Maxim use of your strategic investment最大程度利用您的战略投资

B2B in China B2B 在中国

James Hatcher Seeburger Asia Pacific Ltd.

ERP – A strategic investment ERP 是战略投资

SEEBURGER Introduction SEEBURGER 介绍

China Supply Chain Success 供应链成功故事

Summary 总结

Agenda 议程

Evolution of a Mfg company 制造企业的演变

ERP ERP- Integration of the Factory 工厂集成 - Integration of the Enterprise 企业集成

Extended Enterprise 扩展企业- Integration of the Supply Chain 供应链集成

ERP Took Us From This… ERP 从以下现状 …

….To This 转变成这样

This Reduced Inventory…. 这样降低库存

Lower Raw Material Inventory降低原材料库存

Lower WIP降低在制品库存

Lower Finished Goods降低成品库存

China Competition 中国竞争

China consumer demand continues to increase中国消费需求持续增长

Increased demand is a supply chain challenge需求增长乃供应链之挑战

Peaks and Valleys make production forecasting difficult波动的探底和爬高使得生产预测非常困难

Competition is fierce 竞争是激烈的 OEM’s are using discounts and incentives to woo customers

整机生产企业通过打折和奖励来吸引消费者 Profit Margins are reduced accordingly

企业利润率因此而降低OEM’s and qualified suppliers are exporting globally整机企业和优质供应商出口全球市场

Supply Opportunity供应机会

Demand Opportunity需求机会

The Supply Chain Balancing Act … 供应链平衡

Meet customer needs:

满足客户需要 Product development 产品开发 Merchandise planning 销售规划 Product portfolio planning 产品组合计

划 Create customer needs 创造客户需求 Pricing Promotion 定价促销

Keep right goods in stock:

仓库保存正确的货物 Store requisition 库存申请 Warehouse replenishment 仓库补货 Inventory forecasting 库存预测 Purchasing 采购 Shipping and transportation 装载和运

输

A typical supply chain today 当今典型供应链

Firms 企业 Customers 客户Suppliers 供应商

Goods货物

Goods货物

Demand需求

Demand需求

Information

Transactions

Information Information

Transactions Transactions

Supply ChainExecution

供应链执行

Distribution 分销

Procurement 采购

Manufacturing 制造

Enterprise ERP

Logistics 物流

Customer Response客户反馈

Warehouse Mgmt.仓库管理

Financials 财务

HR 人事

Consignment Inv.寄存库存

Supplier Optimization供应商优化

Lean Manufacturing

精益制造

Customers 客户

LogisticsPartners 物流伙伴

Outsource Partners 外包伙伴

Suppliers 供应商

Supplier Performance

供应商绩效

Order Management订单管理

Extended Enterprise 扩展企业

Customer Customer SystemSystem

CustomerCustomerNotificationNotification

CustomerCustomerWarehouseWarehouse

CustomerCustomerFinancialsFinancials

OrderOrder订单订单

ShippingShippingNoticeNotice

发运通知发运通知

ReceivingReceivingAdviceAdvice

收货确认收货确认

Sales &Distribution

Supply ChainManagement

OrderManagement

Sales &Distribution

Customer Order

客户订单

AcceptOrder

接受订单

ShippingNotice

发运通知

GoodsReceived收货确认

MoneyTransfer资金转移

Validation TransformationTransformationTransformationTransformation Validation

InvoiceInvoice发票发票

TransformationTransformation

OrderOrderAcknowledgedAcknowledged

订单确认订单确认

CustomerCustomerReceivingReceiving

Financials

Fulfillment process – Is yours manual? 手工执行流程？

Supplier Management 供应商管理

Communication and Planning

are the keys to success

沟通和计划是成功的关键

Supply Chain Visibilty 供应链可视性Forecast Collaboration 预测协同Order Management 订单管理Inventory Management 库存管理

Suppliers

Outsourcing Manufacturers

Enterprise

A Survivors supply chain 成功的供应链

Firms 企业 Customers 客户Suppliers 供应商

Goods 货物 Goods 货物

Demand 需求Demand 需求

Transactions

Information

Transactions Transactions

Information Information

Transactions

Information Information

Transactions

An Information-Driven Supply Chain provides complete supply chain visibility to enable efficient business processes that can quickly respond to demand changes, mitigate supply chain risk and manage global fulfillment.

信息驱动的供应链通过完整供应链的可视性达到高效业务流程，可以应对需求变化快速反应，降低供应链风险，管理全球运作。

According to AMR, Information Driven leaders have: 15% less inventory 15% 较低的库存 17% better perfect order fulfillment 17% 优越订单履行表现 35% shorter cash-to-cash cycle times 35% 较短的现金回收周期

Which translates to: 10% increase in revenue improvement10% 销售收入提高 5-7% rise in profitability 5-7% 利润率提高

Benefits of Efficient Process Integration 高效流程整合的益处

Supplier Management 供应商管理

Expand communications 扩展沟通 –

Key indicators such as capacity, demand, forecasts, inventory, production and yields should be accessible to key members of the supply chain. 关键指标比如能力、需求、预测、库存、生产和收益应该能够让供应链的关键成员看得到。

If any of these appears to be “going nuclear”, an early warning should be circulated at once. 如果任何一项显示不清楚，就应立即发出预警。

Vinod Singhal, Georgia Institute of Technology 佐治亚技术学院

The Survivor’s Profile 幸存者素描 Business is relationship centric 业务以关系为中心

Technology removes the “gaps” 技术弥补“差距” Decision making is a shared process 决策是共享的过程

• Suppliers manage inventories at your premises 供应商管理库存的前提• Demand is ‘pulled through’ 需求是“拉动”的过程

Suppliers, Firms and Customers Collaborate供应商、企业和客户协同 Systems can auto-replenish based on agreed business rules

系统基于预定的业务规则可以自动补充 Automate the mundane, manage by exception

标准流程自动化，管理重点例外化

Procurement

采购

Manufacturing

制造

Demand Planning/

Order Management

需求计划 / 订单管理

Distribution

分销

CRM and

Service & Support

CRM 服务及支持

Su

pplie

rs供

应商

Cust

om

ers

客户

ERP – A strategic investment ERP 是战略投资

Seeburger Introduction SEEBURGER 介绍

China Supply Chain Success 供应链成功故事

Summary 总结

Agenda 议程

SEEBURGER Company Group 公司概览

Founded in 1986 in Bretten, Germany 1986 年成立于德国的 Bretten

Profitable and self-financed, Continuous annual growth rates 成立至今一直保持盈利，每年持续稳定增长

SEEBURGER, Business Integration Expert 企业信息集成专家

Business Integration vendor for complete partner integration 业务集成供应商帮助企业实现完全合作伙伴集成

7,500+ Customers in 35 Countries 7500多家客户位于 35个国家 Concepts, Products and Implementation “all from a single source”

从概念、产品到实施“一站式服务” Member of W3C, OASIS, ebXML, AIAG, ODETTE, VDA, EAN, EDIFICE, GS1,

SWIFT, EDNA, EPCglobal, RosettaNet, TD-IHK etc.. 全球著名组织的成员 Support all kinds of EDI Industry Standards and Communication Protocols via

VAN or Internet 支持所有 EDI 行业标准和通讯协议（无论 VAN还是 Internet） Strong partnerships with application providers and consultants：

与应用系统供应商和咨询公司保持紧密合作关系

SEEBURGER Customers (sample list) 部分客户

ERP – A strategic investment ERP 是战略投资

Seeburger Introduction SEEBURGER 介绍

China Supply Chain Success 供应链成功故事

Summary 总结

Agenda 议程

Industry Initiatives – MMOG/LE 行业标准AIAG – Automotive Industry Action Group

AIAG美国汽车工业行动集团 www.aiag.org

MMOG/LE Global Materials Management Operations Guideline Logistics Evaluation

Improve materials management efficiency and accuracy while reducing costs from errors and waste.

全球 < 物料管理运作指南 / 物流评估 >(MMOG/LE) 提高物料管理效率和精确性同时降低错误和浪费的成本 Mandatory for FORD suppliers 福特供应商的强制要求 Encouraged and strongly recommended for GM and Daimler Chrysler

suppliers 通用和戴姆勒 ·克莱斯勒供应商鼓励和强烈推荐 Recognized by Toyota and Honda 丰田和本田认可

EDI is mandatory for MMOG/ LE certification EDI 是 MMOG/LE认证的强制要求

What is EDI?

Data Formats 数据格式 EDIFACT ANSI X12 ODETTE VDA RosettaNet UCCNET Jama EDIFACT ebXML

Communication 通讯

VAN AS2 (EDI INT) ISDN OFTP HTTP (s)

Content and work flow

(business process)内容和工作流（业务流程）

DELFOR for VMI INVRPT for VMI DESADV for VMI Routing Information for VMI

Delivery Instruction (DELFOR) Purchase Order (ORDERS)

Order Confirmation (ORDRSP)Advanced Shipping Notification (DESADV)

Self Billing Invoice (INVOIC) Stock Movements (INVRPT)

Forwarder Pickup Advice (IFTMIN)

Conf. Delivery Instructions (DELFOR)

Invoice (INVOIC)

Pricing Corrections (INVOIC)Manual Credit and Debit Notes (INVOIC)

Remittance Advice (REMADV)

Screenshots

北京奔驰 - 戴姆勒 · 克莱斯勒有限公司

The Project - SCM 供应链管理项目

EDI compliance was mandatory for all suppliers 对所有供应商来说 EDI 是必须的 Traditional EDI via AS2 or 基于 SA2 的传统 EDI或者 Web EDI solution webEDI 解决方案 Delivery of ASN was mandatory 发送发货通知 (ASN)也是必须的

Bar Code labeling was made mandatory for all suppliers 所有供应商必须打印条形码标签 AIAG B10 standards AIAG B10 标准 Web EDI included an integrated Bar Code generator to assist suppliers

WebEDI 集成了可协助供应商的条码产生器

Integrated 3PL into the system as an internal SAP user 作为内部 SAP用户将第三方物流集成在系统之中 Suppliers were given the option to deliver direct to the OEM or

供应商可以选择直接发货到整车厂 或 Deliver via the appointed 3PL who would handle sequencing on their behalf

发货到第三方物流由他们处理排序

EDI Transactions EDI交换

Phase One 第一阶段 Direction ANSI X.12 transaction # Material Release Outbound830 Purchase Order Outbound850 Ship Notice ASN Inbound 856 Ship Schedule JIT Outbound862 Material Release for COSCO Milk Run Outbound862 Production Sequence JIS Outbound866 (JIS suppliers only) Functional Acknowledgement Outbound997 Application Advise Outbound864 (confirm ASN content) Purchase Order Change Request Outbound860

Phase Two 第二阶段 Invoice Inbound 810 Payment Order Outbound820 Application Advise Outbound824 Supplier Routing Instruction Outbound853 Receiving Advise Outbound861 Production Sequence JIS Outbound866

ERP – A strategic investment ERP 是战略投资

Seeburger Introduction SEEBURGER 介绍

China Supply Chain Success 供应链成功故事

Summary 总结

Agenda 议程

Business Integration 商业集成Communication

is the key to effective supply chain management

沟通是有效供应链管理的关键

When you have visibility of Supplier Capabilities & Customer Demand

当您可以看到供应商的能力和客户需求时您可以 You can plan better 更好的规划 Manage inventory better 更好的管理库存 Reduce Expedites 减少加班 Increase customer satisfaction 提高客户满意度

Operational efficiency = bottom line profit!运作效率 = 利润

Supplier Communication Methods 供应商沟通方法

Traditional EDI 传统 EDI

Traditional EDI is used to transmit electronic messages from one system to another. This requires that the Suppliers implement a standard EDI Software Package. All messages can be transmitted in EDIFACT/ VDA / Ansx12 format. Connectivity can be made using MQSeries and a standard EDI Solution.

Web-EDI Web-EDI

Web EDI provides Suppliers with an Internet based application, which is used to retrieve, print or download the Daily and Weekly Delivery Schedules.

Suppliers require Internet Connectivity only: Broadband or Dial-UP

FAX / E-Mail 传真 / 电子邮件 Cost-Effective communication channel for small message volume to Suppliers. NO additional set-up cost required on supplier side.

File-Transfer 文件传输 Transferring of files in proprietary format via FTP or SSH protocol over the internet Cost-Effective communication channel for small message volume to Suppliers. Limited set-up cost for ftp/ssh server (if required by supplier)

Complexity

Operation

Cost

Current Communication Methods? 您当前的沟通方法？

Current Messaging Summary Qty / Month

Manual Fax 人工传真 >???

Send Schedule etc via a Fax Machine

Automatic Fax 自动传真 ~???

Schedule etc is generated and sent automatically using fax software (no human )

Email 电子邮件 >???

Schedule etc is generated and attached to email which is sent to receiver

Web EDI Web EDI ~???

Recipient/Sender logs into a web page to receive/send the message.

EDI EDI ~???

Sent / Receive via EDI or other method which sends/receives and processes ERP automatically

Other 其它 ~???

Summary 总结

Supply Chain Solutions are real in China 供应链管理在中国是急需的 Cost of doing business is increasing 开展业务的成本在增加 “Doing nothing,” a dangerous option 等待是一个错误的选择

I.T. has a critical role BUT you need to fit the big pictureIT扮演关键角色但必须配合大的框架

Global trade is driving the evolution of China I.T. 全球贸易正推动中国 IT 的进化

Will you lead, survive or fade away???

您将是领导、幸存还是消亡？？？

Getting things done, quickly! 解决它，快！

KIS = Keep it Simple 简单化

Use value based methodologies 采用基于价值的方法论

Implement using a phased approach 实施采用阶段性目标

Leverage existing infrastructure 利用现有架构

Improve visibility then worry about more sophisticated capabilities 提高可视性，然后关心更高端的能力

SEEBURGER - Contact 联络

SEEBURGER Asia Pacific Ltd.Level 3, Three Pacific Place1 Queen‘s Road EastHong KongPhone +852 2584 6220Fax +852 2588 3499Mobile +61 401767689James Hatcher

Managing Director

e-mail: j.hatcher@seeburger.com • www.seeburger.com

Thank you! 谢谢！