cas aviation suite
DESCRIPTION
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 processesTRANSCRIPT
Capture Knowledge - Structure Sales
CAS Software AG
Germany (Karlsruhe) | Hungary (Szeged)locations
Configuration Management | CRMmain business areas
Airbus | Daimlermain customers for configuration management
480employees in whole group, 270 in core company
~250.000users in 25 countries and 10 languages
AToS | P3teaming agreements
CAS Aviation Suite
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 IndustryMajor Trends and Effects on your Business
CAS Aviation Suite
• 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?
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 TodayStill 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
ClassificationETO 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
$$$$$
Standard products/optionsfrom catalogue
Common engineering
$$$$$$$
Customer-specificengineering
cost cost
CAS Aviation Suite
To-Be ProcessGoal: 80% Assemble-To-Order
“standardised”: ATO
“handcrafted”: ETO
Customerrequirements
Specificsolution
Highly individualsolution
Proposal / Definition
Pre-definedstandard 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%
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 SuiteAim
CAS Aviation Suite
CAS Aviation Suite
CAS Aviation SuiteSupported Industries
Aircraft Manufacturers Aircraft Technology Suppliers
MRO Providers
In general:Aviation companies having complex products with a high number of variants
CAS Aviation SuiteModules
SalesConfigurator
IntelligentCatalogue
Services &Spare PartConfigurator
OpportunityEvaluation
Bill-of-MaterialGenerator
AviationConfigurationKnowledge
Management
CAS Aviation Suite
DeltaConfiguration
Pre-Sales
Sales
After-SalesCustomerService
Marketing
Production
Product ManagementEngineering
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
IntelligentCatalogue
Configuration
Knowledge Manageme
nt
Internet
• Information about products and modules• First analysis on technical feasibility in the
concrete case
CAS Aviation Suite
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 Manageme
nt
Intranet
CAS Aviation Suite
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 changeof existing product
Change Proposal with alternatives
DeltaConfigurator
• Analyze pre-state of product (from database)• Analyze requested post-state• Calculate alternative technical change options
Configuration
Knowledge Manageme
nt
Customers’ products DB
CAS Aviation Suite
Use Cases for CAS Aviation Suite Service & Spare Part Configuration
Employee fromCustomer Service
Customer
Abstract service or repairrequirement for a product
Concrete Proposalwith alternatives
Services & Spare Part
Configurator
Calculate options for necessary• Spare parts• Repair services• Maintenance services
Configuration
Knowledge Manageme
nt
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
Use Cases for CAS Aviation Suite Opportunity Evaluation
MarketingPerson
PotentialCustomers
OpportunityEvaluation
Periodic report containing• Potential customers• Concrete upgrade & overhaul suggestions• Concrete maintenance & service suggestions
Configuration
Knowledge Manageme
nt
Customers’ products DB
Advantages• Pro-active: Sent out suggestions even without concrete requests• Targeted: Gain new customers with optimally fitting suggestions
Periodic report
Customer-specificpro-active offers
CAS Aviation Suite
Use Cases for CAS Aviation Suite Bill-Of-Material Generation
Manufacturer
BoMGeneration
• Automatic configuration-dependent refinement of sales items into engineering items • Automatic check of availability of resources
Configuration
Knowledge Manageme
nt
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
Use Cases for CAS Aviation Suite Product Management & Engineering
Formalize product from sales perspective
Configuration
Knowledge Manageme
nt
SalesKnowledge
Editor
Advantages• Externalized: Knowledge transfer from the “heads” to central knowledge base• Formalized: Machine-understandable representation of the knowledge
EngineeringKnowledge
Editor
Engineer
Product Manager
Product structure, modules, packages, prices…
Product breakdown, parts, dependencies, rules…
• Correctness check• Regression tests• Collaborate, validate and publish
Formalize product from technical perspective
CAS Aviation Suite
CAS Aviation SuiteScreenshot Engineering Knowledge Editor
CAS Aviation Suite
CAS Aviation SuitePossible Architecture
CAS Aviation Suite - Clients
CAS Aviation Suite - Server CAS AviationConfiguration Knowledge
Management
CRM System
Configurator MerlinRules Engine
Document Generation Engine
Marketing
Opportunity Evaluation
Sales
Proposal Generation
BoMGeneration
Contract Generation
Service
Spare Parts Mgmt
UpgradeProposals
Production Procurement After-Sales
ERP System PLM System
ProductModeling Language
CAS Aviation Suite
References @
Airbus EngineeringConfiguration Knowledge Management System
Airbus Customer ServicesSystem Upgrades Configurator
Airbus MarketingOpportunity evaluation
Airbus EngineeringFAL Configuration Testing
CAS Aviation Suite
• 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 @ AirbusConfiguration 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
References @ AirbusSystem 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
• 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 SuiteSurrounding professional services
ConsultingResearch
PrototypingCustomized
SolutionsSupportTraining
CAS Aviation Suite
CAS Aviation Suite
CAS Aviation SuiteBenefits 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!
Dr. Michael KleinManaging Director of CAS [email protected] | phone +49 721 9638 758www.cas-aviation.aero
Your contact