LEVERANTÖR TILL SAAB. Kundkrav till leverantörskrav Dåtid nutid framtid. Stefan Larsson Group Procurement Kategoriansvarig för mekaniska komponenter

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1 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 1 LEVERANTÖR TILL SAAB Kundkrav till leverantörskrav Dåtid nutid framtid Stefan Larsson Group Procurement Kategoriansvarig för mekaniska komponenter

2 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 2 SAAB AB 1. Saab idag mycket mer än bara Gripen och A26 2. Vad vi söker hos våra leverantörer A. Att kvalificera sig B. Att samarbeta och bli långsiktig med oss C. Att vinna affärer 3. Frågor

3 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 3 IN 1937 WE TOOK OFF A history from the 17th century through Alfred Nobel (Bofors) and the shipyard in Karlskrona (Kockums) In 1937, Saab was founded to protect Sweden s borders and its people Born smart as a small country, we were forced to arm ourselves with good and cost-effective equipment On our journey we created Sweden s computer, missile and space industries

4 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 4 IN 1937 WE TOOK OFF B Carl-Gustaf 1948 Giraffe 1978 Erieye 1992 Gripen 1993 A

5 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 5 PRODUCTS TO SUPPLY

6 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 6 SAABS MEDARBETARE I VÄRLDEN (2015)

7 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 7 SAABS MEDARBETARE I SVERIGE (2015)

8 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 8 TODAY, WE LOOK TO THE FUTURE The world s most cost effective, high-tech defence and security company Our history has enabled us to shape a defence and security offer with great depth and breadth Through acquisition, Saab has brought together a broad base of knowledge and innovative thinking Companies like Bofors, Sensis, Ericsson Microwave Systems and recently Kockums have added expertise

9 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 9 BUILDING STRENGTH THROUGH ACQUISITION 2000 Celsius 2006 Ericsson Microwave Systems 2012 HITT 2005 Grintek 2011 Sensis 2014 Kockums

10 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 10 HOW WE ARE ORGANISED BOARD CEO Kockums MARKET AREAS GROUP FUNCTIONS BUSINESS AREAS Asia Pacific Aeronautics Europe, Middle East & Africa Washington D.C, USA Stockholm, Sweden Dynamics Latin America London, United Kingdom Surveillance Nordic & Baltic Brasilia, Brazil Bangkok, Thailand Industrial Products and Services North America Support and Services Our headquarters

11 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X COORDINATED CATEGORY SOURCING Procurement Council Partner Account Managers (PAM) Category Managers (CAM) Aeronautics Surveillance Support and Services Kockums Dynamics Industrial Products and Services Purchasing function Purchasing function Purchasing function Purchasing function Purchasing function Purchasing function COORDINATED SOURCING Company Confidential

12 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 12 PROCUREMENT COUNCIL Johan Ohlson, Head of Group Procurement, Group Function and Chairman of Procurement Council Maria Emilson, Director Strategic Sourcing, IPS Åsa Axelsson, Director Global Sourcing, Surveillance Suzanne Palm, Head of Procurement, Dynamics Mikael Heelge, VP Strategic Sourcing, Aeronautics Joakim Wigren, Head of Commercial & Procurement, Kockums Lena Bergvin Lundqvist, VP, Head of Business Unit Maintenance Production Support & Services

13 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 13 SAAB SUPPLIER PORTAL

14 SAAB SOURCING STRATEGY COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 1 4 Work with world class suppliers who: Offer strong product portfolios, road maps and solid market presence Bring competitiveness, cost efficiency and customer value Contribute and invest in Saab platforms and business opportunities Cooperate in a Collaborative Partnership Spirit and high performance

15 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 15 ATT LEVERERA TILL SAAB WHAT What is achieved. KPI s/results (delivery performance, quality) Actions Outstanding Exceeds Meets Partially meets Does not meet HOW och WHAT är två viktiga dimensioner hur man blir framgångsrik leverantör till Saab. Viktigt att balansera dessa för att nå bestående framgångar. Givetvis är den tredje dimensionen totalkostnadsbilden den som är lättast att jämföra. Fortsättningsvis fokuserar vi på HOW, eftersom det beskriver förutsättningarna. Här finner vi en del krav som är ickeförhandlingsbara och även hur vi kopplar våra affärer till kunderna. Does not Part. meets Meets Exceeds Outstanding meet HOW How objectives are achieved. Processes Values & behaviours

16 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 16 ATT KVALIFICERA SIG SOM SAABLEVERANTÖR Alltid motsvara krav på: Export Control, Code of Conduct, Conflict Mineral, miljödirektiv, kreditvärdighet, stabilitet/soliditet, öppenhet mot våra kunder samt hantera sekretess och försvarshemlig information. WHAT Gärna: Offset och internationella industrisamarbeten. Våra genomarbetade win-win T&C. Inte välkommet: Att inte ta ansvar för det egna arbetet och vilja friskriva sig från ansvar. HOW Flera motparter (t ex att överlåta fakturor mm)

17 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 17 ATT SAMARBETA MED OSS Prestera resultat och mervärden inom: Kvalitet WHAT Leveransprestanda Teknik Kommersiella faktorer Våra affärsenheter viktar ovanstående anpassat till sina behov EN 9100 Specifika kundkrav HOW Lägsta totalkostnad och mervärden

18 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X HUR KOMMER UNDERLEVERANTÖREN IN I DIALOG OM KOMMANDE LÖSNINGAR? Strävan är att redan i tidiga kunddiskussioner få med de senaste landvinningarna. 2. I utvecklingsfasen är leverantörsexpertis avgörande för att komma igång snabbt och göra rätt ifrån början. 3. I genomförandefasen är leverantörens prestation avgörande

19 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 19 SUMMERING 1. Low volume high mix 2. Flygande icke flygande 3. Försvar/militärt icke 4. Resultat och mervärden

20 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 20 DÅTID NUTID

21 COMPANY RESTRICTED NOT EXPORT CONTROLLED NOT CLASSIFIED Your Name Document number Issue X 21 TACK FÖR ORDET Stefan Larsson Group Procurement Kategoriansvarig för mekaniska komponenter

22 1 BAE Systems Hägglunds Leverantör till Hägglunds Håkan Karlsson 13 september BAE Systems

23 2 En del av en global koncern Air Sea Land C4ISR Support solutions 2016 BAE Systems

24 3 Hägglunds produktportfölj BAE Systems

25 4 Drivkrafter för köp Ny/bättre förmåga Kortare leveranstid Bättre villkor/pris Geografi/marknad Gäller både tjänster och produkter 2016 BAE Systems

26 5 Köpområden System Build-to-print Mek El Hydraulik Tjänster Indirekt 2016 BAE Systems

27 6 Strategierna ledstjärnorna i verksamheten Hägglunds strategi En del av koncernstrategin Plattformsstrategierna Förmågebaserade Vilka nya förmågor behöver vi ha i framtiden? Inköpsstrategierna Kategoribaserade Hur utvecklar vi kategorin? Vad, hur och av vilka köper vi? Leverantörsbaserade Hur utvecklar vi affären tillsammans? 2016 BAE Systems

28 7 Som leverantör till Hägglunds förväntas man Ta ansvar för sin produkt och dess funktion Prestanda Miljökrav Kvalitet Hålla avtalade leveranstider Vara responsiv i dialogen Vara transparent om problem och utmaningar 2016 BAE Systems

29 8 Att vara leverantör till Hägglunds innebär också Att projekttiderna är långa men det ofta är snabba ryck när det väl bär av Att jobba och leverera i en miljö som ofta har ett stort flöde av ändringar Att seriestorlekarna är begränsade (små) 2016 BAE Systems

30 9 Det är ofta mer än bara en produkt/tjänst som ska levereras Partnerskap Samverkan med lokal industri Teknisk data Exportkontroll Support efter serieleveranserna 2016 BAE Systems

31 10 Hur utveckla leverantören och affärsrelationen? Identifiera parternas olika intressen Utbyt information Mät och delge resultat Skapa förståelse för affärsmodellerna 2016 BAE Systems

32 11 Tips & tricks Var aktiv men ödmjuk i din marknadsföring. Fråga dig gärna fram. Ha en elevator pitch klar Branschen är långsam och med långa projekttider ha tålamod Var beredd att satsa själv lånemateriel exvis Se till att ha din webbsida uppdaterad Tell what you are doing do what you have told Besök BAE Systems

33 12 Vad är på gång hos Hägglunds just nu? BvS10 till Österrike är i uppstart Finns mer BvS10 affärer i röret CV90 SE RENO Granatkastare CV90 SE Land400 Australien Fas 2, Spaningsfordon,CV90 torn på AMV från Patria Fas 3, IFV, CV90 Supportaffärer och uppgraderingar CV9030 CH 2016 BAE Systems

34 13 Tack! 2016 BAE Systems

35 1 BAE Systems Bofors Seminarium, SOFF Att sälja till försvarsföretag Name Mats Birgersson Head of Procurement BAE Systems Bofors BAE Systems 2016 Mats Birgersson, , INTERN/BAE SYSTEMS PROPRIETARY

36 2 Organizational Structure BAE Systems Bofors BAE Systems plc BAE Systems Inc Jerry DeMuro President Electronic Systems Tom Arseneault President Platforms & Services Erwin Bieber President Intelligence & Security DeEtte Gray President BAE Systems Hägglunds Combat Vehicles Weapon Systems Ship Repair Weapon Systems US Weapon Systems UK Weapon Systems Sweden BOFORS Weapon Systems OSI BAE Systems 2016 Silla Jonsdottir, , INTERN/BAE SYSTEMS PROPRIETARY

37 4 Product portfolio We design, manufacture, integrate and support weapon systems for forces around the world. Primary products: Naval gun systems Howitzers Medium calibre ammunition Large calibre ammunition Remote Weapon Stations Services : Logistical support and services Support solutions BAE Systems 2016 Silla Jonsdottir, , INTERN/BAE SYSTEMS PROPRIETARY

38 5 Procurement at BAE Systems Bofors Resources Subcontract Managers Ammunition components/subsystems 2 persons Land and Naval components/subsystems 6 persons Procurement Quality Assurance Ammunition components/subsystems 1 person Land and Naval components/subsystems - 5 persons Categories of Purchased Direct Materiel Built to Print Mechanics Built to Print and Standard Hydraulics Built to Print Electronic Sub Systems Built to Print Cables Sensors, Driving systems, Control Panels, Slip Ring Units, Control Handles Etc. Cots (Fasteners, Bearings, O-rings etc.) Purchase of Indirect Materiel and Services are outsourced BAE Systems 2016 Mats Birgersson, , INTERN/BAE SYSTEMS PROPRIETARY

39 6 Requirement on Suppliers to, BAE Systems Bofors AB Quality The supplier shall have a Quality System in accordance with ISO 9001 or similar For some contracts it s required to work in accordance with AQAP 2110 or 2120 All inspections and tests shall be performed and documented buy the supplier before delivery First Article Inspection Environmental The Supplier shall have an environmental policy that is approved by the Supplier s top management. The Supplier shall have documented procedures and instructions needed to ensure compliance with applicable requirements. An environmental certification in accordance with ISO14001 is viewed favourable. BAE Systems Bofors expect our suppliers to comply with local legislation and to meet the same or equivalent standards as BAE Systems on issues ranging from ethical conduct to health and safety and apply those standards in their own supply chains. BAE Systems 2016 Mats Birgersson, , INTERN/BAE SYSTEMS PROPRIETARY

40 7 Procuremt Strategy BAE Systems Bofors Strive to make a competitive procurement with a long term commitment from the supplier regarding price and delivery Work with target cost throughout the procurement process Support the business through partnership and purchase of direct material and services in customer countries Evaluate suppliers based on safety, quality, delivery performance and price BAE Systems 2016 Mats Birgersson, , INTERN/BAE SYSTEMS PROPRIETARY

41 8 Sourcing today We have approximately 300 suppliers of direct material The majority of the materiel are bought on a low level Most of the assembly for Naval and Land products are made in house We are working with long term relations The majority of build to print Mechanics and Cables are bought close to Karlskoga BAE Systems 2016 Mats Birgersson, , INTERN/BAE SYSTEMS PROPRIETARY

42 9 Sourcing in future We are working with long term relations Materiel will be bought on higher level (subsystems) or in Materiel-Kits Design to Target Cost with deep involvement from suppliers early in our development programs, to get best value for money Offset requirements in our business will increase global sourcing More of the built to print Mechanics and Cables will be bought globally to support offset requirements We will focus on core business and purchase development and manufacturing of non core subsystems We will purchase more of Final Assembly and Test Services in customer countries to support offset requirements Increased cooperation on purchases within the BAE Systems Group BAE Systems 2016 Mats Birgersson, , INTERN/BAE SYSTEMS PROPRIETARY

43 10 Procure at higher level Hydraulic tank - 56 Line Items - 18 Suppliers - 1 Line Item - 1 Supplier BAE Systems 2016 Mats Birgersson, , INTERN/BAE SYSTEMS PROPRIETARY

44 11 Procure at higher level Power Supply Unit Line Items - 36 Suppliers - 1 Line Item - 1 Supplier BAE Systems 2016 Silla Jonsdottir, , INTERN/BAE SYSTEMS PROPRIETARY

45 13 Thank you Restrictions on use: This information is the property of BAE Systems Bofors AB. It is protected by Swedish Law but is not defence classified. It shall not be disclosed or altered without written consent. BAE Systems 2016 Silla Jonsdottir, , INTERN/BAE SYSTEMS PROPRIETARY

46 Scania Purchasing 13th September 2016 Elvedin Slavotic Head of Business Development Scania Purchasing

47 Agenda 1. Purchasing Strategy Sourcing systems 3. Supplying to Scania 2 Strategic Purchasing

48 1. Purchasing Strategy 2016+

49 1. Scania Purchasing House Strategy Strategic Purchasing

50 1. Scania Purchasing Strategies KPI > Rate of female managers >Nationalities in future leader pool Zero CSR deviations 5 Strategic Purchasing

51 2. Sourcing systems

52 2. Sourcing systems electronic sourcing 7 Strategic Purchasing

53 3. Supplying to Scania

54 3. Hur jobbar vi med våra leverantörer? Tillsammans inte mot (partner, inte motpart) Affärskultur: Älska avvikelser Tidig feedback och input = framgångsrecept 9 Strategic Purchasing

55 3. Baskrav för att göra affärer med Scania? Mandatory Demands Scania Standard 3868 ISO/TS16949 ISO certified EDI capability Delivery reliability and quality Corporate Social Responsibility Company language, English Comments Scania customer specific requirements VDA6.1, etc are also accepted Plan to replace black and grey chemicals Fulfilled according to Scania standard Reporting actual situation on request incl. corrective actions Comply with UN Global Compact + STD4427 All Scania contacts must be able to speak English 10 Strategic Purchasing

56 3. Vårt uttalade mål? Executive Board decision by April Strategic Purchasing

57 3. Tuffare krav på hållbarhet I försörjningskedjan? 12 Strategic Purchasing

58 3. Utmaningar? Hur får man bättre kontroll på hela försörjningkedjan? Riskerna finns längre ner i kedjan Försörjningskedjan viktigare än priset? Hur involverar vi leverantören (experten) tidigare i processen? Hur kan vi påverka kundens krav så att vi inte låser in oss i EN lösning? 13 Strategic Purchasing

59 Thank you.