How can LSPs maximize ROI from their OTM Application A radical perspective. Sudheer Pamighantam

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1 How can LSPs maximize ROI from their OTM Application A radical perspective June 5, 2012 Sudheer Pamighantam Practice Head Logistics Mahindra Satyam

2 Introduction

3 Objectives of a OTM program are many 1. Leverage OTM as growth driver with new / integrated services & help create differentiators in the market 2. Reduce logistics cost while meeting the service levels 3. Automate manual logistics processes and define exception management processes 4. Provide visibility to all stakeholders and downstream processes 5. Analytics to measure, monitor and make improvements 6. Rationalize the number of logistics applications impacting the cost of maintenance 7. Prevent spend leakages carrier selection & freight audit 8. Manage inbound logistics Supplier collaboration, PO management 9. Ability to support complex programs like cross-dock, pools etc 10. Manage own, dedicated fleet as well as common carriers in one application and others 3

4 Some LSPs are able to use OTM only in a limited way.. 1. LSP whose configuration / use has not changed much since v LSP who uses 3 TMS systems for different lines of businesses. Same activities like tendering to same carrier, event management, carrier payment and different visibility applications While the limited functionality be meeting their original objective, OTM could provide more benefits! 4

5 Then there are few others who get the best OTM has to offer A LSP who leverages OTM Soup to nuts from order management to printing customer bills from OTM For multiple LoBs In multiple countries In a single instance Without any customization / extension Host Systems Air Freight Sea Freight Contract Logistics Transborder Domestic Orders Buy Shipments Brokerage Air Ocean WMS1 WMS2 Tender to Carrier Customer Specific rules Sell Shipments Invoices Internal Sell Order Constraints, Weight / Volume / Delivery Window / equipment Direct XML EDI Fax External Customer Sell EDI - Auto Match & Auto Approve OTM Invoice Inter- Country Carrier Constraints Legacy Bills Standalone Bill Consolidated Bill ENTERPRISE APPLICATIONS Finance & Accounts Sales & Customer Service End to End Oracle Implementation Human Resources Rail OTM Planning & Scheduling Sourcing, booking & Tendering Load Configuration Dock & Appointment Scheduling Ocean OTM Inventory Visibility Forwarding & Brokerage Operations Freight Payment, Billing & Claims Truck Air SCEM/ Global Visibility BI and Analytics and Reports Fusion Middleware (BPEL, SOA, ADF) Inter-Modal Financial System A LSP is leveraging OTM as part of Quote to Cash cycle For multiple LoBs Asset and non-asset Non-asset leverages planning Asset leverages more in execution Common services order management, visibility &freight audit Integrated to CRM, ERP Working with mobile device in truck In multiple countries In a single instance 5

6 Leveraging OTM for LSP business growth

7 Basic Exec. Services Value Add. Services Strategy Opportunity for LSP growth from expanding Services portfolio.. Landscape Services Business Strategy Traditional 3PL Lead Logistics / MTS Shipper Integrated + Supply Chain Services Shipper Supply Chain Planning Managed Transportation Service Logistics Strategy Technology Services Shipper Shipper 4PL: Supply Chain Consulting Network Modeling SCM & Logistics Process Technology Selection Logistics Procurement Analytics Supply Chain Manager Service Logistics & VAS International Logistics / GTM Transportation Warehousing Freight Forward Companies Transportation Companies Warehousing Companies 3PL 3PL 3PL 3PL Integrated Services: Service Logistics Inbound Logistics FF + GTM + Domestic Transportation Global Distribution Verticalized Services: Retail, Automotive, Hitech, oil, Gas and Projects etc 7

8 Transportation Platform as enabler for growth Truckers, Railroads, Shipping Lines Warehousing, Ports Couriers, Postal Services 3PLs, Freight Forwarders Integrated Service Providers, Lead Logistics Value-added solutions: Portals, Self Service Apps, Mobility and Analytics Customer management tools & mining service opportunities Expansion into Supply Chain services: GTM, Materials Management, Demand Management Integrated Services: Service Logistics, Inbound Logistics & Others Customer on-boarding / Integration and Visibility Customer Experience Management Service Expansion Verticalize Solutions: Retail, Oil & Gas, Hi-Tech, Auto & Others Customer solutions / RFP response Platforms for Geography Expansion LSP Analytics & Business Intelligence Operational Efficiency LSP IT Platforms LSP Enterprise Solutions Continuous Improvement: Lean, 6-sigma and TOC Re-engineering Legacy applications / platforms Transportation Optimization, WH Throughput Improvement, Pricing Process, IT & Change Management; M&A Consolidation 8

9 Leveraging OTM for LSP Customer Examples Tracking Shipments Planning Domestic Movements OTM Implementation as LATAM Transportation Platform OTM Extension FORCE for Fiscal / Fin. processes Performance improvements & enhancements First Fleet Management Implementation in OTM Design Quote to Cash for 4 LoBs Leading 3L in LATAM Leading APAC LSP Leading Trucking company LSP Transportation Platforms Leading LSP in USA Leading LSP in USA Leading LSP in Australia OTM-Overland Transportation Platform for several LoBs across NAFTA Proposed Reimplementation / migration for MTS and 3 other lobs Proposed Support model that accelerates customer on-boarding and feature enhancement Conducting POCs on OTM for Express business OTM enhancements, migrating customers from Legacy to OTM Leverage OTM as a LSP Growth Enabler Growth from new / Integrated services Growth from expansion to new geographies Global Process with personalization for customer / Geo. Faster customer on-boarding Incremental process Automation: zero click freight audit Operational Efficiency: Optimization, Analytics 9

10 Case Study: LSP Overland Transportation Platform for Leading LSP 10

11 Case Study: Overland Transportation Platform Contract Logistics Solution across warehouses & customers Customer Orders WMS, Manual Order Assignments & Validations Create Customer specific -Traffic File number Carrier Buy Shipment Planning o Multi-stop o Special Services o Customer negotiated carrier rates Shipment Execution Customer Sell Shipment Rating o Tariffs based on weight, mileage, SMC o Cost Plus shipment rating Contract Logistics in non-us Geography despite challenges Collect and Standardize; Base data not accurate / available (zips, lat-longs, regions, non-standard equipment, carriers codes) No defined tariff s for carriers Wide variety of rating logic (based on weight / dim wt / distance / pallets / combination) Mexican VAT (IVA) / Retention 11

12 Case Study: Overland Transportation Platform Contd.. Intermodal business consolidation across modes Port Consignee (Live-Load / Drop) Container Yard Shipper (Live-Load / Drop) Port Manage Demurrage at port / container Order details Steam ship line Import / Export Cut-off date Pick-up / drop off location Last Free Date Import Move Manage Cut-off date Export Move Shipment Planning Buy Shipment 12

13 Case Study: Overland Transportation Platform Contd.. Trans-Border processes that include multi-language & currencies Inter-country Processes Which country owns the customer Managing Carriers o Choice of currency o Country paying the Carrier Through Shipment / Multi-leg Shipment Handover between planners Customs Settlement o Billing currency for the customer o Credit Notes o Print from TMS to pre-printed govt. issued stationery (MX) Key Business Enabler: o Plan and Execute Trans-border shipments o Leveraging joint purchase power o Visibility across the system Scheduled Truck Border Crossing Air Port Major Hub Sea Port 13

14 Case Study: Overland Transportation Platform Contd.. Run consolidation programs like Cross docks and Pools Before Cross-Docking Cross-Docking Cross-dock LTL Crossdock TL Cross-dock Crossdock 14

15 Case Study: Overland Transportation Platform Contd.. Multiple Businesses in NAFTA on One TMS Instance Air & Ocean First and last Mile Load Brokerage Contract Logistics Transborder Intermodal Motor Brokerage Host Systems Orders Air Ocean WMS 1 WMS 2 Customer Specific rules Order Constraints, Weight / Volume / Delivery Window / equipment Carrier Constraints Legacy Buy Shipments Tender to Carrier Direct XML EDI Fax Sell Shipments Internal Sell External Customer Sell Inter- Country Invoices EDI - Auto Match & Auto Approve TMS Invoices Bills Standalone Bill Consolidated Bill Financial System 15

16 Case Study: Overland Transportation Platform Contd.. Benefits Time to market on New Services. Ex: Transborder product Flexibility and Scalability. o Contract logistics line of business to process multiple customers through the standard model while catering to individual customer needs o Accommodate Growth in volumes Operational Excellence, Standard Process & Automation o Standardize common processes across different lines of business in one funnel o Automate the standardized processes. Ex: No click freight audit and payment Cost Optimization by o Leveraging planning capabilities o Rate to most appropriate carrier reducing transportation cost Localization on a global instance o Spanish Implementation language and taxes o Canadian Implementation 16

17 What can LSPs do more with OTM?

18 Many opportunities to leverage more from OTM Business Growth Scope: Inbound, Outbound, Return, Spares, Cross-docks & others Other business units / LoBs New geographies New / integrated services (LSP) Process Automation: No-touch processes + exception management Integrate process & application to WMS / Cross dock Order management, ERPs, SCM Planning Mobile devices / Telematics Partners: carriers, suppliers, customers Cost Reduction: Planning scenarios, infrastructure, maintenance Additional modules FTI Fleet / Driver / Asset Inventory Global Trade Management Inventory visibility Cooperative routing Transportation sourcing Benefits Drive Growth Cost Optimization Time to market Flexibility and Scalability Standard Process & Automation Operational Excellence 18

19 OTM Extensions that bridge the gap if any Extensions Addresses IP / Unique process that adds to overall competitive advantage Allows benefit from OTM s out-ofthe-box functionality while leveraging own IP/unique process capabilities OTM extensions are created with OTM Philosophy so that extension can scale with the core OTM application OTM 6.x FORCE Minor Customizations for productivity improvement. Custom screens with small changes / tweaks to OTM screens Custom process 19

20 Continued Journey with OTM Optimization Enhance/Implement OTM planning scenarios: Example. Look for continuous move opportunities, Leverage Cross Dock or Pools etc. 20

21 Analytics to Drive Improvements FTI Source: Oracle 21

22 Thank You! Contact: Tel: mahindrasatyam.com Safe Harbor This document contains forward-looking statements within the meaning of Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended. The forward-looking statements contained herein are subject to certain risks and uncertainties that could cause actual results to differ materially from those reflected in the forward-looking statements. Mahindra Satyam undertakes no duty to update any forward-looking statements. 22

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