Rheinmetall: A Technology Group for Defence and Automotive. 4th ECCO Symposium, Paris, June 15 th, 2012

Transcription

1 Rheinmetall: A Technology Group for Defence and Automotive 4th ECCO Symposium, Paris, June 15 th, 2012

2 Agenda: 1) Rheinmetall AG: Corporate Divisions 2) Offset organization at Rheinmetall 3) Cargotec support to s Global Business Winning: Opportunities via Offset 4) Summary and Conclusions 2

3 Your Rheinmetall Text Group Defence Rheinmetall AG: The corporate sectors Sales : 4.4 billion Employees: 22,000 Sales: 2.1 billion Employees: 10,000 Sales: 2.3 billion Employees: 11,800 (Fiscal Year 2011) 3

4 Rheinmetall Your Text Defence Wide range of systems for Land Forces... Reconnaissance and command systems Simulation and training Air defence systems Weapons and ammunitions Armoured tracked vehicles Armoured wheeled vehicles 4

5 Rheinmetall Your Text Defence...and important products for Navy and Air Force Simulation and training Naval protection systems Air defence systems Weapons and ammunition Aircraft protection technologies Reconnaissance and sensor systems 5

6 Rheinmetall Defence: Leading positions in Europe and worldwide Ground forces technology Air Defence Weapon and Munitions Electronics/Simulation Europe s No. 1 for ground forces armament (vehicles, weapons, ammunition) Global market leader in short range air defence systems (40 countries) Unique technology position (C-RAM) for protection of military assets and critical infrastructure No. 1 outside the USmarket with a strong nichemarket position for US-Marine Corps European market leader in propellants Excellent market positions in fire control units, reconnaissance systems and simulation in Europe Leading operator of combat training centers in Germany and international markets 6

7 Weapons and Ammunition Division: International Technology Leadership Weapons and ammunition for tank and artillery systems Medium-calibre weapons and ammunition Self-defence systems Propellants and powder Fuze systems 7

8 Helmut Merch Helmut Merch Member of the Rheinmetall Member Defence of the Board Rheinmetall Defence Board Joost van Gemert Corporate Joost Offset van Management Gemert Corporate Rheinmetall Offset Management AG Rheinmetall AG Doris Sandau Doris Assistant Sandau Rheinmetall Assistant AG Rheinmetall AG RWM RWM Joost van Gemert Joost van Gemert RLS RLS Joost van Gemert Joost van Gemert RAD RAD Max Kaufmann Max Kaufmann RDE RDE Karl-Heinz Platzke Karl-Heinz Platzke RH Canada RH Canada Raymond Houle Raymond Houle RDM RDM Bruce Botma Bruce Botma RMMV RMMV Bernhard Pöltl Bernhard Pöltl Vinghoeg Vinghoeg Jarle Skudem Jarle Skudem RWM Gerhard Wiedmann RWM Gerhard Wiedmann RLS Henrik RLS Neitzel Henrik Neitzel RAD Florian RAD Graap Florian Graap RDE Simona RDE Jung Simona Jung RH Canada Dominique RH Canada Berubé Dominique France Dubord Berubé France Dubord RDM Sipho RDM Sithole Sipho Sithole RMMV Marius RMMV Müller Marius Müller 8

9 Rheinmetall Offset Obligations in following Countries: Greece Netherlands U.A.E. Switzerland Germany Taiwan Canada Denmark Norway Finland Spain Romania Sweden Italy Hungary Turkey Belgium South Korea 9

10 Cargotec GBO s support to s Global Business Winning OPPORTUNITIES via OFFSET? Shamraeff Consulting Limited

11 About Cargotec is a future oriented cargo handling solutions provider We operate in 120 countries, in 600 different locations Solutions are strongly localised for customer needs In 2011, sales totaledeur 3.1 billion Operating profit rose to EUR million There are approximately 11,000 employees globally Shamraeff Consulting Limited, part of Shamraeff Holdings, is the retained offset and business development advisor to Cargotec GBO. Currently Cargotec supported by Shamraeff is implementing offset solutions in: Norway, Sweden, Finland, Canada, South Africa and Australia

12 s increasingly Coordinate between Sales / Supply chain and Corporate Communications, are suppliers proactive enough? In a competitive international market place the winning of key and/or strategic business opportunities will continuously require that Cargotec GBO s commercial offering bring real and/or perceived additional value to its Contractor customers to act as discriminators. Offset is internationally a key discriminator for the s as often of more interest to the decision makers in the customer community than the equipment. This is particularly true in the global defence sector, but occurs in many others: Hitachi was provisionally awarded a 7.5bn contract to build carriages, with its preferred location being Newton Aycliffe. But the scheme is dependant on Hitachi being granted the Intercity Express Programme Contract. The Northern TUC's calculations are that more than 100m a year would be saved through the creation of 800 direct jobs and 7,500 supply chain jobs. Unions are pressing government ministers to extract guarantees on British jobs from the Westinghouse-led consortium, which wants to build more than 10bn of new nuclear reactors in Britain. A joint delegation from Westinghouse and Shaw Group, the controversial US group recently appointed as lead contractor for the work, will fly to London next month to meet ministers from Lord Mandelson's business department and Ed Miliband's energy department. The companies have promised that "up to 80%" of the contracts to supply reactor components will go to British companies. German Truck and Diesel Engine Manufacturer MAN Signed an Umbrella Industrial Cooperation Agreement for an additional period of 10 Years ( ) The Company Plans Increasing its Purchases from Israeli Industries by About 15 Million in the Next Five Years. In July 2010, Kingho signed a memorandum of cooperation with the government to develop the mining and agriculture industries, build infrastructure and provide social support in the education sector and other areas in Mozambique. In April this year the Chinese company handed over pre-feasibility studies for construction of the projects to the government. Initial investment in logistics and prospecting work for mining is expected to total US$20M. In developing countries such as Nigeria, the Oil and Gas Industry Content Development Act of 2010 contains provisions to enhance local participation in all aspects of oil operations. These include specifying minimum amounts of local materials and personnel used by oil gas operators in the country.

13 Corporate - Business Dev / Marketing Ownership of Country Strategy (Advisors / Agents) Corporate Communications INTEGRATED CAMPAIGN TEAM BU Commercial -Profitability -Risk Mitigation etc -(including Penalties/LD s) BU Technical Sales Ownership of Capture Plan BU / Corporate Legal Corporate Export / Structured Finance (including Bonding etc)

14 HOW IS THE DECISION MADE AND BY WHO?? (Understanding the Process and Contact Mapping are Critical!) Size of Contract as % of MoD Procurement Budget USER Dominant Who is now your Customer s Customer? Other Ministries (Finance, Economy etc) will become increasingly interested/dominant. Level of Participation in decision by USER compared to CUSTOMER

15 Rheinmetall Offset Obligations in following Countries: Greece Netherlands U.A.E. Switzerland Germany Taiwan Canada Denmark Norway Finland Spain Romania Sweden Italy Hungary Turkey Belgium South Korea 15

16 How can Offset Assist Business Winning for a Tier 1 Supplier/SME? 1. Increase understanding of the pre-contract Marketing, Sales and offset/ip environment of your key customers 2. Increase understanding of your own manufacturing footprint as a supplier 3. Understand the supply chain/industrial footprint of your key suppliers what are they prepared to do to keep your business / increase their own? 4. Look for the linkages and the discriminators that can value add your offering in the eyes of your customer s customer.

17 IN SUMMARY 1. Suppliers, even including SME scan discriminate their bids/offerings to s/ 1 st Tier by proactively supporting offset activities as part of relationship building. 2. Suppliers, especially 1 st Tier should be aware of the marketing and sales issues s have and where appropriate at a early stage to integrate themselves into major campaigns.