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7 1 PRODUKT

8 1 PRODUKT 6 ROHSTOFFE

9 1 PRODUKT 6 ROHSTOFFE 14 LIEFERANTEN

10 400 PRODUKTE

11 2400 ROHSTOFFE

12 5600 LIEFERANTEN

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17 Mehr! Ressourcen

18 Mehr! Ressourcen Daten! Handling

19 Mehr! Ressourcen Daten! Handling Technisches Wissen

20 Abteilung Einkauf weltklasse.

21 BP Best! Practices

22 BP Best! Practices Preis! Indizes

23 BP Best! Practices Preis! Indizes Externer! Einkauf

24 Best practice. Best performers.

25 PURCHASING EXCELLENCE STUDY Purchasing trends and benchmarks 2011 Production and non-prod.-related materials/services Munich, November 2011

26 Beschaffungskosten in % des Umsatzes 10% Finanzdienstleister 70% Industrie

27

28

29 Find the money.

30 Get the money.

31 Keep the money.

32 1999 STUDY 2003 STUDY 2009 STUDY 2011 STUDY Roland Berger conducted its first Purchasing Excellence Study more than ten years ago > Focus on non-productionrelated materials (NPM) History > Focus on of retail the and service Purchasing industries Excellence Study industries > More than 100 respondents from Germany, Austria and Switzerland 1999 STUDY > Focus on NPM > Focus on retail and service > More than 400 respondents from across Europe > Looked at both production materials (PM) and NPM > Various industries > More than 500 respondents worldwide 2003 STUDY 2009 STUDY > Performance ranking by industry > Looked at both production materials (PM) and NPM > Various industries > More than 500 respondents worldwide 2011 STUDY > Performance ranking by industry MEGATRENDS PROCESS OPTIMIZATION e.g.: e-procurement > Focus on non-productionrelated materials (NPM) > Focus on retail and service industries > More than 100 respondents from Germany, Austria and Switzerland ORGANIZATIONAL DEVELOPMENT e.g.: lead buying > Focus on NPM > Focus on retail and service industries > More than 400 respondents from across Europe SCM OPTIMIZATION e.g.: strategic alliances, supply base compression > Looked at both production materials (PM) and NPM > Various industries > More than 500 respondents worldwide > Performance ranking by industry RISK MANAGEMENT IN VOLATILE MARKETS e.g.: supply, financing, ensuring capacity > Looked at both production materials (PM) and NPM > Various industries Purchasing Excellence 2011_FINAL_E.pptx > More than 500 respondents worldwide > Performance ranking by industry 5 MEGATRENDS PROCESS OPTIMIZATION e.g.: e-procurement ORGANIZATIONAL DEVELOPMENT e.g.: lead buying SCM OPTIMIZATION e.g.: strategic alliances, supply base compression RISK MANAGEMENT IN VOLATILE MARKETS e.g.: supply, financing, ensuring

33 Automotive, retail and electronics are still the leading industries Strongest growth was seen in financial services PERFORMANCE CUBE OVERALL RESULTS Sector Trend Total 2011 Total 2009 Strategy Healthcare Public sector Chemicals Pharmaceuticals IT/telecom Consumer goods Transport Electronics Performance Retail Engineered products Financial services Automotive Automotive Enabler Automotive Retail Electronics Chemicals Pharmaceuticals IT/Telecom Consumer goods Financial services Engineered products Automotive, Power/ retail and electronics are still the leading industries utilities Strongest growth was seen in financial services PERFORMANCE CUBE Strategy Healthcare Chemicals Pharmaceuticals IT/telecom Consumer goods Transport Electronics Power/utilities Transport Healthcare Public sector Purchasing excellence Average Underperformers Sector/company Power/utilities performance Public sector Transport (color = total number of points) Performance Power/ utilities Retail Engineered products Financial services Enabler OVERALL RESULTS Sector Automotive Retail Electronics Chemicals Pharmaceuticals IT/Telecom Consumer goods Financial services Engineered products Healthcare Public sector Trend Total 2011 Total 2009 Purchasing Excellence 2011_FINAL_ Purchasing excellence Average Underperformers Sector/company performance (color = total number of points) Purchasing Excellence 2011_FINAL_E.pptx 6

34 16% of companies made it into the "purchasing excellence" cluster An improvement on 2009 Overview share of companies in each performance cluster PURCHASING EXCELLENCE Share of companies in survey, 2011 vs [%] Difference [% pts] '11 vs. ' AVERAGE UNDERPERFORMERS Purchasing Excellence 2011_FINAL_E.pptx 8

35 Purchasing Purchasing is increasingly is increasingly viewed viewed as a true as a business true business partner partner In 54% In of 54% companies, of companies, it is on it an is on equal an equal footing footing with other with other functions functions STRATEGY Standing Standing of purchasing of purchasing within the within company the company STRATEGY Support of Support top management of top management [% of respondents] [% of respondents] "Does the "Does purchasing the purchasing department department have the full have support the full support of top management?" of top management?" Yes Yes Increase Increase in % points in % points Comparison Comparison with other with functions other functions [% of respondents] [% of respondents] "Does the "Does purchasing the purchasing department department operate on operate an equal on an equal footing with footing finance, with sales finance, & marketing, sales & marketing, etc.?" etc.?" Yes Yes Increase Increase in % points in % points % 51% % 35% % 74% % 49% % +3 77% % 54% Up 26 percentage Up 26 percentage points since points 2003 since 2003 Up 19 percentage Up 19 percentage points since points 2003 since 2003 Purchasing Excellence Purchasing 2011_FINAL_E.pptx Excellence 2011_FINAL_E.pptx 15 15

36 s important or No. of companies where this is important or very important, detailed results, 2011 vs [%] price, raw material and "How important do you consider the following risks?" Increase in % points Price risks: Increasing purchasing prices for PM and NPM % 64% % 69% +5 Increase in % points Raw material risks: Availability of raw materials on markets and risks to transport routes % % % +9 Currency risks: Currency fluctuations that influence purchasing costs % % -production-related material/services Purchasing Excellence 2011_FINAL_E.pptx 18

37 Pur PERFORMANCE Early involvement of suppliers in the innovation process Feedback from respondents "Do you involve selected/strategic suppliers early on in the development process?" 57% 79% Detailed results, 2011 (extract) "What tools do you use to evaluate the p of your suppliers when it comes to innov Specific KPIs for suppliers Supplier assessment Yes 19% Supplier audits Assessment during joint projects 17% 22%

38 eir Detailed results, 2011 vs [% respondents] Increase in % points "Do you require open-book calculations from your suppliers?" 34% +6 66% Increase in % points YES NO Only one-third of companies use levers to increase +13 cost transparency

39 PERFORMANCE No. of respondents using sophisticated cost-improvement levers [%] Lever Standardization of technical solutions Redesign of specification requirements Value analyses and full product/service cost optimization Volume bundling and focus on strategic suppliers Considered important/ very important [%] 8% 14% 11% 21% 27% 25% 29% 37% Change 2009 vs % +2% +13% +3% Full product cost optimizatio Roland Berger design-to-valu Customer perspective Company perspective What are customer preferences (e.g. performance, features)? > Consumer Clinic > Focus groups > etc. A B DEVEL What drive costs and how can w influence th early on? > Cost drive analysis > Product t down > etc Examples of methods/tools

40 Purchasing Excellence 2011_FINAL_E.pptx FURTHER CENTRALIZATION OF THE ORGANIZATIONAL MODEL Purchasing is increasingly centralized for both direct and indirect materials This trend is expected to continue to 2015 ENABLER A 46% Central Structure for direct materials [% of mentions] 5% BU 9% Local +16% 62% +9% 23% Lead buyer 18% Mixed Central 5% BU 1% Local 18% Lead buyer 14% Mixed 71% Central 5% BU 0% Local 19% Lead buyer 5% Mixed ) B Structure for indirect materials [% of mentions] 54% +5% 59% +9% 68% 14% 4% 14% 14% 14% 5% 14% 9% 5% 5% 14% 9% Central BU Local Lead buyer Mixed Central BU Local Lead buyer Mixed Central BU Local Lead buyer Mixed ) 1) Trend identified by respondents in Purchasing Excellence Study 2011

41 this can improve still further Purchasing Exce ENABLER Staff qualifications and key skills Level of education of workforce [%] Degree Technical training Change [% points] Skills in purchasing requirement and current s Skills Evaluation [% respondents] Purchasing skills Analytical skills Strategic skills Soft skills Communication skills Commercial training 59 Leadership skills Foreign languages Multi-functional (Sales, Eng.) Creativity None Finance/legal IT Importance Staff performance

42 Durchschnittliche Kostenreduktion 2-4% E-Procurement 10-15% Strategischer Einkauf

43 Der Preis ist heiß.

44 TCO Der Preis ist heiß. Total cost! of ownership

45 TIP Der Preis ist heiß. Total cost! of ownership Totally integrated! procurement

46 Operativ Total cost! of ownership Totally integrated! procurement

47 Operativ Strategisch Totally integrated! procurement

48 Operativ Strategisch Integriert

49 Best practice. Case studies.

50 Partner! suchen

51 Partner! suchen Gemeinsam! überzeugen

52 Partner! suchen Gemeinsam! überzeugen Spezifikationen! redesignen

54 Ihr persönlicher Preisindex.

55

56 Furan for iron casting ,93 current price - 2,9 % price difference to last month - 44,03 total price difference to last month September October November December 2014 February March April May June July August September

57 Keyinfluencer Furfurylalkohol 75,3 % of end product furan ,9 % price difference to last month - 44,03 total price difference to last month September October November December 2014 February March April May June July August September

58 Price Development Furan for iron casting Furfurylalcohol Formaldehyde 19 Urea 11 Others 1 Silanes 13 Production 42 Packaging 82 Marge 137 Total price ex works 1.503

59 Furfurylalcohol Formaldehyde 19 Urea 11 Others 1 Silanes 13 Production 42 Packaging 82 Marge 137 Total price ex works 1.503

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61 + =

62 $

63 Fairer Preis. Für beide Partner. Der Preis. Abhängig vom Volumen. Der Preis. Abhängig von der Einsparung.

65 Der beste Preis.

66 Technologie

67 Technologie Alle! Lieferanten

68 Technologie Alle! Lieferanten Einkaufs-! Volumen

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70 1.432 Lieferanten

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72 - 68%

73 Technisches Wissen.

74 Technische! Ist-Analyse

75 Technische! Ist-Analyse Preis! Indikatoren

76 Technische! Ist-Analyse Preis! Indikatoren Vorschläge

77 Praxis: Furanharz.

78 Technische! Ist-Analyse

79 Sandeigenschaften Hersteller Quartzwerke Type H 32 Neusand 10% Regeneratsand 90% Sandtemperatur 20 C Hallentemperatur 20 C

80 Sandeigenschaften Hersteller Quartzwerke Type H 32 Neusand 10% Regeneratsand 90% Sandtemperatur 20 C Hallentemperatur 20 C Fertigungstechnik Mischertype Wöhr Verdichtung H 32 Kern-/Formgewicht 10% Beschreibung 90% Schlichte 20 C Verarbeitungszeit 20 C Ausschalzeit 3h

81 Sandeigenschaften Hersteller Quartzwerke Type H 32 Neusand 10% Regeneratsand 90% Sandtemperatur 20 C Hallentemperatur 20 C Fertigungstechnik Mischertype Wöhr Verdichtung H 32 Kern-/Formgewicht 10% Beschreibung 90% Schlichte 20 C Verarbeitungszeit 20 C Ausschalzeit 3h Gussstückeigenschaften Beschreibung Gegengewicht Werkstoff GG Gewicht ca. 1 to Gießzeit Gießtemperatur ca Sonstiges

83 wichtig für: Furanharze Phenolharze Härter MONAT Furfurylalkohol Phenol Benzol August September October November December January February March April May June July August September

84 Preisentwicklung Phenol ,5 Preis pro mt , August 2013 September 2013 Oktober 2013 November 2013 Dezember 2013 Jänner 2014 Februar 2014 März 2014 April 2014 Mai 2014 Juni 2014 Juli 2014 August 2014 September 2014

85 Exkurs: Redesign Furanharz.

86 reaktiveres Harz billigerer Härter

87 reaktiveres Harz billigerer Härter

88 reaktiverer Härter billigeres Harz

89 reaktiverer Härter billigeres Harz

90 ökologischeres Harz Deponiekosten

91 ökologischeres Harz Deponiekosten

92 reaktiveres Harz reaktiveres Harz reaktivere PTS billigerer Härter weniger Verbrauch BTX Sulfonsäure einfacheres Harz reaktiverer Härter alternative Säuren billigerer Preis billigeres Harz Sulfonsäure hoher FA-Preis ökologischeres Harz ökologischeres Harz Phenolharz Deponiekosten weniger Ausschuss reine Verbrauchseinsparung hoher Phenolpreis reine Preisverbesserung Furanharz

95 8-25 % durchschnittlich.

96 Praxisbeispiel: Reaktiveres Harz Parameter Preis FA Serienharz 3 % N2, 80 % FA Serienhärter PTS Sandeinsatz to Dosierung Harz to (Basis Sand) 0,8% Dosierung Härter to (Basis Harz) 35% Menge Harz to 80 Menge Härter to 28 Kosten Harz Kosten Härter Gesamtkosten Harz/Härter

97 Praxisbeispiel: Reaktiveres Harz Parameter Preis FA Serienharz 3 % N2, 80 % FA Serienhärter PTS Sandeinsatz to Dosierung Harz to (Basis Sand) 0,8% Dosierung Härter to (Basis Harz) 35% Menge Harz to 80 Menge Härter to 28 Kosten Harz Kosten Härter Gesamtkosten Harz/Härter Ergebnis Preis FA Reakt. Harz 1,2 % N2, 92 % FA Serienhärter PTS Sandeinsatz to Dosierung Harz to (Basis Sand) Dosierung Härter to (Basis Harz) Menge Harz to Menge Härter to Kosten Harz Kosten Härter Gesamtkosten Harz/Härter

98 Praxisbeispiel: Reaktiveres Harz = Preis FA x 12 % mehr FA Parameter Preis FA Serienharz 3 % N2, 80 % FA Serienhärter PTS Sandeinsatz to Dosierung Harz to (Basis Sand) 0,8% Dosierung Härter to (Basis Harz) 35% Menge Harz to 80 Menge Härter to 28 Kosten Harz Kosten Härter Gesamtkosten Harz/Härter Ergebnis Preis FA Reakt. Harz 1,2 % N2, 92 % FA Serienhärter PTS Sandeinsatz to Dosierung Harz to (Basis Sand) Dosierung Härter to (Basis Harz) Menge Harz to Menge Härter to Kosten Harz Kosten Härter Gesamtkosten Harz/Härter

99 Praxisbeispiel: Reaktiveres Harz Parameter Preis FA Serienharz 3 % N2, 80 % FA Serienhärter PTS Sandeinsatz to Dosierung Harz to (Basis Sand) 0,8% Dosierung Härter to (Basis Harz) 35% Menge Harz to 80 Menge Härter to 28 Kosten Harz Kosten Härter Gesamtkosten Harz/Härter Ergebnis Preis FA Reakt. Harz 1,2 % N2, 92 % FA Serienhärter PTS Sandeinsatz to Dosierung Harz to (Basis Sand) 0,65% Dosierung Härter to (Basis Harz) 30% Menge Harz to Menge Härter to Kosten Harz Kosten Härter Gesamtkosten Harz/Härter

100 Praxisbeispiel: Reaktiveres Harz Parameter Preis FA Serienharz 3 % N2, 80 % FA Serienhärter PTS Sandeinsatz to Dosierung Harz to (Basis Sand) 0,8% Dosierung Härter to (Basis Harz) 35% Menge Harz to 80 Menge Härter to 28 Kosten Harz Kosten Härter Gesamtkosten Harz/Härter Ergebnis Preis FA Reakt. Harz 1,2 % N2, 92 % FA Serienhärter PTS Sandeinsatz to Dosierung Harz to (Basis Sand) 0,65% Dosierung Härter to (Basis Harz) 30% Menge Harz to 65 Menge Härter to 19,5 Kosten Harz Kosten Härter Gesamtkosten Harz/Härter

101 Praxisbeispiel: Reaktiveres Harz Parameter Preis FA Serienharz 3 % N2, 80 % FA Serienhärter PTS Sandeinsatz to Dosierung Harz to (Basis Sand) 0,8% Dosierung Härter to (Basis Harz) 35% Menge Harz to 80 Menge Härter to 28 Kosten Harz Kosten Härter Gesamtkosten Harz/Härter Ergebnis Preis FA Reakt. Harz 1,2 % N2, 92 % FA Serienhärter PTS Sandeinsatz to Dosierung Harz to (Basis Sand) 0,65% Dosierung Härter to (Basis Harz) 30% Menge Harz to 65 Menge Härter to 19,5 Kosten Harz Kosten Härter Gesamtkosten Harz/Härter

102 Praxisbeispiel: Reaktiveres Harz Parameter Preis FA Serienharz 3 % N2, 80 % FA Serienhärter PTS Sandeinsatz to Dosierung Harz to (Basis Sand) 0,8% Dosierung Härter to (Basis Harz) 35% Menge Harz to 80 Menge Härter to 28 Kosten Harz Kosten Härter Gesamtkosten Harz/Härter Ergebnis Preis FA Reakt. Harz 1,2 % N2, 92 % FA Serienhärter PTS Sandeinsatz to Dosierung Harz to (Basis Sand) 0,65% Dosierung Härter to (Basis Harz) 30% Menge Harz to 65 Menge Härter to 19,5 Kosten Harz Kosten Härter Gesamtkosten Harz/Härter = 14,7%

104 Technische Eigenschaften Reaktivität Biegefestigkeiten N/cm2 Hersteller Type FA- Gehalt N2- Gehalt H2O- Gehalt freier FO freier Phenol Phenolgehalt plastifiziert FH 80 min 1 Std. 2 Std. 4 Std. 24 Std. ASK Askuran % 1,0% 4,0% 9,0% 0 0,0% nein HA Kaltharz U 404 U 80% 3,0% 5,0% 12,0% 0 0,0% nein

105 Technische Eigenschaften Reaktivität Biegefestigkeiten N/cm2 Hersteller Type FA- Gehalt N2- Gehalt H2O- Gehalt freier FO freier Phenol Phenolgehalt plastifiziert FH 80 min 1 Std. 2 Std. 4 Std. 24 Std. ASK Askuran % 1,0% 4,0% 9,0% 0 0,0% nein HA Kaltharz U 404 U 80% 3,0% 5,0% 12,0% 0 0,0% nein Mengen Preise & Kosten Hersteller Type Menge Sand mt Menge Harz mt Dosierung auf Sand Preis pro mt frei Haus Preis frei Haus/mt Skonto Boni Netto Preis/mt Kosten gesamt/a ASK Askuran ,84% ja % 0% HA Kaltharz U 404 U ,86% ja % 0% Gesamtkosten Harz / a

106 Technische Eigenschaften Reaktivität Biegefestigkeiten N/cm2 Hersteller Type FA- Gehalt N2- Gehalt H2O- Gehalt freier FO freier Phenol Phenolgehalt plastifiziert FH 80 min 1 Std. 2 Std. 4 Std. 24 Std. ASK Askuran % 1,0% 4,0% 9,0% 0 0,0% nein HA Kaltharz U 404 U 80% 3,0% 5,0% 12,0% 0 0,0% nein Mengen Preise & Kosten Hersteller Type Menge Sand mt Menge Harz mt Dosierung auf Sand Preis pro mt frei Haus Preis frei Haus/mt Skonto Boni Netto Preis/mt Kosten gesamt/a ASK Askuran ,84% ja % 0% HA Kaltharz U 404 U ,86% ja % 0% Gesamtkosten Harz / a Gesamtkosten Harz pro Jahr Gesamtkosten Härter pro Jahr Gesamtkosten Harz/Härter pro Jahr

107 92 % FA-Gehalt Grundharz Menge für 100 kg Preis/EH Preis für kg Paraformaldehyd 91 % 27,45 0, Harnstoff 32,58 0, Ethanol 0,23 0,88 2 Natronlauge 0,24 0,34 1 Essigsäure 0,22 0,51 1 Furfurylalkohol 34,67 1, Wasser 45,48 0,00 2 Material gesamt 140, Arbeitszeit (min) 4,64 2, Herstellkosten!! Grundharz 926 Grundharz 9,30 0,93 86 Furfurylalkohol 88,96 1, Wasser 1,54 0,00 0 Silan 0,20 6,66 13 Material gesamt 100, Arbeitszeit (min) 1,29 2,40 31 EW-Container 0,94 91,46 86 Herstellkosten Aufschlag 10% 149 Preis ab Werk Fracht 60 Preis geliefert 1.704

108 Hersteller Type FA- Gehalt N2- Gehalt H2O- Gehalt freier FO freier Phenol Phenolgehalt plastifiziert Reaktivität FH 80 min Biegefestigkeiten N/cm2 Competitor A Q % 1,2% 2,0% 0,05% nein 0,0% nein Competitor B Q % 4,1% 12,0% 0,05% nein 0,0% nein Std. 2 Std. 4 Std. 24 Std.

109 Hersteller Type FA- Gehalt N2- Gehalt H2O- Gehalt freier FO freier Phenol Phenolgehalt plastifiziert Reaktivität FH 80 min Biegefestigkeiten N/cm2 Competitor A Q % 1,2% 2,0% 0,05% nein 0,0% nein Competitor B Q % 4,1% 12,0% 0,05% nein 0,0% nein Std. 2 Std. 4 Std. 24 Std. Hersteller Type Menge Sand mt Menge Harz mt Dosierung auf Sand Preis pro mt frei Haus Preis frei Haus/mt Skonto Boni Netto Preis/mt Kosten gesamt/a Competitor A Q ,83% ja % 0% Competitor B Q ,90% ja % 0% Gesamtkosten Harz / a

110 Gesamtkosten Harz pro Jahr Gesamtkosten Härter pro Jahr Gesamtkosten Harz/Härter pro Jahr

111 Gesamtkosten Harz pro Jahr Gesamtkosten Härter pro Jahr Gesamtkosten Harz/Härter pro Jahr Gesamtkosten Harz pro Jahr Gesamtkosten Härter pro Jahr Gesamtkosten Harz/Härter pro Jahr Gesamteinsparung Harz pro Jahr Gesamteinsparung Härter pro Jahr Gesamtersparnis pro Jahr

112 - 14,2 % jährliche Einsparungen.

113 Fertige Verträge.

114 Volle Transparenz.

115 $

116 Unser Service kostet nichts.

117 Im Gegenteil. Sie verdienen dabei.

118 Wir teilen die Einsparung.

119 Unser Anteil. 75 % vom ersten Jahr.

120 Unser Anteil. 75 % vom ersten Jahr. Laufende Betreuung. 33 % auf 3 Jahre.

121 quantoras.com/resources