VISIT 2010 – Fujitsu Forum Europe 1

Sourcing & Deployment – Room 5

Shapingtomorrowwith you.

Case study:How enterprises can reap maximumwith you. p pbenefitsfrom outsourcinggHerbert BinusHead of InformationHead of Information Management, Konrad Hornschuch AGKonrad Hornschuch AG

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VISIT 2010 – Fujitsu Forum Europe

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Case study: How enterprisesy pcan reap maximum benefitsfrom outsourcing

Herbert Binus, Head of Information Management, Konrad Hornschuch AGKonrad Hornschuch AG

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Brief profile

• Hornschuch is market leader for design films,foam films and coated substrate materialsfoam films and coated substrate materials

• Manufacture and sale of:d i fil f ti l fil d t i f t bl i- design films, functional films and stainproof table coveringsin addition to floor and wall coverings for consumers:d-c-fix

- laminate films, functional films and synthetic leather for thefurniture, automotive and textile industries, and for the construction and contract furnishing sectors:the construction and contract furnishing sectors: skai

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Facts and figures• Sales in 2009: €135 5 million• Sales in 2009: €135.5 million

• Employees(annual average for 2009): 792(annual average for 2009): 792

• Number of production lines: 15

• Production capacity: about 55 million sqm/year

• Represented in: more than 80 countries

• Certifications: DIN EN ISO 9001:2000QS 9000VDA 6.1ISO/TS 16949:2002ISO 14001ISO 14001

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Sales figuresMillion Euros

16094,6 97,2 113,2 116,5 125,6 133,0 143,5 153,7 152,1 135,5

120

140

80

100

40

60

0

20

2000 2001 2002 2003 2004 2005 2006 2007 2008 2009

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d-c-fix Brand struckture

d fi ®d-c-fix®

deco glass table wall floor

Self-adhesivedesign films

Self-adhesive transparentfil

Stainproof table coverings

Self-adhesive wall decor

Air-permeablefloor coverings

deco glass table wall floor

Spirit:Self-adhesivedecorationelements

films

1-2-3-static

Self adhesi e

Table sets andtablecloth clips

Floor tiles

Non-slip mattingelements Self-adhesive

functional films

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skai Brand struckture

• Furniture materials • Upholstery materials

• Fashion materials

• Car interiors• Interior materials

for all kinds of

• Metal laminates• Door and window

coveringsFashion materials for all kinds of vehicles

coverings• Special applications

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We are quick on our feet …

Typical features of midsized businesses:Fast decision-makingg

Professionalism coupled with pragmatism

High employee retention levels

Owners who understand the business

Innovation- and market-driven approach

Lower IT expenditure per employee than large enterprises

Growing demand for IT securityg y

Large number of interfaces between IT systems

IT staff familiar with business processes

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… and need to master significant challenges

Challenges facing the midmarket

Need to consolidate market leadership in a pspecific niche. Need to handle global logistics and invoicing, etc.

Management of multiple sites throughout the Management of multiple sites throughout the world

Need to rapidly adapt IT to meet changing requirements

International business: languages/time zones

E t bli h t/ lid ti / di f ITEstablishment/consolidation/upgrading of IT

Varying national liability laws worldwide

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Translating business goals into IT goals

Sustained improvements in ( l b l) b i

CompetitivenessG h

Business goals IT goals

(global) business processesEnsuring user satisfactionIT as a driver of better processes and technologyD li f bl

GrowthReduction of process complexityCost reductionS i i / Delivery of measurable,

professional and competitive IT servicesCost reduction, etc.

Strategic investments/ projectsAttractive portfolioFocus on core business

IT strategy

segments, etc.Building customer loyalty

IT strategy

IT needs to significantly raise productivity in business processes, ensuring that the company remains titi l g t Thi i l ibl if th ight t t g i d» competitive long-term. This is only possible if the right strategy is pursued.»

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IT core competencies in relation to business processes

U C i l D

Support- processes

p

Process levelApplications

Infrastructure

Upstreamprocesses

Core operational processes

Downstreamprocesses

Process management

Infrastructure

Application management

Infrastructure management

IT outsourcing

Infrastructure management

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Make sure the shoe fits

The IT service provider must be a good match:Partnership of equalsp q

Will the IT provider’s senior management be involved in your plans from the outset, i.e. From the sales phase onwards?From the sales phase onwards?

A shared culture and attitude

Does your provider treat you the same way you treat your customers?

Does it provide off-the-peg services or are they made to measure yet modularised, too?y ,

What references can your provider offer that are relevant to your requirements (in terms of technology organizational structure customer technology, organizational structure, customer size and industry)

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With the right partner, you can climb the highest mountains and tackle the toughest trailsg

Requirements:

Dependabilityp y

No interruption of business operations

FlexibilityFlexibility

Willingness to tread new ground

Focus on achieving goals and finding solutions

A driver of positive hchange

Partnership

Understands your Understands your needs, shows initiative

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What is particularly important to a midsized business?

You need an IT service provider who ...

… speaks your language

… supports your company’s pace of innovation

… possesses outstanding application and implementation skills

… lets you talk directly to the boss in critical phases

… offers extensive experience and dependability

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The task for TDS and the TDS solution

Consulting, installation, expansion andoperation of SAP systems under ah ti t i 1997

!

hosting agreement since 1997

Installation, expansion and operationof IBS systems (MES and CAQ) under a

!of IBS systems (MES and CAQ) under ahosting agreement since 2007

Ongoing tuning updating and! Ongoing tuning, updating andexpansion in line with the Hornschuchgroup’s globalization process since2008

!

2008

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A partnership that delivers value-added

Technical level Process level Cost level

Certified data-centre security Protection of sensitive No IT investment required

Security and reliability

Certified data centre securityProtection against external threatsSecure backup/recovery

biliti

Protection of sensitive company dataIT operations not dependent on individual specialistsC li ith t t t

No IT investment requiredHighly skilled employees are relieved of routine tasksResponsibilities are clear when it t li bilit d capabilities Compliance with statutory

requirementsit comes to liability and warranties

Quality/flexibility

Maximum availability of systems and applications

Constant availability and maximum performance

Technical level Process level Cost level

Maximum visibility into costsMonitoring of service delivery

Quality/flexibility

Demand-driven solutionsAbility to accommodate peak demandSound technology management

Enhanced productivity thanks to defined and guaranteed failure-protection

g yand performance(SLA management)Lower costs thanks to the demand-driven provision of Sound technology management demand driven provision of outsourcing services

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