localizing production in russia: oem requirements vs ... · by winning multiple projects...
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SNECI France Tel.: + 33 (0) 1 41 40 16 16
SNECI China Tel.: +86 (0) 21 6093 8366
SNECI Korea Tel.: +82 (0) 31 381 0305
SNECI CEE Tel.: +421 (0) 252 444 552
SNECI Russ Tel.: +7 (495) 640 11 27
SNECI MEA Tel.: +212 5 22 649 541
Localizing production in Russia:
OEM requirements vs suppliers capabilities
March 2017
Confidentiel, propriété de SNECI, ne peut pas être copié sans le consentement préalable de SNECI
Accelerating performance internationally
1. Why choosing SNECI
2. SNECI local Integration project in
Russia: objectives, results, suppliers
problems
Content
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Accelerating performance internationally
WHY CHOOSING SNECI
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Accelerating performance internationally
Services company, specialized in improvement of industrial performance and international commercial development for
automotive players
Unique dual expertise, with strong roots in the Automotive sector:
Strategic and commercial competencies,
in many countries, managing different OEM organizations
Technical, Quality and industrial competencies
2016 Key Indicators: - Turnover : 14 Million €uro
- Suppliers booked orders : 350 Million €uro
- Audits at suppliers automotive plants : 100 missions
- Numbers of suppliers plants visited : more than 500
- Number of projects won : 178
- Transported parts > 30 million p. / y, on 150 different logistic flows
Global footprint: - Europe: France, Slovakia, Poland, Russia
- Middle East–Africa: Morocco and soon Iran
- Asia: Korea, China and soon Japan;
with partners in Germany, India, South America
Other assets: - 100 automotive experts, 17 nationalities, working with 265 clients in 34 countries
Thanks to SNECI, many suppliers continuously grow their businesses
by winning multiple projects internationally through our spirit of team work
Introduction
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Accelerating performance internationally
SNECI FRANCE
Headquarter
Levallois
(59) SNECI CEE
Bratislava
(12)
SNECI RUSSIA
Moscow
(6)
SNECI MEA
Casablanca
(8)
SNECI KOREA
Seoul
(3)
SNECI CHINA
Shanghai
(7)
SNECI POLAND
Wuhan
(2)
Katowice
(6)
SNECI Locations Worldwide
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Accelerating performance internationally
Localization project
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Accelerating performance internationally
Client SNECI Purchasing Services French Automotive OEM based in Russia
Customer of parts French Automotive OEM based in Russia
Parts 18 products
Objective Achievement of 50% local sourcing
SNECI Activities
Sourcing, evaluation, support RFQ and upgrade of Russian suppliers for French OEM
18 products to be locally found
Consulting of more than 60 suppliers at 27 locations
Proposition of 44 products/ suppliers including 34 new for OEM
SNECI RUSS – Sourcing, Support in RFQ phase
and Supplier Development
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Accelerating performance internationally
Achievements
CONTRACTED (in 2015) 18 commodities
NOMINATED - 4 commodities
Fixed door glasses (3 months of development (Supplier is known)
Springs (1st business with OEM/global OEM; 8 months of development (full RFQ answer, NSA audit,
SD audit)
Seals (dynamic – doors and trunk) (green NSA result, planned to nominate to static seals
and water hoses)
ABANDONED - 3 commodities
Wiper mechanism (high tech.requirements and validation cost, no supplier quotes)
Loudspeakers (no supplier quotes, supplier’s available product needs reworks)
Antenna device (no profitable quotes, low budget, older design, no supplier interest)
TAKEN AWAY - 1 commodity
Stabilizer bar (political solution)
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Accelerating performance internationally
Prepared, but not finalized nomination
Commodity Achiev
ement
Last status / Block point Problems
Condenser 90% red NSA result, tech. audit 38% Supplier quality level
Alternator 90% tech.audit is missed Supplier quality level
Starter 85% tech.audit is missed Supplier quality level
Radiator 80% no tech. agreement yet Supplier quality level
Window lifter 65% KD motors prices needed for profitability analysis Incom. inform from
OEM
Wheel cap 50% supplier awaited to quote, no other profitable quotes,
commonized tool design is in consultation
Incom. inform from
OEM
Hinges 50% high validation cost, local supplier’s quote is above budget OEM budget
Door latches 50% not enough to reach profitability, new part price is awaited OEM budget
Hood cable 50% Suppliers can not reach profitability, tool cost is too high OEM budget
Parking brake
cable
50% OEM tech requirements have changed,
can not be confirmed by supplier
OEM specific
requirement
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Accelerating performance internationally
2 type of suppliers
Entreprises which are already suppliers Tier-1 or N in
automotive industry
Good knowledges of OEMs quality requirements, especially Tier 1 supplier, but they can need support for its quality level improvement
They often need to be supported with specific OEMs trainings
They generally look for commercial assistance to expand beyond the current perimeter
Entreprises which has never worked in automotive industry
They don’t know quality requirements in automotive industry and need to be supported with action plan to achieve the standards
They have no knowledge of the tools and procedures specific to OEMs and need training to be at the level
They need to be accompanied to develop their activity in the automotive sector
3 essential needs of suppliers confirmed
Business Development Training & Coaching Quality Support
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Accelerating performance internationally
Steps OEM requirements/restrictions Suppliers capabilities (type 2)
PROJECT MANAGEMENT
Commercial offer
preparation
• Not all OEMs have RFQ form to be fill in
• Low budget
• Low volumes
• Not capable to make cost analysis &
price calculation
• Low negotiation skills
Standard documentation
preparation: technical and
commercial (CBD,
planning, PIV, CTF, etc)
• Missing information and documents for
offer preparation
• Can not meet the expectations and
deliverables of OEM
• No automotive projects specificities
knowledge;
• Not familiar with APQP/PPAP
QUALITY
Self assessment >~60% • Can not use the techniques
OEM audit (product &
process)
>~60% • No workstation instructions
• Incoming inspection process not in place
• Irrational maintenance organization
LOGISTIC
Logistics management
and tools
EDI, FIFO etc • EDI not installed
• No shipping management
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Accelerating performance internationally
OEMs needs
Market study
Business Devpt
Project Mgt
Purchasing mgt
Quality devpt & mgt
Suppliers needs
OEMs understanding
Specs & procedures
Commercial support
Quality support
SNECI (All services available in SNECI Russ Moscow)
Local content
Profitability
Local suppliers
improvement
Enlargement of supplier
base knowledge
Entering the European OEMs
supplier base
New markets
Knowledge of international specs &
procedures
Project management improvement
Quality improvement
S.A.S. au capital de 250 000 euros - R.C. Nanterre B 712 063 106
Siret 712 063 106 00025 - TVA FR 40 712 063 106 - Organisme de formation n° 11 92 18377 92
42/8, Volgogradskiy prospekt – 109316 Moscow - Tél.+7 495 640 11 27
Email : [email protected] - Web Site : www.sneci.com
16 rue Rivay F-92300 Levallois
www.sneci.com
Alain FLORENCE
Tel: + 33 (0) 1 4140 16 16
Handy : + 33 (0) 770272715
email: [email protected]
Business development director
(Region Russia)
Thank You!