innovation in rotation how to reach strategic position with your customers case: iskra avtoelektrika...
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Iskra Avtoelektrika Group Innovation in rotation
HOW TO REACH STRATEGIC POSITION WITH YOUR CUSTOMERS
case: Iskra Avtoelektrika d.d.
HOW TO REACH STRATEGIC POSITION WITH YOUR CUSTOMERS
case: Iskra Avtoelektrika d.d.
Ljubljana, February 2007
2006 2
Iskra Avtoelektrika Group
AGENDA:AGENDA:
1.1. BASIC INFORMATION ABOUT IBASIC INFORMATION ABOUT IAEAE
2.2. HOW TO REACH STRATEGIC POSITION WITH YOUR HOW TO REACH STRATEGIC POSITION WITH YOUR CUSTOMERSCUSTOMERS ? ?
1.1. FOCUSING ON KEY CUSTOMERSFOCUSING ON KEY CUSTOMERS
2.2. 4 P4 P’s’s
3.3. CASECASE AGCO & GLOBALIZA AGCO & GLOBALIZATION OFTION OF IAE IAE
AGENDA:AGENDA:
1.1. BASIC INFORMATION ABOUT IBASIC INFORMATION ABOUT IAEAE
2.2. HOW TO REACH STRATEGIC POSITION WITH YOUR HOW TO REACH STRATEGIC POSITION WITH YOUR CUSTOMERSCUSTOMERS ? ?
1.1. FOCUSING ON KEY CUSTOMERSFOCUSING ON KEY CUSTOMERS
2.2. 4 P4 P’s’s
3.3. CASECASE AGCO & GLOBALIZA AGCO & GLOBALIZATION OFTION OF IAE IAE
2006 3
Iskra Avtoelektrika Group
Šempeter pri Gorici
Iskra Avtoelektrika Plant in ŠempeterIskra Avtoelektrika Plant in Šempeter
Iskra Avtoelektrika d.d.SI-5290 Šempeter pri Gorici
Polje 15
SLOVENIA
Phone: +386 5 33 93 000
Fax: +386 5 33 93 801
E-mail: [email protected]
http://www.iskra-ae.com
2006 4
Iskra Avtoelektrika Group
STARTER MOTORS STARTER MOTORS
& &
ALTERNATORSALTERNATORS
for the Automotive & for the Automotive & Industrial Vehicle Industrial Vehicle
IndustriesIndustries
for the Automotive & for the Automotive & Industrial Vehicle Industrial Vehicle
IndustriesIndustries
SBU AUTOMOTIVE - productsSBU AUTOMOTIVE - products
2006 5
Iskra Avtoelektrika Group
BLPM MOTORSBLPM MOTORS
AUTOMOTIVE AUTOMOTIVE APPLICATIONAPPLICATION
CONTROLLERSCONTROLLERS
AC MOTORSAC MOTORS
SOLENOID SOLENOID SWITCHESSWITCHES
COMMUTATOR COMMUTATOR MOTORSMOTORS
SBU DRIVE SYSTEMS - productsSBU DRIVE SYSTEMS - products
2006 6
Iskra Avtoelektrika Group
Cold forged Cold forged metal partsmetal parts AssembiliesAssembilies
SBU COMPONENTS - productsSBU COMPONENTS - products
2006 7
Iskra Avtoelektrika Group
Corporation profileCorporation profile
Establishment 1960
R&D Activity Registration 1986
Certificate ISO 9001 1990
Privatisation Completed 1997
Joint Stock Company Establishment 1991
Certificate QS-9000 2000
Data for 2006
Number of Employees 2.569
Exports of Turnover 95% Revenue 198.000.000 EUR
Slovenian Business Excellence Award 2000
Certificate ISO 14001 2003
Certificate ISO/TS 16949 2006
2006 8
Iskra Avtoelektrika Group
Consolidated Sales in EURConsolidated Sales in EUR
126,6126,6
166,8166,8
150,8150,8138,8138,8
198198
220220
2006 9
Iskra Avtoelektrika Group
Sales Structure by countriesSales Structure by countries
27%
16%14%
11%
7%
2% 3%1%
19%
0
10
20
30
GERMANY USA ITALY
FRANCE UNITED KINGDOM NETHERLANDS
FINLAND SLOVENIA OTHERS
2006 10
Iskra Avtoelektrika Group
Sales Structure by productsSales Structure by products
2006 11
Iskra Avtoelektrika Group
AGENDA:AGENDA:
1.1. BASIC INFORMATION ABOUT IBASIC INFORMATION ABOUT IAEAE
2.2. HOW TO REACH STRATEGIC POSITION WITH YOUR HOW TO REACH STRATEGIC POSITION WITH YOUR CUSTOMERSCUSTOMERS ? ?
1.1. FOCUSING ON KEY CUSTOMERSFOCUSING ON KEY CUSTOMERS
2.2. 4 P4 P’s’s
3.3. CASECASE AGCO & GLOBALIZA AGCO & GLOBALIZATION OFTION OF IAE IAE
AGENDA:AGENDA:
1.1. BASIC INFORMATION ABOUT IBASIC INFORMATION ABOUT IAEAE
2.2. HOW TO REACH STRATEGIC POSITION WITH YOUR HOW TO REACH STRATEGIC POSITION WITH YOUR CUSTOMERSCUSTOMERS ? ?
1.1. FOCUSING ON KEY CUSTOMERSFOCUSING ON KEY CUSTOMERS
2.2. 4 P4 P’s’s
3.3. CASECASE AGCO & GLOBALIZA AGCO & GLOBALIZATION OFTION OF IAE IAE
2006 12
Iskra Avtoelektrika Group
DEFINE MARKET NICHES WHERE YOU CAN BE SUCCESFULL
DEFINE MARKET NICHES WHERE YOU CAN BE SUCCESFULL
•MARKETMARKET ANAL ANALYSISYSIS
•SWOT ANALSWOT ANALYSISYSIS
•PORTERPORTER FIVE FORCES FIVE FORCES MODEL MODEL
•BENCHMARKINGBENCHMARKING
•BCG MATRIBCG MATRIXX
2006 13
Iskra Avtoelektrika Group
EXTERNAL ENVIRONMENTEXTERNAL ENVIRONMENT
DEMOGRAPHICSTECHNOLOGYINNOVATIONS
ECONOMICTRENDS
REGULATORYISSUES
SOCIALCHANGES
ECOLOGICALCONCERNS
COMPETITION
2006 14
Iskra Avtoelektrika Group
MARKET REQUIREMENTSMARKET REQUIREMENTS
QUALITY
TIME TO SUPPLY
PRICES, COSTS
FLEXIBILITYRELIABILITY
TIME TO MARKET
LIFE CYCLE
QUANTITY
2006 15
Iskra Avtoelektrika Group
Iskra Avtoelektrika
is a global supplier of starter motors and generators for internal combustion engines, battery powered DC drive
systems and other sophisticated components for the automotive industry such as ignition coils, light alloy
pressure die castings and plastic and steel cold-forged components. Complementing this programme, we develop
our own technology, and we produce tooling and special purpose equipment.
Iskra Avtoelektrika
develops, manufactures and sells on a global basis, with its own manufacturing and distribution network, which, besides providing support to our industrial customers, also offers a
broad range of aftermarket products.
Iskra Avtoelektrika
is known for the innovation and high quality of its products, its excellence in business and the strong marketing and development support, which offers to its
customers. This recognition is based on the high degree of competence of Iskra
people and the flexibility of our processes.
Mission StatementMission Statement
2006 16
Iskra Avtoelektrika Group
IskraA v t o e l e k t r i k a
c r e a t e s s u s t a i n a b l e
development and wants to be
among the leading world suppliers
of starter motors and generators
and battery powered DC electric
drive systems, actuators and
components in its selected
market segments.
VisionVision
2006 17
Iskra Avtoelektrika Group
72727272
69696969
41414141
44444444
27272727
27272727
20202020
25252525
18181818
12121212
3333
8888
0000
6666
AUTOMAKERS SEEK IN AUTOMAKERS SEEK IN SUPPLIERSSUPPLIERSAUTOMAKERS SEEK IN AUTOMAKERS SEEK IN SUPPLIERSSUPPLIERS
LOW COST/PRICELOW COST/PRICE LOW COST/PRICELOW COST/PRICE
QUALITYQUALITYQUALITYQUALITY
TIMELY DELIVERYTIMELY DELIVERYTIMELY DELIVERYTIMELY DELIVERY
INNOVATIVE TECHNOLOGYINNOVATIVE TECHNOLOGYINNOVATIVE TECHNOLOGYINNOVATIVE TECHNOLOGY
ENGINEERING SUPPORTENGINEERING SUPPORTENGINEERING SUPPORTENGINEERING SUPPORT
RELIABILITYRELIABILITYRELIABILITYRELIABILITY
HONESTY/INTEGRITYHONESTY/INTEGRITYHONESTY/INTEGRITYHONESTY/INTEGRITY
20%20%20%20% 40%40%40%40% 60%60%60%60% 80%80%80%80%0%0%0%0%
Source: DuPont Automotive Survey Results 2001Source: DuPont Automotive Survey Results 2001Source: DuPont Automotive Survey Results 2001Source: DuPont Automotive Survey Results 2001Legend: 2000, 2001Legend: 2000, 2001Legend: 2000, 2001Legend: 2000, 2001
2006 18
Iskra Avtoelektrika Group
WHAT’S IMPORTANT TO OUR WHAT’S IMPORTANT TO OUR CUSTOMERS?CUSTOMERS?WHAT’S IMPORTANT TO OUR WHAT’S IMPORTANT TO OUR CUSTOMERS?CUSTOMERS?
PRODUCT QUALITYPRODUCT QUALITYPRODUCT QUALITYPRODUCT QUALITY
3,03,03,03,0 3,53,53,53,5 4,04,04,04,0 4,54,54,54,5 5,0%5,0%5,0%5,0%
ON TIME DELIVERIESON TIME DELIVERIESON TIME DELIVERIESON TIME DELIVERIES
CLAIM SOLVINGCLAIM SOLVINGCLAIM SOLVINGCLAIM SOLVING
R & D SUPPORTR & D SUPPORTR & D SUPPORTR & D SUPPORT
KEY PERSONNEL KEY PERSONNEL AVAILABILITYAVAILABILITY
KEY PERSONNEL KEY PERSONNEL AVAILABILITYAVAILABILITY
R & D TEST REPORTSR & D TEST REPORTSR & D TEST REPORTSR & D TEST REPORTS
TECHNOLOGY LEVELTECHNOLOGY LEVELTECHNOLOGY LEVELTECHNOLOGY LEVEL
AFTERSALES SERVICEAFTERSALES SERVICEAFTERSALES SERVICEAFTERSALES SERVICE
4,7%
4,6%
4,5%
4,2%
4,2%
4,1%
4,1%
PRODUCT RANGEPRODUCT RANGEPRODUCT RANGEPRODUCT RANGE 4,0%
4,3%
IT SUPPORTIT SUPPORTIT SUPPORTIT SUPPORT 3,9%
AutomotiveAutomotiveAutomotiveAutomotive
2006 19
Iskra Avtoelektrika Group
CORPORATE STRATEGYCORPORATE STRATEGY
11PROFITABLE GROWTH ANDPROFITABLE GROWTH ANDFINANCIAL STRENGTH STRATEGYFINANCIAL STRENGTH STRATEGY
22CUSTOMER RELATION FOCUSEDCUSTOMER RELATION FOCUSEDSTRATEGYSTRATEGY
33GLOBAL MANUFACTURING ANDGLOBAL MANUFACTURING ANDSOURCING STRATEGYSOURCING STRATEGY
44INNOVATION AND INTELLECTUALINNOVATION AND INTELLECTUALCAPITAL STRATEGYCAPITAL STRATEGY
55HUMAN RESOURCES MANAGEMENT ANDHUMAN RESOURCES MANAGEMENT ANDLEARNING STRATEGYLEARNING STRATEGY
2006 20
Iskra Avtoelektrika Group
PROFITABLE GROWTH& FINANCIAL STRENGTH
STRATEGY
PROFITABLE GROWTH& FINANCIAL STRENGTH
STRATEGY
CUSTOMERRELATIONSHIP
MANAGEMENT STRATEGY
CUSTOMERRELATIONSHIP
MANAGEMENT STRATEGY
GLOBALMANUFACTURING &
PURCHASING STRATEGY
GLOBALMANUFACTURING &
PURCHASING STRATEGY
INNOVATION ANDINTELLECTUAL CAPITAL
STRATEGY
INNOVATION ANDINTELLECTUAL CAPITAL
STRATEGY
HUMAN RESOURCESMANAGEMENT AND
LEARNING STRATEGY
HUMAN RESOURCESMANAGEMENT AND
LEARNING STRATEGY
QUALITYQUALITYQUALITYQUALITY
RETURNRETURNON EQUITYON EQUITY
RETURNRETURNON EQUITYON EQUITY
QUALITYQUALITYMANAGEMENTMANAGEMENT
QUALITYQUALITYMANAGEMENTMANAGEMENT
INTELLECTUALINTELLECTUALCAPITALCAPITAL
INTELLECTUALINTELLECTUALCAPITALCAPITAL
CREATIVECREATIVECOLLABORATIONCOLLABORATION
CREATIVECREATIVECOLLABORATIONCOLLABORATION
COMPETENTCOMPETENTPEOPLEPEOPLE
COMPETENTCOMPETENTPEOPLEPEOPLE
CUSTOMERCUSTOMERSATISFACTIONSATISFACTION
CUSTOMERCUSTOMERSATISFACTIONSATISFACTION
RESPONSIVENESSRESPONSIVENESSRESPONSIVENESSRESPONSIVENESS
GLOBALGLOBALSOURCINGSOURCINGGLOBALGLOBAL
SOURCINGSOURCING
INNOVATIONINNOVATIONINNOVATIONINNOVATION
PROCESSPROCESSAPPROACHAPPROACHPROCESSPROCESS
APPROACHAPPROACH
CORPORATE STRATEGIC MAPCORPORATE STRATEGIC MAPCORPORATE STRATEGIC MAPCORPORATE STRATEGIC MAP
NEWNEWTECHNOLOGYTECHNOLOGY
NEWNEWTECHNOLOGYTECHNOLOGY
MANUFACTURINGMANUFACTURINGMANUFACTURINGMANUFACTURING
PROFITABLEPROFITABLEGROWTHGROWTH
PROFITABLEPROFITABLEGROWTHGROWTH
CUSTOMERCUSTOMERSUPPORTSUPPORT
CUSTOMERCUSTOMERSUPPORTSUPPORT
2006 21
Iskra Avtoelektrika Group
AGENDA:AGENDA:
1.1. BASIC INFORMATION ABOUT IBASIC INFORMATION ABOUT IAEAE
2.2. HOW TO REACH STRATEGIC POSITION WITH YOUR HOW TO REACH STRATEGIC POSITION WITH YOUR CUSTOMERSCUSTOMERS ? ?
1.1. FOCUSING ON KEY CUSTOMERSFOCUSING ON KEY CUSTOMERS
2.2. 4 P4 P’s’s
3.3. CASECASE AGCO & GLOBALIZA AGCO & GLOBALIZATION OFTION OF IAE IAE
AGENDA:AGENDA:
1.1. BASIC INFORMATION ABOUT IBASIC INFORMATION ABOUT IAEAE
2.2. HOW TO REACH STRATEGIC POSITION WITH YOUR HOW TO REACH STRATEGIC POSITION WITH YOUR CUSTOMERSCUSTOMERS ? ?
1.1. FOCUSING ON KEY CUSTOMERSFOCUSING ON KEY CUSTOMERS
2.2. 4 P4 P’s’s
3.3. CASECASE AGCO & GLOBALIZA AGCO & GLOBALIZATION OFTION OF IAE IAE
2006 22
Iskra Avtoelektrika Group
ON A GLOBAL ON A GLOBAL MARKET MARKET
PRODUCT AND PRODUCT AND PRICE ARE PRICE ARE
PRECONDITIOPRECONDITION FOR A N FOR A SUCCESSSUCCESS
SUPPLIERS
CHANNELS
PRODUCT
PROMOTION
PLA
CEM
EN
T
PR
ICE
CUSTOMERFOCUS
ANAYS
IS
ANAYS
IS
CONTRO
L
CONTRO
L
IMPL
EMEN
TATI
ON
IMPL
EMEN
TATI
ON
PLANNIN
G
PLANNIN
G
FOUR PFOUR PFOUR PFOUR P
COMPETITORS
SOCIETY
A KEY P IN AA KEY P IN A B B TO B TO B
EVIROMENT IS EVIROMENT IS THE THIRD THE THIRD
P - P - PLACEMENTPLACEMENT
IN CASE OFIN CASE OF IAE: IAE:
1. 1. THROUGH THROUGH FOLLOWING OF OUR FOLLOWING OF OUR KEY CUSTOMERS TO KEY CUSTOMERS TO THEIR KEY MARKETS THEIR KEY MARKETS
WORLDWIDEWORLDWIDE
2. 2. THROUGHTHROUGH OPTIMIZAOPTIMIZATION OF TION OF
SERVICE AND SERVICE AND DISTRIBUTION CHANELS DISTRIBUTION CHANELS FOR OUR CUSTOMERS FOR OUR CUSTOMERS
WORLDWIDEWORLDWIDE
2006 23
Iskra Avtoelektrika Group
““MEET AND EXCEED CUSTOMER DEMANDS”...MEET AND EXCEED CUSTOMER DEMANDS”...
..... is already a used phrase. is already a used phrase..
BUT IT IS ALSO A GOOD WAY TO SECURE STRATEGIC BUT IT IS ALSO A GOOD WAY TO SECURE STRATEGIC POSITION WITH YOUR CUSTOMER, IF YOU MEAN ITPOSITION WITH YOUR CUSTOMER, IF YOU MEAN IT ! !
““MEET AND EXCEED CUSTOMER DEMANDS”...MEET AND EXCEED CUSTOMER DEMANDS”...
..... is already a used phrase. is already a used phrase..
BUT IT IS ALSO A GOOD WAY TO SECURE STRATEGIC BUT IT IS ALSO A GOOD WAY TO SECURE STRATEGIC POSITION WITH YOUR CUSTOMER, IF YOU MEAN ITPOSITION WITH YOUR CUSTOMER, IF YOU MEAN IT ! !
2006 24
Iskra Avtoelektrika Group
AGENDA:AGENDA:
1.1. BASIC INFORMATION ABOUT IBASIC INFORMATION ABOUT IAEAE
2.2. HOW TO REACH STRATEGIC POSITION WITH YOUR HOW TO REACH STRATEGIC POSITION WITH YOUR CUSTOMERSCUSTOMERS ? ?
1.1. FOCUSING ON KEY CUSTOMERSFOCUSING ON KEY CUSTOMERS
2.2. 4 P4 P’s’s
3.3. CASECASE AGCO & GLOBALIZA AGCO & GLOBALIZATION OFTION OF IAE IAE
AGENDA:AGENDA:
1.1. BASIC INFORMATION ABOUT IBASIC INFORMATION ABOUT IAEAE
2.2. HOW TO REACH STRATEGIC POSITION WITH YOUR HOW TO REACH STRATEGIC POSITION WITH YOUR CUSTOMERSCUSTOMERS ? ?
1.1. FOCUSING ON KEY CUSTOMERSFOCUSING ON KEY CUSTOMERS
2.2. 4 P4 P’s’s
3.3. CASECASE AGCO & GLOBALIZA AGCO & GLOBALIZATION OFTION OF IAE IAE
2006 25
Iskra Avtoelektrika Group
PARTNERSHIP WITH GLOBAL PLAYERPARTNERSHIP WITH GLOBAL PLAYER
Europe:Europe: Linnavuori, Finland Linnavuori, Finland Beauvois, France Beauvois, France Marktoberdorf, Germany Marktoberdorf, Germany North America:North America: Beloit, Kansas, USA Beloit, Kansas, USA Hesston, Kansas, USA Hesston, Kansas, USA Jackson, Jackson, Minnesota, USA Minnesota, USA Queretaro, Mexico Queretaro, Mexico South America: South America: Canoas, Rio Grande do Sul, Canoas, Rio Grande do Sul, Brazil Mogi das Brazil Mogi das Cruzes, Brazil Cruzes, Brazil Asia: Asia: Istanbul, TurkeyIstanbul, Turkey Tabriz, Iran Tabriz, Iran Lahore, Pakistan Lahore, Pakistan Chennay, India Chennay, India
Europe:Europe: Linnavuori, Finland Linnavuori, Finland Beauvois, France Beauvois, France Marktoberdorf, Germany Marktoberdorf, Germany North America:North America: Beloit, Kansas, USA Beloit, Kansas, USA Hesston, Kansas, USA Hesston, Kansas, USA Jackson, Jackson, Minnesota, USA Minnesota, USA Queretaro, Mexico Queretaro, Mexico South America: South America: Canoas, Rio Grande do Sul, Canoas, Rio Grande do Sul, Brazil Mogi das Brazil Mogi das Cruzes, Brazil Cruzes, Brazil Asia: Asia: Istanbul, TurkeyIstanbul, Turkey Tabriz, Iran Tabriz, Iran Lahore, Pakistan Lahore, Pakistan Chennay, India Chennay, India
AGCO AGCO CorporationCorporation
2006 26
Iskra Avtoelektrika Group
AGCO & ISKRA AE WORLDWIDEAGCO & ISKRA AE WORLDWIDE
Brazil
China
Belarus
Iran
BiH
USA
UK
F
E
D
I
Russia
India
2006 27
Iskra Avtoelektrika Group
GLOBALIZING BUSINESSGLOBALIZING BUSINESS
INCREASING GLOBALIZATION& COMPETITION
INCREASING GLOBALIZATION& COMPETITION
INCREASING POSSIBILITIES OFTHE INFORMATION TECHNOLOGYINCREASING POSSIBILITIES OF
THE INFORMATION TECHNOLOGY
TURBULENCEIN DEMAND
TURBULENCEIN DEMAND
INCREASED MOBILITY OF THE PEOPLE
INCREASED MOBILITY OF THE PEOPLE
SHORTER PRODUCT LIFE CYCLE& COMPLEXITY OF TECHNOLOGYSHORTER PRODUCT LIFE CYCLE& COMPLEXITY OF TECHNOLOGY
MERGERS, ACQUSITIONS,TAKEOVERS &
STRATEGIC ALLIANCES
MERGERS, ACQUSITIONS,TAKEOVERS &
STRATEGIC ALLIANCES
2006 28
Iskra Avtoelektrika Group
WHY GLOBALIZAZION?WHY GLOBALIZAZION?
PARTNERSHIPS WITH THE GLOBAL PARTNERSHIPS WITH THE GLOBAL PLAYERSPLAYERS PARTNERSHIPS WITH THE GLOBAL PARTNERSHIPS WITH THE GLOBAL PLAYERSPLAYERS
GROUP SALES GROWTHGROUP SALES GROWTH GROUP SALES GROWTHGROUP SALES GROWTH
DIFFERENCES IN CULTURE AND LANGUAGEDIFFERENCES IN CULTURE AND LANGUAGE DIFFERENCES IN CULTURE AND LANGUAGEDIFFERENCES IN CULTURE AND LANGUAGE
DIFFERENCES IN SOCIAL CLIMATE (COSTS)DIFFERENCES IN SOCIAL CLIMATE (COSTS) DIFFERENCES IN SOCIAL CLIMATE (COSTS)DIFFERENCES IN SOCIAL CLIMATE (COSTS)
CURRENCY EXCHANGE RATE CURRENCY EXCHANGE RATE RISKSRISKS CURRENCY EXCHANGE RATE CURRENCY EXCHANGE RATE RISKSRISKS LOCAL LOCAL CUSTOMS AND TAX CUSTOMS AND TAX LEGISLATIONLEGISLATION LOCAL LOCAL CUSTOMS AND TAX CUSTOMS AND TAX LEGISLATIONLEGISLATION GOVERNMENT EXPORTS INCENTIVESGOVERNMENT EXPORTS INCENTIVES GOVERNMENT EXPORTS INCENTIVESGOVERNMENT EXPORTS INCENTIVES
2006 29
Iskra Avtoelektrika Group
KEY PROCESSES DEFINITIONKEY PROCESSES DEFINITION
GLOBAL MARKETINGGLOBAL MARKETING GLOBAL MARKETINGGLOBAL MARKETING
CENTRALIZED RESEARCH & DEVELOPMENTCENTRALIZED RESEARCH & DEVELOPMENT CENTRALIZED RESEARCH & DEVELOPMENTCENTRALIZED RESEARCH & DEVELOPMENT
CENTRALIZED IT SYSTEMCENTRALIZED IT SYSTEM CENTRALIZED IT SYSTEMCENTRALIZED IT SYSTEM
GLOBAL PURCHASING GLOBAL PURCHASING - - SPECIALISPECIALIZINGZING GLOBAL PURCHASING GLOBAL PURCHASING - - SPECIALISPECIALIZINGZING
GLOBAL DISTRIBUTION & SERVICE GLOBAL DISTRIBUTION & SERVICE NETWORKNETWORK GLOBAL DISTRIBUTION & SERVICE GLOBAL DISTRIBUTION & SERVICE NETWORKNETWORK
GLOBAL MANUFACTURING GLOBAL MANUFACTURING - - SPECIALIZSPECIALIZINGING GLOBAL MANUFACTURING GLOBAL MANUFACTURING - - SPECIALIZSPECIALIZINGING
GLOBAL SALES FROM LOCAL PLANTSGLOBAL SALES FROM LOCAL PLANTS GLOBAL SALES FROM LOCAL PLANTSGLOBAL SALES FROM LOCAL PLANTS
2006 30
Iskra Avtoelektrika Group
FORMS OF STRATEGIC COOPERATIONFORMS OF STRATEGIC COOPERATION
Financial Financial involvementinvolvement
HIGHHIGHLOWLOW
HIGHHIGH
JOINT JOINT
PURCHASINPURCHASINGG
Organisational Organisational
involvementinvolvement
LOWLOW
MANUFACTURINMANUFACTURINGG
AGREEMENTAGREEMENT
JOINT JOINT SELLINGSELLING
FRANCHISFRANCHISEE
LICENSEELICENSEE
JOINT JOINT
MARKETINMARKETINGG
AGENTAGENT DEALERDEALER
MERGER, MERGER, ACQUISITIONACQUISITION, TAKEOVER, , TAKEOVER,
JOINT JOINT VENTUREVENTURE
PARTICIPATION PARTICIPATION IN EQUITY IN EQUITY CAPITALCAPITAL
2006 31
Iskra Avtoelektrika Group
IAE’s ROAD TO THE GLOBAL COMPANYIAE’s ROAD TO THE GLOBAL COMPANYC
om
ple
xit
yC
om
ple
xit
y
ACTIVEACTIVE
HIG
HH
IGH
EXPORT/IMPORT EXPORT/IMPORT DEPARTMENTDEPARTMENT
GLOBAL GLOBAL COMPANYCOMPANY
LO
WLO
W
Commitment of managementCommitment of managementPASSIVEPASSIVE
LICENCEESLICENCEES
FOREIGN FOREIGN SUBSIDIARIESSUBSIDIARIES
JOINT JOINT VENTURESVENTURES
INTERNATIONAL INTERNATIONAL STRATEGIC STRATEGIC
PARTNERSHIPSPARTNERSHIPS
2006 32
Iskra Avtoelektrika Group
PRODUCTION FACILITIESPRODUCTION FACILITIES
Global support from local Global support from local facilitiesfacilities
PRODUCTION FACILITIESPRODUCTION FACILITIES
Global support from local Global support from local facilitiesfacilities
2006 33
Iskra Avtoelektrika Group
1. ISKRA AVTOELEKTRIKA 1. ISKRA AVTOELEKTRIKA HEADQUARTERHEADQUARTER
1. ISKRA AVTOELEKTRIKA 1. ISKRA AVTOELEKTRIKA HEADQUARTERHEADQUARTER
Global support from local facilitiesGlobal support from local facilities
2006 34
Iskra Avtoelektrika Group
33.. ISKRA AUTOELECTRIC IRANISKRA AUTOELECTRIC IRAN - - IAIIAIIAE OWNERSHIPIAE OWNERSHIP 90%90%PRODUCTION PROGRAMPRODUCTION PROGRAM
1.1. STARTERS AZD 1.1 kW UP TO 150.000 pcs/yearSTARTERS AZD 1.1 kW UP TO 150.000 pcs/year2.2. STARTERS AZE 0.8 kW UP TO 350.000 pcs/yearSTARTERS AZE 0.8 kW UP TO 350.000 pcs/year3.3. ALTERNATORS AAK IF UP TO 250.000 pcs/yearALTERNATORS AAK IF UP TO 250.000 pcs/year
33.. ISKRA AUTOELECTRIC IRANISKRA AUTOELECTRIC IRAN - - IAIIAIIAE OWNERSHIPIAE OWNERSHIP 90%90%PRODUCTION PROGRAMPRODUCTION PROGRAM
1.1. STARTERS AZD 1.1 kW UP TO 150.000 pcs/yearSTARTERS AZD 1.1 kW UP TO 150.000 pcs/year2.2. STARTERS AZE 0.8 kW UP TO 350.000 pcs/yearSTARTERS AZE 0.8 kW UP TO 350.000 pcs/year3.3. ALTERNATORS AAK IF UP TO 250.000 pcs/yearALTERNATORS AAK IF UP TO 250.000 pcs/year
Iskra AutoelectricIskra Autoelectric Iran Iran LtdLtd
2006 35
Iskra Avtoelektrika Group
22.. ISKRA ISKRA SUZHOU AUTOELECTRIC Co.SUZHOU AUTOELECTRIC Co.,, Ltd.Ltd. CHINA CHINAIAE OWNERSHIPIAE OWNERSHIP 880%0%PRODUCTION PROGRAMPRODUCTION PROGRAM
1.1. STARTERS AZF 4 STARTERS AZF 4 5,5 kW 5,5 kW -- 250.000 pcs/year 250.000 pcs/year2.2. ALTERNATORS AAT ALTERNATORS AAT -- 30.000 pcs/year 30.000 pcs/year3.3. STARTERS AZSTARTERS AZDD--TTRR1.1.Kw1.1.Kw - 5- 500.000 pcs/year00.000 pcs/year4.4. ALTERNATORS AAK - 200.000pcs/yearALTERNATORS AAK - 200.000pcs/year5.5. DC MOTORS AMJ – 150.000PCS/yearDC MOTORS AMJ – 150.000PCS/year
22.. ISKRA ISKRA SUZHOU AUTOELECTRIC Co.SUZHOU AUTOELECTRIC Co.,, Ltd.Ltd. CHINA CHINAIAE OWNERSHIPIAE OWNERSHIP 880%0%PRODUCTION PROGRAMPRODUCTION PROGRAM
1.1. STARTERS AZF 4 STARTERS AZF 4 5,5 kW 5,5 kW -- 250.000 pcs/year 250.000 pcs/year2.2. ALTERNATORS AAT ALTERNATORS AAT -- 30.000 pcs/year 30.000 pcs/year3.3. STARTERS AZSTARTERS AZDD--TTRR1.1.Kw1.1.Kw - 5- 500.000 pcs/year00.000 pcs/year4.4. ALTERNATORS AAK - 200.000pcs/yearALTERNATORS AAK - 200.000pcs/year5.5. DC MOTORS AMJ – 150.000PCS/yearDC MOTORS AMJ – 150.000PCS/year
Iskra Suzhou Ltd.Iskra Suzhou Ltd.
2006 36
Iskra Avtoelektrika Group
Iskra Avtoelektrika d.d. 33.. FAWER FAWER - ISKRA - ISKRA CO.CO., CHINA, CHINA - FIC - FICIAE OWNERSHIPIAE OWNERSHIP 440%0%PRODUCTION PROGRAMPRODUCTION PROGRAM
1.1. STARTERS AZF 4 STARTERS AZF 4 5,5 kW UP TO 250.000 pcs/year 5,5 kW UP TO 250.000 pcs/year
33.. FAWER FAWER - ISKRA - ISKRA CO.CO., CHINA, CHINA - FIC - FICIAE OWNERSHIPIAE OWNERSHIP 440%0%PRODUCTION PROGRAMPRODUCTION PROGRAM
1.1. STARTERS AZF 4 STARTERS AZF 4 5,5 kW UP TO 250.000 pcs/year 5,5 kW UP TO 250.000 pcs/year
Changchun Fawer Iskra Changchun Fawer Iskra Ltd.Ltd.
2006 37
Iskra Avtoelektrika Group
4. 4. ISKRA DO BRASIL Autoelectrica, ISKRA DO BRASIL Autoelectrica, BRASILBRASIL
4. 4. ISKRA DO BRASIL Autoelectrica, ISKRA DO BRASIL Autoelectrica, BRASILBRASILPRODUCTION PROGRAMPRODUCTION PROGRAM
1.1. STARTERS AZE-TR UP TO 100.000 pcs/yearSTARTERS AZE-TR UP TO 100.000 pcs/year2.2. ALTERNATORS AAK UP TO 100.000 pcs/yearALTERNATORS AAK UP TO 100.000 pcs/year
Iskra do Brasil AutoelIskra do Brasil Autoelééctrica ctrica LtdaLtda
2006 38
Iskra Avtoelektrika Group
5. 5. IskRaIskRa, Grodno –, Grodno – BELARUS BELARUSIAE OWNERSHIPIAE OWNERSHIP 98.5%98.5%
PRODUCTION PROGRAMPRODUCTION PROGRAM1.1. STARTERS AZJ – STARTERS AZJ – 10100.000 pcs/year0.000 pcs/year
5. 5. IskRaIskRa, Grodno –, Grodno – BELARUS BELARUSIAE OWNERSHIPIAE OWNERSHIP 98.5%98.5%
PRODUCTION PROGRAMPRODUCTION PROGRAM1.1. STARTERS AZJ – STARTERS AZJ – 10100.000 pcs/year0.000 pcs/year
IskRa o.o.o.IskRa o.o.o.
2006 39
Iskra Avtoelektrika Group
6. PRAMO ISKRA, RZEV –6. PRAMO ISKRA, RZEV – RUS RUSSIASIAIAE OWNERSHIPIAE OWNERSHIP 94%94%
PRODUCTION PROGRAMPRODUCTION PROGRAM1.1. STARTERS AZSTARTERS AZDD – UP TO – UP TO 1150.000 pcs/year50.000 pcs/year
2.2. STARTERS AZSTARTERS AZEE – UP TO – UP TO 10100.000 pcs/year0.000 pcs/year
6. PRAMO ISKRA, RZEV –6. PRAMO ISKRA, RZEV – RUS RUSSIASIAIAE OWNERSHIPIAE OWNERSHIP 94%94%
PRODUCTION PROGRAMPRODUCTION PROGRAM1.1. STARTERS AZSTARTERS AZDD – UP TO – UP TO 1150.000 pcs/year50.000 pcs/year
2.2. STARTERS AZSTARTERS AZEE – UP TO – UP TO 10100.000 pcs/year0.000 pcs/year
Pramo IskraPramo Iskra
2006 40
Iskra Avtoelektrika Group
77. ISKRA AE KOMPONENTE. ISKRA AE KOMPONENTE - IAK - IAK Bosnia and Hercegovina Bosnia and HercegovinaIAE OWNERSHIPIAE OWNERSHIP 95%95%
PRODUCTION PROGRAMPRODUCTION PROGRAM1.1. VARIOUS COMPONENTS WITH MANUAL WORK OPERATIONSVARIOUS COMPONENTS WITH MANUAL WORK OPERATIONS
2.2. STAMPED METAL PARTSSTAMPED METAL PARTS
3.3. SUBASSEMBLIESSUBASSEMBLIES
77. ISKRA AE KOMPONENTE. ISKRA AE KOMPONENTE - IAK - IAK Bosnia and Hercegovina Bosnia and HercegovinaIAE OWNERSHIPIAE OWNERSHIP 95%95%
PRODUCTION PROGRAMPRODUCTION PROGRAM1.1. VARIOUS COMPONENTS WITH MANUAL WORK OPERATIONSVARIOUS COMPONENTS WITH MANUAL WORK OPERATIONS
2.2. STAMPED METAL PARTSSTAMPED METAL PARTS
3.3. SUBASSEMBLIESSUBASSEMBLIES
Iskra AE Komponente Iskra AE Komponente d.o.o.d.o.o.
2006 41
Iskra Avtoelektrika Group
GLOBAL LOGISTIC STREAMSGLOBAL LOGISTIC STREAMS
CHINA
BRAZIL
USAIRAN
BELARUS
2006 42
Iskra Avtoelektrika Group
CRITICAL SUCCESS FACTORSCRITICAL SUCCESS FACTORS
MARKET RESEARCH AND ANALYSISMARKET RESEARCH AND ANALYSIS MARKET RESEARCH AND ANALYSISMARKET RESEARCH AND ANALYSIS
BUSINESS PARTNERS SELECTIONBUSINESS PARTNERS SELECTION BUSINESS PARTNERS SELECTIONBUSINESS PARTNERS SELECTION
COMMUNICATION & FAST COMMUNICATION & FAST IMPLEMENTATIONIMPLEMENTATION COMMUNICATION & FAST COMMUNICATION & FAST IMPLEMENTATIONIMPLEMENTATION
KEY PROCESSES DEFINITIONKEY PROCESSES DEFINITION KEY PROCESSES DEFINITIONKEY PROCESSES DEFINITION
PROJECT MANAGEMENT & TEAMPROJECT MANAGEMENT & TEAM PROJECT MANAGEMENT & TEAMPROJECT MANAGEMENT & TEAM
RESOURCES PROCUREMENTRESOURCES PROCUREMENT RESOURCES PROCUREMENTRESOURCES PROCUREMENT
CLEAR VISION STATEMENT & STRATEGYCLEAR VISION STATEMENT & STRATEGY CLEAR VISION STATEMENT & STRATEGYCLEAR VISION STATEMENT & STRATEGY
2006 43
Iskra Avtoelektrika Group
Thank you for your attention!