International Procurement and Business Development From Supply Chain to Partner Network

Transcription

1 24/06/2013 International Procurement and Business Development From Supply Chain to Partner Network

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3 A FINMECCANICA COMPANY HELICOPTERS DEFENCE AND SECURITY ELECTRONICS AERONAUTICS SPACE DEFENCE SYSTEMS ENERGY TRANSPORTATION Agusta Westland DRS Technologies Agusta Westland SELEX Es Tilt-Rotor Company NH Industries Alenia Aermacchi Super Jet International ATR Telespazio (67%) Thales Alenia Space (33%) Oto Melara WASS MBDA (25%) Ansaldo Energia (55%) AnsaldoBreda Ansaldo STS (40%) BredaMenarinibus Eurofighter GmbH Revenues: 18,7 billions Orders: 17,4 billions Order backlog: 46 billions Employees: more than 70,000

4 Revenue Business Lines - Sites Revenues 425* (44% export) Orders 390* (38% 56% export) Airborne Systems BUSINESS LINES Naval Systems, Ammunition and Launchers Land Systems And Robotics R Backlog & D 1.047* * Million (37% export) INDUSTRIAL SITES ITALY LA SPEZIA (MAIN SITE) BRESCIA ABROAD: VALENCIA (ES) LESTER (US)

5 CUSTOMERS SINCE 1905 ALGERIA ARGENTINA AUSTRALIA BAHRAIN BANGLADESH BELGIUM BOTSWANA BRAZIL BRUNEI BURKINA FASO CAMEROON CANADA CHILE CHINA COLOMBIA CONGO DENMARK ECUADOR EGYPT FRANCE GERMANY GHANA GREECE INDIA INDONESIA IRAN IRAQ IRELAND ISRAEL ITALY JAPAN KENYA KUWAIT LIBYA LITHUANIA MALAYSIA MALTA MEXICO MOROCCO NETHERLANDS NEW ZELAND NIGERIA NORWAY 68 COUNTRIES IN THE WORLD OMAN PAKISTAN PERU PHILIPPINES POLAND PORTUGAL QATAR RUMANIA SAUDI ARABIA SENEGAL SINGAPORE SOMALIA SOUTH AFRICA SOUTH KOREA SPAIN THAILAND TUNISIA TURKEY TURKMENISTAN UAE U.K. USA VENEZUELA ZAMBIA ZIMBABWE

6 A GLOBAL PLAYER ON THE SEA Small calibre 7.62 mm, 12.7mm 25 mm MARLIN - WS 30 mm 40 mm Medium calibre 76/62 Compact 76/62 Super Rapid 76/62 STRALES Large calibre 127/54 Compact 127/64 LW

7 ON THE LAND Small calibre HITROLE mm 40mm AGL (Light Versions) mm 40mm AGL Medium calibre HITFIST 25mm 30mm Overhead Weapon Station 30mm Large calibre HITFACT 105mm 120mm

8 AND IN THE SKIES HELICOPTER TURRETS TM 197B TURRET PINTLE MOUNT with MH134D Gatling PINTLE MOUNT with GAU 19/A for EH 101 GPS GUIDED BOMBS JDAM PAVEWAY SDB RAPID FIRE CANNONS GAU22 JSF HORUS HELISTARK MINI- UAV TRP5-IBIS SMART AMMUNITION DART VULCANO

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10 PRODUCT PROCUREMENT Mechanical Structures Composites Cables Transmissions and Servos Titanium parts Cabled apparatus Mechanism Subassembly Special Steels Electronics boxes Optronics Treatments Electronics sensors MANUFACTURING COMPLETE SYSTEMS NEED A COMPLETE SUPPLY CHAIN

11 OTO MELARA SUPPLIER MODEL IN COUNTRY SUPPLY CHAIN GLOBAL SUPPLY CHAIN Near italian manufacturing sites No import export Integrated supply chain Used as «minimum risk suppliers» in our more consolidated products Wider technology offer Potential import export Far from italian manufacturing sites Used as: Provider of special technology Supporting not italian sites Supporting ILS Provider of offset Provider of special quality/cost Supply network THERE ARE SPECIFIC REASON AND PURPOSES FOR GLOBAL SUPPLIERS

12 PURPOSE OF GLOBAL SUPPLY CHAIN RATIONALE USAGE GLOBAL SUPPLY CHAIN Technology Based SPECIAL TECHNOLOGY INNOVATIVE TECHNOLOGY SOLE SUPPLY R&D and IMPROVEMENT PROGRAMS GLOBAL SUPPLY CHAIN Quality/Cost Based LOW TOTAL COST LONG TERM PROGRAMS Geolocation Based CUSTOMER REQUIREMENTS LOGISTIC ADVANTAGE OFFSET PROGRAMS NOT ITALIAN ASSEMBLY SITES PRODUCTION HIGH ILS DEMAND PROGRAM Network Opportunities SUPPLIER NETWORKING ANY PROGRAM

13 SUPPLIER NETWORK WITH 68 DIFFERENT COUNTRIES AS CUSTOMERS OTO MELARA IS A GLOBAL PLAYER AND THIS GENERATE SOME NEEDS SATISFY CUSTOMER REQUEST FOR TECHNOLOGY CLEAR OFF OFFSET COMMITMENTS IMPROVE MARKET PENETRATION INNOVATE AT EVERY LEVEL OF SYSTEM AND SUBSYSTEMS LEVERAGE ON GLOBAL SCALE OF CONTACTS AND COOPERATIONS THIS TASKS ARE OFTEN OUT OF THE CAPABILITY OF A SINGLE COMPANY NETWORKING WITH OTOMELARA AND ITS SUPPLIERS IS THE KEY

14 FROM SUPPLY CHAIN TO SUPPLY NETWORK OTO MELARA: Is a partner and not only a customer Foster the collaboration between companies connected by us Collaboration with OTO or between supplier for: Subassembly improvement Creating offset / transfer of technology products Delocalization of production. Push everybody to be proactive and propositive

15 CONCLUSION Supply Chain look within a single productand often in one only geographical area In Supply chain the supplier give the best «service» according to customer request, including potential improvement on the supply If Supplier collaboration is fostered and fed the various supply chains will built up a global network The network approach allow all the potentiality of a partner to be discovered, also the potentiality of sinergies become available Supplier network on global scale is an opportunity for new potential, proactive and collaborative suppliers to get business not only directly but also indirectly (partecipating in offset project), supporting delocalization, and getting the double benefit of direct business and improving its position in OTO evaluations Applied to small scale company (OTO has 1200 workers) the network not only become a quality/technology improving asset but also one of the most effective intelligence/ business development tool