ANTICIPATE TOMORROW. Fredrik Axelson November, 2012 Logistikprogrammet Norrköping

ANTICIPATE TOMORROW Fredrik Axelson November, 2012 Logistikprogrammet Norrköping

Agenda Introduktion till Saab. Min bild av vad inköp är. Inköp på Saab.

BUSINESS CONCEPT Military offenses International actions Threats and risks in society Climate and environmental threats Saab constantly develops, adopts and improves new technology to meet changing customer needs. Saab serves the global market of governments, authorities and corporations with products, services and solutions ranging from military defence to civil security. PAGE 3

AT THE FOREFRONT OF CHANGE 1941 First B17 delivered 1979 First order RBS 15 1990 First laser simulator BT 46 1992 ANZAC combat management systems for Australia s frigates 1993 First Gripen delivered First order from U.S. from BOL 2002 First contract - NLAW 2004 Installation of RAKEL communication system 2005 Contract for NEURON 2006 Saab 2000 TM AEW&C 2008 First flight for Gripen Demo 2011 RBS 70 NG launch 1937 Saab is founded 1990 Saab Automobile independent company 2000 Saab acquires Celsius 2005 Saab acquires Grintek 2006 Saab acquires Ericsson Microwave Systems (EMW) 2011 Saab acquires Sensis Corporation 1646 Bofors is founded 1894 Alfred Nobel acquires Bofors 1948 First order for Carl Gustaf 1998 StriC in operation 1950- Development of fighter radar 1970- Development of Giraffe radar family 1980- Development of Arthur 1990- Sea Giraffe AMB is launched PAGE 4

VISION & MISSION It s a human right to feel safe To make people safe by pushing intellectual and technological boundaries PAGE 5

THE GAME HAS CHANGED From one customer to several customers International interoperability Off the shelf Defending borders and protecting flows PAGE 6

SAAB IN BRIEF Sales 2011: MSEK 23,498 Employees 2011: 13,068 Established on 32 markets Sales to 100 markets 63% of sales outside Sweden PAGE 7

JANUARY - SEPTEMBER IN BRIEF 2012 Jan - Sept Jan - Sept Jan - Sept 2012 Sweden International MSEK 2012 2011 Order bookings 15,755 13,793 Order backlog (BSEK) 36.3 39.4 Sales 16,704 16,151 income 1,382 2,282 margin, % 8.3 14.1 62% Sales Net income 954 1,798 Net cash position 4,176 5,081 cash flow -660 2,260 EPS, after dilution 8.98 16.60 55% 66% Order intake Employees (FTEs) 13,824 12,798 PAGE 8

ORGANISATION AS OF 2012 CEO Dep. CEO & COO Corporate functions CMO Functional Management Marketing and Business Development Aeronautics Dynamics Electronic Defence Systems Security and Defence Solutions Support and Services Combitech* *Independent subsidiary reported as a business area PAGE 9

MARKET AND CUSTOMER FOCUS SOLUTIONS COMMERCIAL AERONAUTICS CIVIL SECURITY AIR NAVAL LAND PRUDUCTS & SYSTEMS Aeronautical Sub-systems Aeronautical Platforms Civil security systems C4ISR systems Training and Simulation Support weapons & Light weight Missiles Heavy Missiles Radar and EW-systems Signature management Underwater Systems SERVICES Customer Support and Services PAGE 10

AERONAUTICS Gripen Unmanned Aerial Systems (UAS) Commercial aerostructures Include the operations of Aerosystems and Aerostructures Headed by Lennart Sindahl MSEK MSEK 2011 2011 2010 2010 2009 2009 Order Order bookings bookings 3,807 3,807 6,901 6,901 3,417 3,417 Order Order backlog backlog 13,091 13,091 15,636 15,636 15,476 15,476 Sales Sales 6,351 6,351 6,741 6,741 7,571 7,571 EBITDA EBITDA 579 579 438 438 255 255 EBITDA EBITDA margin margin 9.1 9.1 6.5 6.5 3.4 3.4 income income (EBIT) (EBIT) 332 332 191 191 6 6 margin, margin, % 5.2 5.2 2.8 2.8 0.1 0.1 cash cash flow flow 223 223 30 30-434 -434 Number Number of of employees employees 2,748 2,748 2,874 2,874 3,015 3,015 Split Split sales sales in in Sweden Sweden and and 57/43 57/43 56/44 56/44 40/60 40/60 markets markets outside outside of of Sweden Sweden PAGE 11

DYNAMICS Support weapons Missiles Torpedoes and ROV (Remotely Operated Vehicle) and AUV (Autonomous Underwater Vehicle) Signature Management Systems Rapid 3D Mapping Headed by Tomas Samuelsson MSEK MSEK 2011 2011 2010 2010 2009 2009 Order Order bookings bookings 4,246 4,246 3,312 3,312 3,133 3,133 Order Order backlog backlog 5,460 5,460 5,546 5,546 6,980 6,980 Sales Sales 4,335 4,335 4,741 4,741 4,580 4,580 EBITDA EBITDA 652 652 516 516 466 466 EBITDA EBITDA margin, margin, % 15.0 15.0 10.9 10.9 10.2 10.2 income income 484 484 322 322 269 269 margin, margin, % 11.2 11.2 6.8 6.8 5.9 5.9 cash cash flow flow 588 588 1,044 1,044 369 369 Number Number of of employees employees 1,475 1,475 1,483 1,483 1,739 1,739 Split Split sales sales in in Sweden Sweden and and 18/82 18/82 19/81 19/81 14/86 14/86 markets markets outside outside of of Sweden Sweden PAGE 12

ELECTRONIC DEFENCE SYSTEMS Airborne radar, electronic support measurement and self protection system for Airborne Early Warning & Control Surface based radar systems Electronic Warfare systems Integrated systems and services for detection, location and protection Defence Electronics and Avionics Headed by Micael Johansson MSEK 2011 2010 2009 MSEK 2011 2010 2009 Order bookings 3,229 5,494 2,625 Order bookings 3,229 5,494 2,625 Order backlog 6,855 8,240 7,159 Order backlog 6,855 8,240 7,159 Sales 4,561 4,354 4,670 Sales 4,561 4,354 4,670 EBITDA 785 589 551 EBITDA 785 589 551 EBITDA margin, % 17.2 13.5 11.8 EBITDA margin, 17.2 13.5 11.8 income 297 99 24 income 297 99 24 margin, % 6.5 2.3 0.5 margin, 6.5 2.3 0.5 cash flow 413 594 506 cash flow 413 594 506 Number of employees 2,557 2,453 2,601 Number of employees 2,557 2,453 2,601 Split sales in Sweden and 24/76 38/62 33/67 Split sales in Sweden and 24/76 38/62 33/67 markets outside of Sweden markets outside of Sweden PAGE 13

SECURITY AND DEFENCE SOLUTIONS C4ISR systems Airborne Early Warning systems Civil Security systems and solutions Training & Simulation Telecom carrier and power solutions Include the operations of Systems, Surveillance Systems, Security, Training Systems and Grintek Technologies Headed by Gunilla Fransson MSEK 2011 2010 2009 MSEK 2011 2010 2009 Order bookings 4,582 6,647 6,045 Order bookings 4,582 6,647 6,045 Order backlog 7,712 8,434 7,746 Order backlog 7,712 8,434 7,746 Sales 5,704 6,210 5,800 Sales 5,704 6,210 5,800 EBITDA 502 265 397 EBITDA 502 265 397 EBITDA margin, % 8.8 4.3 6.8 EBITDA margin, 8.8 4.3 6.8 income 394 137 278 income 394 137 278 margin, % 6.9 2.2 4.8 margin, 6.9 2.2 4.8 cash flow 584 1,066-217 cash flow 584 1,066-217 Number of employees 2,994 2,525 2,568 Number of employees 2,994 2,525 2,568 Split sales in Sweden and 23/77 23/77 26/74 Split sales in Sweden and 23/77 23/77 26/74 markets outside of Sweden markets outside of Sweden PAGE 14

SUPPORT AND SERVICES Integrated Support Solutions Maintenance, Logistics & Technical Support Field Facilities and Vehicle Integration Commercial Aircraft Support Include the operation of Aerotech Headed by Lars-Erik Wige MSEK MSEK 2011 2011 2010 2010 2009 2009 Order Order bookings bookings 3,174 3,174 4,124 4,124 4,057 4,057 Order Order backlog backlog 4,455 4,455 4,743 4,743 4,011 4,011 Sales Sales 3,428 3,428 3,403 3,403 3,564 3,564 EBITDA EBITDA 444 444 366 366 426 426 EBITDA EBITDA margin, margin, % 13.0 13.0 10.8 10.8 12.0 12.0 income income 426 426 351 351 410 410 margin, margin, % 12.4 12.4 10.3 10.3 11.5 11.5 cash cash flow flow 420 420 894 894 81 81 Number Number of of employees employees 1,742 1,742 1,721 1,721 1,749 1,749 Split Split sales sales in in Sweden Sweden and and 76/24 76/24 74/26 74/26 72/28 72/28 markets markets outside outside of of Sweden Sweden PAGE 15

COMBITECH Combitech - independent subsidiary One of Sweden s largest technology consulting firms - combine high technology and strong competence within environment and security Reported as a business area as of year-end 2011 Headed by Marie Bredberg MSEK MSEK 2011 2011 2010 2010 Order Order bookings bookings 1,118 1,118 964 964 Order Order backlog backlog 344 344 226 226 Sales Sales 1,000 1,000 915 915 income income 92 92 81 81 margin, margin, % 9.2 9.2 8.9 8.9 cash cash flow flow 87 87 65 65 Number Number of of employees employees 923 923 818 818 Split Split sales sales in in Sweden Sweden 98/2 98/2 and and markets markets outside outside Sweden Sweden PAGE 16

OUR MARKET SEGMENTS LAND AIR NAVAL COMMERCIAL AERONAUTICS CIVIL SECURITY PAGE 17

MAKING IDEAS FLY Airborne Solutions Air C4I Solutions Sensor Systems AIR OPERATIONS SOLUTIONS Electronic Warfare Solutions Avionics Systems Weapon Systems Mission Support Systems Aviation Training Support Solutions PAGE 18

ENHANCING OPERATIONAL EFFECTIVENESS C4I Force Protection LAND OPERATIONS SOLUTIONS ISTAR Collaborative Training GBAD Weapon Systems Integrated Support Solutions PAGE 19

SUPPORTING CAPABILITY GROWTH Situational Awareness Decision Superiority NAVAL OPERATIONS SOLUTIONS Precision Engagement Communications Underwater Security Electronic Warfare Simulation & Training Infrastructure Security PAGE 20

SOLUTIONS FOR A SAFER AND MORE EFFICIENT SOCIETY Air Transportation and Airport Security Energy Production and Distribution Security Maritime Transportation and Port Security CIVIL SECURITY SOLUTIONS Prison Security Guard and Event Security Land Transport and Urban Security National Security and Infrastructure Protection Police and Rescue Solutions Field Facilities Solutions Border Security Solutions PAGE 21

SOLUTIONS FOR COMMERCIAL AIRCRAFT Aircraft Design and Manufacturing Aircraft Subsystem and Equipment COMMERCIAL AERONAUTICS SOLUTIONS Aircraft Support Solutions Engineering Services Regional Aircraft Sales & Leasing Air Traffic Management PAGE 22

UNIQUE FOCUS ON RESEARCH & DEVELOPMENT One of the most important R&D companies in Sweden R&D in close cooperation with customers Strategy for commercialising new technology Extensive cooperation with Universities A great track record for spin-offs 22 20 20 2011 2010 2009 R&D as a percentage of sales PAGE 23

INCREASED GLOBAL R&D EFFORTS R&D centre in India Transfer identified programs and technologies Aerospace, defence and urban innovation including civil security. Swedish Brazilian R&D centre Stakeholders from the public, academia and industry to tackle key societal challenges with technology. Transport and logistics, defence and security, and urban development with a focus on energy and the environment. Sea Gripen design centre in the UK 12 18 month concept design phase Using UK technical expertise in maritime jet operations PAGE 24

Inköpsfunktionens syfte och mål Sales Revenues Variable Cost Accounts receivable Inventories Contribution Margin Fixed Costs Current Assets Profit Sales Profit Margin (%) * Turnover Rate Return on Assets (%) Production In Process + Total Assets Machines Building Real estate Permanent Assets Market Cap. Intangible Assets

Taktiskt / operativt inköp Källa: Purchasing management av A.J. Van Weele Purchasing function Tactical purchasing Operative purchasing / order Internal customer Avgöra Produkt spec Lev. val Skriva kontrakt Order läggning Order styrning Efter Leverans hantering Leverantör Sourcing Supply Buying Procurement 27

Upphandlingsprocessen - Sourcing 1. Projektmobilisering 2. Definiera värde och omfattning 3. Bestäm Inköps strategi 4. Välj leverantörer för offert förfrågan 5. Besluta specifikation och urvalskriterier 6. Leverantörsval och avtal 7. Operationell implementering 8. Kontinuerlig uppföljning Etablera projektteam Övergripande planering Planera kick-off möte Samla intern och extern data på nuvarande volymer, specifikationer, leverantörer, kontrakt etc Detaljplanera projektet Justera mål och omfattning Analysera marknadskonkurrens och påverkan på bolagets affärer Beslut om att fortsätta i upphandling eller att utveckla nuvarnade relation Beslut om gruppering map geografi och varugrupper Ta fram kandidatlista Samla in interna krav Skicka ut leverantörsmarknadsundersökning Välj leverantörer för offertförfrågan Samla in, sammanställ, förenkla och standardisera specifikationer Samla in krav och besluta om standardiserade urvalskriterier och viktning Ta fram, skicka ut och utvärdera offertförfrågan Besluta om manuell eller elektronisk förhandling Utveckla förhandlings-strategi och förhandla Genomför lverantörsbedömning enl. ISO Välj leverantör och teckna avtal Ta fram organisation och plan för implementering Besluta om organisation, källor, periodicitet och metod för kontinuerlig uppföljning av leverantörerna och leverantörsmarknaderna Säkra implementering av avtal Kontinuerlig mätning på avtalstrohet och besparingar Kontinuerlig uppföljning av leverantörsmarknade n Åtgärder för bättre avtalstrohet och konkurrenskraftiga villkor Leverantörsutveckl ing

Definiera behov? Först strategi! Marknadsanalys Hög Varugruppens påverkan på Företaget: Inköpsvärde Påverkan på slutkund Konkurrenspåverkande kunskap/teknologi Påverkan vid brist/störningar Låg Hög Hävstång Icke-kritisk Strategisk Flaskhals Marknads konkurrens: Låg Konkurrens mellan leverantörerna Leverantörernas styrka mot sina leverantörer Förekomst av Substitut Inträdesbarriärer Egna begränsningar företeg(et)s förhandlingsstyrka

Behov Hur beskriver vi behovet? Teknik. Logistik. Ekonomi. Miljö. Krav på företag och krav på produkt/tjänst. Var hittar vi/vem bestämmer behovet?

Mål med behovsanalys Steg 5 Specifikation Som beskriver produkt eller tjänst (funktion). Avtalsutkast Som reglerar den leverans som eftersträvas och minimerar risk Utvärderingsmodell Som värderar offerter utifrån den leverans som eftersträvas. Prismodell Som beskriver hur produkten/tjänsten skall betalas

Specifikation kontra strategi Avtalsutkast Prismodell Specifikation Utvärderings modell

Arbetssätt steg 5 INDATA UTDATA Mallar Sakkunskap Steg 2 Steg 3 Skapa utkast Workshop Eget arbete Workshop summering Steg 4 P2P strat xxxx Ramverk att utgå ifrån Gå igenom respektive dokument. Fördela uppgifter Specifikation Avtalsutkast Utvärderingsmodel l Prismodell

ORGANISATION CEO Dep. CEO & COO Corporate functions CMO Functional Management Marketing and Business Development Procurement Council Procurement Aeronautics Dynamics Electronic Defence Systems Security and Defence Solutions Support and Services Combitech* Indirect material & Services

PROCUREMENT OPERATIONAL EXCELLENCE We, Procurement, act as One Saab and generate value, substantial cost saving and innovation through Business Area cooperation.

WAY OF WORKING CATEGORY MANAGEMENT Direct material Indirect material Category: Computer Products

ORGANISATION CEO Dep. CEO & COO Corporate functions CMO Functional Management Marketing and Business Development Procurement Indirect material & Services Aeronautics Dynamics Electronic Defence Systems Security and Defence Solutions Support and Services Combitech* Procurement Procurement Procurement Procurement Procurement Category management

How to order? More information at Procurement Portal

GMS Procurement Processes General Process Overview Need of Procurement HOW-0050, Procure Need of Approved Supplier HOW-0078, Assess Supplier Approved Supplier Need of improved Supplier Performance HOW-0080, Monitor and Improve Supplier Improved Supplier Performance