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How Clariant optimizes global
procurement with Ariba and SAP
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 2
Agenda
IF CUSTOMER PRESENTATION:
• About Clariant
• Challenges / Optimization needs
• The Need to Optimize
• Project presentation
• Value Proposition of SAP
• Achieving Results with SAP
• Summary
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 3
A world leader in specialty chemicals
Clariant focuses on creating value
by investing in future profitable and
sustainable growth.
KEY FACTS
Sales 2012 (CHF m)
6 038
More than
100 Group companies worldwide
EBITDA 2012 (CHF m)
before exceptionals
802
End 2012
~21 202 employees
Represented in
76 countries worldwide
7 Business Units
(incl. discontinued operations)
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 4
Profitable growth under way
SALES (CHF m)
2012 + 8 %
2011*
6 038
5 571*
REGIONAL MARKETS Sales 2012: CHF 6 038 million
BUSINESS UNITS Sales 2012: CHF 6 038 million
EBIT (CHF m)
before exceptionals
2012 - 15%
2011*
MARGIN 2012: 8.8 % – 2011: 11.2 %
531
624*
* Restated due to discontinued operations
Industrial &
Consumer …
Performance
Chemicals; 0
Masterbatches; 0
Pigments; 0
Textile Chemical
s; 0
Oil & Mining
Services; 0
Catalysis &
Energy; 0
Functional
Materials; 0
Leather Services;
0
Latin America
225 / +12%
Europe, Middle
East & Africa
699 / 0%
North America
236 / +2% Asia / Pacific
349 / +1%
Middle East & Africa
9%
Asia/ Pacific 23%
Latin America 15% North
America 16%
Europe 37%
MB 19%
PIG 15%
OMS 12%
ADD1 7%
FM 11%
CA 12%
ICS 24%
ADD = Additives
FM = Functional Materials
CA= Catalysts
ICS = Industrial & Consumer Specialties
MB = Master batches
PIG = Pigments
OMS = Oil & Mining Services
EBITDA (CHF m)
before exceptionals
2012 - 4 %
2011*
MARGIN 2012: 13.3 % – 2011: 15 %
802
835*
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 5
P2P enablement Targets
• Reduction of NWC
• Cash Flow Savings
• Reduction of Invoice ageing
• P2P Process Speed up
• AP Process Optimization
• Realizing more cash discount
• Process compliance
• Back Log reduction
• Failure Rate Reduction
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 6
P2P Process
End-user is creating his
Material request in SAP
To send it to the responsible
Procurement Person
Procurement issues the PO
According the first in first out
principle.
OCR
Scanning
Verifier
Interpret
Transfer
Cockpit
Approval
Manual Handling and plausibility check Payables
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 7
Traditional “Purchasing Mindset”
Service to the Company
Fragmented supplier base
Negotiate case by case
Local view
etc.
Procurement management for strategy growth
Source of innovation
Faster introduction of new markets
Manage Cash
Exclusive knowledge capture and leverage
Procurement is a strategic key activity
Long term securing of price, volumes, service
Operational Strategic
Imp
act
to C
lari
an
t
Co
st
Sh
are
ho
lde
r V
alu
e
Procurement Evolution @ Clariant
Supplier consolidation / Global lead buyer concepts
Reduce complexity (PRAGMATISM and
SIMPLICITY)
Global view and global negotiation
Supplier consolidation
Tool Standardization
Scope
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 8
Catalog Network integration with SAP SRM
Requisition
built from Ariba
Shopping Cart
PO
Generated
Catalog Loading & Collaboration
Contract Terms
& Pricing Applied
Contract Terms/ Pricing
Search ->
Investigate ->
Compare ->
Review ->
Ariba Procurement Content Check Out
Catalog Validation &
Collaboration
Services
Supplier Supplier Supplier
Supplier
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 9
P2P system integration
An SAP Company
MM
AP
SRM
eProcurement SRM PO
Standard MM PO
Collaboration , Integration, Transparency, Network
EDI
HTML
cXML
CSV
Business Rule Check
entity
PO Complia
nce
Invoice #
Supplier
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 10
Su
pp
lier
Invoice integration technics
PO Flip
cXML
integration
Comma
separated
values / CSV
Roaming
AP
Process to
define
Posting
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 11
P2P Process Optimization
End-user accesses one of the
over 250 catalogs and selects
the needed Products and orders
immediately
eInvoice GR
Cockpit
Approval
Payables
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 12
Clariant Excellence – the continuous improvement process within
the strategy
KEY FACTS Financial benefits
since 2009 (CHF m)
More than
300 More than
3 600 projects launched More than
4 600 employees trained in
Clariant Excellence
Clariant Excellence (CLNX) is the company-wide long-term initiative
targeting a culture of continuous improvement
LeanSigma as key core methodology to execute improvement
projects
Goal is to sustainably position Clariant at the top levels
of performance
Benefits already realized through Clariant Excellence
2009
2010
2011
2012
CHF m
25 50 75 100
CHF 14 million
CHF 65 million
CHF 114 million
CHF >130 million
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 13
Continuous improvement eProcurement
KEY FACTS
Enabled Countries
Worldwide
19 Currently
52% Indirect automation
More than
200`000 Transactions
Technologies
• Ariba Network Catalogs
• SAP Call Off Contracts
• SAP SRM direct OCI
• Winserv SAP Process
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 14
Continuous improvement eInvoice
KEY FACTS
PO Coverage Indirect
>95%
Implementation
• Pilot Switzerland
• Germany
• USA
• LATAM
• APAC
Paper Invoices
2012
More than
1.1 Mio.
PO Coverage Direct
>99%
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 15
Lessons Learned
Top Management Support!
Understand eProcurement as Key Element and Strategic Tool for Operational Procurement Activities!
Agree on Personal Targets based on the eProcurement Rate!
Clear Organization & Responsibilities
Dedicated Support Functions from Network Provider Necessary
© 2013 SAP AG or an SAP affiliate company. All rights reserved. 16
Q&A