peter rudzio, claas presentation at spare parts 2013

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1 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH Spare parts service for harvest machines - High demands for a short season Spare parts business platform 2013 – Peter Rudzio – CLAAS Service and Parts GmbH

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"Spare parts service for harvest machines - High demands for a short season", Peter Rudzio, CLAAS Service and Parts GmbH presentation at Spare Parts Business Platform 2014. Fin out more http://www.sparepartseurope.com/

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Page 1: Peter Rudzio, CLAAS presentation at Spare Parts 2013

1 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Spare parts service for harvest machines -

High demands for a short season

Spare parts business platform 2013 – Peter Rudzio – CLAAS Service and Parts GmbH

Page 2: Peter Rudzio, CLAAS presentation at Spare Parts 2013

2 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Agenda

- Who we are

– CLAAS Group and CLAAS Service and Parts

- What do our customers need? – Aftersales requirements and customer expectations

- How do we cope with this? – Tailored logistics concepts and processes for seasonal demand patterns

Page 3: Peter Rudzio, CLAAS presentation at Spare Parts 2013

3 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

CLAAS at a glance

2013 – 100st anniversary of CLAAS

1913 2013

Page 4: Peter Rudzio, CLAAS presentation at Spare Parts 2013

4 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

CLAAS at a glance

The product range

Combines

Telehandlers

Forage harvesting machines

Software and Systems

Tractors

Service & Parts

Forage harvesters

Balers

Page 5: Peter Rudzio, CLAAS presentation at Spare Parts 2013

5 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

in € million or as a % of sales

1,265

1,496

1,928

2,1752,351

3,236

2,901

2,475

3,3043,436

2,659

56

2336

86

131

176

248

112

77

255

316

2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012

SalesProfit before taxes

Continous growth over the last decade

CLAAS at a glance

Page 6: Peter Rudzio, CLAAS presentation at Spare Parts 2013

6 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH6

0 1 2 3 4 5

After Sales Service at CLAASAfter Sales is the No. 1 purchase criterion when buying a harvesting machine

spare parts supply / service

operation / handling

technical specification

distance to next dealer

individual contact with the dealer

price

test reports

manufacturer / brand

recommendation / indiv. references

financial facilities(leasing, rate etc.)

Question: Which criteria are essential for you when buying a combine?

rating with points: 1 = unimportant, 5 = the most important

Ø amount of points

Source: DLG Praxis Monitor 08/11

Page 7: Peter Rudzio, CLAAS presentation at Spare Parts 2013

7 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

13%59%

1%

20,4%

New machines

Workshop

Parts and accessories

Used machines

Profit split by business unit for an average well-managed agricultural dealer (Germany)

Nearly 60 % of operating income from after sales!

After Sales Service at CLAASParts business and service are essential for the profitability of dealers

Page 8: Peter Rudzio, CLAAS presentation at Spare Parts 2013

8 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

After Sales Service at CLAASCLAAS Service and Parts GmbH (CSP) – a legal entity within the CLAAS group

Sales & Service Grain Harvest Forage Harvest Tractors

Sales Companies Product Companies

corporate functions

CLAAS KGaA mbH

� CLAAS Global Sales GmbH

� CLAAS Service and Parts GmbH

� CLAAS Vertriebsgesellschaft mbH

� CLAAS France S.A.S.

� CLAAS U.K. Ltd.

� CLAAS Italia S.p.A.

� CLAAS Ibérica S.A.

� CLAAS of America Inc.

� CLAAS Argentinia S.A.

� CLAAS Réseau Agricole S.A.S.

� CLAAS Vostok OOO

� CLAAS China

� CLAAS Selbstfahrende Erntemaschinen GmbH

� CLAAS Tractor S.A.S.

� CLAAS Saulgau GmbH

� Usines CLAAS France S.A.S.

� CLAAS Hungaria Kft.

� CLAAS Omaha Inc.

� CLAAS India Ltd.

� OOO CLAAS

� CLAAS Agrosystems Gmbh & Co. KGaA

Page 9: Peter Rudzio, CLAAS presentation at Spare Parts 2013

9 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

CLAAS Service and Parts GmbHCovering all functions of After Sales on corporate level

Profile of CLAAS Service and Parts GmbH

Functional areas:

Locations:

Subsidiaries:

• Field Service

• Product Support Parts

• Product Support Service

• Warranty

• Technical documentation

• Sales / Marketing • Pricing / Purchasing

• Logistics / SCM • IT

• Controlling• Product Management

• Merchandising

• Harsewinkel (Service)• Hamm (Parts) • Le Mans/F (regional warehouse)

• CLAAS Ukraina, Kiew(Daughter company for the parts business in Ukraine)

• CS Parts Logistics GmbH(JV with STUTE-Verkehrs-GmbH, operating company of the warehouse in Hamm)

• QM

Our vision: Provide the best service for farm machinery worldwide.

Page 10: Peter Rudzio, CLAAS presentation at Spare Parts 2013

10 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Agenda

- Who we are

– CLAAS Group and CLAAS Service and Parts

- What do our customers need? – Aftersales requirements and customer expectations

- How do we cope with this? – Tailored logistics concepts and processes for seasonal demand patterns

Page 11: Peter Rudzio, CLAAS presentation at Spare Parts 2013

11 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Requirements of our customersHigh influence of seasonality

Summer:• short harvest period, • immediate availability of

parts required,• Prices less important

Winter:• focus on prices, • Lead time with lower priority,• Time for “active selling” of maintenance

and repair parts and labour

Page 12: Peter Rudzio, CLAAS presentation at Spare Parts 2013

12 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Requirements of our customers..lead to several challenges for parts logistics

• Harvest machines work in sensitive logistics process chains

• High seasonality (~20 harvesting days p.a. for grain)

• Machines operate day and night, no weekend during harvest period

• High investment up to 500 T€, high cost in case of breakdowns

• Machines work far away from commercial / logistics hubs

• Wear and tear depends strongly on harvest conditions

(weather + soil condition!)

• Large and heavy parts

Page 13: Peter Rudzio, CLAAS presentation at Spare Parts 2013

13 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Requirements of our customersSeasonality of demand: 50% of parts sales to end customers during harvest season!

0,00%

5,00%

10,00%

15,00%

20,00%

25,00%

30,00%

35,00%

40,00%

45,00%

50,00%

Jan to Mar Apr to Jun Jul to Sep Oct to Dec

Page 14: Peter Rudzio, CLAAS presentation at Spare Parts 2013

14 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Agenda

- Who we are

– CLAAS Group and CLAAS Service and Parts

- What do our customers need? – Aftersales requirements and customer expectations

- How do we cope with this? – Tailored logistics concepts and processes for seasonal demand patterns

Page 15: Peter Rudzio, CLAAS presentation at Spare Parts 2013

15 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Parts logistics solutions at CLAASParts distribution with multi-level distribution network

Central Warehouse(CLAAS Service & Parts GmbH)

Regional Warehouses

(SC‘s / Importers)

Local Warehouses

(Same-day-Service)

Dealer

End customer

Page 16: Peter Rudzio, CLAAS presentation at Spare Parts 2013

16 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Parts logistics solutions at CLAASParts logistics network Europe

CLAAS of AmericaCLAAS China

Regional Warehouses

Own Parts Centres („Same-Day-Service“)

Central Warehouses

Page 17: Peter Rudzio, CLAAS presentation at Spare Parts 2013

17 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Parts logistics solutions at CLAASSegmentation of parts assortment for different distribution levels

Maintenance parts (e.g. filter),Wear and tear parts (e.g. knives)

Parts criticality, ease of transportation

Frequency (orders p.a.),

differentiated per machine type

Fast moving parts(Bearings, gears, belts,..)

Large parts, critical parts

(e.g. intake augers)

Medium moving parts

Sm

alle

r parts

(B

olts

,n

uts

, ..)

„build-to-order“Slow moving parts

Typical dealer stock

Regional warehouse

Central warehouse

0

1

3

10

100

>100

Product classification is defined for every new part and determines the inventory planning parameters on central and regional level

Page 18: Peter Rudzio, CLAAS presentation at Spare Parts 2013

18 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Parts logistics solutions at CLAASCentral and “emergency” regional warehouses combined to a flexible network

Regional Warehouses

CLAAS dealer

Central warehouse Hamm (D)

Direct shipment

+ lowest handling effort

+ no regional stock

- Higher transport cost

Delivery from regional

warehouse

+ overnight / same-day supply

+ low transport cost

- Stock in regional warehouse

- Additional handling

“Cross-Docking”

+ low transport cost

+ less handling

+ no regional stock

- medium lead time

Supply channel is selected according to required service and optimized cost

Page 19: Peter Rudzio, CLAAS presentation at Spare Parts 2013

19 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Parts logistics solutions at CLAASSeasonality requires the right setup for each season

Stocking-period Pre-season Harvest season Post-harvest

Production(Suppliers, own factories)

Central parts

warehouse

Hamm

Regional

warehouse

Dealers

End customers

StockingFast replenishment,

Urgent orders

Parts returns

Winter inspections Maintenance before harvest

Immediate repairs Post-harvest check

Seasonal supply chain for parts at CLAAS

Page 20: Peter Rudzio, CLAAS presentation at Spare Parts 2013

20 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Parts logistics solutions at CLAASSpecial terms and delivery conditions in order to balance seasonality

Delivery

time(from order entry to

shipment)

Discount

Same day

3-7 days

3-4 weeks

8-10 weeks

maximumminimum

Urgent orderBest possible service offer

for urgent demand

Weekly orderContinuous dealer

replenishment

Stock orderAttractive conditions for the

monthly replenishment

„Super stock“ orderStorage in winter; stocking of the dealers

with fast moving parts long time for season (time for payment 15.08.)

The required delivery time defines the source of parts (regional or central).

Delivery from central warehouse

Delivery from central or regional warehouse,

due to distance, cross docking

Delivery from regional

warehouse; from central

warehouse if not available in

regional warehouse

Page 21: Peter Rudzio, CLAAS presentation at Spare Parts 2013

21 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Parts logistics solutions at CLAASDifferent demand patterns for wear and tear and repair parts

Quantity delivered to dealers

Okt Nov Dez Jan Feb Mrz Apr Mai Jun Jul Aug Sep

Knife section - supplied from central warehouse

Knife section - supplied from regional warehouse

Quantity delivered to dealers

Okt Nov Dez Jan Feb Mrz Apr Mai Jun Jul Aug Sep

Bearing unit - supplied from central warehouse

Bearing unit - supplied from regional warehouse

Maintenance part (high consumption):Supplied in stock orders during winter season from central warehouse

Repair part (medium consumption):Lower stock orders, more urgent deliveries from regional warehouse during harvest

Page 22: Peter Rudzio, CLAAS presentation at Spare Parts 2013

22 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH22

Parts logistics solutions at CLAASSeasonal stock orders help to level out volumes from central warehouse

0,00%

10,00%

20,00%

30,00%

40,00%

50,00%

Jan to Mar Apr to Jun Jul to Sep Oct to Dec

Dealer to end customer

Central warehouse to retail market / regional warehouse

Pull forward dealer demandsBy „super stock orders“,very attractive discounts

payment terms up to 8 months

Turnover dealer to end customer in comparison to turnover ex central warehouse

Page 23: Peter Rudzio, CLAAS presentation at Spare Parts 2013

23 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Parts logistics solutions at CLAAS – central warehouseCLAAS PLC Hamm – operated by Joint Venture between CLAAS and STUTE (3PL)

• Flexible working hours • Saturday as regular working day• Regular operation on Sundays from April to October• 3 shift operation in summer and on demand• 24-h-standby service at 365 days/year• 30 minutes order processing time for highest priorities • Dedicated transport solutions to main markets

Page 24: Peter Rudzio, CLAAS presentation at Spare Parts 2013

24 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Parts logistics solutions at CLAAS – regional warehouses and same-day centersFrance: Regional warehouse for fast supply; selected dealers with additional stock

C.R.A NOYAL S/VILAINE

Ets DEBOFFESALEUX

DOUSSET MATELIN

Neuville de Poitou

LOUIS & DAVIGNONBELLEVILLE SMEUSE

Midi Pyrénées MoissonSt Jory

Example France: ~250 critical part numbers at selected dealers during harvest season

FAVIER & FilsCHÂTEAU GAILLARD

Page 25: Peter Rudzio, CLAAS presentation at Spare Parts 2013

25 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Parts logistics solutions at CLAAS – regional warehouses and same-day centers Germany: Same-day availability with regional competence centres

• Availability of about 90%, in particular critical and bulky parts

• maximum 2,5 hours distance for each dealer (>200) in Germany

• Qualified CLAAS employees close to the customer

• 24 h – service at 365 days per year

• Parts collection possible around-the-clock

• Late cut-off times, departure of in-night shipments at 10 p.m.

• PLUS - Express (order cut-off 8:30 a.m., delivery until 2 p.m.)

Example Germany: 7 regional warehouses for >200 dealers

Page 26: Peter Rudzio, CLAAS presentation at Spare Parts 2013

26 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Parts logistics solutions at CLAAS – inventory planningSeasonality requires longer planning horizons

• Safety stock only relevant for harvest season

• Progress of season has to be taken into account for re-ordering

• Regional stocked slow-movers have to be re-distributed after harvest

• Demand of regional warehouses has to be considered in central warehouse – and pulled forward

Demand only during harvest

Page 27: Peter Rudzio, CLAAS presentation at Spare Parts 2013

27 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH

Parts logistics solutions at CLAASOutlook – upcoming projects

Central Warehouse(CLAAS Service & Parts GmbH)

Regional Warehouses

(SC‘s / Importers)

Local Warehouses

(Same-day-Service)

Dealer

End customer

Retail inventory management:

Actively optimize dealer stocks

Increase availability at selected

competence centers

Expand worldwide network especially in growth regions

Increase capacity for further growth of parts business by major investments

Make them happy

with first CLAAS

service!

Page 28: Peter Rudzio, CLAAS presentation at Spare Parts 2013

28 Spare parts logistics @ CLAAS - Peter Rudzio - CLAAS Service and Parts GmbH19 th January 2012 CLAAS Service and Parts GmbH – Suppliers‘ Day CLAAS Group 201228 28

Thank you for your attention