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CAS Aviation Suite

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Put your sales first by introducing the CAS Aviation Suite. It allows you to... …

Put your sales first by introducing the CAS Aviation Suite. It allows you to...
...formalize your product knowledge in a structured, understandable and intuitive way
...accelerate and professionalize your sales processes
...create seamless links between sales, engineering and after sales tasks
...transform monolithic and engineering-oriented sales processes into modular, catalogue-oriented processes

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  • 1. Capture Knowledge - Structure Sales
  • 2. CAS Software AG Germany (Karlsruhe) | Hungary (Szeged) locations Configuration Management | CRM main business areas Airbus | Daimler main customers for configuration management 480 employees in whole group, 270 in core company ~250.000 users in 25 countries and 10 languages AToS | P3 teaming agreements CAS Aviation Suite
  • 3. Rising need for transportation Rising need for aircraft Growing competition Riding need for sales support systems Rising need for standard products Need to sell solutions from catalogues supported by configurators Increasing importance of after-sales services Need to seamlessly connect processes: pre-sales, sales and after-sales Aviation Industry Major Trends and Effects on your Business CAS Aviation Suite
  • 4. • Are you confident your sales process is ready for these new challenges... • Then, clearly you engineer a lot more than you sell! Your sales process? It is ready for the future? CAS Aviation Suite Or does it still take days or even weeks to create a proposal? Or does sales spend a lot of time in endless discussions with engineering? And do you design similar solutions over and over again?
  • 5. Drawbacks • Slow: It takes days to weeks to generate a proposal • Effortful: Generates lot of work in the engineering department • No reuse: similar solutions are designed again and again • Not scalable: number of customers is limited by the number of well- trained engineers Typical Sales Process Today Still Engineer-to-Order (ETO) Sales Person EngineerCustomer Request for product Request for technical design Technical solutionProposal • Design product • Check technical feasibility Compile proposal CAS Aviation Suite
  • 6. Classification ETO vs. ATO Engineer-to-Order (ETO) • Free customization, “everything is possible” • Customer, Sales and Engineering do a joint project • Low costs for common engineering, high engineering costs for each project Assemble-to-Order (ATO) • Assemble product by combining pre- defined items from a sales catalogue (“IKEA”) • Not for free: requires capturing of common product knowledge in a knowledge base • Standard in automotive industry for >30 years Common engineering, sales catalogue $ $$$$ Standard products/options from catalogue Common engineering $$ $$$$$ Customer-specific engineering cost cost CAS Aviation Suite
  • 7. To-Be Process Goal: 80% Assemble-To-Order “standardised”: ATO “handcrafted”: ETO Customer requirements Specific solution Highly individual solution Proposal / Definition Pre-defined standard solution Customised standard solution Catalogue / Configurator suggestions of standard products validity checks; suggestion of catalogue items Engineering technical approval Feedback Loop (transform specific solutions into standard solutions) 80% 20%
  • 8. CAS Aviation Suite can help you preparing your sales processes for the new challenges. It allows you to...  formalise your product knowledge in a structured, yet understandable and intuitive mode  accelerate and professionalise your sales processes  create seamless links between sales, engineering and after sales tasks  transform monolithic and engineering-oriented sales processes into modular, catalogue-oriented processes CAS Aviation Suite Aim CAS Aviation Suite
  • 9. CAS Aviation Suite CAS Aviation Suite Supported Industries Aircraft Manufacturers Aircraft Technology Suppliers MRO Providers In general: Aviation companies having complex products with a high number of variants
  • 10. CAS Aviation Suite Modules Sales Configurator Intelligent Catalogue Services & Spare Part Configurator Opportunity Evaluation Bill-of- Material Generator Aviation Configuration Knowledge Management CAS Aviation Suite Delta Configuration Pre-Sales Sales After-SalesCustomer Service Marketing Production Product Management Engineering
  • 11. Use Cases for CAS Aviation Suite Intelligent Catalogue Advantages • Transparency: Complex product space gets tangible for the customers • Customer-Self-Service: Customers have a good first understanding when contacting sales people Customer Request for solution First product ideas Intelligent Catalogue Configuration Knowledge Management Internet • Information about products and modules • First analysis on technical feasibility in the concrete case CAS Aviation Suite
  • 12. Use Cases for CAS Aviation Suite Sales Configurator Advantages • Fast: Proposals can be sent out to the customer on the same day • Reuse: Most solutions can be compiled from existing, pre-defined modules • Robust: Proposals are 100% error free • Scalable: • Work load is largely reduced at Engineering • Sales can cope with a huge and increasing number requests Sales PersonCustomer Request for product Proposal Sales Configurator • Find best fitting products • Configure from existing modules • Automatically generate proposal document Configuration Knowledge Management Intranet CAS Aviation Suite
  • 13. Use Cases for CAS Aviation Suite Delta Configuration Examples • Requests for Product Upgrades (e.g. an engine) • Requests for Product Overhaul (e.g. an aircraft) Advantages • Fast: Change Proposals can be sent out to the customer on the same day • Solid: Proposals are 100% error free also for tricky change requirements After-Sales PersonCustomer Request for change of existing product Change Proposal with alternatives Delta Configurator • Analyze pre-state of product (from database) • Analyze requested post-state • Calculate alternative technical change options Configuration Knowledge Management Customers’ products DB CAS Aviation Suite
  • 14. Use Cases for CAS Aviation Suite Service & Spare Part Configuration Employee from Customer Service Customer Abstract service or repair requirement for a product Concrete Proposal with alternatives Services & Spare Part Configurator Calculate options for necessary • Spare parts • Repair services • Maintenance services Configuration Knowledge Management Customers’ products DB Advantages • Fast: Service Proposals can be sent out to the customer on the same day • Solid: Proposals are 100% error free also for tricky requirements CAS Aviation Suite
  • 15. Use Cases for CAS Aviation Suite Opportunity Evaluation Marketing Person Potential Customers Opportunity Evaluation Periodic report containing • Potential customers • Concrete upgrade & overhaul suggestions • Concrete maintenance & service suggestions Configuration Knowledge Management Customers’ products DB Advantages • Pro-active: Sent out suggestions even without concrete requests • Targeted: Gain new customers with optimally fitting suggestions Periodic report Customer-specific pro-active offers CAS Aviation Suite
  • 16. Use Cases for CAS Aviation Suite Bill-Of-Material Generation Manufacturer BoM Generation • Automatic configuration-dependent refinement of sales items into engineering items • Automatic check of availability of resources Configuration Knowledge Management Advantages • No double work: Accepted proposal is automatically transferred to a bill- of-material • Fast: Manufacturing can start immediately after proposal is accepted Bill-of-Material Sales Person Accepted Proposal CAS Aviation Suite
  • 17. Use Cases for CAS Aviation Suite Product Management & Engineering Formalize product from sales perspective Configuration Knowledge Management Sales Knowledge Editor Advantages • Externalized: Knowledge transfer from the “heads” to central knowledge base • Formalized: Machine-understandable representation of the knowledge Engineering Knowledge Editor Engineer Product Manager Product structure, modules, packa ges, prices… Product breakdown, parts, dependencies, rules… • Correctness check • Regression tests • Collaborate, validate and publish Formalize product from technical perspective CAS Aviation Suite
  • 18. CAS Aviation Suite Screenshot Engineering Knowledge Editor CAS Aviation Suite
  • 19. CAS Aviation Suite Possible Architecture CAS Aviation Suite - Clients CAS Aviation Suite - Server CAS Aviation Configuration Knowledge Management CRM System Configurator Merlin Rules Engine Document Generation Engine Marketing Opportunity Evaluation Sales Proposal Generation BoM Generation Contract Generation Service Spare Parts Mgmt Upgrade Proposals Production Procurement After-Sales ERP System PLM System Product Modeling Language CAS Aviation Suite
  • 20. References @ Airbus Engineering Configuration Knowledge Management System Airbus Customer Services System Upgrades Configurator Airbus Marketing Opportunity evaluation Airbus Engineering FAL Configuration Testing CAS Aviation Suite
  • 21. • Scope: • Complete modelling of avionics for all programmes: SA, LR, A350 and A380 • Level of modelling: Modifications / EPACs / SBs • Graphical representation as modtree (becoming standard) • Based on CAS Aviation Suite • Target Users: Engineers References @ Airbus Configuration Knowledge Management System CAS Aviation Suite • Challenges: • Model-based knowledge management • Graphical Modelling • Configurations on different levels of abstraction • Industrial solution, in production since 2008 • Consulting, design, development, 3rd-level support, maintenance, further extensions
  • 22. References @ Airbus System Upgrades Configurator • Scope: Automatic check of customer requests for system upgrades on feasibility and creation of technical offers • Target Users: After-Sales people • Challenges: • Configurations on different levels of abstraction • Uncertain configurations • Efficient delta Calculation for huge data sets • Industrial solution, in production since 2008 • Consulting, design, development, 3rd-level support, maintenance, further extensions Awards for Excellence “Innovation” 2008 CAS Aviation Suite
  • 23. • Process and technology consulting • Business Process Analysis • Requirements Analysis • Research Projects / Feasibility Studies • Show Cases / Mock-ups / Prototypes • Customized Industrial Solutions • Training / Support / Software Maintenance CAS Aviation Suite Surrounding professional services Consulting Research Prototyping Customized Solutions Support Training CAS Aviation Suite
  • 24. CAS Aviation Suite CAS Aviation Suite Benefits for your company Eliminate uncertainties in your proposals Instantly create custom- tailored, yet 100% correct product variants Base your decisions on a formal product knowledge representation outside of the engineers' heads Finally: reduce your costs, save precious time, and fully meet your customer needs!
  • 25. Dr. Michael Klein Managing Director of CAS Aviation michael.klein@cas.de | phone +49 721 9638 758 www.cas-aviation.aero Your contact

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