management and traceability.

7 Overview

8 Trust in Excellence Making Excellence a Priority Secures Your Customer s Trust By Focusing on Customers Give Them What They May Not Know They Need Using the Right Combination of Technology Same Set of Tools Throughout For Your Business: Neopost Group Neopost implemented Oracle Lease Management and using its flexibility and Oracle technology created a unique Lease Portal

9 Making Excellence a Priority

10 Making Excellence a Priority Gains trust of customers Gains trust of other stakeholders Encourages mutually profitable interactions Customers Vendors Dealers Suppliers Technology Consultants! Drives key technology decisions Increases shareholder value

11 By Focusing On Customers

12 Lessee as Customer Defining Needs Meeting your customer s known needs Adopting to the needs of your customer base Giving customers what they may not know they need, and will use 360 degree view of customer transactions Finding most profitable activities Flexible system Awareness of competition

13 Lessee as Customer Consistency Integrated system with consistent metrics Measure data at all points consistently Consistency of lease pricing quote vs. process Ability to book what you quote a customer

14 Lessee As Customer Information Flow Enterprise-wide access to all customer information Shared visibility of the same customer data Understand detailed relationships among lessees and types of assets leased to assess direct and indirect credit and asset value exposure Fast, easy access to any data a customer may need including year-to-date and life-to-date

15 Lessee As Customer Information Flow Interact with your customer through selfservice Facilitate customer use of system/data through user-friendly, self-service technology Provide access to the same up-to-date information through multiple enterprise touch points and throughout the lifecycle of the transaction

16 Third Parties as Customers Establish multiple vendor/dealer programs Create operating agreement to cover the arrangement Manage repurchase agreements Create effective third party funding programs Build more advantageous securitization pools by using multiple criteria

17 Using The Right Combination of Technology

18 Right Combination? Complete integration of all business processes Same set of tools throughout the business coupled with integrated Third Party solutions for highly specialized needs Same front-end as back-end Single source of data One Database Single instance of software -- Globally

19 Attributes Flexibility Easy to use Consistency no matter where in the lifecycle data activity is performed

20 Attributes, continued Configuration; not customization Easily configure financial products Accounting and product templates Inter-departmental Business Flows Business processes follow a logical flow Enhanced productivity and lower costs

21 Results Single Source All reports, documents and streams for booking are produced directly from a single source Ties each step of the sales cycle to one consistent, sophisticated methodology Better Management Assets, portfolios & contract quotes and renewals Information intelligence

22 Results, continued Better Accuracy Workflow approvals Automated QA checks Document contract versions & transaction history Higher Levels of Operational Control Billing & invoices accurately reflect usage and entitlement Security levels Set-up authority

23 Benefits Significantly streamline workflow Improve customer services by Reducing turnaround time and errors Increase pricing accuracy and flexibility in financial products

24 Benefits, continued Radically reduce booking, transcription and documentation errors Eliminate redundant data entry Eliminate costs associated with building and maintaining multiple systems, software applications, financial analysis and pricing tools Increase shareholder value

25 For Your Business: Neopost

26 Neopost Group Mailroom Services Inc. (MSI) provides lease administration and portfolio management services to its Neopost Group affiliates, Neopost Leasing and Hasler Financial Services MSI is the first company to complete the implementation of Oracle Lease Management and use the application to run their business SuperTRUMP pricing is implemented, and portfolio analysis will be added soon Concurrently with the implementation, MSI created a unique Lease Portal using Oracle Technology which fits seamlessly with Oracle Lease Management

27 MSI Defining Excellence The leasing companies that MSI manages are true captive finance companies Supporting the sale of Neopost & Hasler products is the name of the game Providing financial products that satisfy customers needs is the mission Making it easy for the customer is paramount

28 MSI Defining Excellence, continued Growing market share and lease to sales penetration are key measures of excellence Repeat business, financing the customer s next purchase, is the ultimate measure of excellence It s all about the customer and their needs They either fire you or rehire you depending on your service levels and value proposition

29 MSI The Challenge Finding appropriate software for new subsidiary Hasler Financial Services that could also function well for Neopost Leasing, a mature leasing business Wanted fully integrated platform, system and technology No interest in homegrown apps Need to facilitate sale of our products so put premium on functionality and efficiency Growth with level headcount Want system to drive growth

30 MSI The Solution Oracle Lease Management and a Unique Lease Portal developed in-house on Oracle technology Implement as generic as possible Benefit of implementing in a greenfield site implement quickly and cost effectively Set up the system knowing the type of business we wanted to transact Organized ourselves to take advantage of the software Running in-house Not hosted

31 Why Oracle? Need a strong software provider for the longterm -- the application provider landscape is changing Familiarity and longevity with Oracle and Oracle technology vendor of choice Wanted fully integrated system leasing & core ERP Impressed with pace of improving their products

32 Why Oracle? Could be implemented in six months Oracle Consulting CGEY Partnership First member of Oracle Lease Management Early Adopter Program; Oracle helped Hasler Financial Services get up and running OCS heavy lifting without killing the business

33 The Lease Portal The plan keep it simple & be easy to use The reward gains in market share and penetration A unique front end developed for remote branch and dealer sales offices Customers will use it to get a lease quote, submit credit applications, print lease documents, etc. If Oracle Lease Management didn t have so many open API s, it would have been a big, expensive custom interface the tech/app combination allowed us to do what we needed

34 The Right Combination of Technology Custom Unique Lease Portal Oracle Technology Third Party SuperTRUMP Server Vertex Open, Integrated Application Oracle Lease Management Oracle Technology Oracle Integration

35 Benefits to Neopost Group Generate scale at a level we couldn t meet before More internet-based tools More technology brought to bear Time to market with customers will be much faster Customer will see much more obvious deployment of technology more electronic interaction Employees using , workflow, etc. efficiently Minimize skill sets required to support the applications

36 Q & A