FY16 H1

Microsoft Dynamics AX add-on providesdoor systems manufacturer better accuracy and production quality

“Productivity within the company increased significantly. This can be seen among all flow

contributors.”

– Mihai Cojocaru, IT Manager, Assa Abloy Romania

ObjectivesThe Romanian branch of the

worldwide manufacturer of

mechanisms for closing and

opening doors, ASSA ABLOY, was

looking to increase the efficiency of

its logistics flow management

related to the supply of raw

materials and parts.

StrategyThe best solution was

to implement, on top of

the already existing ERP

(Microsoft Dynamics

AX), a specific add-on

for the management of

logistics flow, Dynamics

AX Anywhere.

ResultsAfter only four months, ASSA ABLOY

Romania started to see benefits including

an increase in the efficiency of inventory

transaction processes, increased employee

productivity, faster Quality Department

approval, faster identification of parts

needed and increased efficiency in

materials and parts supply processes.

Ball Corporation strengthensglobal account management by using CRM in the cloud

“By using Microsoft Dynamics CRM Online, it’s easy for us to scale to the global reach of even our largest

customers and find ways to deliver the most valuable products in all their areas of engagement.”

– Bob Tettero, Director of Corporate Strategy and Business Intelligence, Ball Corporation

ObjectivesA strategic initiative, which

challenged Ball to ensure the

sustainability of the

company’s success, named

closer alignment with the

right customers and markets

as an important lever of

success.

StrategyTo help manage customer

accounts more effectively, Ball

deployed Microsoft Dynamics

CRM Online in two divisions in

North America and one in

Europe and is planning to make

it available to its operations in

Asia and South America.

ResultsNow, Ball’s customer-facing employees and

activities are closely aligned with customer

and company goals and benefit from global,

collaborative account management across

organizational and geographical boundaries.

Increasing Ball’s and its customers’

competitiveness, the solution is anticipated

to provide a strong return on investment.

Cataler improves manufacturing efficiencyand ability to track unique components

“We need to customize for tracking precious metals and chemicals, and the technology gives us this

freedom. That is the key reason we chose Microsoft Dynamics AX. We could not find another solution that

offers this capability.”

– Al Alvarez, General Manager, Cataler North America

ObjectivesWhen Cataler forecast

increased product demand

that would require

expanding production

capacity by 40% – it knew

the time had come for a

stronger and more agile ERP

solution that would scale

easily well into the future.

StrategyCataler sought a solution to

specifically track and provide

inventory management for the

chemicals and precious metals

that play key roles in the

manufacturing process.

Microsoft solution provider

mcaConnect recommended

Microsoft Dynamics AX.

ResultsThe company will use Microsoft Dynamics AX

end-to-end for manufacturing processes as

well as finance, quality control, production

control, purchasing, shipping and receiving,

and EDI. Although they benefit from the

flexibility to adapt Microsoft Dynamics AX, the

solution already meets more than 80% of

their ERP requirements right out of the box.

See how CSX is unlocking its potential with Microsoft Dynamics

“Initially, Microsoft Dynamics CRM was viewed as a sales and marketing tool. But as we bring our other

teams on board, we are able to collaborate on our customer accounts more effectively and establish a

much more comprehensive view of our customers.”

– Vicki Burton, Director of CRM, CSX Transportation

ObjectivesIn its pursuit of customer excellence,

CSX Transportation gradually

established various systems and

processes to track customer information

and facilitate business processes. Over

time, however, the company’s growing

sources and repositories of customer

data created a number of challenges.

TacticsCSX looked at cost,

ease of

programming, and

ease of use, and

Microsoft Dynamics

CRM was the winner

in all those

categories.

ResultsCSX now used Microsoft Dynamics CRM

to support sales and marketing and is

extending it to operations and beyond.

Most notably, the company has been

able to improve collaboration, drive

productivity, identify new business

opportunities, and ultimately improve

its relations with customers.

Dell Revamps Manufacturingon agile ERP solution

"Since deploying Microsoft Dynamics AX, we have reduced manufacturing IT costs by $96 million.

The Microsoft Dynamics solution contributes approximately $50 million of those savings."

– Matt Griffiths, Executive Director, Manufacturing IT, Dell

ObjectivesBuilding a brand based on custom

configuration and low prices carried

a unique set of challenges. By 2010,

rising US manufacturing IT costs

and growing competition from

abroad were testing Dell’s high-

volume, high-variability, configure-

to-order (CTO) manufacturing

model.

TacticsThe first step in Dell’s

business

transformation was

manufacturing

simplification. To

support this

transformation, Dell

implemented Microsoft

Dynamics AX.

ResultsImplementing Microsoft Dynamics

AX helped Dell dramatically simplify

its IT infrastructure and realign its

manufacturing processes based on

lean principles—all while maintaining

the flexibility the company needs to

quickly retool its facilities to meet

consumer demand for new or

different products.

DENTSPLY reduces IT cost andimproves global performance with Microsoft Dynamics AX

“Microsoft Dynamics AX has really changed the business in the sense that we can manage globally the things

that we want to be global—like a global chart of accounts or global view to inventory—but still be agile and

flexible, the closer we get to the customer. So, we get the nice blend of global control and local flexibility.”

— Bill Schlageter, Vice President and CIO, DENTSPLY

ObjectivesDENTSPLY has a long history of

growth through merger and

acquisition, which has helped the

company maintain its position as a

leader in the field of dental

consumables and equipment.

However, numerous acquisitions led

to a very fragmented IT environment.

TacticsDENTSPLY had a vision for a

single global ERP, but it wasn’t

until Microsoft Dynamics AX

2009 was released five years

ago that the company felt that a

single ERP solution could meet

the needs of their distributed,

global enterprise.

ResultsToday, a single instance of

Microsoft Dynamics AX is

used by 3,500 DENTSPLY

employees at 27 locations

in 16 countries, and

processes tens of

thousands of shipments

per day.

Dunlop Protective Footwearshares its CRM Online story

“Microsoft Dynamics is helping us listen to our end users.”

— Allard Bijlsma. CEO, Dunlop Protective Footwear

ObjectivesDunlop wanted to

expand into new

markets around the

globe at an aggressive

pace.

TacticsUsing the standard connector

between Microsoft Dynamics

CRM Online and Microsoft

Dynamics AX, Dunlop Protective

Footwear is able to exchange

data between the two systems to

improve their business practices.

ResultsThe scalability and flexibility of

Microsoft Dynamics CRM Online helps

Dunlop move quickly into new markets

and provides a consistent user

experience. Now they can also

promote innovation throughout their

company by being able to listen and

capture feedback from their customers.

Global manufacturer addresses branding, pricing, and compliance issues by connecting configurators and output documents to

Microsoft Dynamics CRM

“The system is very flexible, easy to use, and reliable for our global sales teams. The

comprehensive new pricing platform has already returned more than 100 percent ROI.”

— Sergiy Fomenko, Configure Price Quote Project Manager, Husky Injection Molding Systems

ObjectivesAs the company expanded

to include five major

business units with

manufacturing plants in

Canada, the United States,

Luxemburg, and China, so

did the complexity and

demands of its quote/order

processes.

TacticsHusky decided on a solution that combined

Microsoft Dynamics CRM, Microsoft SharePoint,

Experlogix Product Configurator and Xpertdoc

Output Software. The integrated solution

supplies the technical equipment configuration

data which is stored in Microsoft Dynamics CRM,

and merged into Xpertdoc to create

professional, accurate proposals uploaded to

SharePoint library.

ResultsSince implementing their

Microsoft Dynamics CRM

and Xpertdoc solution,

Husky has been able to

address the branding,

pricing, and compliance

issues that resulted from

having a large, widely-

dispersed sales team.

Distributor sustains growthwith Microsoft Dynamics AX

“Microsoft Dynamics AX was the right decision, and each year we say that with even greater confidence.

The flexibility it provides us as a business is critical to our growth and could not have been achieved with

any other ERP system.”

— Mushtaque Ahmed, Chief Operations Officer, JJ Food Service

ObjectivesRunning 24 hours a day, seven days a

week, JJ Food Service distributes food

to thousands of customers across the

United Kingdom. In this tireless

environment, efficiency is everything,

and the company will seize any

advantage to control its costs, maintain

its competitive edge, and drive

effective growth.

TacticsJJ Food Service made the decision

in 2004 to switch from its then-

aging Pegasus Opera accounting

package to a more robust, yet

flexible, ERP system. The company

considered SAP, JD Edwards, Sage

Enterprise, and Microsoft Dynamics

AX, and ultimately chose the latter.

ResultsSince deploying the solution in

2004, the company has expanded

the deployment to cover all

aspects of its business, and also

expanded its Microsoft Dynamics

AX deployment to the web,

providing bidirectional integration

with its e-commerce site.

Lotus F1 Team and Microsoft Dynamics:Delivering championship-caliber solutions with agility and speed

“Our transition from design to production has also got to be very slick, and that’s handled in

software… Being efficient and getting as many concepts as we can through to the track

quickly is really key to what we can deliver on the track.”

– Nick Chester, Technical Director, Lotus F1 Team

ObjectivesThrilling fans and winning

races takes plenty of nerve.

And that goes for everyone

involved: from drivers to

fabricators, everyone must

work together for the team to

compete at the highest level

of auto racing.

TacticsSuccess requires not only an enormous

amount of effort and team work—

amazing technology is key. That’s why

the Lotus F1 team selected Microsoft

Dynamics AX to help them collect live,

accurate information, make informed

decisions, compete for funding, and –

ultimately – build a faster car.

ResultsMicrosoft Dynamics AX helps the

team improve manufacturing

productivity, avoid wasted

resources, deliver information

quickly to remote employees and

interoperate with its HR

environment to manage the skill

sets it needs for new processes.

Microsoft Dynamics CRM connects Mieledirectly with customers

“We’re trying to create brand ambassadors in our satisfied customers. Microsoft Dynamics

CRM connects us to customers.”

— Taner Sagbas, Managing Director, Miele Turkey

ObjectivesMiele is one of the largest manufacturers of high-end

household appliances and commercial equipment. In

their Turkish operation, Miele’s traditional way to sell

was through an indirect distribution channel with a

business-to-business marketing approach. In Turkey,

Miele struggled with brand recognition and very high

competition, and it needed a tool that could turn its

existing customers into brand ambassadors.

TacticsSeveral years ago, Miele

“redefined” their market,

moving to a more direct-

to-customer approach,

and chose Microsoft

Dynamics CRM to be the

tool to help manage this

new approach.

ResultsMicrosoft Dynamics CRM

allows Miele Turkey to

personalize marketing

campaigns and improve

customer relations – and it

scales to meet their changing

needs as the company

continues to grow.

Nissan and Microsoft Dynamics:Delivering Omotenashi

“We have a rapidly changing environment. The biggest challenge you have is actually managing

change, managing growth. Microsoft Dynamics is allowing us to bring everybody together

cohesively.”

— Celso Guitoko, CIO, Nissan Motor Company

ObjectivesThe Nissan approach to customer

care revolves around the concept

omotenashi. Omotenashi is the

Japanese way of thinking about

customer experience; to

understand the customers’

individual needs in advance and

create a tremendous experience.

TacticsNissan needed a tool to help

them understand their customers

better. Microsoft Dynamics CRM

is helping Nissan understand the

individual needs of customers

from the decision to buy, through

the purchasing process and

beyond.

ResultsBenefits include user-friendly

technology that improves

employee productivity; easy access

to information that improves their

ability to create great customer

experiences; and enhanced ability

to build long-term relationships

with customers.

Snowmobile manufacturer superchargesdealer management with the xRM platform

“Now, when we talk to a customer, we can see everything about them—the products they

purchased, their service history, and their interactions with dealers.”

– Bill Fisher, Vice President and CIO, Polaris Industries

ObjectivesPolaris Industries is one of the largest off-road

vehicle manufacturers in the world and a

recognized leader in the snowmobile industry.

To provide support to customers and a network

of 1,500 dealers, the company relied on a group

of disconnected applications. Because these

systems did not share information, Polaris could

not effectively track individual dealer issues.

StrategyPolaris evaluated several

solutions and chose

Microsoft Dynamics CRM,

which is built on the xRM

application platform layer,

because of its superior

technical flexibility and cost

effectiveness.

ResultsPolaris deployed the solution to

its support operations and

continues to make use of the xRM

platform to accelerate

development and deployment of

line-of-business applications

unique to the company, including

a dealer extranet and e-commerce

Web site.

Equipment manufacturer completeslean transformation on Microsoft Dynamics AX 2012

“AX 2012 enables us to run our company in a truly Lean way—without fighting with our

software. It’s the only ERP solution on the market that can do that.”

– Brian Battershell, CFO, Rochester Gauges

ObjectivesSince 1958, Rochester Gauges has been

manufacturing liquid-level gauges for original

equipment manufacturers in the industrial,

propane, and aerospace industries. In late

2013, the company converted its entire

United States operation to a Lean

manufacturing model, completing a journey

that began in 2007 with a pilot project on a

single line.

StrategyTo aid in its transformation to

a Lean organization, the

company upgraded its

existing manufacturing and

financial systems from

Microsoft Dynamics AX 4.0 to

Microsoft Dynamics AX 2012.

ResultsExpected benefits include support

for Lean manufacturing

methodology and best practices;

and the ability to introduce

manufacturing and operational

efficiencies and provide concrete

metrics and insight into

operational and financial

performance.

Global petrochemical company Shellimproves customer service with new CRM solution

“With Microsoft Dynamics CRM we are becoming an organization that focuses on the highest-

value accounts.”

– Rob French, General Manager of Card Services, Commercial Fleet, Shell Retail

ObjectivesShell Card Services, the

world’s biggest provider of

fuel card services, wanted a

'best in class' solution to

consolidate their myriad

self-hosted legacy systems

into a single, modern

system.

StrategyMicrosoft Dynamics

CRM was selected as

the ideal solution, and

since implementation

it has provided a

significant number of

benefits.

ResultsAdmin tasks have been greatly reduced, which has

enabled the sales force to spend more time with

customers. It is now easier to identify and target

higher value accounts. Customers receive their

cards sooner and can transact with Shell sooner.

Reporting is much easier now that information is

consolidated in a single system, and this has led to

faster, more effective decision making.

Chemical manufacturer successfully implementsERP solution, gains better insight to processes and inventories

ObjectivesIn 2007 Spolchemie was

looking for a new,

comprehensive enterprise

information system. It first

decided for a competitor’s

solution. However, problems

arose during implementation

and ultimately the system

failed integration tests.

StrategyThe entire Microsoft

Dynamics AX

implementation in a

total of 7 companies

in the Spolchemie

Group and its sister

company, STZ, was

completed by 1 April

2011.

ResultsNow all inventories are appraised based on FIFO, where

the system continually calculates the aggregate

purchase price of input products based on the actual

amount of material consumed. For inputs purchased

abroad the system also takes into consideration current

changes in exchange rates on money markets. The

company can continually adjust the prices of its products

so that it keeps the desired margin and minimizes the

risk of selling below cost.

Global petrochemical company Shellimproves customer service with new CRM solution

“By working with the dealer relationship records in Microsoft Dynamics CRM, territory managers can

approach dealers with just the right products and promotions, help them reach their revenue goals, and

more efficiently meet their own sales targets.”

– Joe Quartararo, Manager, eCommerce and Branch and Distribution Systems, STIHL Inc.

ObjectivesSTIHL Inc., maker of the world's top-

selling brand of chainsaws, aims to

provide the best possible experience

to the dealers it sells to. The field

sales force at the company’s network

of six distribution facilities found that

existing contact management

software was unhelpful in dealer

engagements and stopped using it.

StrategyReplacing that

software, the

company deployed

Microsoft Dynamics

CRM and integrated

it with business

analysis and

enterprise resource

planning systems.

ResultsNow, the sales force has a full view of the

dealers’ history with STIHL and can efficiently

address dealers’ issues and help them meet

revenue targets. Company leadership has a

high level of insight into market trends that

affect dealer sales. STIHL is taking Microsoft

Dynamics CRM to other business groups to

support business growth and maintain

productive dealer relationships.

Integrated CRM solution helps Treksupport local sales reps

“We want to get to a point where every retailer and consumer interaction

is tracked and catalogued in CRM.”

— David Peterson, Enterprise Collaboration Manager, Trek Bicycles

ObjectivesTrusted partnerships with

independently owned

retailers are the backbone

of Trek’s business model,

and maintaining long-

term relationships with

bike shops is key.

TacticsTo maintain continuity for

the local shop owners—

Trek sought a customer

relationship management

(CRM) system that could

capture and retain

account histories for

distributors and retailers.

ResultsTrek is already experiencing

improved sales productivity,

customer support and internal

collaboration. Trek anticipates that

Microsoft Dynamics CRM Online will

play an important role in its

initiative to standardize operations

among its global subsidiaries.

Weetabix chooses Microsoft Dynamics AXfor its scalability and repeatability in a global roll-out

“We’ll get better information dynamically, on demand, and it doesn’t matter if it’s a mobile or

a laptop – it’s the same information going to the right people at the right time.”

– Logan Tweedie, Group Head of IT and Business Systems, Weetabix

ObjectivesToday Weetabix is the UK’s number one

selling, most trusted and most

recommended cereal brands. Historically it

had a “spider’s web” of 3rd party

applications with complex integration

points which were costly to maintain.

StrategyWeetabix is deploying

Microsoft Dynamics AX

globally in order to

provide real-time

business intelligence

across all of its divisions.

ResultsWeetabix expects to have

improved information in all areas

of its business including executive

business intelligence, easy

availability of sales & marketing

data, as well as improvements in

manufacturing, procurement,

supply chain management.

Xiamen Tungsten is unifying a fast-growingglobal business with Microsoft Dynamics AX

“A unified ERP solution serves Xiamen Tungsten Group's financial management and controls.

But more importantly, it meets needs of our many subsidiary companies across the entire

discrete and process manufacturing industry.”

— Hong Chao'e, Vice President, Xiamen Tungsten Group

ObjectivesGiven the enormous range of

businesses and products under its

corporate umbrella, the rapid growth

of individual subsidiaries, and the

geographic sprawl of its growing

operations, Xiamen Group was

challenged to ensure efficient flow of

information up and down the supply

chain.

TacticsCompany leadership sought to effectively unify

management of the individual companies at the

Group level, and decided to expand

deployment of Microsoft Dynamics AX based

on previous success as well as the ability of

Microsoft Dynamics AX to support various

business models, scalability, fast deployment,

and seamless integration with other Microsoft

technologies.

ResultsUnifying operations on a

single, centrally managed

ERP platform has provided

Xiamen Tungsten Group

with precise control of its

expansive operations, at

both the company and

group levels.