Fulfillment Breakout – Daniela Huber, Wacker Chemie: “On-Boarding Campaign Execution”

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Case Study: Onboarding campaign execution Reveal Conference Frankfurt, 16.10.2014 1 WACKER is a technology leader in the chemical and semiconductor industries. We forge ahead with technical innovations and the development of new products for the world’s key industries. We offer solutions and innovations for a broad range of sectors. Products and Solutions for Key Global Sectors Automotive & Transport Construction Energy, Electrics & Electronics Coatings & Paints Adhesives & Sealants Consumer Care Elastomers & Plastics Paper, Films & NIP Renewable Energies Textile, Leather & Nonwovens Semiconductor Pharma Food Healthcare Composites Agro Chemical Industry Industrial Biotechnology

Transcript of Fulfillment Breakout – Daniela Huber, Wacker Chemie: “On-Boarding Campaign Execution”

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}  WACKER is a technology leader in the chemical and semiconductor industries.

}  We forge ahead with technical innovations and the development of new products for the world’s key industries.

}  We offer solutions and innovations for a broad range of sectors.

Products and Solutions for Key Global Sectors

Automotive & Transport

Construction Energy, Electrics & Electronics

Coatings & Paints

Adhesives & Sealants

Consumer Care

Elastomers & Plastics

Paper, Films & NIP

Renewable Energies

Textile, Leather & Nonwovens

Semiconductor Pharma

Food Healthcare Composites Agro Chemical Industry

Industrial Biotechnology

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A Century of Success

Wacker Chemie AG

}  Founded in 1914 by Dr. Alexander Wacker

}  Headquartered in Munich

WACKER Group (2013)

}  Sales:

}  EBITDA:

}  R&D:

}  Investments:

}  Employees:

€ 4.48 billion

€ 679 million

€ 174 million

€ 504 million

16,009

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Globally Present and Close to Customers: The World of WACKER

Production Sites Production Sites and Technical Centers

Sales Offices Sales Offices and Technical Centers

Production Sites and Sales Offices

Production Sites, Sales Offices and Technical Centers

}  Our entrepreneurial activities are customer-centered to help meet customer goals and needs.

}  With 25 production sites and some 100 subsidiaries and sales offices worldwide, we are close to our customers no matter where they are.

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Tailored to our customers’ needs: Wacker E-Solutions Portfolio

Login4more Customer Portal

Elemica QuickLink E-Mail

Elemica QuickLink ERP

State-of-the-art webshop

Purchase reports

Download of order related documents

Automation of order entry for PDF orders

No IT efforts on customer side

E-Mail order response

Full integration of order process:

Purchase order or Demand forecast

Order Respose, ASN and Invoice

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QuickLink ERP Projects 1 year ago

}  Need for a faster, cheaper and easier way to on-board QuickLink ERP partners

Inefficient project management on both sides

}  Every customer onboarding request managed as stand-alone project

}  Different contact persons within Elemica

}  Insufficient up-front information

}  No clear timelines and responsibilities – project durations of up to two years

}  High project management cost

Increasing number of requests from customers

}  Supplier roll-out initiatives

}  Only alternative to using the customer’s supplier portal

}  Requests for e-invoices or ASN automation

}  More requests also from mid-sized customers

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A common workshop helped to define the new roll-out program

}  Switch from one-by-one project management to a continuous roll-out program

}  One Elemica contact person for this roll-out program, one single point of contact for Wacker

}  The roll-out is managed in waves to be able to communicate a clear start and end date of the project for the partners

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Definition of standards and continuous project management reduces cost per project

Exemplary project cost per wave }  Fixed pricing for standard connectivity options and mapping

}  Clear definition and pricing for off-standard maps

}  Continuous project management instead of a fixed project management block per project

Project management

Partner 1

Partner 2

Partner 3

Partner 4

Partner 5

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Information material and clear deliverables for the Plan and Assess Phase facilitate communication with partners

Together with Elemica, we defined an information package that includes:

}  A presentation to explain the business processes in scope

}  Standard connectivity options

}  Standard message formats

}  E-Readiness Form

}  Standard NDA

This can be provided to partners at any time.

Based on the feedback, the partners can be scheduled for a specific wave.

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Key take-away from the first 6 months

Easier management of new customer requests We have developed and executed a framework to make it predictable, cost effective and a positive experience for the partners Increased speed for new customer connections 8 new connections with the first two waves compared to an average of 4 onboarding projects per year before the program Commitment of customers is a key success factor Customers cannot be pushed by the supplier to participate and give timely feedback, this can cause delays and increase cost

}  The new method works and provides the basis for a roll-out with a larger number of partners

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Advantages from the onboarding campaign execution The Elemica point of view

}  Reduce the project management effort (multiple PMs vs. one)

}  Quick and easy overview of the overall roll-out program

}  Offer competitive and reduced prices (program rollout vs. single projects)

}  Shorten of sales and implementation cycle

}  Efficient resource planning

}  Accurate budget planning

}  Build and maintain strong customer relationship, with strategic planning

}  Client expert, in depth knowledge of the customer specific needs and processes

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Thank You for Your Attention.

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LUNCH & NETWORKING PROS TO KNOW AVAILABLE AT 13:30

RETURN TO MAIN HALL AT 14:00