DISTRIBUTOR CHANNEL INFORMATION PACK

November 2015

CONTENTS

AFTER TEAMWORK 2015 4

TRAINING NEWS 5

e-Learning 5

QAD Partner Portal 5

PRODUCT / MATERIALS ANNOUNCEMENT 6

QAD Configurator 5.8 is now available 6

QAD Customer Relationship Management 6.7.1 is now available for shipment 6

QAD 2014 Standard Edition (SE) Turkish 7

QAD 2014 Enterprise Edition (EE) Lithuanian 7

QAD Supplier Portal 13.8 7

Brazil Internationalization Extension 4.0 is now available 8

QAD Document Library 8

QAD’s videos 9

SALES & MARKETING PRODUCTIVITY NEWS 9

Competitive Angle: Reality Check on S/4HANA in Germany 9

Competitive Angle: Parlez-vous NetSuite? 9

Competitive Angle: SAP and Oracle Headed in Different Directions? 9

Competitive Angle: Oracle Adding Manufacturing to Oracle SCM Cloud 10

Competitive Angle: Infor Copies Lift and Shift in Europe 10

Competitive Angle: SAP Tries to Add Clarity to the S/4HANA Roadmap 10

Competitive Angle: Cloud-First Microsoft Dynamics AX Nears 11

Competitive Angle: Infor Mobilizes M3 11

Product Leadership for Cloud ERP for Automotive? Yes, QAD 11

Useful Links 12

AUTOMOTIVE NEWSLETTER 12

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LIFE SCIENCES NEWSLETTER 18

FINANCIAL NEWS 22

Fiscal 2016 Third Quarter Financial Results 22

DEALS FROM THE WORLD 22

Serac Group 22

Vaillant 23

Amtico International 25

WireCo WorldGroup 26

GM&S Industry 27

Invacare 28

Stertil 29

ViCentra 30

GlaxoSmithKline 31

AFTER TEAMWORK 2015

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Greetings,

Thank you for attending EMEA Teamwork 2015 in Dresden and for your support in making this our largest and best partner conference ever!

If you have not yet filled in the feedback survey for the event, the link is here: Teamwork 2015 Feedback Survey.

You can find a link to the event video here and we look forward to seeing you at next year's Teamwork in Vienna, Austria!

Sincerely, 

Jean-Claude WalravensSenior Vice President, EMEA

TRAINING NEWS e-Learning

QAD encourages using e-learning portal where you can find a lot of trainings available. QAD Web Account is required to access and register on Certification Exams and Trainings.

 http://learning.qad.com

If you want to select Certification Exam and/or Training which will take place in Wrocław, Poland you have to put “k2g” or

“Wroclaw” in the search window:

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If you want to select Certification Exam which will take place in Schiphol-Rijk, The Netherlands you have to put “maj” in the search window:

QAD Partner Portal

The QAD Partner Portal is a growing resource for QAD’s growing partner community. Customers look to QAD to provide solutions to their business problems, and QAD’s Authorized Partners are critical in that mission. QAD Partners provide breadth, depth and reach to strategically extend our capabilities. The QAD Partner Program recognizes those firms that are committed to the success of QAD customers and the QAD community.

QAD Web Accont is required to access to the Partner Portal.

For more information please visit our web site:

http://www.qad.com/partnerportal

PRODUCT / MATERIALS ANNOUNCEMENT QAD Configurator 5.8 is now available

Configurator 5.8 is the latest release of QAD Configurator and is compatible with Enterprise Applications versions eB2.1 SP4 and higher (up through 2014 SE) as well as all versions of Enterprise Edition from 2008 EE to 2015 EE.

This release includes the latest fixes and enhancements, including:

The ability to defer price calculation to the end of the questionnaire.

- A new control setting allows for pricing to be calculated as questions are answered or deferred to the end of the questionnaire. When deferred pricing is selected a price button is available on the questionnaire to give an updated price at any time 

Performance Enhancements for Model Management

Performance Enhancements for the Questionnaire

Enhancement to enable complete support of PO change for EMT orders.A number of additional minor enhancements and fixes have been implemented in this release so please check the release notes for details.

Please reference the QAD Configurator Release Notes, QAD Configurator User Guide and the QAD Platform and Product Availability Guide for more detailed information.

QAD highly recommends that customers implement the latest QAD Configuratorrelease available. Please advise your customers to check the QAD Web site to ensure they have the latest QAD Configurator Release Notes, User Guide, Installation Guide and installation media. (http://support.qad.com/documentation).

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QAD Customer Relationship Management 6.7.1 is now available for shipment

CRM 6.7.1 is a maintenance release which also includes a number of customer requested enhancements:

Spell check has been added to user defined fields

A new Profile Status code has been added to profiles to limit their use such as when a profile is no longer active

For Appointment Activities we enable the “Notify Attendees” default value to be configurable

Introduced a number of Improvements to the deployment tools

Certification against Windows Server 2012 R2 A number of additional small enhancements and fixes have been implemented in this release so please check the release notes for details. For further details please reference the CRM Release Notes, User Guide, Administration Guide and the QAD Platform and Product Availability Guide. QAD highly recommends that customers implement the latest CRM release available for their version of QAD Enterprise Applications. Please advise your customers to check the QAD Web site to ensure they have the latest CRM Release Notes, User Guide, Installation Guide and installation media. (http://support.qad.com/documentation)

QAD 2014 Standard Edition (SE) Turkish

QAD Enterprise Applications 2014 Standard Edition Turkish (full release & updates) standard languages now available and shipping.

QAD 2014 Enterprise Edition (EE) Lithuanian

QAD Enterprise Applications 2014 – Enterprise Edition (EE) Lithuanian language is now available and shipping.

QAD Supplier Portal 13.8

QAD Supplier Portal was updated to the 13.8  release on November 6, 2015. The release includes both new features and fixes.

New features include the following:

The ASN Maintenance, ASN View, and ASN Lines screens now display the supplier item ID. Previously, the supplier item ID was not displayed.

Additionally, this release fixes the following issues:

QAD Supplier Portal no longer deactivates a purchase order with ASNs, receipts, or schedules when the user tries to change the supplier ID for the purchase order. Previously, in this scenario, the purchase order was deactivated and hidden in QAD Supplier Portal.

The performance of the Bulk Load, when run with QAD Enterprise Edition, has been improved. Previously, the Bulk Load performance was poor.

QAD Supplier Portal supplier admin and consolidated supplier admin users can now access the Help > Auto Download Installation menu. Previously, the Help > Auto Download Installation menu was not available to supplier admin and consolidated supplier admin users.

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Admin > Data Management > Data Set > Working Data Set - VMI > Filter > Search Browse view now only displays active and working data set-related suppliers. Previously, the search browse displayed all suppliers, regardless of the supplier status and the working data set availability.

Receipts > Create Draft Invoice > Draft Invoice now prevents you from entering more than 22 characters for an invoice number and more than 30 characters for an invoice reference. Previously, you could enter more than 22 characters in the Invoice Number field and more than 30 characters in the Invoice Reference field. If excessive characters were entered, the screen became blank.

Invoices > Draft Invoices now displays the correct dates in the Created Date and Invoice Date fields if the ERP timezone is different than the QAD Supplier Portal user's timezone. Previously, in this scenario, the dates were incorrect.

In Integration Poller mode, QAD Supplier Portal now correctly uploads the OriginalTargetDeliveryDate without activating the QAD TMS Policy for the customer and supplier. Previously, QAD Supplier Portal activated the QAD TMS Policy when it uploaded the OriginalTargetDeliveryDate.

Admin > Data Management > Data Set up > Working Data Set up – VMI now displays the correct SKU count for an active supplier and the associated active item and place combination. Previously, the SKU count did not consider the supplier status.

Admin > Company > Supplier Maintenance now correctly displays the Contact Info tab when you save data in the System Monitor tab before saving data in the Contact Info tab. Previously, in this scenario, the system displayed a blank screen.

The QAD Supplier Portal filters now correctly filter data when you enter a value in the Date field by selecting the equals to (=) operator in the search criteria. Previously, in this scenario, the filters did not work correctly with the date value.

The Admin > Runrate report now displays the correct value for the "Max number of connected suppliers/customers" indicator. Previously, the report displayed an incorrect value for the indicator.

In QAD Supplier Portal, ASNs with label serial numbers in alphanumeric format are successfully deleted if the corresponding receipts were created and loaded. Previously, in this scenario, the gen load failed and the ASN was not deleted.

Schedules > Print > Active Schedules Report > Print > Generate PDF now prints a PDF report correctly.   Previously, the system printed blank PDF reports.

QAD Supplier Portal now correctly validates serial numbers and ensures that the numbers are unique for 366 days. Previously, the system created duplicate serial numbers without considering the 366 day policy.

In ASN Maintenance, the Add Lines from Kanban Cards link now works correctly for multiple line selection. Previously, the following error message was displayed: “We are having difficulties processing your request right now.” 

Brazil Internationalization Extension 4.0 is now available

QAD's Enterprise Edition addresses the challenge of internationalization by maintaining a single generic product in which processes and systems are standardized, and functions optimized across the global company.  Country extensions complete the offering with specific functionality, typically in the area of reporting and data extraction, as such meeting all legal requirements. 

The Brazil Internationalization Extension 4.0 includes the list below: 

Inovar Auto - INOVAR-AUTO is a tool to manage information from companies related to a special Government Program called INOVAR-AUTO where companies needs to submit monthly a XML file with Sales information and Deductible Portion.

Block K - Block K - This new electronic declaration is designed to provide monthly production and its consumption of raw materials and inventory register information, related to industrial plants  (as paragraph 4 of art. 63 of the Covenant s / number, 1970). Block K will take effect from Jan 2016.

New Tax Method (bh) to handle “Diferimento” requirement – Special regulation Fiscal Data per Sales Order or Line. DRP Shipper Unconfirm IPI Framing Code per IPI Tax Code Improvements to not allow Legal document with unit price equal 0 Improvements to handle ICMS Deson Fiscal Interface changes in order to cover Mastersaf (new partner) integration and other improvements.

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Danfe layout improvements related to Comments Nfe 3.1 bug fixes Several improvements in the Import NFe File and  Import MBOL File 

For reference related to all features available in the Brazil Internationalization Extension, please refer to the attached file.

I19_Brazil_Main_Features_2015 (1).pdf

QAD Document Library

New Documentation

QAD Configurator 5.8

QAD Customer Relationship Management 6.7.1

QAD MQ1 Elements Installation Guide

QAD Demand Planning 7.2

QAD Internationalization Extensions, Brazil 4.0

QAD Supplier Portal 13.8

QAD   .NET User Interface 2.9.6.39 Release   Notes

QAD TMS/Precision Customer Support FAQ

Revised Documentation

QAD TMS/PRECISION Customer Support Reference Guide

QAD’s videos

All QAD’s videos are available here: https://vimeo.com/qaderp

SALES & MARKETING PRODUCTIVITY NEWS Competitive Angle: Reality Check on S/4HANA in Germany

The German speaking SAP user group, DSAG, published the results of their recent survey of customers’ adoption and intentions regarding S/4HANA. CIO online magazine reported on the survey in an article titled,  Many SAP users are still skeptical about S/4Hana and cloud ERP.

357 German, Austrian and Swiss SAP customers were surveyed, and 37% stated that S/4HANA does not provide enough added value, while 42% were gathering more information about S/4HANA. Less than 10% had begun a project or acquired a license and another 11% had not begun to address S/4HANA. SAP has a stronghold in ERP in German-speaking countries. A key sticking point seems to be that “many feel SAP does not provide enough about the technology's functionality or about business benefits.”

If you spot competitor information that you think would be useful for the Sales team in general, please let Alex Killian (ak9@qad.com) or Evan Quinn (eiq@qad.com) know.

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Competitive Angle: Parlez-vous NetSuite?

NetSuite, historically labeled as a US-centric vendor, has made global expansion, particularly Europe, a top priority. The latest evidence is its announcement of a strategic partnership with Capgemini to penetrate the French market. The partnership seems structured to establish Capgemini as virtually NetSuite’s sales channel in France.

Related, NetSuite also announced a global win with London-based Pret A Manger, touting “190 currencies, 19 languages and automated tax compliance in more than 100 countries,” for NetSuite OneWorld. Further proof of its European investments is evident from its announcement that it has added data centers in Dublin and Amsterdam.

If you spot competitor information that you think would be useful for the Sales team in general, please let Alex Killian (ak9@qad.com) or Evan Quinn (eiq@qad.com) know.

Competitive Angle: SAP and Oracle Headed in Different Directions?

SAP had a good week, or more specifically a good quarter. It announced preliminary FY15-Q3 results including healthy 10% overall revenue growth in constant currency, with cloud revenues increasing 90%. SAP’s stock jumped nearly 4 points on the news, and has gained steadily since.

Oracle stock, however, suffered losses during the week associated with a downgrade by JMP Securities to “underperform.” JMP analysts “pointed to customer dissatisfaction with Oracle's pricing, concerns regarding the company's aggressive sales incentives, and new corporate expense controls as reasons for the downgrade.”

If you spot competitor information that you think would be useful for the Sales team in general, please let Alex Killian (ak9@qad.com) or Evan Quinn (eiq@qad.com) know.

Competitive Angle: Oracle Adding Manufacturing to Oracle SCM Cloud

Oracle issued many press releases at its recent Oracle Open World conference, butOracle Enterprise Resource Planning Cloud Extends Product Depth and Breadth was the most relevant to QAD. The release identified enhancements and expansions for Oracle ERP Cloud, but in particular, it mentioned new features for QAD SCM (Supply Chain Management) Cloud.

Oracle’s long-promised manufacturing features will soon become part of Oracle SCM Cloud. Oracle SCM Cloud already supports inventory management. Oracle announced the addition of order management, configuration and “fully integrated support for multiple manufacturing methods (Build-to-Stock, Build-to-Order, CTO, Outsourced) from product innovation, to production, to cost management.” It also will add supply chain planning.

Note that this was an announcement, and there was no estimated time of availability, though based on the Oracle SCM Cloud web site, order management may be available already.

If you spot competitor information that you think would be useful for the Sales team in general, please let Alex Killian (ak9@qad.com) or Evan Quinn (eiq@qad.com) know.

Competitive Angle: Infor Copies Lift and Shift in Europe

QAD has been offering the cloud “Lift and Shift” for a while. It is about time Infor caught on. At InforumEU, Infor President Stephan Scholl announced Infor’s “new” Lift and Shift program, to augment the “UpdateX” program unveiled by Infor two years ago. Regarding UpdateX, Enterprise Times reporter Steve Brooks wrote that. “One suspects [it] has not been as popular as Infor had hoped.” The reporter found Infor’s new program “clever.” Clever indeed, if Infor had introduced Lift and Shift at the same time as QAD.

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Infor’s Lift and Shift includes 3 phases. Phases 1 and 3 are similar to QAD’s in terms of (1) moving the ERP software currently running on premise in to a hosted cloud and (3) soon thereafter actually upgrading to the latest or a recent ERP version in the cloud. Infor inserted a Phase 2 to introduce “edge applications” running on the cloud. Phase 2 seems more like “bait and switch” than a “lift and shift” but Infor is under enormous pressure, like Oracle, to show cloud progress.

If you spot competitor information that you think would be useful for the Sales team in general, please let Alex Killian (ak9@qad.com) or Evan Quinn (eiq@qad.com) know.

Competitive Angle: SAP Tries to Add Clarity to the S/4HANA Roadmap

SAP’s latest push, S/4HANA, has been panned by many observers due to a lack of a clear roadmap for the individual product rollouts under the S/4HANA umbrella. In an attempt to address that concern, SAP provided more detail at its TechEd event in Barcelona.

In a press release, SAP Delivers Massive Wave of Innovation for SAP S/4HANA, SAP said that it will offer solutions, “covering the mission-critical business processes across lines of business such as finance, sales, service, marketing, commerce, procurement and sourcing, manufacturing, supply chain, asset management, research and development, and human resources.” The press release then provided hyperbole about the innovative nature of S/4HANA, and it highlighted SAP Activate, a framework for S/4HANA adoption.

Nonetheless, SAP failed to unveil specifics about S/4HANA product rollout.

If you spot competitor information that you think would be useful for the Sales team in general, please let Alex Killian (ak9@qad.com) or Evan Quinn (eiq@qad.com) know.

Competitive Angle: Cloud-First Microsoft Dynamics AX Nears

Microsoft will unveil a preview of the new Microsoft Dynamics AX in early December, with general availability during calendar Q1 of 2016. Microsoft will no longer use version numbers to describe Dynamics AX because they will apply enhancements and revisions on a streaming basis like many cloud apps.

This represents the final step of Microsoft reorienting Dynamics AX from on premise to cloud. Initially Microsoft licensed Dynamics AX for hosting by third party hosting providers. Then Microsoft started offering Dynamics AX as a deployment option on its own cloud, Azure. Starting in 2016 when available, Microsoft will position Dynamics AX as a “cloud first” offering on Azure. Microsoft will still offer Dynamics AX on premise, but the new offering will not be available on premise until mid-2016 – after cloud general availability.

For more details read the InfoWorld report, Microsoft Dynamics AX: A new ERP is born, this time in the cloud.

If you have competitive info or insight that would be useful to the Sales team, please forward your info to either Alex Killian at ak9@qad.com or Evan Quinn at eiq@qad.com.

Competitive Angle: Infor Mobilizes M3

QAD most often competes with Infor LN out of the complex and confusing stable of Infor ERP products. QAD, however, occasionally competes with Infor M3, originally a Lawson Software offering. M3 includes modules for manufacturing, supply chain management and EAM. M3 is popular with distributors, boasts a more modern application platform than LN and works well in a multi-country setting with support for 19 languages and 41 countries. It has lacked, however, mobility.

Infor announced new mobile options for M3 last week. Rather than offering across-the-board mobility however, Infor decided to focus on field service. Calling the offering MFS, Mobility for Field Service, M3 uses Infor ION as an integration layer to surface customer data and applicable documents on Android and Windows mobile devices. Infor promises Apple support later this year. Infor stated that they designed the solution, “to ensure that all users, including field technicians, are suitably equipped with the same high-quality tools that are utilized throughout the enterprise."

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If you have competitive info or insight that would be useful to the Sales team, please forward your info to either Alex Killian at ak9@qad.com or Evan Quinn at eiq@qad.com.

Product Leadership for Cloud ERP for Automotive? Yes, QAD

Researchers from the Manufacturing Leadership team of the analyst firm Frost & Sullivan met with QAD CTO Tony Winter and QAD’s automotive industry specialist Terry Onica in August. During the briefing, Tony and Terry explained our recent architectural and UX innovations, and described QAD's services and support for QAD Cloud ERP. They also delved into how QAD Cloud ERP Automotive Edition natively supports MMOG/LE processes.

The result?

Frost & Sullivan awarded QAD its Product Leadership Award for Cloud ERP for Automotive. The full report is available for download here on Sales Resources.

Frost & Sullivan will issue a press release announcing the award within the next few weeks. In the meantime, we have obtained full distribution rights to the report, meaning you can share the report and the news with customers, prospects and partners.

Useful Links

Sales Resources 

New! Case Study – QAD Cloud ERP – Plasan Carbon Composites

New! Case Study – QAD Cloud EDI – Plasan Carbon Composites

New! Life Sciences Brochure – Medical Device

New! Life Sciences Brochure – Diagnostics

New! Analyst Intelligence – Aberdeen: Future of Manufacturing Survey Research

New! Automotive Newsletter – November 2015

New! Life Sciences Newsletter – November 2015

New! DSCP for Consumer Products Data Sheet: QAD and DynaSys versions

Updated! Competitor Battlecard - Microsoft

AUTOMOTIVE NEWSLETTERIn This Newsletter:

Product leadership award for global cloud ERP for automotive Supply chain risk assessment and management white paper available on QAD and AIAG blog QAD Webinar: Managing Risk, Securing Your Supply Chain, featuring General Motors

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Odette Conference November 30 - December 2 QAD becomes a member of the Japan Auto Parts Industry Association (JAPIA) New Cloud ERP and EDI case studies featuring Plasan Carbon China’s strategy in US car market Global sourcing shares - 2022 Congratulations to new automotive brown belt students Stay connected with automotive forums for sales and services

Product Leadership Award for Cloud ERP for Automotive

Researchers from the Manufacturing Leadership team of the analyst firm Frost & Sullivan met with Tony Winter, Evan Quinn and myself in August. During the briefing, we explained our recent architectural and UX innovations, and described QAD's services and support for QAD Cloud ERP. They also delved into how QAD Cloud ERP Automotive Edition natively supports MMOG/LE processes.The result?

Frost & Sullivan awarded QAD its Product Leadership Award for Cloud ERP for Automotive. The full report is available for download in Sales Resources. Frost & Sullivan will issue a press release announcing the award within the next few weeks. In the meantime, we have obtained full distribution rights to the report, meaning you can share the report and the news with customers, prospects and partners.

Risk Assessment   & Management White Paper Available on QAD and AIAG Blog

Leveraging Risk Management throughout the Supply Chain: A QAD Leadership White Paper for the Global Manufacturing Industry is now available in Sales Resources. This paper addresses the resources and tactics to put into place for an effective risk management strategy. AIAG recently published an excerpt of this white paper on its blogand in their Supply Chain Newsletter.

A wide range of business-critical risks face today’s automotive supplier. Typical risks include material shortages, catastrophic property losses from unforeseen events, supply chain interruptions, IT failures and more. For tier-one suppliers, the lack of transparency and control among sub suppliers adds to their risk equations. Now and into the future, smart planning is imperative, especially as the globalization of automotive supply processes increases.

Some automotive OEMs are already requiring suppliers to create risk management procedures, contingency plans and strategies. Standards and guidelines likewise have added risk management requirements: Materials Management Operations Guideline, Logistic Evaluation (MMOG/LE) now addresses risk management, ISO/9001:2015 will introduce risk management very soon and ISO/TS 16949 will then adopt the automotive quality standard.

Webinar: Managing Risk, Securing Your Supply Chain, feat. General Motors

On December 9, 2015, 2-3 p.m. ET, QAD will provide a webinar “Managing Risk and Securing Your Supply Chain from an OEM Perspective". Be sure to share this with your customers and prospects. You can contact David Clemens (d3c@qad.com) or myself (tjo@qad.com) if you want us to include any of your key contacts in the email distribution so they can sign-up for this webinar.

Global Supply Chain Manager, Dan Howe, of General Motors will describe the customer perspective on risk planning and management, and I will identify strategies and tools for risk assessment.  

Odette Conference November 30 - December 1

Odette will be holding their annual conference on November 30 – December 1 in Munich, Germany. The conference will focus on “Innovative Technologies for an Agile Supply Chain.” During the conference, Odette will be placing the spotlight on the Global MMOG/LE in a session is entitled “Is your SCM and Logistics capability really world class? Global MMOG/LE can help you to get there.” 

The following are speakers for this session:

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QAD Becomes a Member of the Japan Auto Parts Industry Association (JAPIA)

JAPIA was established in August 1969 on the foundations of a predecessor organization created in 1938. Its chief aims to promote the sound development of the auto parts manufacturing industry and contribute to social and economic welfare. JAPIA engages frequently in global standards development with AIAG and Odette.

Thanks to the efforts of Andrew Licence and his team, QAD is now a member of JAPIA. The QAD membership was approved by JAPIA’s board in October and will be announced officially in November. Andrew was told QAD is the first software company ever to be accepted into JAPIA, which is a big step for QAD. The QAD Japan team’s intent is to start using the association with JAPIA to drive a stronger recognition of the QAD brand in Japan. Everyone is encouraged to share this when speaking with customers and prospects as this is a significant credibility point for QAD.

New Cloud ERP and EDI Case Studies feat. Plasan Carbon

Founded in 2006, Plasan Carbon Composites is at the forefront of the carbon fiber automotive components movement and the leading provider in North America. The company transformed into a high volume manufacturer three years ago, in response to new vehicle fuel-efficiency standards requiring American made cars and light trucks to average 34.5 MPG by 2016 and 54.5 MPG by 2025.

In the QAD Cloud ERP case study, Phil Austin, Plasan’s QAD Systems Manager, indicated “QAD Cloud ERP is perfect for our company. It requires little customization, implements quickly, accommodates our future growth and places the power and expertise of QAD at our fingertips”.

In the QAD Cloud EDI case study, Austin highlighted that even though he oversees the entire EDI process he only needs to devote about 10% of his time to EDI, while 90% of his focus can be on Plasan’s current and future manufacturing plans.Both case studies can be located in Sales Resources and www.qad.com.

Leveraging QAD’s Subscription to the IHS database for Marketing & References

QAD subscribes to the IHS database. IHS specializes in mapping out suppliers who ship to automotive assembly plants around the world. In the past year, we have leveraged the IHS database to help develop automotive car cut-aways such as the Ford F150 to show the power of QAD’s customer base in the automotive industry (as shown below).

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A team from Sales Operations, led by Keith Braney, reviewed the entire IHS database and mapped all QAD customers (including Precision, CEBOS and DynaSys) to the OEM assembly plants that they ship to. This means that you can look up any car in the database and locate the specific parts made by QAD customers as well as the total percentage of each vehicle by QAD customers.

It could be used as a powerful tool to leverage with customers/prospects in order to show QAD’s strength in a particular OEM vehicle. The database can also be helpful for identifying sales reps that have potential customers who you might be able to reach out for reference purposes.

Please check it out and give it a try today. Here is the link to the database. It may take a few minutes to load as it runs locally in your browser. 

To ensure usage is tracked for related incentives, contact your regional marketing resource for assistance before using references.

Suppliers Struggling to Keep Pace with Faster Product Cycles, says HIS

According to a SAE article, from 2016 through 2018, OEMs will production launch a combined 434 vehicles into global markets. That is about 100 more launches than the previous three years’ total. For QAD customers this significant increase in activity as it will put pressure on our customers in managing the supply chain, engineering, quality, tooling, logistics as well as profitability in the case of any delayed launches.

According to Michael Robinet, Managing Director of IHS Automotive, “the days of seven- and eight-year vehicle cycles are completely gone. Now it’s a five-year cadence”. View the full article here.

The chart below shows the number of global program launches by region. It looks like 2018 will be a busy year for new launches, especially in North America and China.

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Global Sourcing Shares – 2022

The following chart from IHS depicts where the global OEMs will source suppliers, by region, looking out to 2022. China, Europe and North America will be the top three regions where OEMs will source suppliers.

 China’s Strategy in US Car Market

In September, Yale Global Online published this article discussing China’s strategy to sell parts first in the United States and then move on to selling cars in the US market.  Chinese manufacturers make and sell cars in markets such as Russia, Egypt, Ukraine and Thailand. “By running factories there and hiring local people” in the US, says Dong Yang, a vice president of the government-backed China Association of Automobile Manufacturers, “it will pave the way for the Chinese to build and sell cars there ultimately".

The article mentions several QAD Chinese customers such as Yangeng, A123, Henninges, Nexteer, Ningbo Joyson, Wanzang Group and Hangzhou who they consider success stories in servicing OEMs in the United States. 

Congratulations to the New Automotive Brown Belt Graduates

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Congratulations to the following students for successfully completing the Automotive Brown Belt class in Mexico, EMEA, Thailand and Eastern Europe. The last class will be held at Corporate from December 14-18. You can sign up on the QAD learning center. 

QAD Mexico

QAD EMEA

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 QAD Eastern European Partners

QAD Asia/Pacific

Useful Resources:

Stay Connected with Automotive Forums for Sales and Services

There are two forums if you would like to subscribe to keep communication within the community who works with our automotive customers and prospects.

For a general automotive forum, you can join our Chatter Group on Salesforcehere. For the services forum on QSN (all are welcome), you can go here.

LIFE SCIENCES NEWSLETTER

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In This Newsletter:

QAD Unique Device Identifier (UDI) Solution Key Life Sciences Customer Wins New Life Sciences Collateral Life Sciences Professional Training Upcoming Life Sciences Webinar Regulatory Review

QAD Unique Device Identifier Solution

In 2013, the U.S. Food and Drug Administration (FDA) issued a final rule on the establishment of a unique device identification (UDI) system to track medical devices sold or imported into the USA. The UDI system aims at improving patient safety, reducing medical errors and streamlining adverse event reporting and recalls. The rule phases in over a 7 year period and mandates the labeling of most medical devices with a unique identifier. It also requires the entry of device information into a public database known as the FDA’s Global Unique Device Identification Database (GUDID).

Working closely with multiple medical device customers, QAD has developed a specification that details industry requirements along with a number of customer-specific needs as well as a Development Group program that allows customers who prefer a QAD-based UDI solution to participate in the direction and funding of the solution.

When completed, the comprehensive yet flexible solution will enable manufacturers to effectively comply with the FDA UDI rule. QAD’s UDI solution will:                

Automate the aggregation of required UDI attribute data from sources across the enterprise and maintain a single and secure system of record for regulatory submissions.

Enforce access control, preserve data integrity and manage changes throughout the product lifecycle, and automate review and approval workflows.

Manage FDA GUDID transactions to ensure record verification, accurate submission and confirmation. Include integrated serialization and data collection capabilities for inventory tracking, as well as enhanced label

printing services for the creation of regulatory compliant labels.

For customers who are interested in hearing more detail about our Unique Device Identifier (UDI) solution or with further questions, please contact Bart Reitter, Director of Life Sciences at b4r@qad.com.

Key Life Sciences Customer Wins

Perrigo Mexico

Perrigo Mexico, a division of the Perrigo Company, is part of an over $3 billion global pharmaceutical giant headquartered in Ireland. Despite Perrigo’s simplistic tag line of “Quality Affordable Healthcare Products,” it grew aggressively over the past decade with 11 acquisitions. In fact, Perrigo is the only non-Israeli company on the TA-25 index – the Tel Aviv Stock Index – due to a merger with an Israeli company. Founded in Allegan, Michigan USA in 1887, Perrigo celebrates its 125th birthday this year.

Perrigo Mexico, like its parent, recently acquired new sites necessitating new ERP licenses. Martha Nava and QAD already beat SAP in 2013 in an open ERP bid with Perrigo Mexico. QAD won due to our lower costs and risks. Despite QAD being the incumbent, the new sites gave Perrigo Mexico an opportunity to reconsider its ERP choices. The alternative was again SAP.

After over 3 months of proposals and negotiations for the new licenses, or a new ERP, Perrigo Mexico again picked QAD over SAP, and again for the same reasons – lower costs and risks. Congratulations to Martha Nava for the 6-figure deal.

Invacare

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Congratulations to Kais Kouidhi & the QAD Team on a Cloud QMS order from Invacare worth $150K.Invacare Corporation, headquartered in Elyria, Ohio, is the global leader in the manufacture and distribution of innovative home and long-term care medical products that promote recovery and active lifestyles. Today, Invacare is the global leader in the home and long-term care industries.

In June 2015, Invacare contacted us saying that due to compliance issues they needed an urgent solution for Document and Training Management. The team presented an overview of QAD QMS and a high level demo to their project team. At the end of June, Invacare informed us that the license cost for the proposed QAD solution was too high and that they had opted for a low end solution that would cost around €30K fully implemented. A few months later the selected solution was doing half of what Invacare expected and the cost of the project had grown to over double what was initially agreed. After an urgent project meeting they opted to discontinue the deployment of the cheaper solution and reconsider QMS!

The QAD team delivered a detailed 2 day workshop around QMS in a Life Sciences environment with the Invacare project team and the feedback was extremely positive. Shortly after the workshops Invacare agreed to select QMS as their preferred option, initially as an On Premise solution. However, the team wanted to show the value of the Cloud and positioned Cloud QMS as a better option for Invacare. Their story was very persuasive as we received the signed order for a Cloud deployment of QAD QMS shortly afterwards!

New Life Sciences Collateral

In an effort to develop more focused and segment-specific messaging to global Life Sciences industry prospects, the Vertical and Solutions Marketing teams, led by Catherine Wagner, created two brand new pieces of collateral focused on key Medical Device industry sub-segments. The sub-segments were chosen based on a detailed analysis of current QAD Medical Device customers, sub-segment characteristics and QAD’s ability to deliver solutions to those segments.         The new Medical Device sales brochure focuses on the unique challenges that manufacturers of surgical and implantable devices face, such as the need for constant innovation and their focus on working directly with physicians to devise comprehensive surgical solutions to complex clinical problems. Whether manufacturing minimally invasive orthopedic implants or revolutionary drug-coated stents, device companies must continually reinvent their approach to meeting patient needs.

The new Diagnostics sales brochure addresses the needs faced by diagnostics equipment manufacturers. Within the larger medical device industry, diagnostics stands out as one of the most rapidly growing segments. Trends such as self-testing, point-of-care solutions and clinical automation all contribute to the strong demand for innovative diagnostics solutions. But the industry is also experiencing a high rate of change and equipment providers face on-going pricing and margin pressures associated with healthcare reform while the rate of innovation continues to increase. 

Life Sciences Professional Training

In the 3rd quarter (and beginning of the 4th) of 2016,  the Life Sciences Professional (formerly Brown Belt) training curriculum was taken around the world with the goal of training services, business and vision consultants. The training was designed to be an in-depth review of key industry concepts including Life Sciences specific challenges and issues, EOB tools specific to Life Sciences and industry best practices including common issues and workarounds. We conducted 3 sessions around the world and 26 students have completed their Life Sciences Professional certification.

QAD Brazil

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QAD EMEA

QAD Australia

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Congratulations to all participants for successfully completing the Life Sciences Professional classes in Brazil, EMEA and Australia and a special thanks to Elaine Marshman and Damien Sandery for helping to deliver the courses. The last session for this year will be held at Corporate from December 7-10 and registration for the class can be found here.

FINANCIAL NEWS Fiscal 2016 Third Quarter Financial Results

 QAD Announces Fiscal 2016 Third Quarter Financial Results.

 Earn Release Q3 FY16.docx

 Earn Release Q3 FY16 Financials.xlsx

DEALS FROM THE WORLD

Serac Group

Vertical: Industrial

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Project: Upgrade order

Location: La Ferte-Bernard, France

Customer since: 1995

Serac group designs, assembles and provides packaging solutions (machines and lines) to industrial companies and end-users, mainly in dairy products, edible oil and home and personal care products.

It comprises of 11 commercial offices located in France, Brazil, USA, Malaysia, India, Indonesia, Russia, Japan, China, Spain, England and 6 factories in France (3), Brazil (1), US (1) and Malaysia (1). More than 5000 machines have been installed in over 100 countries.

Serac's strategy is to differentiate from competitors by taking advantage of what makes it shine: a unique model, structured around a highly international commercial and industrial presence in all markets.

Serac have used QAD since 1992 and their last upgrade (to eB2) took place in 2005. Since then we have tried and failed to work with the customer to deploy a more modern iteration of the QAD solution.

Over the last five years the French QAD team has engaged with Serac through our customer engagement program but these exercises resulted in the customer deciding against proceeding (the problem was always related to available budget).

In mid 2014 the new QAD account team opted to try something a little bit different and positioned a series of five detailed on-site workshops coupled with an Upgrade QScan. This exercise uncovered a whole host of Serac specific benefits that would be delivered by the upgrade and helped QAD France present a 'real world' view of the value of the upgrade.

After a number of discussions regarding price & services rates we received the signed paperwork for the development of a core model based on QAD 2015 EE at Serac's head office and the deployment of the solution at their first site.

What's Next: Once the HQ in France has deployed QAD Enterprise Edition the plan is to continue the project with the deployment of the core model to other Serac production sites in France, Brazil, US and Malaysia.

Vaillant

Vertical: Industrial

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Project: DynaSys Cloud

Location: Belper, UK

For more than 140 years, Vaillant has been setting the standards in the heating market, creating products that have revolutionised the industry, from water heaters in the early 1900’s, to pioneering the ‘combi’ boiler over 35 years ago.

As one of Europe’s leading heating technology manufacturers, ‘thinking ahead’ is a culture which is embraced throughout the Vaillant business. Their products feature high energy efficiency ratings and low emissions, and come with an enviable reputation for performance, quality and reliability.

Partnering for Success

Vaillant first contacted us back in April this year after discovering us through marketing activity we are doing with Manufacturing and Logistics IT. This was followed by a visit to the DynaSys website and a request for further information.

Vaillant had a new Supply Chain Manager who was investing in their supply chain and he quickly realised the limitations and risks of their current Excel based Production Planning system. As with all new business deals, we led with Cloud and this was well received so we continued with this approach throughout the sales cycle.

One of the first challenges was to convince the production planner that the new system was the way forward and to bring him onside. We arranged a full day workshop in June at our Birmingham office and we used this to bring Vaillant on the journey with us. Both Gary Shaw and James Weekes delivered a first class workshop resulting in the planner and Supply Chain Manager leaving the workshop enthused about the DynaSys Production Planning solution.  

The next step was to provide a reference visit, however, with DynaSys new to the UK market this was a challenge. Fortunately we had been engaged with Dairy Crest for about a year. Dairy Crest is a Production Planning customer in the UK and has been using a very old version of DynaSys (SKEP) for the last 11 years. They did a great selling job for us and the momentum was now well and truly on our side.

The final step in the sales cycle was to convince the board that this was the right solution for the business and would support their strategic direction. Gary and Barry were invited in to participate in this meeting and by now both the Supply Chain Manager and the Planner were selling the system for us.

When asked why they weren't using SAP, the planner stepped up and said he had looked at APO and it didn't even come close to what DynaSys Production Planning could deliver. At the end of this meeting the Factory Director complemented us on how aligned we were to their business and gave his approval to go ahead. 

Why DynaSys Cloud Production Planning?

Vaillant decided to select the DynaSys Production Planning solution for several reasons:

A comprehensive production planning tool that was more capable than APO The ability to extend to Demand Planning at a later stage They like the way we consulted with them during the sales cycle and really understood their business Our cloud solution was comprehensive and the ideal deployment model for them The EOB methodology gives them the ability to start simple and grow

What’s next? This first phase of the project will see the deployment of an EOB model of the DynaSys Production Planning solution for Vaillant. The initial deployment will also build the business case for a demand planning project in 2016/17 by measuring forecast accuracy from the outset. Further roll-out of the solution across the Vaillant group subject to the success of the initial project is already being lined up.

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Amtico International

Vertical: CPG

Project: Cloud EDI

Location: Coventry, UK

Customer since: 1994

Amtico International is a progressive, design-led flooring company. As market leaders in the manufacture and design of luxury vinyl tile flooring, they strive to be the best in their industry. Amtico is proud of their achievements over the last 50 years, and have developed an agile approach to remain an authentic design-flooring brand. 

Professionally respected, industry accredited and advocated by designers, contractors and architects alike, Amtico flooring is the result of hard work by their global service, manufacturing and design teams today and tomorrow.

Part of the US based Mannington Group since 2012, Amtico has its HQ in the UK with other facilities in Germany, France, Sweden & the US. Amtico employs over 400 people around the globe.

Amtico is currently in the midst of upgrading its on premise QAD ERP solution to QAD Cloud ERP. As a part of the upgrade Amtico reviewed and re-designed their EDI processes. Amtico felt that deploying a single global EDI interoperability solution would support its future growth plans and also optimise its efficiency.

After a detailed billable EDI QScan, during which Amtico worked with the QAD team to outline their requirements in more detail, the customer has opted to deploy QAD's Cloud EDI solution.

The Cloud EDI solution to be deployed at Amtico will be based on QAD’s EDI eCommerce module. The solution will encompass

EDI messages from 14 trading partners Implementation of an EMT process between the Amtico sites Processing of inbound orders from major trading partners John Lewis & the Swedish Buying Group Implementation of the 3PL EDI module for 3PL provider Hellmann Germany

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The deployment of our intercompany billing solution.

What's Next: Once fully upgraded Amtico will be running on the latest version of QAD Enterprise Applications & EDI in the cloud and should help us position QAD Cloud ERP as a viable alternative to SAP in other organisation's with a 'SAP standard'.

WireCo WorldGroup

Vertical: Industrial

Project: QScan order

Location: Maia, Portugal

Customer since: 2011

WireCo WorldGroup is the market, manufacturing and technical leader in wire and synthetic rope manufacturing, providing a consultative approach to offer customers a single, reliable source for solutions that fit their specific application and budget needs.

WireCo WorldGroup is on the ground everywhere its customers are with manufacturing facilities in North America, South America, Europe, and Asia, sales/distribution offices worldwide, and nearly 4,000 global employees. Their customers enjoy global availability for a consistent, responsive supply no matter where and when they need it.

WireCo World Group had no history with QAD until 2001 when they acquired Drumet, a Polish customer who had been using QAD for a number of years. Since that acquisition WireCo have deployed QAD to another site in Mexico.

Recently WireCo approached their account manager to discuss the possibility of deploying QAD into another group site, this time in Maia, Portugal.

In order to better understand the requirements of the Portuguese operation, the QAD team proposed a number of billable QScans to accurately scope the solution required for the Oliveria subsidiary.

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The customer agreed to this approach and we recently received the signed paperwork for the engagement. The extended QAD team will deliver a series of 11 QScans to WireCo and use the findings to develop a core model which will be used for the first time during the QAD deployment in Portugal.

What's Next: The QScans will deliver a template for a core model for WireCo and offer further proof to the customers executive team of the value of the QAD solution. Longer term the aim is to replace JD Edwards as the ERP standard for WireCo.

GM&S Industry

Vertical: Automotive

Project: Goes Live on QAD Cloud ERP

Location: La Souterraine, France

Customer since: 2015

GM&S is a new entity founded by CMV, a UK based holding company. GM&S Industry has been formed, by an Italian investor, with the intent of acquiring struggling manufacturing companies and turning them around.

On December 1st 2014 GM&S acquired an automotive parts manufacturing site in La Souterraine, France, belonging to existing QAD customer, Altia Group. The site was using a heavily bespoked version of eB 2.1 and had suffered from Altia's refusal to spend money on their QAD installations in the recent past, they were off maintenance and marooned on an antique version of our solution.

The site obviously lost all rights to utlise the existing QAD licenses once the acquisition was finalised and presented GM&S with a major decision.

GM&S chose QAD's Lift & Shift approach as it addressed a number of their burning issues, limited IT knowledge (especially regarding QAD), no appetite to develop a large IT team, a solution able to be rapidly deployed to new acquisitions and a market leading automotive solution, encompassing MMOG/LE and industry best practises.

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The customer successfully went live on QAD Cloud ERP at the start of October and has been very pleased with the entire experience of migrating to the QAD Cloud.

The journey to a modern ERP system in the cloud was a quantum leap for the client who came from a background of no IT resource, multiple owners in a short space of time and very limited investment. Now that their systems are managed by the QAD Cloud team they are free to concentrate on their core business rather than managing an ERP solution.

What's Next: This first successful deployment is seen as a major proof point for QAD Cloud ERP within the rapidly expanding GM&S Industry Group. GM&S will now spend time optimising their processes and use of the QAD system before upgrading to the latest iteration of QAD Cloud ERP next year. Stay tuned for more news soon!

Invacare

Vertical: Life Sciences

Project: Cloud QMS 

Location: Fondettes, France

Customer since: 1990

Invacare Corporation, headquartered in Elyria, Ohio, is the global leader in the manufacture and distribution of innovative home and long-term care medical products that promote recovery and active lifestyles. 

Invacare has grown from three factories to 30, 300 associates to over 6,000, net sales of $19 million to $1.7 billion and from a small, privately owned company to a NYSE corporation listed on the "Fortune" 1000. Today, Invacare is the global leader in the home and long-term care industries.

In June 2015, Invacare contacted us saying that due to compliance issues they need an urgent solution for Document and Training Management. The team presented an overview of QAD QMS and a high level demo to their project team.

At the end of the June Invacare informed us that the license cost for the proposed QAD solution was too high and that they had opted for a low end solution that would cost around €30K fully implemented.

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A few months later it transpired that the selected solution is doing half of what Invacare expected and the cost of the project has grown to over double what was initially agreed. After an urgent project meeting they opted to discontinue the deployment of the cheap and cheerful solution and reconsider QMS!

The QAD team delivered a detailed 2 day workshop around QMS in a Life Sciences environment with the Invacare project team and the feedback was extremely positive. A couple of days after the workshops Invacare agreed to select QMS as their preferred option, initially as as On Premise solution.

What's Next: The Invacare QMS project will begin almost immediately with the customer eager to begin benefiting from the functionality within the QAD QMS solution whilst also addressing their crucial compliance requirements.

Stertil

Vertical: Industrial

Project: Upgrade order

Location: Kootstertille, Netherlands

Customer since: 1995

The Stertil Group is part of Citadel Enterprises Ltd, a leading Dutch technology group.The products of the Stertil Group are sold worldwide through its local sales organisation's in the USA, UK, Netherlands, Germany, France, Poland and Brazil as well as through carefully selected exclusive distributors. Production takes place in the Netherlands and the USA.

Stertil started manufacturing vehicle lifts in 1947. Now, with more than a half century of experience in hydraulic lifting technology, the youthful enthusiasm of the initial years has not receded. Over the years, the number of users worldwide has continued to grow steadily. Stertil is also producing dock levelers and has obtained a leading position in the market place with this business segment.

Since maintenance is a phenomenon which even Stertil products require, `after-sales' is also extremely well organized. Stertil partners have a broad selection of spare parts on stock. When necessary urgently needed spare parts can be couriered out to the customer from the warehouse at the Stertil factory.

As part of the plan to convince Stertil to upgrade the QAD Netherlands team conducted an Upgrade QScan at the customer site. However, at the beginning of the Qscan the Key-users were reluctant to share detailed information or discuss areas for improvement.

As a result of this reticence the QAD team delivered extra sessions to give the Stertil team a preview of the possible outcomes offered by an upgrade to the latest iteration of the QAD solution. From that moment on the key users became a lot

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more enthusiastic and began to freely share information. The Stertil team became so enthusiastic they were asking if they could start implementing immediately after the sign off of the upgrade!

The project wll see Stertil's HQ and manufacturing facility upgrade from MFG/Pro 9.0 to QAD Enterprise Applications 2015 including Configurator, Excelerator, MSW Workbenches, Service & Support Management, Logistics Accounting, Item Attributes and CRM.

Stertil will begin the upgrade at the end of November 2015.

What's Next: After the Go Live of the first site Stertil's service site will upgrade from QAD Enterprise Applications 2007 SE to QAD 2015 so the group's processes will be completely aligned on a single version of the QAD solution.

ViCentra

Vertical: Life Sciences

Project: New order

Location: Utrecht, Netherlands

Customer since: 2015

ViCentra is a Netherlands based startup working on a mission to develop innovative healthcare products since 2013. ViCentra is a manufacturer of the Kaleido insul pump system.

Currently they are getting ready for the European launch of their insulin infusion system - Kaleido.

ViCentra contacted us as their COO had good experience of working with QAD in a former life (at QAD customer Cellnovo). The QAD team delivered our positioning and demonstration in April of this year with very positive feedback from the ViCentra executive team.

However, due to another financing round coupled with the time/effort to transition the company from an R&D company to a full production environment contract discussions did not happen until mid October.

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The plan is to have the QAD solution live when they process their first customer orders in early 2016.

What's Next: The deployment of the QAD solution will begin almost immediately. As Quality Assurance will be critical for ViCentra (as a medical device manufacturer), the plan is to implement QAD QMS in phase two of their deployment.

GlaxoSmithKline

Vertical: Life Sciences

Project: Upgrade order

Location: Nairobi, Kenya & Lagos, Nigeria

Customer since: 1993

GlaxoSmithKline (GSK) is a science-led global healthcare company that researches and develops a broad range of innovative medicines and brands. Their products are used by millions of people around the world, helping them to do more, feel better and live longer.

The company has three primary areas of business in pharmaceuticals, vaccines & consumer healthcare. The commercial success of GSK depends on creating innovative new products and making these accessible to as many people who need them as possible. By achieving this, GSK will be able to grow their business and provide benefits to patients, consumers, society, its employees and shareholders.

GSK is headquartered in the UK and has a wide geographical reach, with offices in more than 115 countries, major research centres in the UK, USA, Spain, Belgium and China and an extensive manufacturing network of over 70 sites across the globe.

GSK Nigeria and GSK Kenya have been using QAD since 1993 and form part of the existing QAD footprint within GSK. Both sites are currently running QAD Enterprise Applications 2008 SE and GSK recently approached us to look at the benefits of migrating to a more modern version of the QAD solution.

The QAD team proposed an upgrade QScan and this was delivered earlier this year. The report was delivered back to GSK HQ in the UK with the detailed findings from the QScan. 

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After several weeks of discussions we received the signed paperwork for the upgrade project for GSK Kenya and GSK Nigeria. 

What's Next: The upgrade to the latest iteration of QAD Enterprise Applications SE ensures these sites continue to benefit from their investment in the QAD solution. GSK have stated that all of their sites will move to SAP by late 2017 but the upgrade safeguards the QAD sites until this point in time. GSK are also investigating other aspects of the QAD solution to augment their systems. Stay tuned for further news!

**************THE END

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