CURRICULUM SUMMARY COURSE DESCRIPTIONS & OUTLINES MENU MANUFACTURING INDUSTRIES INTRODUCTION TO MANUFACTURING OTHER INDUSTRIES ENERGY INDUSTRIES

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2 CURRICULUM SUMMARY Cambashi s Manufacturing, Distribution and Energy off-the-shelf training courses, Cambashi- ItM, offer a consistent training solution for all your industries. Designed for sales, service, consultancy and support professionals, these self study courses provide the industry knowledge and insight your professionals need to interact with decision-makers more effectively and sell more successfully. The curriculum includes courses covering the fundamentals of manufacturing and courses which look at specific manufacturing, energy and related industries in more detail. The following provides a description and outline of the courses included in the Introduction to Manufacturing (Level 100) and the Manufacturing, Energy, and Distribution courses (Level 100/200). COURSE DESCRIPTIONS & OUTLINES MENU Click on the links below for an outline of the contents of each course. INTRODUCTION TO MANUFACTURING Industry Overview Running the Business Product Development Supply Chain Management Plant Operations Logistics Sales, Marketing & Customer Service ENERGY INDUSTRIES Oil & Gas Utilities MANUFACTURING INDUSTRIES Aerospace Automotive Chemicals Consumer Packaged Goods (CPG) High Tech Industrial Equipment and Machinery Pharmaceuticals OTHER INDUSTRIES Logistics Providers Retail

3 CURRICULUM DESCRIPTIONS & OUTLINES INTRODUCTION TO MANUFACTURING - LEVEL 100 COURSE DESCRIPTIONS & OUTLINES Industry Overview 1 CPE Credit / Program Level - Beginner This course provides a basic overview and understanding of the manufacturing industry. Completion time: 1 hour What is Manufacturing? Transformation Making a Can of Coca Cola Assets Required The Broad Scope of Manufacturing The Manufacturing Supply Chain Simple Supply Chain Supplier-Manufacturer-Customer Value Network Customers Types of Manufacturing Manufacturing Diversity Discrete Manufacturing Process Manufacturing Repetitive Manufacturing Hybrid Manufacturing Extended Manufacturing Production Models Production Model by Industry The Business of Manufacturing Making Money Adding Value Minimizing Cost Direct and Indirect Costs Variable and Fixed Costs Business Functions Regulation and Compliance Overview Areas for Compliance

4 Industry Challenges Business Drivers Cost of Energy Macroeconomics Customer Demands Sustainability Globalization Technology Changing Demographics Data and Systems Bill of Materials (BOM) Recipes and Formulae IT Networks IT Applications Certification Test Go to Course Menu Running the Business 1 CPE Credit / Program Level - Beginner This course provides an introduction to the way most manufacturers work at a senior executive level and the groups that support manufacturer s business activity Finance, Human Resources and IT. Completion time: 1 hour Organizational Structure Senior Management Business Units Multiple Locations Defining the Strategy Making a Profit Products and Services Product Mix Differentiation Location Outsourcing

5 Measuring Performance Reporting Performance P&L Statement Balance Sheet Cash Flow Statement Ratio Analysis Profitability Ratios Activity Ratios Benchmarking Finance and Administration Cash-to-Cash Cycle Interfacing to the Business IT for F&A Major IT Systems Human Resources Core areas Additional Responsibilities IT in Human Resources IT Systems Corporate IT Infrastructure and Services Challenges and Priorities Major IT Systems Certification Test Go to Course Menu

6 Product Development - 1 CPE Credit / Program Level - Beginner This course provides an overview of the way manufacturers respond to changes in the market, and advances in technology, by developing new products to meet their customers needs. Completion time: 1 hour Development Concepts Innovation Sustaining or Disruptive? Drivers of Product Development Key Activities Strategy Development Phases Portfolio Management Performance Metrics The Development Organization People Roles Organizational Efficiency Team Approach Product Information Documentation Accuracy, Traceability and Security Production Processes Managing Change Business Challenges and Initiatives Development Challenges Development Initiatives Protecting Intellectual Property Reducing Design Phase Risks Increasing Collaboration Reducing Time-to-Market Outsourcing IT for Product Development Areas of Expenditure Product Lifecycle Management Decision-Makers

7 Certification Test Go to Course Menu Supply Chain Management 1.5 CPE Credits / Program Level - Beginner This course provides an overview of manufacturing supply chain management and procurement activities and the metrics used to assess supply chain performance. Completion time: hours The Manufacturing Supply Chain Typical Supply chain Planning and Execution The SCOR Model One Link in a Chain Multiple Supply Chains Inventory Roles and Responsibilities Supply Chain Management Roles Other Business Units Supply Chain Coordination Internal Co-ordination Trading Partners Production Examples Balancing Trade-offs Example Trade-offs Business Processes and IT Plan Source Make Deliver Returns

8 Priorities and Metrics Reliability Flexibility Responsiveness Low-cost Operations Efficiency Supply Chain Challenges Economic Climate Global Supply Chains Risk Customer Expectations Lowering Costs Outsourcing Regulatory Compliance Increased Mass Customization Business Initiatives Demand-driven Supply Chains Managing Risk Inventory Optimization Vendor Managed Inventory (VMI) Event Management Supply Chain Best Practice Overview Characteristics and Processes Certification Test Go to Course Menu

9 Plant Operations - 1 CPE Credit / Program Level - Beginner This course provides an introduction to both discrete and process plant operations, focusing on six key activity areas. Completion time: 1 hour Material Flow Model Model Elements Key Activity Areas Production Planning and Control Overview Fixed Versus Complex Unexpected Changes Push Versus Pull Lean Manufacturing Roles and Responsibilities Management Roles Other Plant Operations Roles Priorities and Metrics Quality Process Cycle Time Throughput Cost Containment Flexibility and Agility Reliability and Availability Regulatory Compliance IT for Plant Operations IT Applications Additional Core IT systems IT Investment

10 Best Practice Lean Manufacturing Low Inventories Quality Initiatives Automated Regulatory Compliance Common KPIs Across Plants Certification Test Go to Course Menu Logistics - 1 CPE Credit / Program Level - Beginner This course provides an introduction to a manufacturer s in-house logistics operations, including both inbound and outbound logistics. Completion time: 1 hour Overview Inbound and Outbound logistics Order Fulfillment Inter-Company Networks Organizing Logistics Logistics Roles Other influencers Business Processes and IT Applications Business processes IT applications Regulations and Compliance Logistics Operations Planning Warehouse Planning Transportation Planning Route Planning Vehicle Load Planning

11 Logistics Execution Distribution Management Transport Management Warehouse Management Asset Management Documentation Business Issues Factors Affecting Operations Priorities and Metrics Reliability Responsiveness Flexibility Cost of Operation Efficiency Certification Test Go to Course Menu Sales, Marketing and Customer Service - 1 CPE Credit / Program Level - Beginner This course provides an introduction to sales, marketing and customer service operations within a manufacturing company, and how they differ for different types of manufacturer. Completion time: 1 hour Overview Manufacturers are Different Selling Added Value Providing a Service Roles, Responsibilities and Metrics Organization SMCS Management Interactions with Key Processes Production Planning Measuring Performance

12 Sales Performance Marketing Performance Customer Service Performance Customer Interaction Transaction Parameters Vertical Industry Type of Production Position in Supply Chain Product Volume and Price Geography Social Media Buying and Selling The Customer s Buying Cycle The Manufacturer s Selling Cycle Channels to Market Opportunity Lifecycle Complex Products Configurable Products Commodity Products Information Technology Overview CRM Applications Other IT Applications Certification Test Go to Course Menu

13 MANUFACTURING INDUSTRIES - LEVEL 100/200 COURSE DESCRIPTIONS & OUTLINES Industry Focus: Aerospace 1.5 CPE Credits / Program Level - Beginner This course provides an introduction to the aerospace industry. No prior knowledge is required. Completion time: 1.5 hours Introduction and Objectives Products and Services Civil Markets Civil Aircraft Defense Markets Military Products Dual-Purpose Technology Space Systems Shared Characteristics Industry Structure Aerospace Supply Chain Original Equipment Manufacturers Tier One Suppliers Tier Two and Beyond Leading Companies Structure of Leading Companies Joint Ventures and Consortia Program Teams Global Business Key Business Processes Shared Characteristics Product Development Supply Chain Plant Operations Logistics Sales and Marketing Maintenance, Repair and Overhaul

14 Key Performance Indicators Assessing Business Performance# Main External Indicators Additional Indicators Industry Trends Risk Sharing Globalization Outsourcing Consolidation Environmental Concerns Business Challenges and Initiatives External Challenges Industry Regulations New Technology Initiatives Product Design Initiatives Production Initiatives Maintenance Initiatives Government Initiatives Demand Initiatives Information Technology IT applications 2013 News Regional Updates Company news Airbus Company news Boeing Company news Other US Company news Europe Company news International Certification Test Go to Course Menu

15 Industry Focus: Automotive 1.5 CPE Credits / Program Level - Beginner This course provides an introduction to the automotive industry. No prior knowledge is required. Completion time: 1.5 hours Introduction and Objectives Industry Overview A fast-changing Industry Production in 2012 A Global Industry Customers Main Customers for Cars and LCVs Private Consumers Rental Companies Company Fleet Buyers Manufacturers, Products and Services Major OEMs Supply Chain Structure Scale Support Businesses Vehicle Brand Enterprises Cars Major Vehicle Classifications Light Commercial Vehicles Business Functions Design Production Supply Chain Cooperation Marketing Making Money Price Pressure Efficiency Indicators Profitability Measures

16 Industry Trends and Drivers Oversupply Outsourcing Emerging Markets Power Systems Modular Construction External Business Drivers Business Initiatives Build to Order Collaborative Supply Chain Dealer Integration Quality Assurance Sustainable Fuel Efficiency High-Growth Markets Cost Initiatives Addressing Consumer Demand Industry Regulations Regulatory Pressures Regulatory Pressure Initiatives Information Technology In-vehicle Electronics Enterprise Other Common IT Systems 2013 News Regional Updates Industry News Company News Certification Test Go to Course Menu

17 Industry Focus: Chemicals 1 CPE Credit / Program Level - Beginner This course introduces the chemicals industry, including the base and specialty chemicals. No prior knowledge is required. Completion time: 1 hour Introduction and Objectives Industry Overview Industry Growth Industry Structure Supply Chain Structure Suppliers Chemical Companies Customers 30 Top Chemical Companies Structure of Major Companies Divisions Job Titles Choosing a Focus Key Business Processes Portfolio Planning Procurement Production Production Constraints Distribution Sales R&D Service Key Performance Indicators Bulk Chemicals Speciality Chemicals Financial Sales & Supply Chain Operational

18 Business Opportunities Asia & The Middle East Research & Development Contract Manufacturing Complete Solutions Bio-Renewable Sources Mergers & Acquisitions Industry Challenges The Price of Oil and Energy Additional Costs Regulatory Control Regional Regulation Frequent Product Changes Need for Flexible Assets Global Market Demand Business Initiatives Sustainability Joint Ventures Product & Service Innovation Sourcing and Procurement Operational Excellence Asset Management Information Technology Managing Business Data 2013 News Regional Updates Industry Trends Certification Test Go to Course Menu

19 Industry Focus: Consumer Packaged Goods (CPG) 1.5 CPE Credits / Program Level - Beginner This course introduces the CPG industry, including the structure of the industry, the CPG supply chain and the products and services offered. No prior knowledge is required. Completion time: 1.5 hours Introduction and Objectives Industry Overview Industry Scope Food and Beverage Industry Other CPG Sectors People as Consumers Brand Matters Manufacturers and Retailers Category Management Strategies for Growth Industry Structure From the Factory to the Shelf Supply Chain Partners Organizational Characteristics The Global CPG Company Top Consumer Goods Companies Key Business Processes A Competitive Industry New Product Introduction Production Regulations and Compliance Supply Chain Management Logistics Marketing Sales Key Performance Indicators Measuring Performance Marketing and Sales New Products and Innovation Supply Chain and Logistics Manufacturing

20 Industry Trends Adapting to Change Private Label Brands Healthy Foods Convenience Mergers & Acquisitions Product Proliferation Environmental Concerns Cost of Ingredients Business Drivers Reacting to External Challenges Business Initiatives Responding to Challenges Promotions External Collaboration Data Synchronization Manufacturing Flexibility Multichannel Integration Operations Outsourcing Information Technology Overview Supporting Business Processes Other spend 2013 News Regional Updates Industry News More Industry News Company Highlights Certification Test Go to Course Menu

21 Industry Focus: High Tech 1 CPE Credit / Program Level - Beginner This course provides an introduction to the high tech industry. No prior knowledge is required. Completion time: 1 hour Introduction and Objectives Industry Overview A Diverse Range of Products The Silicon Chip A Dynamic Industry Industry Structure Typical Company Structure Sales Channels A Complex Industry Diverse and Global Design and Manufacturing Acquisitions and Partnerships Key Business Processes Portfolio Planning Sales and Distribution Supply Chain Management Industry Collaboration Hardware Design Software Design Manufacturing Key Performance Indicators Measures and Metrics Market Characteristics Semiconductors Components Instrumentation and Control Medical Devices Telecommunications and Radar Consumer Electronics Industrial

22 Business Opportunities Technology Advances Rising Development Costs Design & Build Anywhere Additional Market Opportunities Convergence Reliance on Outsourcing Clean and Green Technology Industry Challenges Global Demand Standards Regulatory Control Uncertainty and Risk Intellectual Property Reducing Product Lifetimes Business Initiatives Continuous Product Evolution Manufacturing Improvements Value Chain Analysis Improving Customer Experience Sustainability Information Technology Product Development Collaboration Customer Service Operational Visibility Component and Supplier Management Regulatory Compliance Supply Chain Logistics 2013 News Regional Updates Industry Trends Certification Test Go to Course Menu

23 Industry Focus: Industrial Equipment & Machinery 1.5 CPE Credits / Program Level - Beginner This course provides an introduction to the industrial equipment and machinery industry. No prior knowledge is required. Completion time: 1.5 hours Introduction and Objectives Industry Overview Products Customers Customer Demands Leading Companies Industry Segmentation Supply Chain Overview Top Machinery Companies Organization of Major Companies Group Organization Business Units Typical Organization Chart Key Business Processes Procurement Production Distribution Sales Product Development Service Market Characteristics Industrial Equipment Commercial and HVAC Equipment Agricultural Equipment Construction and Heavy Equipment Transit and Material Handling

24 Business Challenges Competition Regulation Finance Globalization Environmental Concerns Business Initiatives Responding to Change Improve Profitability Regulatory Compliance Cost and Performance Demand for Services Expansion Key Performance Indicators Large Machines Medium-Sized Machines Small Machines Information Technology Procurement Production Distribution Sales Product Development Service Product Lifecycle Management 2013 Update Regional Updates Global Trends Certification Test Go to Course Menu

25 Industry Focus: Pharmaceuticals 1 CPE Credit / Program Level - Beginner This course introduces the pharmaceutical industry, including the structure of the industry, the supply chain and the products and services offered. No prior knowledge is required. Completion time: 1 hour Introduction and Objectives Industry Overview Pharmaceutical Products Health Care and Life Sciences Big Pharma and Blockbusters Generics The Big Picture Industry Structure Supply Chain Overview Suppliers Pharmaceutical Sector Healthcare Organizational Structure Mergers and Acquisitions Supply Chain and Outsourcing Business Processes and Functions Strategy and Planning Operations Overview Suppliers Production Distribution Sales R&D R&D Main Phases R&D Activities and Milestones New Approaches to R&D Documentation Requirements Key Performance Indicators Monitoring Performance Main KPIs Additional Indicators

26 Industry Trends Reacting to Change Patent Protection Competition Emerging Markets New and Evolving Regulations Demographic Changes Therapeutic Area Focus Business Initiatives Responding to Change Business Diversification Corporate Development R&D Manufacturing Logistics and Distribution Sustainability Information Technology Unique Pharma Needs Certification Test Go to Course Menu

27 ENERGY INDUSTRIES LEVEL 100/200 COURSE DESCRIPTIONS & OUTLINES Industry Focus: Oil & Gas 1.5 CPE Credits / Program Level - Beginner This course introduces the Oil & Gas industry, including the structure of the industry from exploration to retailing. No prior knowledge is required. Completion time: 1.5 hours Introduction and Objectives The Demand for Oil and Gas Ever-increasing demand Supply & Demand Imbalance What s in a Barrel of Oil? Gasoline Cost Industry Structure The Integrated Oil & Gas Model LNG Petrochemicals Trading Structure of Major Companies Majors National Oil Companies Specialists Revenue Split Upstream Activities Survey Drilling Extraction Transport Downstream Activities Refining Overview Refining Stages Productizing and Delivery

28 Measuring Performance Financial and Non-Financial Exploration and Production Refining and Downstream Environmental Health & Safety Meeting Future Demand Demand and Supply New Oilfields Increased Productivity Ultra-Deepwater Shale Gas Shale Oil Biofuels Industry Challenges Securing the Supply Global Corporate Governance Improving Operational Efficiency Health, Safety and Environment Skill Recruitment and Retention OPEC and the Price of Oil Business Initiatives Safety-Conscious Expansion Improving the Supply Refining Capacity and Margins Investing in IT Capital Infrastructure Regulatory Compliance Security Systems Upstream IT Downstream IT 2013 News Regional Updates Expectations for 2013/14 Upstream Technology Downstream Technology Certification Test

29 Industry Focus: Utilities 1 CPE Credit / Program Level - Beginner This course introduces the electricity, gas and water utility industries, including the structure of each of the industries. No prior knowledge is required. Completion time: 1 hour Introduction and Objectives Industry Overview Ownership and Regulation Deregulation Industry Competition Price as a Differentiator Customer Service Overview The Electricity Interview The Gas Industry The Water Industry Wastewater Utilities Supply Chain Operating Costs Structure of Major Companies Company Characteristics Typical Company Structure Key Business Processes Why Performance Metrics? Customer Churn Rate Service Cost Call Handling Time Billing Costs Business Issues Electricity Sector Issues More Electricity Sector Issues Gas Sector Issues More Gas Sector Issues Water Sector Issues More Water Sector Issues Cross-Sector Business Drivers Competition Sourcing Raw Materials Matching Supply and Demand Millions of Customers

30 The Expense of Capital Plants The Impact of Regulations Employee Retention Business Initiatives Customer-Centric Operations Business Unit Synergies Sourcing Liquid Natural Gas Desalination Smart Grid Information Technology Improving Performance with IT Major IT Spending Areas 2013 News Electricity World events Gas World events Water World events A Time of Change Again Certification Test Go to Course Menu DISTRIBUTION INDUSTRIES - LEVEL 100/200 COURSE DESCRIPTIONS & OUTLINES Industry Focus: Logistics Providers - 1 CPE Credit / Program Level - Beginner This course introduces the logistics industry, including the structure of the industry and the services offered. No prior knowledge is required. Completion time: 1 hour Introduction and Objectives Industry Overview The Importance of Logistics The Links in the Supply Chain Primary and Secondary Distribution Communication In-house Logistics Outsourcing Logistics Logistics Providers Types of Logistics Providers

31 Transportation Transportation roles Intermodal Road Rail Sea (ocean) Air Freight Small package Couriers Warehousing and Distribution Warehousing Distribution Centers Storage Materials Handling Additional Services Business Processes and IT Applications Business processes IT Applications Logistics Planning Logistics Execution Key Performance Indicators Operational Metrics Logistics Industry Trends Economic Globalization Supply Chain Security Environmental Sustainability Business Drivers Globalization Growth of Outsourcing Internet Trading Consumer Expectations Business Initiatives Internationalization Growth of Collaboration Consumer-level Shipments Expansion of Services

32 Technology 2013 News Regional Updates Technology Surveys Certification Test Go to Course Menu Industry Focus: Retail 1.5 CPE Credits / Program Level - Beginner This course introduces the retail industry, with a particular focus on fast-moving consumer packaged goods. No prior knowledge is required. Completion time: 1.5 hours Introduction and Objectives Industry Overview The Retail Supply Chain Multi-Enterprise Value Chains Customers Regional Variation Structure of Major Companies Size and Type Leading Companies Organizational Structure Hierarchical Structure The Marketing Mix The Four Ps Product Price Promotion Place Balancing the Mix Key Retail Activities The Nature of the Industry Merchandising Buying Category Management Supplier Management

33 CPFR CPFR Model Promotions Management Store Management Purchasing, Planning and Logistics Tensions and Trade-offs Key Performance Indicators Attracting Customers Sales Using Resources Supply Chain Efficiency Industry Trends A Dynamic History Mergers and Acquisitions Channel Development Global brand & Private Label In-store Marketing New Categories Globalization Corporate Citizenship Environmental Sustainability Business Drivers and Initiatives Business Drivers Business Initiatives Strengthening the Supply Chain Beyond Mass Marketing Branding and Differentiation Cost Reduction Technology Information Technology IT Applications Enterprise Systems 2013 News Regional Updates Industry News More Industry News Certification Test

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