B2B Challenges Across the Automotive Industry


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This presentation provides a brief overview of the key business challenges facing the automotive industry today and how OpenText helps companies address these challenges via OpenText Trading Grid, the world’s largest cloud integration platform. The presentation also provides a few short case studies on how companies are using OpenText solutions. Updated May 2014

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  • Over the last decade, western manufacturers have expanded their operations into emerging markets such as China and India. Enticed initially by low labour costs and access to a vast pool of workers, these companies prospered for many years. Now with increased wage rises and strikes in China, combined with the natural disasters in Japan for example, some companies have decided to near shore production back to their home markets. Moving forwards it will be China that leads the continued globalisation efforts, setting up new plants in Brazil and Thailand for example, but one major issue they face is understanding regional B2B standards and trying to onboard new suppliers quickly.If a company is looking to establish a manufacturing facility in Brazil for example, they will need to onboard trading partners quickly, integrate to corporate business systems and work with different regional B2B or EDI standards, whilst at the same time adhering to local business laws or regulations. Manufacturers need to work with a B2B vendor that can help remove the complexity of establishing an operation in a new market, a vendor who can work with them on a truly global basis through a single cloud based B2B platform. So as you can see on this slide the manufacturing sector is truly global in nature and supply chains need to have flexibility and scalability built to support expansion into new markets. Being able to partner with a B2B vendor that can help remove the barriers of doing business in any country worldwide, especially when trying to understand country specific regulations with regards to e-invoicing, can provide a significant competitive advantage in the market.
  • The global automotive industry has emerged from a tough couple of years however consumer confidence is returning and cars are once again selling around the world. North America has made a surprise recovery and has seen considerable inward investment in the first quarter of 2012. Honda, BMW, Audi, Nissan to name but a few have committed to build new plants or expand production in North America and Mexico. There is also a continued drive to expand into the emerging markets with China, India, Brazil and Russia continuing to see significant inward investment. Increasing wage demands and strikes in China is seeing some companies establish a manufacturing presence in countries such as Thailand, Vietnam and Indonesia, now becoming known as the second generation emerging markets. Increasing consumer wealth in some markets and a consumer demand to tailor the design of their cars is leading to more build to order production lines being established, these production lines help to considerably reduce inventory levels and waste. Over the past few years automotive companies have decentralised their manufacturing plants in order to better serve their markets and to also help build resilience into their supply chains. Recent natural disasters combined with bespoke consumer requirements in markets such as China has seen design offices being setup outside the car manufacturers’ home market. For example in China consumers prefer to be driven rather then to drive themselves and therefore companies such as BMW and Volvo have established design offices in China to meet these needs and help to introduce long wheel base cars to the market much more quickly. Recent natural disasters have led to many companies looking at ways to increase resilience across their supply chains. For example introducing dual sourcing strategies, near shoring, control towers and even introducing more business continuity managers. Finally the convergence of the automotive and high tech supply chains is leading more companies to want to explore joint venture opportunities with high tech companies, for example in the development of next generation batteries to support the electric vehicle industry.
  • GXS has been supporting the global automotive industry for more than 40 years now and over this time we have worked with many companies operating across the automotive supply chain. In terms of a presence, GXS works with 100% of the automotive companies in the Fortune 500, 70% of the top 20 automotive OEMs and 85% of the top 100 global automotive suppliers. One of the key things to mention about these figures is that many of these companies are using GXS purely for messaging based services. GXS also works closely with the regional industry bodies to ensure that the latest industry requirements are fed into our product development process allowing new features to be added to our portfolio of B2B solutions with ease. For example one of the latest B2B standards to enter the automotive sector is OFTP2, a way to exchange B2B information across the internet using file encryption, digital signatures and a certificate based system to authenticate users exchanging electronic docs. GXS offers OFTP2 as a service for those companies looking to deploy OFTP2 but do not have the resources to implement themselves. The intention is that OFTP2 could become the automotive industries first, truly global comms standard.Finally we offer truly global connectivity by providing inter-connects to a selection of private automotive networks, such as the Automotive Network Exchange in North America, the European Network Exchange and the Japanese Network Exchange. It doesn’t matter where in the world a new trading partner needs to be set up or establish a new manufacturing plant, GXS can provide truly global interoperability.
  • This slide helps to graphically show tier 1 suppliers connected to their customer via GXS. Jaguar Land Rover is an important Managed Services customer of GXS and this slide helped to initially highlight GXS presence in the automotive sector but more importantly helps to identify how many suppliers are already pre-connected to GXS. One of the more important factors to Jaguar Land Rover signing up with GXS was because a high majority of their suppliers were already connected to GXS Trading Grid, our cloud based B2B integration platform.
  • Today’s manufacturing industry has some interesting B2B related challenges Continued merger and acquisition activity across the industry is leading to manufacturing companies needing to consolidate multiple or legacy B2B networks across their business on to one common platform. As manufacturers build new plants around the world, there is a continued need to provide connectivity to global manufacturing hubs and trading partners around the world.- ERP systems are at the center of nearly every manufacturing operation and a company can realise significant benefits if they integrate their ERP and B2B systems together.
  • As manufacturers look to expand into low cost emerging markets they need to onboard suppliers in these regions as quickly and smoothly as possible. Due to limited IT skills in these regions, suppliers must be on-boarded with simple to use and quick to deploy B2B toolsGlobalisation of manufacturing supply chains has meant that it has become more important than ever before to improve visibility into the shipment of their goods, in both the distribution of new goods and shipment of service parts across the aftermarket sector. Finally, recent natural disasters have led to a need to improve the way in which companies respond to supply chain disruptions in order to help increase supply chain resilienceSo let me now briefly discuss each of these in turn.
  • Over the past few years GXS has undertaken a number of research studies to help validate the return on investment for deploying a Managed Services based B2B environment. One of our latest report from the Supply Chain Management Forum at Stanford University, released earlier this year, highlighted that 96% of respondents said that Managed Services added significant value to their overall B2B integration programs. - 68% agreed that Managed Services helped improve the efficiency of on-boarding new customers- 59% agreed that Managed Services helped enable a reduction in B2B integration costs- 74% agreed that replacing capital expenditure with a monthly fee was valuable to their business- 59% agreed that Managed Services helped to better meet/respond to change in customer requirements
  • The global nature of the automotive industry means that cloud computing adoption levels are slightly higher in the manufacturing sector than many other industry sectors. Faster on-boarding combined with quick deployments are two of the reasons why today’s CIOs are keen to look at cloud computing platforms. Jaguar Land Rover’s CIO is very forward thinking and he has plans to place as many applications as possible in to the cloud. Until recently many CIOs saw cloud as being just hype and that it was likely to be a passing IT trend, however they were wrong and software and solution vendors are slowly migrating more of their software based applications into the cloud. GXS operates one of the world’s largest cloud integration platforms with over 400,000 businesses exchanging information on this platform on a regular basis. So what benefits can Cloud computing platforms offer ?
  • CAPSA = Chang’an PSA Peugeot Citroen
  • CAPSA = Chang’an PSA Peugeot Citroen
  • Manufacturing companies are continuing to look for ways to cut costs in order to become more competitive. Increased adoption of B2B helps to:- consolidate legacy B2B infrastructures on to one common platform - provide improved integration to manufacturing systems such as ERP platforms- Improve internal communications between manufacturing plants and external communication to global trading partners- Provide improved visibility into highly profitable aftermarket service parts supply chains- Reduce costs and improve customer satisfaction levels
  • B2B Challenges Across the Automotive Industry

    1. 1. OpenText in Automotive
    2. 2. OpenText™ Information Exchange OpenText Confidential. ©2014 All Rights Reserved. 2
    3. 3. Today’s Manufacturing Value Chain Distributed Operations in Multiple Countries OpenText Confidential. ©2014 All Rights Reserved. 3 Distribution Near-Shoring 2010 Onwards Global HQ China Globalisation 2014 Onwards Regional Marketing & Sales Manufacturing Sales Manufacturing Research & Design Manufacturing Shared Services Sales Distribution Sales Shared Services Sales ‘BRIC’ Markets Expansion 2000 Onwards (BRIC = Brazil, Russia, India, China) ‘MINT’ Markets Expansion 2014 Onwards (MINT = Mexico, Indonesia, Nigeria, Turkey)
    4. 4. OpenText Confidential. ©2014 All Rights Reserved. 4 Automotive Industry Trends  Resurgence of automotive industry in NA/UK  Continued expansion into new markets eg Brazil, Russia, India, Mexico & Thailand  Both design and manufacturing functions continue to be more de-centralized  Convergence of auto & high tech supply chains due to consumer demand for the ‘connected car’  Google looking to extend their services into the automotive sector, eg Android based in-car entertainment systems
    5. 5. Consumer Driven Industry Convergence High Tech Companies Diversify into Automotive OpenText Confidential. ©2014 All Rights Reserved. 5 Open Source Apps Wireless Charging 4G LTE Connection Cloud Telematics Gesture Control Autonomous Driving
    6. 6. Supporting Global Automotive Customers 95% 85% OpenText Confidential. ©2014 All Rights Reserved. 6 93% Automotive Companies in Fortune 500 95% Top 20 Automotive OEMs 86% Top 100 Global Automotive Suppliers 95% Top 20 North American Automotive Suppliers Top 20 European Automotive Suppliers Top 20 ASPAC Automotive Suppliers Supplier statistics created from Automotive News ‘Top100 Global Automotive Suppliers’, July 2014, OEM statistic created from production figures on OICA.net (includes customers from both OpenText™ & GXS™) OpenText Mediates Between any Standard and Connects to the Major Automotive Networks
    7. 7. Supporting the Largest Automotive Customer Base in the world OEMs – Toyota, GM, Ford, Daimler, Chrysler, Jaguar Land Rover, Honda, Nissan, Mitsubishi, Isuzu, Mazda, Hyundai, Kia, Daewoo, BMW, VW, Audi, PSA, Renault, Volvo, Daihatsu, Hino, Suzuki, Isuzu, Subaru, Komatsu, Changfeng Suppliers - Dana, Delphi, Dura, Federal Mogul, Goodyear, Lear, Magna, Textron, TRW, Visteon, Yazaki, Autoliv, BorgWarner, Continental Teves, Faurecia, Freudenberg, Hella, Infala, Intier, Mahle, Michelin, OSRAM, Robert Bosch, Siemens VDO, Thyssenkrupp, ASE, Baosteel, Daeki, Chungyang Industrial, China Spring, NTN, Denso, Aisin, NGK, NHK, Tianjin CMT, Zhaoqing, Hongteo, Dalian Yaming, Shanghai Baoshan, Shanghai GKN OpenText Confidential. ©2014 All Rights Reserved. 7
    8. 8. Many Range Rover Evoque Suppliers are Connected to OpenText™ Trading Grid™ OpenText Confidential. ©2014 All Rights Reserved. 8
    9. 9. The Automotive Industry has some Interesting B2B Challenges OpenText Confidential. ©2014 All Rights Reserved. 9 Consolidation or Modernization of B2B Extensive M&A activity leading to a need for B2B network consolidation to reduce costs and improve efficiencies Provide Global Interoperability Increasing requirement to provide connectivity to global manufacturing hubs located in established and emerging markets Improve Integration to ERP Systems Consolidation of ERP instances and upgrade to new modules is driving new ERP/B2B integration projects
    10. 10. The Automotive Industry has some Interesting B2B Challenges Increase Supply Chain Resilience Recent natural disasters have led to companies needing to improve supply chain disaster response procedures OpenText Confidential. ©2014 All Rights Reserved. 10 Support Expansion into Emerging Markets Introduction of new global manufacturing hubs is leading to a need to improve on-boarding and ensure 100% supplier automation Adhere to Complex e-Invoicing Regulations More countries such as Brazil and Mexico are now mandating the use of e- Invoices as a condition of doing business within their country
    11. 11. OpenText™ Trading Grid™ Provides a Single Integration Point Into the Enterprise OpenText Confidential. ©2014 All Rights Reserved. 11
    12. 12. OpenText™ Managed Services OpenText Confidential. ©2014 All Rights Reserved. 12
    13. 13. Research Findings Validate ROI 3rd Party Validation From Leading Institutions  68% Said that Managed Services helped improve the efficiency of on-boarding new customers OpenText Confidential. ©2014 All Rights Reserved. 13  59% Said that Managed Services helped enable a reduction in B2B integration costs  74% Said that replacing capital expenditure with a monthly fee was valuable to their business  59% Said that Managed Services helped to better meet/respond to change in customer requirements Managed Services Trends Study by Stanford University 96% Reported that Managed Services Added Significant Value to their Overall B2B Integration Programs B2B Managed Services Value & Trends Study conducted by Stanford University – Global Supply Chain Management Forum
    14. 14. CIOs are Embracing Cloud Computing "The strategy will be one of simplification, standardisation and modernisation. Where I can deem services and technology as being commodity I will seek to externalize, outsource or place them in the cloud” - CIO JLR OpenText Confidential. ©2014 All Rights Reserved. 14
    15. 15. Benefits of Cloud Based B2B Integration OpenText Confidential. ©2014 All Rights Reserved. 15 Offers Scalability & Flexibility Simplifies Connectivity Provides End-to- End Visibility Improves Collaboration Simplifies Integration Increases Security
    16. 16. OpenText Confidential. ©2014 All Rights Reserved. 16 OpenText™ OEM Customers European OEM  Needed to establish their own B2B platform as quickly as possible following divestiture from parent company  Chose OpenText to implement a Managed Service to on-board over 1000 suppliers and went live in 2010. 80 suppliers are connected through hub paid web portal environment.  Hosted, cloud based B2B platform provides scalability and flexibility to grow as the company grows. New platform will be integrated to SAP at a later date. Chinese Joint Venture  JV needed to import car parts/kits from their French partner via global logistics provider and then assemble in new plant in Shenzen, China  JV had no B2B experience or knowledge of global B2B standards but they needed to exchange forecast and order information with their French partner  Implemented OpenText™ Managed Services to exchange B2B transactions between the JV, their French partner and their logistics partner North American OEM  Needed to implement a new treasury management solution that leveraged their extensive investment in existing financial applications.  OpenText™ Active Payments consolidates payments into a unified workflow to create a centralized payment ‘factory’. GEPARA controls disbursements through a single B2B gateway which is connected to multiple banks, countries and divisions.  GEPARA connects to 10 banks, 161 GM business units across 48 countries. Over 4M payments processed with $233B value.
    17. 17. OpenText Confidential. ©2014 All Rights Reserved. 17 OpenText™ Tier 1 Customers North AmericanTier 1 Interior Systems  Embarking on a major SAP implementation and wanted to consolidate multiple EDI platforms onto one provider  Implementing OpenText™ Managed Services to provide global B2B requirements to manage operations in North America, EMEA and ASPAC.  Provides a single global B2B platform which integrates to SAP, offers high availability and allows true end to end visibility across all business units North American Tier 1 Systems  Following divestiture this company needed to establish their own B2B platform to support their global operations  OpenText™ Managed Services provided implementation of 600 maps and connectivity to 3000 trading partners. Full integration with SAP to exchange IDOC files. Platform provides truly global connectivity.  Able to realise a 95% reduction in their EDI team. The new B2B platform allowed this company to establish a single, global order processing system. European Tier 1 Lighting Supplier  Required to work with global customers and to centralise their IT resources so they could reduce on-going costs  Trading Grid™ Messaging Service provides global interoperability and mediation between any document format and communications protocol  Provides flexibility & scalability via one common platform. Removes complexity of working with many customers. Realised significant saving in resource to manage the new platform. Improved 24/7 support.
    18. 18. OpenText Confidential. ©2014 All Rights Reserved. 18 Conclusions Automotive companies are continuing to look for ways to cut costs in order to become more competitive. Increased adoption of B2B helps to:  Consolidate legacy B2B infrastructures on to one common platform  Improve internal communications between manufacturing plants and external communication to global trading partners  Provide improved integration to manufacturing systems such as ERP platforms  Support expansion into new markets  Adhere to regional e-Invoicing regulations and reduce the amount of paper based documents flowing across the extended enterprise  Minimise supply chain disruption through improved information management & collaboration
    19. 19. Mark Morley | mmorley@opentext.com Copyright © OpenText Corporation. All rights reserved. twitter.com/opentext facebook.com/opentext linkedin.com/company/opentext W www.opentext.com