FACHEVENT ONLINE CONSULTING AG Digitalisierung Verkauf / Service. 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 1

Transcription

1 FACHEVENT ONLINE CONSULTING AG Digitalisierung Verkauf / Service 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 1

2 AGENDA 1 Welcome to the world of Komax 2 IMPULS3E: The start of digital transformation 3 Global Market Services: Our approach 4 Komax Direct: Our global digital work bench 5 Microsoft Dynamics CRM: Our global sales and service activities new defined 6 Digital transformation: It just started 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 2

3 AGENDA 1 Welcome to the world of Komax 2 IMPULS3E: The start of digital transformation 3 Global Market Services: Our approach 4 Komax Direct: Our global digital work bench 5 Microsoft Dynamics CRM: Our global sales and service activities new defined 6 Digital transformation: It just started 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 3

4 KOMAX YOUR PARTNER FOR ALL ASPECTS OF WIRE PROCESSING INNOVATIVE FOR OVER 40 YEARS 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 4

5 Komax reinvents fully automated wire processing Komax, founded by Max Koch in 1975, grew from a three-man company into a globally operating group with over 1,900 employees. A milestone in its history was when Komax launched the world's first fully automatic microprocessor-controlled crimping machine in September 2018 / Fachvortrag Online Consulting AG / Komax AG / 5

6 Milestones over 40 years of history Asset deal with SLE Electronics USA Foundation 1975 Management buyout 1996 Acquisition of Ascor 2000 Acquisition of Sigma and Ismeca 2005 JV with Jinchen China 2011 Majority stake SLE quality engineering Sale Komax Solar 2014 Acquisition of Thonauer, Ondal and Kabatec Sale Komax Medtech 2016 Asset deal with Practical Solution USA 1981 IPO 1997 China, Malaysia 2001 India, Russia 2008 Acquisition of TSK and MCM 2012 Participation Laselec 2015 Acquisition of Laselec September 2018 / Fachvortrag Online Consulting AG / Komax AG / 6

7 Komax today Brief profile Figures, data, facts Global presence High innovative strength: technology and market leadership Revenues 2017: CHF million Over 1,900 employees 210 employees in R&D and around 170 in engineering for customer-specific solutions R&D expenditure: CHF 36.7 million or 9.0% of revenues 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 7

8 Glocal Global perspectives, local solutions We are where you need us Comprehensive sales and service network in over 60 countries Globally standardized service processes locally on site Ensuring the availability and value of the investment 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 8

9 The world of Komax Beyond its borders We offer added value We are a universal partner for all concerns in wire processing Standard machines or customer-specific solutions are tailor-made We offer accessories such as quality monitoring modules and networking solutions Our test systems are a guarantee for quality We are a total solution provider thanks to the products of our partners Group companies Technological partners 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 9

10 The four market segments of Komax Selective and complementary competence development Automotive Aerospace Telecom/Datacom Industrial High standardization E-mobility Dynamic and innovative Safety Lightweight construction Reduction of emissions Multimedia Connected vehicles Autonomous driving Small batch sizes Integrated production / Industry September 2018 / Fachvortrag Online Consulting AG / Komax AG / 10

11 INNOVATIVE PRODUCTS FOR RELIABLE AND EFFICIENT WIRE PROCESSING 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 11

12 Value chain 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 12

13 Products Wire Stripper Crimper Cut and Strip 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 13

14 Products Crimp to Crimp Twister Harness Manufacturing 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 14

15 Products Wire Handling Marking Systems Process Modules 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 15

16 Products Quality Tools Software & Networking Tape Processing 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 16

17 Products Harness Testing Harness Assembly 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 17

18 AGENDA 1 Welcome to the world of Komax 2 IMPULS3E: The start of digital transformation 3 Global Market Services: Our approach 4 Komax Direct: Our global digital work bench 5 Microsoft Dynamics CRM: Our global sales and service activities new defined 6 Digital transformation: It just started 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 18

19 IMPULSE; IMPULS³E; IMPULS³E 2.0 Where we came from Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 IMPULSE IMPULS³E IMPULS³E 2.0 global Komax Direct roll-out and feature extension IMPULS³E IMPULS³E IMPULS³E Impulse for a change inside Komax Sales / Service / Sites E-Commerce 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 19

20 Department Sales Services Logistics Others Sales Services Marketing Engineering Logistics Production Others Sales Services Logistics Others Department Global end-to-end processes Starting digital transformation is understanding the processes Customer Sales & Service Hubs Centers of Competence Sales & Service Hubs Customer Spare Part Process Standard Machine Process Field Service Action Value Added Machine Process Delivery from Sales & Service Hub Delivery from Center of Competence Stock refill process Delivery from Sales & Service Hub Delivery from Center of Competence Stock refill process Maintenance/ Incident management Customer return, repair process Sales & Service Hub (Application) Center of Competence 1st 2nd 3rd OU (operation unit) is in any case involved in the respective value stream OU (operation unit) can be involved in some case in the respective value stream 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 20

21 IMPULS³E Komax vision of e-commerce 2018 (state: 2012) E-Commerce 2018 A custom-tailored, dynamic experience Voice shopping with your personal smartphone assistant Machine-rent with customer specific products Continued growth of mobile E-Commerce Online shopping with augmented reality Same-day delivery of orders Remote Services Stages of E-Commerce development Today Portal Transactions Integration Enterprise Integration Content No transactions Window to web Profiles, login 2 way communication Order placing Cookies No $ transactions B2B/ B2C ERP integration E-Marketplace Low level collaborations $ transactions E2E Fully integration E-Business E-Commerce & ERP & CRM & SRM Value chain integration High level collaboration 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 21

22 AGENDA 1 Welcome to the world of Komax 2 IMPULS3E: The start of digital transformation 3 Global Market Services: Our approach 4 Komax Direct: Our global digital work bench 5 Microsoft Dynamics CRM: Our global sales and service activities new defined 6 Digital transformation: It just started 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 22

23 Komax Strategic pillars SOLUTIONS ALONG THE VALUE CHAIN INNOVATIVE PRODUCTION CONCEPTS GLOBAL CUSTOMER PROXIMITY DEVELOP NON AUTOMOTIVE MARKETS LEAN AND EXCELLENT KOMAX / DIGITAL TRANSFORMATION 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 23

24 Global Market Services Strategic targets Gain sales potential Increase customer demands Develop area sales and service structure Develop business opportunities out of the digital transformation 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 24

25 Glocal Global perspectives, local solutions We are where you need us Comprehensive sales and service network in over 60 countries Globally standardized service processes locally on site Ensuring the availability and value of the investment Komax Direct Komax Academy Microsoft Dynamics CRM GLOBAL CUSTOMER PROXIMITY 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 25

26 AGENDA 1 Welcome to the world of Komax 2 IMPULS3E: The start of digital transformation 3 Global Market Services: Our approach 4 Komax Direct: Our global digital work bench 5 Microsoft Dynamics CRM: Our global sales and service activities new defined 6 Digital transformation: It just started 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 26

27 Komax subsidiaries Agencies Customers Komax Direct Benefits for everyone: On-boarding the digital world Inform. Stay 24/7 informed about Komax products and informations. Sell. Place your used products on Komax Direct and share within the worldwide Komax sales network. Order. Place your spare part order and stay informed about the status and find assigned documents. Process. Efficient use of your time. All informations available with only a single sign in to Komax Direct. Benefit. One sales & service work bench covering product information and order handling processes. Inform. Up to date product information. Sell. Focus on technical consulting and solution providing activities. Order. Reduced order errors due to ectronic ordering process. Process. Reduced multiple data entry and reduced errors. Benefit. Optimized personal processes and gain of efficiency. 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 27

28 Komax Direct From the first steps in September 2018 / Fachvortrag Online Consulting AG / Komax AG / 28

29 Komax Direct to a fully E-Business solution in September 2018 / Fachvortrag Online Consulting AG / Komax AG / 29

30 Komax Direct System setup 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 30

31 Komax Direct Facts and figures 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 31

32 Komax Direct Facts and figures 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 32

33 AGENDA 1 Welcome to the world of Komax 2 IMPULS3E: The start of digital transformation 3 Global Market Services: Our approach 4 Komax Direct: Our global digital work bench 5 Microsoft Dynamics CRM: Our global sales and service activities new defined 6 Digital transformation: It just started 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 33

34 Customer Relationship Management is not only a tool but an ATTITUDE. 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 34

35 Customer Relationship Management User satisfaction as a key to success Hard Worker Problem Solver Relation Builder Challenger Lone Wolf All times ready for an extraordinary commitment Never gives up Motivates him/herself Interested in feedback and personal development Reacts reliable towards internal and external Stakeholders Makes sure all problems are being solved Detail focused Creates strong coaches at the customer Generously spends his time to support others Gets along with everybody Always has a different view of the world Understands the customer s business Loves to debate Pushes the customer Always follows his own instincts Self confident Hard to steer 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 35

36 Customer Relationship Management Turning today s situation Bad statement Bad statement Bad statement Bad statement Bad statement Bad statement Bad statement Bad statement 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 36

37 Customer Relationship Management into tomorrow s perfect world! Good statement Good statement Good statement Good statement Good statement Good statement Good statement Good statement 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 37

38 THE GOOD NEWS Microsoft Dynamcis CRM will support you! 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 38

39 THE BAD NEWS You will still have to maintain your accounts, leads, opportunities, quotes and cases! 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 39

40 THE CHALLENGE Less is More. Microsoft Dynamics CRM shall be an Enabler and not a Barrier to succeed! 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 40

41 Microsoft Dynamics CRM Necessity to define global sales and service roles 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 41

42 Microsoft Dynamics CRM Define global sales and service processes 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 42

43 Microsoft Dynamics CRM Komax Security Security The external access (internet facing deployment) is handled and secured by ADFS (Active Directory Federation Services) 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 43

44 Microsoft Dynamics CRM vs. System Security General system access on top menus User assignment to Microsoft Dynamics CRM business unit (Komax subsidiary) Security concept based on the global sales strategy Region Subregion Country Territory - Province User specific security roles Top down from menu to content to field to read / write 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 44

45 Microsoft Dynamics CRM High-Level Sales processes Standard Sales MANAGE LEAD MANAGE OPPORTUNITY CONFIRM ORDER DEVELOP CLARIFY DEVELOP PROPOSE CLOSE ORDER CONFIRMATION BUDGET PROPOSAL QUOTE NEGOTIATE LOST ORDER WON ORDER Project Sales MANAGE LEAD MANAGE OPPORTUNITY CONFIRM ORDER DEVELOP CLARIFY DEVELOP PROPOSE CLOSE ORDER CONFIRMATION BUDGET PROPOSAL GO / NO GO QUOTE NEGOTIATE LOST ORDER WON ORDER 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 45

46 Microsoft Dynamics CRM High-Level Service processes Komax Service Komax Service Agents and Distributors Fleet Management Initial configuration from ERP ONE Activity History per Serial # Service Case Management 1st Level Service Case 2nd Level Change Request Quality Case Training Case Feasibility Case Return Line Repair Case Knowledge Base Source for Komax Direct Web based Service Workbench E-Commerce CCC contact form Service forms Knowledge Base Product information gallery Komax Academy Reporting Service Level Performance Reporting User traffic 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 46

47 Microsoft Dynamics CRM Global reach 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 47

48 Microsoft Dynamics CRM Facts, figures and the benefit Sales process 75% of all quotes are maintained by the responsible organization in Microsoft Dynamics CRM Sales activity transparency and data quality increased within each roll-out expenential Real-time market steering opportunity based on real-time data Global sales forecast and sales steering opportunities Service process Global product location overview (owner and location) Global service case handling (end-to-end process without system break) Global service steering opportunities Inside Shopfloor-Management and Q-Case Quality handling to close the loop Global Knowhow-database to ensure local performance 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 48

49 AGENDA 1 Welcome to the world of Komax 2 IMPULS3E: The start of digital transformation 3 Global Market Services: Our approach 4 Komax Direct: Our global digital work bench 5 Microsoft Dynamics CRM: Our global sales and service activities new defined 6 Digital transformation: It just started 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 49

50 Komax Strategic Pillars SOLUTIONS ALONG THE VALUE CHAIN INNOVATIVE PRODUCTION CONCEPTS GLOBAL CUSTOMER PROXIMITY DEVELOP NON AUTOMOTIVE MARKETS LEAN AND EXCELLENT KOMAX / DIGITAL TRANSFORMATION 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 50

51 Komax Komax Group Strategy Komax Group Strategy Definitions Solutions Along The Value Chain Innovative Production Concepts Digital Transformation Komax Group Strategy Global Customer Proximity Develop Non Automotive Markets Four strategic pillars Solution Along the Value Chain, Innovative Production Concepts, Global Customer Proximity and Develop Non Automotive Markets are reflecting the Komax Group Approach in the market based on the foundation of Lean and Excellent and the Digital Transformation. 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 51

52 Komax Komax Group Strategy vs. Department Approach Komax Group Strategy Department Approach Solutions Along The Value Chain Innovative Production Concepts Digital Transformation Definition Of Department Approach Global Customer Proximity Develop Non Automotive Markets Each department has to deliver a digital strategy explaining their approach and how they will meet the goals of the main group strategy. 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 52

53 Komax Komax Group Strategy vs. Department Approach Department Approach Definition Of Department Approach Each department has to deliver a digital strategy explaining their approach and how they will meet the goals of the Komax group strategy. 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 53

54 Komax Komax Group Strategy vs. Department Approach Komax Group Strategy Department Approach Solutions Along The Value Chain Innovative Production Concepts Digital Transformation Definition Of Department Approach Global Customer Proximity Develop Non Automotive Markets 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 54

55 Komax The fundamental basic for digital transformation success Group Komax Approach Group Strategy Komax Group Approach Global IT Approach Global Market Services Approach IoT Approach Global Enterprise Architecture 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 55

56 When a snake sheds its skin, it changes. When a caterpillar becomes a butterfly, it transforms. 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 56

57 When digital transformation is done right, it s like a caterpillar turning into a butterfly. But when digital transformation is done wrong, all you have is a really fast caterpillar. 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 57

58 20 September 2018 / Fachvortrag Online Consulting AG / Komax AG / 58 THANK YOU!