Overview of Industrial Equipment, Supply, & Service

Concentrix BriefingAugust 21, 2008

Scott PugmireSr. Vertical Industry Manager

Industrial Equipment, Supply, & Service

• Large vertical industry with about 71,600 mid-market* companies in the US

• The goods and services in this industry support the manufacturing backbone of the economy with machinery, raw materials, facility support, and other goods and services that most manufacturing facilities require

• Sage’s approach to this industry is to provide much of the functionality required with MAS 500 modules for manufacturing and distribution, and Single Source modules for service

* mid-market defined as 10-999 employees

Breakout of Industrial Equipment, Supply, & Service

Distribution

Manufacturing

Services

When segmented into its Industry Sectors (Manufacturing, Distribution, & Service), the breakout is as follows:

Key Processes & Compliance Issues

• Demand planning requirements are expanding as companies offer more field services in repair and maintenance

– Advanced Planning and Scheduling– Field Service Management– Project Accounting

• Strategic sourcing and Arranging for suppliers to manage their component inventories are critical in some industrial segments which affects both manufacturers and distributors who sell to them

– Vendor-Managed Inventory (VMI) – Kanban Management or Advanced Planning and Scheduling for Highly Replenishable Items – EDI

• Shop floor management and visibility are critical to managing complex machining and assembly processes, high mixes of to-stock, to-build and to-order builds, and multi-mode fabrication and assembly (batch process, work order, orderless and customer orders/jobs)

– Shop Floor Control– Work Center and Routing Management– Work Center Tooling Management– Quality Control

Industrial Equipment, Supply, & Service Micro Verticals

Core Industrial Equipment & Supply

Abrasives DIST MFG

SVC

Boilers, Furnaces, & Pressure Containers DIST MF

G

Engines & Turbines DIST MFG

Fasteners DIST

Fluid Power DIST MFG

Gaskets, & Seals DIST MFG

Industrial Control Equipment DIST MFG

Industrial Vehicles DIST MFG

Machine Tools DIST MFG

SVC

Materials Handling DIST MFG

Metal Fabrication DIST MFG

Pipes, Fittings, & Tubing DIST MFG

Power Transmissions & Accessories DIST MF

GRope, Cord, & Thread DISTVats & Tanks DIST

Welding Apparatus DIST MFG

SVC

Facility & Process Support

Facility Furniture & Equipment DISTMF

GFacility Maintenance DIST SVCIndustrial Consulting SVCIndustrial Safety Equipment DIST SVCMachine Installation SVCPackaging & Crating DIST SVCWarehousing & Storage DIST

Industry-Specific Machinery

General Industrial Machinery DISTMF

G

Special Industry MachineryMF

GAlcohol-Producing Machinery & Supplies

DISTMF

GSV

C

Automotive Related MachineryMF

G

Building Materials Machinery DISTMF

GChemical Processing Equipment

DISTMF

GFirefighting & Related Equipment

MFG

Food & Beverage Packaging DISTFood & Beverage Production Machinery

DISTMF

GFoundry Machinery & Equipment

MFG

Metalworking Machinery DISTMF

G

Paper Industries Machinery DISTMF

G

Petroleum Industry Machinery DISTMF

G

Printing Trades MachineryMF

GRubber & Plastic Working Machinery

MFG

Sewage & Water Treatment Equipment

MFG

Textile Machinery DISTMF

G

3 groups

Abrasives

• Abrasives are used to shape materials through grinding; smooth surfaces during manufacture; remove surface layers of paint or corrosion; cut hard materials like concrete or steel; and polish, buff or "lap" finished products.

• The two major types of abrasive products are coated and bonded • Coated products are hard minerals that are bonded with glues or

resins to a backing sheet, belt, pad or wheel made of paper, nylon cloth, rubber, or other material.

• Bonded products are mineral grains mixed and embedded in a matrix that is molded into various shapes -- such as grinding wheels, cutoff wheels, disks, or blades -- and then subsequently hardened

• About 300 companies in the US manufacture abrasive products • The industry is highly automated

MFG DIST

Fasteners

• Companies manufacture mainly simple metal parts used by industrial customers, such as those making autos, airplanes, machinery, appliances, and computers

• Distributors in this industry buy large quantities from hundreds of manufacturers, then "break bulk" for resell to thousands of customers who can buy in smaller quantities

• A national distributor might operate several distribution centers DCs mainly concerned with inventory tracking and replenishment

MFG DIST

Fluid Power

• Metal valves compete with other materials, primarily plastics, in the residential market and with high-strength composites

• Major product categories are industrial valve applications used primarily in water works and municipal water systems, fluid power valves used in compressed or pressurized applications, and plumbing-related valves and fixtures

• Most valve housings are castings made from molten metals poured into molds in foundry operations

• Most valves are standard, build to stock products• The US metal valve manufacturing industry consists of

about 1,100 companies with combined annual revenue of $22 billion

MFG DIST

Materials Handling

• Products include lift trucks and inventory handling systems like conveyors, sorters, storage racks, carousels, and shelving systems.

• Most MH distributors have only one or two distribution outlets• Equipment rental companies provide an alternative to buying forklifts

or other equipment from a distributor• Highly automated• Engineering is key for most products and installation can be another

key factor

MFG DIST

Metal Fabrication

• The industry is very fragmented • Demand is driven largely by the needs of other industrial companies• Sub-segments include:

– structural metals, forging and stamping, metal containers, hardware and springs

• Processes include punching, cutting, bending, welding, coil processing, roll forming, laser cutting, and stamping

• Some companies use engineering for computer-aided design (CAD) and computer-aided manufacturing (CAM)

• Many companies supply only a handful of products to a few large customers

MFG DIST

Industry-Specific Machinery

• The industry is highly fragmented since most companies specialize

• Major subsections include manufacturing machinery, metalworking machinery, commercial machinery, and general machinery such as engines and pumps

• Includes finished products such as heaters or forklifts as well as component products like motors used in further production, and some custom-designed products

• Highly automated• Engineering is key for most products• US manufacture of electric motors, generators, pumps, and

compressors (MGPC) involves about 1,000 companies

MFG DIST

Single Source System’s Single Source System’s SM-Plus for Sage MAS 500

• Founded in 1985• Headquartered in Indianapolis, IN• Single Source Products sold to over 450 customers worldwide• Global Sales, Support and Services Network• Specialize in providing comprehensive ERP solutions with a focus on

Service Management for the manufacturing, distribution, and service markets.

SM-Plus• Manages every aspect of service operations

– Manages unexpected service repair– Depot Repair– Dispatch Scheduling– Installation Project Management– Schedules preventative maintenance

• Tracks service history and expense• Integrated with MAS500

– No additional servers needed– Leverages new system functionality

SVC

Field Service and Depot RepairField Service and Depot Repair

• SM-Plus to manage field service operations– Jobs normally start with the sale of a product or service– Installation Management – Schedule tech’s for job, perform work, track

labor/material• Tech’s either write down labor/material on a ticket or send info back via mobile

solution– Field Service Management – Schedule tech’s for job, perform work, track

labor/material– Manages Inventory of material needed for service– Manages Warranty and Service Contract for the customer– Call Center – Tracks incidents and records customer inquiries

• SM-Plus to manage depot repair operations– Call Center – customer calls in to send product back to manufacturer– RMA (Return Merchandise Authorization) – we handle this process

• Customer sends product back to the manufacturer/depot center for refurbishment

– Create a service ticket to refurbish the product – tracks material/labor– Schedule proper technicians within the facility to complete work– Process shipment of new or refurbed product back to customer– If new product is shipped we need to restock refurbed product for resale

SVC

SM-Plus for Asset ManagementSM-Plus for Asset Management

• SM-Plus can be used for manufacturing or service companies looking to maintain assets that are of high value and need to be serviced to maintain optimal performance

– Asset tracking – maintain historical data such as meter amount, unit configurations, service history, preventive maintenance schedules

– Can handle both reactive and preventive maintenance on assets– Example – Service truck or an asset used to manufacture a good

• Internal Service– Preventive Maintenance Schedules (i.e. weekly, monthly, quarterly, annual)

• Assets can have preset preventive maintenance schedules where SMP will proactively create work orders and schedule employees to service said assets

– Service truck or manufacturing asset breaks– must create a work order in SMP and schedule an employee to service the asset.

• SMP will then track the labor/material associated with that job for costing purposes

• Since SMP has the warranty info of that asset, the cost of the work being done can be issued back to the manufacturer of that asset

SVC

Warranty, Contracts, SMP Web and Warranty, Contracts, SMP Web and MobileMobile

• Warranty and Contract Tracking within SMP– Handles warranties issued on sold products as well as warranties

issued by the original manufacturer (Viking Yacht example)– Service Contract Agreements

• Flexible contract construction so each contract can be tailored to each specific customer

• SMP handles the billing plan of each contract (monthly, quarterly, etc.)• SMP Contracts can be used for the rental of equipment

• SM-Plus Web and Mobile– SMP Web gives customers the ability to register new units as well as

log incidents instead of calling to inquire about service– Employees can view jobs assigned to them via the web and log

material and labor used on the jobs they have completed.– SMP Mobile allows the employee to sync info to the back office

through a mobile connection or they can work offline and sync later.– SMP Mobile can deployed through a PDA or rugged laptop as long as

the hardware has Mobile 2005 or above as the operating system

SVC

Questions ?