Rheinmetall: A Technology Group for Defence and Automotive · Armoured wheeled vehicles Armoured...

© Rheinmetall AG 2012

Rheinmetall:A Technology Group for Defence and Automotive

4th ECCO Symposium, Paris, June 15th, 2012

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© Rheinmetall AG 2012J. van Gemert / June 2012

Rheinmetall Defence

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Agenda:

1) Rheinmetall AG: Corporate Divisions

2) Offset organization at Rheinmetall

3) Cargotec support to Primes Global Business Winning:

Opportunities via Offset

4) Summary and Conclusions

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Rheinmetall Defence

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Rheinmetall AG: The corporate sectors

(Fiscal Year 2011)

Sales: €2.3 billion

Employees: 11,800

Sales: €2.1 billion

Employees: 10,000

Sales : € 4.4 billion Employees: 22,000

Rheinmetall Group

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Rheinmetall Defence

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Simulation and trainingReconnaissance and command systems Air defence systems

Wide range of systems for Land Forces...

Armoured wheeled vehicles

Armoured tracked vehicles Weapons and ammunitions

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Rheinmetall Defence

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...and important products for Navy and Air Force

Simulation and training

Aircraft protection technologies

Weapons and ammunition

Reconnaissance and sensor systems

Naval protection systemsAir defence systems

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Rheinmetall Defence

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Rheinmetall Defence:Leading positions in Europe and worldwide

� Europe’s No. 1

for ground forces

armament

(vehicles, weapons,

ammunition)

� No. 1 outside the US-

market …

� … with a strong niche-

market position for

US-Marine Corps

� European market leader

in propellants

� Global market leader

in short range air

defence systems

(40 countries)

� Unique technology

position (C-RAM) for

protection of military

assets and critical

infrastructure

� Excellent market

positions in fire control

units, reconnaissance

systems and simulation

in Europe

� Leading operator of

combat training centers

in Germany and

international markets

Ground forces technology Air Defence Weapon and Munitions Electronics/Simulation

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Rheinmetall Defence

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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

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Rheinmetall Defence

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Helmut Merch

Supervision

Member of the

Rheinmetall Defence Board

Helmut Merch

Supervision

Member of the

Rheinmetall Defence Board

Doris Sandau

Assistant

Rheinmetall AG

Doris Sandau

Assistant

Rheinmetall AG

RWM

Gerhard Wiedmann

RWM

Gerhard Wiedmann

Joost van Gemert

Corporate Offset Management

Rheinmetall AG

Joost van Gemert

Corporate Offset Management

Rheinmetall AG

RWMJoost van Gemert

Supervision &

Prime Responsibility

RWMJoost van Gemert

Supervision &


RDEKarl-Heinz Platzke

Supervision &


RDEKarl-Heinz Platzke

Supervision &


RDE

Simona Jung

RDE

Simona Jung

RADMax Kaufmann

Supervision &

Prime

Responsibility

RADMax Kaufmann

Supervision &

Prime

Responsibility

RAD

Florian Graap

RAD

Florian Graap

RLS Joost van Gemert

Supervision &


RLS Joost van Gemert

Supervision &


RLS

Henrik Neitzel

RLS

Henrik Neitzel

RH CanadaRaymond Houle

Supervision &

Prime

Responsibility

RH CanadaRaymond Houle

Supervision &

Prime

Responsibility

RH Canada

Dominique Berubé

France Dubord

RH Canada

Dominique Berubé

France Dubord

RDMBruce Botma

Supervision &

Prime

Responsibility

RDMBruce Botma

Supervision &

Prime

Responsibility

RMMV Bernhard Pöltl

Supervision &

Prime

Responsibility

RMMV Bernhard Pöltl

Supervision &

Prime

Responsibility

RDM

Sipho Sithole

RDM

Sipho Sithole

VinghoegJarle Skudem

Supervision &

Prime

Responsibility

VinghoegJarle Skudem

Supervision &

Prime

Responsibility

RMMV

Marius Müller

RMMV

Marius Müller

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Rheinmetall Defence

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� Greece

� Netherlands

� U.A.E.

� Switzerland

� Germany

� Taiwan

� Canada

� Denmark

� Norway

� Finland

� Spain

� Romania

� Sweden

� Italy

� Hungary

� Turkey

� Belgium

� South Korea

Rheinmetall Offset Obligations in following Countries:

Cargotec GBO’s support to Primes Global Business Winning

OPPORTUNITIES via OFFSET?

Shamraeff Consulting Limited

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Rheinmetall Defence

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 totaled EUR 3.1 billion

•Operating profit rose to EUR 207.0 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

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Rheinmetall Defence

Primes 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 Prime Contractor customers to act as discriminators.

Offset is internationally a key discriminator for the Primes 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 (06.07.2010) 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.

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Rheinmetall Defence

INTEGRATED

CAMPAIGN

TEAM

BU

Commercial-Profitability

-Risk Mitigation etc -(including Penalties/LD’s)

Corporate

Communications

BU

Technical Sales

Ownership of “Capture Plan”

Corporate

Export / Structured Finance(including Bonding etc)

BU / Corporate

Legal

Corporate - Business Dev / Marketing

Ownership of Country Strategy (Advisors / Agents)

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Rheinmetall Defence

Siz

e o

f C

on

tra

ct a

s %

of

Mo

D

Pro

cure

me

nt

Bu

dg

et

Level of Participation in decision by USER compared to CUSTOMER

USER Dominant

Who is now your Customer’s

Customer?Other Ministries (Finance, Economy etc)

will become increasingly interested/dominant.

HOW IS THE DECISION MADE AND BY WHO??(Understanding the Process and Contact Mapping are Critical !)

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Rheinmetall Defence

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� Greece

� Netherlands

� U.A.E.

� Switzerland

� Germany

� Taiwan

� Canada

� Denmark

� Norway

� Finland

� Spain

� Romania

� Sweden

� Italy

� Hungary

� Turkey

� Belgium

� South Korea

Rheinmetall Offset Obligations in following Countries:

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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 Prime

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.

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Rheinmetall Defence

IN SUMMARY

1. Suppliers, even including SME’s can discriminate their

bids/offerings to Primes/ 1st Tier by proactively supporting

offset activities as part of relationship building.

2. Suppliers, especially 1st Tier should be aware of the

marketing and sales issues Primes have and where

appropriate at a early stage to integrate themselves into

major campaigns.

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