WEBVTT 00:00:00.000 --> 00:00:04.520 Well. My topic is online stores with direct connection to SAP. 00:00:05.240 --> 00:00:08.240 I think we developed the first catalogs ten years ago with the company 00:00:08.280 --> 00:00:12.880 INCONY, and even then on the TecDoc platform, based on the standards. 00:00:13.120 --> 00:00:14.760 We had always said that this was something that, 00:00:14.760 --> 00:00:18.600 I don’t want to say would die out, but something we could use less and less 00:00:19.120 --> 00:00:24.640 due to the updated requirements, due to the financial aspects, 00:00:24.640 --> 00:00:28.120 you yourself know how much producing a catalog costs 00:00:28.320 --> 00:00:32.000 in comparison to electronic media or to online catalogs. 00:00:32.280 --> 00:00:34.800 So we've actually kind of - 00:00:35.640 --> 00:00:36.520 not phased out this topic; 00:00:36.520 --> 00:00:39.360 the functionalities are all still integrated into our online stores, 00:00:39.520 --> 00:00:42.320 but they're not being pushed significantly. 00:00:42.960 --> 00:00:45.680 What we do want to push is the topic of 00:00:47.360 --> 00:00:48.720 data on demand. 00:00:49.160 --> 00:00:52.160 Simply because many standards, including the TecDoc standard, 00:00:52.160 --> 00:00:55.400 which has been mentioned here, are increasingly being called into question. 00:00:55.400 --> 00:01:00.440 There are more and more market participants who want personalized information, 00:01:00.440 --> 00:01:02.920 be it one-off or in a specific format. 00:01:03.360 --> 00:01:06.120 E-commerce platforms which also have 00:01:06.720 --> 00:01:08.840 very specific requirements are on the rise. 00:01:09.120 --> 00:01:13.320 And we believe that ANTEROS will enable us to 00:01:13.320 --> 00:01:14.400 serve these formats as well. 00:01:14.400 --> 00:01:17.800 In other words, we don't have to individually process something in our databases, 00:01:17.800 --> 00:01:20.240 but rather perhaps generate an individual format once 00:01:20.520 --> 00:01:24.400 for a specific service provider or for a specific customer, 00:01:24.480 --> 00:01:28.000 which we can then also deliver at the push of a button or retrieve ourselves. 00:01:29.160 --> 00:01:34.200 Yes, the input, as you can see, is of course TecDoc. 00:01:34.200 --> 00:01:37.440 All of our data maintenance is, of course, TecDoc-based, 00:01:37.440 --> 00:01:41.320 as is the case with all automotive suppliers, I believe. 00:01:41.920 --> 00:01:45.880 TecDoc has been on the market as a standardization organization 00:01:46.280 --> 00:01:49.160 for 20 years, and is therefore well established. 00:01:49.600 --> 00:01:52.720 And we have 00:01:52.720 --> 00:01:56.280 also based our own structures very, very closely on the TecDoc format. 00:01:56.280 --> 00:02:01.280 So everything concerning SAP data is absolutely aligned. 00:02:01.320 --> 00:02:06.120 A product appears in SAP at the same time as the TecDoc feed. 00:02:06.120 --> 00:02:09.440 We have certain, the generic articles were mentioned, 00:02:09.520 --> 00:02:13.240 we have created them directly in SAP, they are maintained directly with the system 00:02:13.240 --> 00:02:16.040 and transferred there to the catalogs there. 00:02:16.320 --> 00:02:19.680 So TecDoc is the ultimate maintenance platform for us 00:02:19.760 --> 00:02:21.920 and therefore also the 00:02:22.920 --> 00:02:25.680 source for ANTEROS for the 00:02:26.880 --> 00:02:28.360 other catalog applications. 00:02:28.840 --> 00:02:32.920 Yes, pure master data - SAP. 00:02:33.000 --> 00:02:36.880 We are actually more 00:02:36.880 --> 00:02:41.240 eager to map the integration of catalog systems with our ERP 00:02:41.520 --> 00:02:43.400 processes, because 00:02:44.080 --> 00:02:46.560 still, even though today we receive 00:02:46.560 --> 00:02:50.960 up to 85% of our orders from wholesalers by EDI already, 00:02:51.680 --> 00:02:54.400 we are still forced to accept 15%, which is still a myriad 00:02:54.400 --> 00:02:56.680 of orders, by phone. 00:02:57.440 --> 00:03:01.440 And that's given the large number of branches we have in the various countries. 00:03:02.680 --> 00:03:05.400 And not just in Germany, where we have 65 employees 00:03:05.400 --> 00:03:09.000 who work in telephone sales alone and do exactly that. 00:03:09.440 --> 00:03:14.000 We wanted to optimize this, because it is very time-consuming, 00:03:14.000 --> 00:03:17.560 very personnel-intensive and also limited. 00:03:18.000 --> 00:03:20.080 You have eight hours of availability. 00:03:20.080 --> 00:03:23.280 If you want to order a part at 10:00 at night, there's no one available. 00:03:23.760 --> 00:03:26.200 So those are the things that we wanted to optimize. 00:03:26.800 --> 00:03:28.640 So it starts here with registration, 00:03:29.400 --> 00:03:31.240 but of course the registration can only be done 00:03:31.240 --> 00:03:33.160 if it's a customer registered by us. 00:03:33.160 --> 00:03:35.480 So there is not like maybe elsewhere on the Internet 00:03:35.480 --> 00:03:37.440 the possibility: "Yes, I would like to order now". 00:03:37.480 --> 00:03:40.600 Although, of course, it's also an internal tool, 00:03:41.360 --> 00:03:44.440 because the customer who now calls and perhaps hasn't 00:03:44.440 --> 00:03:45.560 logged into our online store, 00:03:45.560 --> 00:03:48.560 of course the sales clerk can do that for them. 00:03:48.720 --> 00:03:54.040 So the first thing is that here you have a possibility to start with a customer number. 00:03:54.040 --> 00:03:57.280 This personalizes the whole process that follows. 00:03:57.280 --> 00:04:01.880 There is a login, the catalog functionality, 00:04:02.440 --> 00:04:06.960 history, that old searches are saved and so on, that 00:04:07.720 --> 00:04:09.960 is a normal functionality of the online store. 00:04:11.120 --> 00:04:13.320 However, what happens next 00:04:14.680 --> 00:04:17.760 is already stored 00:04:17.960 --> 00:04:20.440 with interfaces to the ERP system. 00:04:20.720 --> 00:04:22.400 So now I am logged in as a customer. 00:04:22.400 --> 00:04:24.360 I can do another search. 00:04:24.960 --> 00:04:27.360 For example, I search via the product categories 00:04:27.360 --> 00:04:29.680 that have already been mentioned here, which have also been applied 00:04:30.240 --> 00:04:31.600 to the print concept. 00:04:31.600 --> 00:04:36.440 However, here we have relied 100% on the categories of TecDoc, 00:04:36.440 --> 00:04:40.640 the standardized search trees that are provided there. 00:04:40.680 --> 00:04:45.040 And then I get a corresponding item selection. 00:04:45.040 --> 00:04:46.800 On the one hand, 00:04:47.960 --> 00:04:51.520 which has list prices, that is, the normally deposited prices 00:04:51.520 --> 00:04:54.120 that are the same for every customer, which are communicated in price lists 00:04:55.160 --> 00:04:56.360 that have appeared. 00:04:57.040 --> 00:05:00.840 But I also have the option of directly referencing a price, 00:05:01.320 --> 00:05:03.920 a net price for the customer, 00:05:04.800 --> 00:05:08.280 through a direct SAP connection 00:05:08.960 --> 00:05:10.080 Summary: 00:05:12.440 --> 00:05:15.840 International online stores with existing data. 00:05:16.160 --> 00:05:18.240 You just saw the French version. 00:05:19.160 --> 00:05:20.320 The translations 00:05:21.160 --> 00:05:24.640 are all based on TecDoc, so we have up to 00:05:24.640 --> 00:05:28.240 34 language versions that we can easily 00:05:28.240 --> 00:05:29.240 map in this structure. 00:05:31.080 --> 00:05:35.200 Yes, prices and order data come from SAP. 00:05:35.720 --> 00:05:39.600 Product and vehicle data is imported from the catalog using TecDoc. 00:05:40.520 --> 00:05:45.520 Benefits for the national companies: Time savings 00:05:45.600 --> 00:05:48.160 compared to ordering by phone, 00:05:50.000 --> 00:05:53.680 24-hour service, the entire product range at a glance, 00:05:53.880 --> 00:05:56.880 search functions, ordering functions, everything fully integrated. 00:05:56.880 --> 00:05:57.720 I believe that this will also be 00:05:57.720 --> 00:06:01.000 the trend in the future, that the systems will have to grow together. 00:06:01.640 --> 00:06:06.960 Purely detached from the catalog system into the ERP integration, into the ordering process, 00:06:07.040 --> 00:06:09.800 that the processes are really completely electronic. 00:06:11.880 --> 00:06:13.520 For us, that is the reason why we 00:06:14.040 --> 00:06:17.840 have invested a lot in this topic and want to push it further. 00:06:18.320 --> 00:06:23.640 Yes, then maybe the development time, I was really very excited. 00:06:25.000 --> 00:06:26.960 Well, of course we already had a lot of components, 00:06:26.960 --> 00:06:30.200 the online store was already there, the online catalog was already there. 00:06:30.200 --> 00:06:31.840 The functionalities were there. 00:06:31.840 --> 00:06:35.400 All the processes for loading the data were there, 00:06:35.960 --> 00:06:39.920 but it still took three months to get the system integration right, 00:06:39.920 --> 00:06:41.760 and then in Italy with an SAP system that was 00:06:43.160 --> 00:06:46.000 completely and, for us, partially remote. 00:06:46.520 --> 00:06:49.040 I think it worked very well. 00:06:50.120 --> 00:06:52.640 Of course, we have been importing TecDoc data 00:06:53.360 --> 00:06:55.880 on a regular basis for years, 00:06:55.880 --> 00:06:57.320 but now with the online store project 00:06:57.320 --> 00:07:00.600 in Italy, local product ranges 00:07:01.560 --> 00:07:02.520 have appeared 00:07:02.920 --> 00:07:07.160 and we had to prepare the data and integrate it into the system. 00:07:07.280 --> 00:07:10.280 This will be repeated with the other sales companies, 00:07:10.400 --> 00:07:12.680 as they still have individual product ranges. 00:07:13.520 --> 00:07:16.680 But that also went accordingly fast. 00:07:18.200 --> 00:07:19.320 Yes, the customers. 00:07:19.320 --> 00:07:24.240 SAP, material, master data material data is imported regularly. 00:07:25.760 --> 00:07:28.160 There is no separate maintenance in the catalog. 00:07:28.320 --> 00:07:33.040 The SAP system simply takes the lead here and is adopted directly. 00:07:34.200 --> 00:07:37.880 Yes, the feedback from the subsidiaries is good. 00:07:37.880 --> 00:07:41.000 Almost too good, because of course they talk to each other 00:07:41.000 --> 00:07:43.920 and the Frenchman says: "Look what a great online shop I have here, 00:07:44.440 --> 00:07:45.600 I want the same in England.” 00:07:45.600 --> 00:07:47.480 And now we're actually under a little bit of pressure 00:07:47.880 --> 00:07:50.840 in terms of the rollout, because of course all the countries would like to have 00:07:50.840 --> 00:07:54.640 this kind of functionality at their fingertips, which also, 00:07:55.160 --> 00:07:58.520 I would say, gives a certain image boost in today's market. 00:07:58.520 --> 00:08:00.280 We have our finger on the pulse, 00:08:01.160 --> 00:08:03.320 we have the technology 00:08:03.320 --> 00:08:05.800 that we know from the Internet, in the online store environment. 00:08:06.400 --> 00:08:08.000 So there is a lot to do. 00:08:09.680 --> 00:08:13.480 The number of incoming orders is growing significantly, of course. 00:08:14.680 --> 00:08:16.280 It depends on the customer structure. 00:08:16.280 --> 00:08:19.400 In Germany, of course, we have a lot more EDI. 00:08:19.800 --> 00:08:23.000 In Italy, a lot of small customers, in France. 00:08:23.080 --> 00:08:28.120 But the number of orders is growing steadily. 00:08:32.600 --> 00:08:37.120 Well. My topic is online stores with a direct connection to SAP. 00:08:37.360 --> 00:08:40.880 But first, a brief introduction to the company. 00:08:41.080 --> 00:08:45.040 Compared to Continental, we are of course a medium-sized company 00:08:45.480 --> 00:08:48.320 with a turnover of 5.8 billion. 00:08:48.480 --> 00:08:51.640 Of course, we are nowhere near 34 billion. 00:08:52.360 --> 00:08:54.920 Nevertheless, we have been listed on the stock exchange 00:08:56.120 --> 00:08:57.760 since November. 00:08:57.760 --> 00:09:02.000 We have three main business segments, which are also not that complex. 00:09:03.400 --> 00:09:06.880 Automotive, of course, is still the main area 00:09:06.880 --> 00:09:09.920 where we supply products directly to the automotive industry. 00:09:11.640 --> 00:09:12.480 Headlights - 00:09:12.480 --> 00:09:16.000 of course, that's what we're known for, but a lot of body elements, 00:09:16.000 --> 00:09:19.720 electronic components, 00:09:19.720 --> 00:09:21.880 that's what we supply there. 00:09:22.560 --> 00:09:25.960 So a very important segment for us. 00:09:25.960 --> 00:09:28.040 Perhaps even more important than for Conti is the aftermarket. 00:09:28.040 --> 00:09:30.520 That's where we supply the wear parts and the spare parts. 00:09:30.680 --> 00:09:33.840 Another segment is what we call special applications. 00:09:34.640 --> 00:09:40.440 This is, yes, original equipment for smaller companies. 00:09:40.440 --> 00:09:42.320 You know Claas, 00:09:42.600 --> 00:09:46.400 other manufacturers in that segment, John Deer, 00:09:46.400 --> 00:09:47.600 other tractor manufacturers, 00:09:47.600 --> 00:09:50.480 construction equipment manufacturers, caravan manufacturers that we serve there. 00:09:50.480 --> 00:09:54.040 And another fairly new segment is industrial. 00:09:54.440 --> 00:10:00.160 We're moving from airport lighting to street lighting with LED. 00:10:00.160 --> 00:10:05.960 Now I come to the area of cross-media publishing with ANTEROS. 00:10:05.960 --> 00:10:07.240 I've already said, 00:10:07.840 --> 00:10:10.840 I think we developed the first catalogs ten years ago with the company 00:10:10.880 --> 00:10:15.480 INCONY, and even then on the TecDoc platform, based on the standards. 00:10:16.320 --> 00:10:20.680 What you see here in the middle, ANTEROS, is not something 00:10:20.680 --> 00:10:23.520 we would have installed - 00:10:23.640 --> 00:10:24.640 it's actually just 00:10:24.640 --> 00:10:29.640 like Mr. Blum, everything is hosted centrally here at INCONY. 00:10:32.360 --> 00:10:34.240 But after the 00:10:36.600 --> 00:10:42.000 catalog development we found out very quickly 00:10:42.000 --> 00:10:46.720 that ANTEROS offers much more, especially online. 00:10:46.720 --> 00:10:49.440 So print catalogs, that was the beginning, I think. 00:10:50.400 --> 00:10:54.760 But then very quickly we started to expand 00:10:55.600 --> 00:10:58.320 online stores, which go 00:11:00.680 --> 00:11:04.000 hand in hand with loading the data into the ANTEROS environment, 00:11:04.000 --> 00:11:07.840 and then make them available to the market 00:11:07.840 --> 00:11:10.000 and to the workshops. 00:11:11.200 --> 00:11:15.160 Quite simply to take some of the pressure off ourselves. 00:11:15.160 --> 00:11:17.760 Then came print-on-demand, 00:11:18.440 --> 00:11:22.720 so that we no longer had to publish the catalogs ourselves in a time-consuming process, 00:11:22.720 --> 00:11:26.720 but instead gave the wholesalers and workshops the opportunity to produce 00:11:26.720 --> 00:11:29.320 excerpts themselves in cases where they needed an excerpt 00:11:29.320 --> 00:11:32.200 from our large product range. 00:11:32.440 --> 00:11:34.400 That was our approach, 00:11:34.920 --> 00:11:38.640 and that's why we didn't go the way 00:11:39.040 --> 00:11:42.160 of Mr. Blum, and say that we're 00:11:42.160 --> 00:11:46.200 trying to optimize this print catalog concept more and more, 00:11:47.120 --> 00:11:50.960 to create opportunities to design covers, to influence layouts, 00:11:50.960 --> 00:11:53.120 to optimize compression rules more and more, 00:11:53.600 --> 00:11:55.880 but we said that this is something, 00:11:55.880 --> 00:11:59.720 I don't want to say something that's dying, but something that we can reproduce 00:12:00.240 --> 00:12:05.760 less and less because of the updating requirements and because of the financial possibilities. 00:12:05.760 --> 00:12:09.240 You all know that print catalogs are also expensive 00:12:09.440 --> 00:12:13.120 to produce compared to electronic media, compared to online catalogs. 00:12:13.400 --> 00:12:15.920 So we've actually kind of - 00:12:16.760 --> 00:12:17.640 we haven't phased it out; 00:12:17.640 --> 00:12:20.480 the functionality is still built into our online stores, 00:12:20.640 --> 00:12:23.440 but it's not being pushed significantly. 00:12:24.080 --> 00:12:26.800 What we do want to push is 00:12:28.480 --> 00:12:29.840 data on demand. 00:12:30.280 --> 00:12:33.280 Simply because a lot of standards, including the TecDoc standard 00:12:33.280 --> 00:12:36.520 that was mentioned here, are increasingly being called into question. 00:12:36.520 --> 00:12:41.560 There are more and more market participants who want personalized information, 00:12:41.560 --> 00:12:44.040 be it one-time or in a specific format. 00:12:44.480 --> 00:12:47.240 E-commerce platforms are on the rise 00:12:47.840 --> 00:12:49.960 and have very specific requirements as well. 00:12:50.240 --> 00:12:54.440 And we believe that ANTEROS will enable us to serve 00:12:54.440 --> 00:12:55.520 these formats as well. 00:12:55.520 --> 00:12:58.920 In other words, we don't have to prepare something 00:12:58.920 --> 00:13:01.360 individually in our databases, but perhaps generate 00:13:01.640 --> 00:13:05.520 an individual format once for a specific service provider 00:13:05.600 --> 00:13:09.120 or for a specific customer, which we can then also deliver at the push of a button or have retrieved ourselves. 00:13:10.280 --> 00:13:15.320 Yes, the input, as you can see, is of course TecDoc. 00:13:15.320 --> 00:13:18.560 All of our data maintenance is of course based on TecDoc, 00:13:18.560 --> 00:13:22.440 as is the case with all automotive suppliers, I think. 00:13:23.040 --> 00:13:27.000 TecDoc has been in the market for 20 years 00:13:27.400 --> 00:13:30.280 as a standardization organization, so it is well established. 00:13:30.720 --> 00:13:33.840 And we have 00:13:33.840 --> 00:13:37.400 also based our own structures very, very closely on the TecDoc format. 00:13:37.400 --> 00:13:42.400 So everything about the SAP data is completely aligned. 00:13:42.440 --> 00:13:47.240 A product appears in SAP at the same time as the TecDoc feed. 00:13:47.240 --> 00:13:50.560 We have certain, the generic articles have been addressed, 00:13:50.640 --> 00:13:54.360 we have created directly in SAP, are maintained directly with the site 00:13:54.360 --> 00:13:57.160 and transferred there into the catalogs. 00:13:57.440 --> 00:14:00.800 So TecDoc is the ultimate maintenance platform 00:14:00.880 --> 00:14:03.040 for us and therefore also 00:14:04.040 --> 00:14:06.800 source for ANTEROS for the 00:14:08.000 --> 00:14:09.480 other catalog applications. 00:14:09.960 --> 00:14:14.040 Yes, pure master data - SAP. 00:14:14.920 --> 00:14:17.520 Orders - that's a bit of a leap. 00:14:17.520 --> 00:14:19.320 You see, the TecCom logo 00:14:19.720 --> 00:14:21.080 appeared earlier. 00:14:21.600 --> 00:14:24.600 So when TecDoc was founded 20 years ago as a standardization body. 00:14:24.600 --> 00:14:28.120 At that time, it was clear that catalog information was standardized. 00:14:28.400 --> 00:14:31.280 But what happens to it when I search in an electronic catalog? 00:14:31.280 --> 00:14:35.080 Or if I have now selected the part, this spare part, 00:14:35.640 --> 00:14:39.040 then an order process actually follows. 00:14:39.240 --> 00:14:41.400 An electronic ordering process as a rule 00:14:42.680 --> 00:14:46.080 and this was then also mapped in the cooperation via the company TecCom, 00:14:46.080 --> 00:14:48.000 which means standardization, 00:14:49.600 --> 00:14:54.040 standardization of EDI formats of the order, delivery bills invoice. 00:14:54.040 --> 00:14:58.760 All these things, but also material data transfer in terms of logistical data and prices. 00:14:59.000 --> 00:15:03.040 At the time, this was harmonized and standardized 00:15:03.040 --> 00:15:05.640 via TecCom and we also mapped this accordingly in our systems. 00:15:06.400 --> 00:15:08.960 Yes, now for the incentive 00:15:08.960 --> 00:15:12.480 to further develop these INCONY systems 00:15:12.480 --> 00:15:15.440 in a slightly different direction than you have seen from Mr. Blum. 00:15:15.520 --> 00:15:19.360 We are actually more eager 00:15:19.720 --> 00:15:24.080 to map the integration of catalog systems with 00:15:24.360 --> 00:15:26.240 our ERP processes, 00:15:26.920 --> 00:15:29.400 because still, even though today 00:15:29.400 --> 00:15:33.800 we receive up to 85% of our orders from wholesalers by EDI already, 00:15:34.520 --> 00:15:37.240 we are still forced to accept 15%, which is still a myriad 00:15:37.240 --> 00:15:39.520 of orders, by phone. 00:15:40.280 --> 00:15:44.280 And that's given the large number of branches we have in the various countries. 00:15:45.520 --> 00:15:48.240 And not just in Germany, where we have 65 employees 00:15:48.240 --> 00:15:51.840 who work in telephone sales alone and do exactly that. 00:15:53.360 --> 00:15:57.920 We wanted to optimize this, because it is very time-consuming, 00:15:57.920 --> 00:16:01.480 very personnel-intensive and also limited. 00:16:01.920 --> 00:16:04.000 You have eight hours of availability. 00:16:04.000 --> 00:16:07.200 If you want to order a part at 10:00 at night, there's no one available. 00:16:07.680 --> 00:16:10.120 So those are the things that we wanted to optimize. 00:16:10.440 --> 00:16:11.720 What we didn't want was 00:16:11.720 --> 00:16:14.760 a so-called e-commerce platform, a second Amazon here, 00:16:14.760 --> 00:16:18.440 where everyone can order parts individually, 00:16:18.680 --> 00:16:20.920 because our sales structure is still the same: 00:16:21.200 --> 00:16:22.560 we go to 00:16:22.720 --> 00:16:24.640 the wholesaler, to the end consumer 00:16:24.640 --> 00:16:26.920 or to the workshop or via corresponding platforms. 00:16:27.600 --> 00:16:30.240 So the online store for everyone, that was not our goal. 00:16:31.280 --> 00:16:39.040 Nonetheless, the technology is quite similar to what we know. 00:16:40.000 --> 00:16:41.840 So it starts here with registration, 00:16:42.600 --> 00:16:44.440 but of course the registration can only be done 00:16:44.440 --> 00:16:46.360 if it's a customer registered by us. 00:16:46.360 --> 00:16:48.680 So there is not like maybe elsewhere on the Internet 00:16:48.680 --> 00:16:50.640 the possibility: "Yes, I would like to order now" 00:16:50.720 --> 00:16:52.880 as it is with mail-order pharmacies, wherever they are. 00:16:52.880 --> 00:16:56.120 You log in, create your e-mail address, have your payment terms 00:16:56.120 --> 00:16:57.200 and can then order. 00:16:57.320 --> 00:17:00.080 That is not our goal at all, 00:17:00.080 --> 00:17:05.040 we just want to map established business relationships here with our online store. 00:17:06.520 --> 00:17:09.640 Although, of course, it's also an internal tool, 00:17:10.400 --> 00:17:13.480 because the customer who now calls and perhaps hasn't 00:17:13.480 --> 00:17:14.600 logged into our online store, 00:17:14.600 --> 00:17:17.600 of course the sales clerk can do that for them. 00:17:17.800 --> 00:17:21.400 They then have the same interface at their disposal and can support them. 00:17:22.640 --> 00:17:24.720 We are only just in the process of rolling out this system. 00:17:24.720 --> 00:17:27.600 I'll come back to that later. 00:17:27.600 --> 00:17:30.320 So there are two optimization paths. 00:17:30.320 --> 00:17:33.800 Either the customer researches directly 00:17:33.880 --> 00:17:36.000 with the web catalog or 00:17:36.320 --> 00:17:39.680 we support them with the sales concept. 00:17:40.040 --> 00:17:41.760 Yes, here you can see an 00:17:42.640 --> 00:17:45.920 entry point, i.e. this interface, which is now a, yes, 00:17:45.960 --> 00:17:49.040 basically a web catalog, as we have been using it for years 00:17:49.640 --> 00:17:50.840 from the company INCONY. 00:17:50.840 --> 00:17:54.400 It is designed with the Hella logo, of course, and no longer looks 00:17:54.480 --> 00:17:56.000 really ANTEROS-like, but 00:17:56.360 --> 00:17:59.080 I think there are no limits to the design possibilities here either. 00:17:59.080 --> 00:18:02.720 Our Hella logo shows that. 00:18:02.720 --> 00:18:06.120 We then have the normal arrangement, perhaps one aspect to it. 00:18:06.120 --> 00:18:08.920 So you can see now that the description is all in French. 00:18:09.800 --> 00:18:10.760 I'm a little sorry about that. 00:18:11.120 --> 00:18:14.040 Unfortunately, we didn't get around to launching the German catalog. 00:18:14.880 --> 00:18:21.400 We are currently using this online store system in Italy and France. 00:18:21.760 --> 00:18:23.840 Why is that? I'll come back to that later. 00:18:24.840 --> 00:18:30.400 So the first thing is that here you have a possibility to start with a customer number. 00:18:30.400 --> 00:18:33.640 This personalizes the whole process that follows. 00:18:33.640 --> 00:18:38.240 There is a login, the catalog functionality, 00:18:38.800 --> 00:18:43.320 history, that old searches are saved and so on, that 00:18:44.080 --> 00:18:46.320 is a normal functionality of the online store. 00:18:47.480 --> 00:18:49.680 However, what happens next is 00:18:51.040 --> 00:18:54.120 already stored with 00:18:54.320 --> 00:18:56.800 interfaces to the ERP system. 00:18:57.080 --> 00:18:58.760 So now I am logged in as a customer. 00:18:58.760 --> 00:19:00.720 I can do another search. 00:19:01.320 --> 00:19:03.720 For example, I search via the product categories 00:19:03.720 --> 00:19:06.040 that have already been mentioned here, which have also been 00:19:06.600 --> 00:19:07.960 applied to the print concept. 00:19:07.960 --> 00:19:12.800 However, here we have relied 100% on the categories of TecDoc, 00:19:12.800 --> 00:19:17.000 the standardized search trees that are provided there. 00:19:17.040 --> 00:19:21.400 And then I get a corresponding item selection. 00:19:21.680 --> 00:19:26.240 The unique feature here is that on the one hand, 00:19:27.400 --> 00:19:30.960 you get the list prices, that is, the normally deposited prices 00:19:30.960 --> 00:19:33.560 that are the same for every customer, which are communicated in price lists 00:19:34.600 --> 00:19:35.800 that have appeared. 00:19:36.480 --> 00:19:40.280 But I also have the option of directly referencing a price, 00:19:40.760 --> 00:19:43.360 a net price for the customer, 00:19:44.240 --> 00:19:47.720 through a direct SAP connection. 00:19:47.880 --> 00:19:50.520 Additional functionality is provided in the tiles. 00:19:50.520 --> 00:19:55.520 For one, a comparison, a product comparison and a corresponding data sheet. 00:19:55.520 --> 00:19:58.600 So let us say an excerpt, catalog excerpt for a single product 00:19:58.600 --> 00:20:02.400 with all attributes, with all criteria that are stored there. 00:20:02.520 --> 00:20:05.080 Yes, here is the product comparison. 00:20:07.040 --> 00:20:11.600 Yes, different criteria are highlighted in color here. 00:20:11.920 --> 00:20:14.360 So this is particularly necessary for us, where we have many products 00:20:14.360 --> 00:20:15.800 that are quite similar. 00:20:15.800 --> 00:20:18.680 A corresponding fitting with different wiring, 00:20:18.880 --> 00:20:22.520 which differs only in the corresponding plug connection. 00:20:22.760 --> 00:20:27.000 This is then clearly highlighted here via the criteria in the comparison 00:20:27.600 --> 00:20:30.640 so that the number of incorrect orders can be reduced. 00:20:31.400 --> 00:20:35.520 Yes, here is the shopping cart, 00:20:36.360 --> 00:20:38.240 which can be saved. 00:20:38.720 --> 00:20:43.520 This is also a very important function for those who do not have a direct EDI connection. 00:20:43.520 --> 00:20:49.160 Customers also have the option of importing Excel files. 00:20:49.160 --> 00:20:52.160 So if someone now orders 100 products, which of course makes us happy, 00:20:52.240 --> 00:20:53.840 somewhere from their ERP system, 00:20:53.840 --> 00:20:57.480 they don't need to have a large EDI connection. 00:20:57.480 --> 00:20:59.360 He can simply fill an Excel file, 00:20:59.680 --> 00:21:02.840 in a certain format of course, and it can be transferred 00:21:03.320 --> 00:21:05.760 here via the online store, directly into an order. 00:21:07.720 --> 00:21:11.200 This is something, I'll say, that bridges the gap 00:21:11.200 --> 00:21:15.520 between traditional EDI and what we see as the optimization 00:21:15.520 --> 00:21:18.000 of ordering processes via online stores. 00:21:20.160 --> 00:21:22.040 Yes, another aspect: delivery addresses. 00:21:22.040 --> 00:21:27.440 Many customers, probably yours too, don't just have one location. 00:21:27.520 --> 00:21:32.040 They then place orders for the various locations 00:21:32.040 --> 00:21:33.280 and delivery addresses are stored. 00:21:33.280 --> 00:21:36.560 This also all comes from SAP, is also managed there accordingly, 00:21:36.840 --> 00:21:38.160 must be permitted 00:21:38.440 --> 00:21:44.160 and is then directly added here in the online store. 00:21:44.360 --> 00:21:47.080 Yes, ultimately it comes to the order. 00:21:47.800 --> 00:21:50.040 The order is created in SAP, 00:21:50.560 --> 00:21:53.720 but is also documented here in the online store environment. 00:21:53.720 --> 00:21:55.640 There is also a history here 00:21:56.880 --> 00:21:58.440 that can be queried. 00:21:59.440 --> 00:22:01.960 You can call up the details accordingly 00:22:02.440 --> 00:22:06.840 and you can also delete any shopping baskets that have been stored. 00:22:08.240 --> 00:22:10.880 In terms of the overview, it is actually 00:22:12.520 --> 00:22:15.600 also something that can relieve the sales department, 00:22:15.600 --> 00:22:19.800 because there is direct information on what has actually happened. 00:22:22.840 --> 00:22:25.000 Yes, now to the technology behind it. 00:22:26.560 --> 00:22:30.200 Of course, we use SAP systems. 00:22:30.200 --> 00:22:33.640 Of course I say that because, I don't know, you have 00:22:34.400 --> 00:22:37.040 a wide variety of ERP systems, we have SAP systems. 00:22:38.120 --> 00:22:43.520 All item master data and customer master data is maintained there, 00:22:44.480 --> 00:22:49.480 as well as all customer net prices, all conditions, discounts and, very importantly, 00:22:49.920 --> 00:22:54.720 all availability of the goods are visible there 00:22:54.800 --> 00:22:57.560 or are of course managed there in the logistics system. 00:22:59.480 --> 00:23:04.240 So there are essentially two functional interfaces to ANTEROS. 00:23:04.240 --> 00:23:08.360 This is the data interface, which is updated daily. 00:23:09.400 --> 00:23:15.880 Customer master data Item master data with corresponding master data and then 00:23:15.880 --> 00:23:18.000 the function interface, which is only activated 00:23:18.000 --> 00:23:21.880 when I actually enter the ordering process. 00:23:22.440 --> 00:23:23.200 The customer number 00:23:25.240 --> 00:23:27.600 is then queried on demand, 00:23:28.520 --> 00:23:31.480 i.e. at that moment, in connection with the corresponding order quantity, 00:23:31.480 --> 00:23:33.760 because there may also be graduated prices, 00:23:35.560 --> 00:23:38.960 then the customer prices, which are determined directly 00:23:39.280 --> 00:23:44.360 and then the current availability, so that you can say 00:23:44.360 --> 00:23:48.360 "part is available", "partial quantity available", all things 00:23:48.360 --> 00:23:56.200 that are then fed directly back into the store and ultimately the order is then triggered. 00:23:56.840 --> 00:23:58.320 You can also see the TecCom logo here. 00:23:58.320 --> 00:24:00.800 Today, we use the standard interface in this communication, 00:24:00.800 --> 00:24:03.760 in this communication, which is connected by TecCom. 00:24:04.280 --> 00:24:06.920 You have to picture it like this: TecCom is a large platform 00:24:06.920 --> 00:24:08.640 where partner management takes place. 00:24:08.720 --> 00:24:11.000 This means that we register the customer with TecCom. 00:24:11.280 --> 00:24:13.120 The customer visibly registers with TecCom 00:24:13.120 --> 00:24:15.120 and this represents a business relationship. 00:24:16.320 --> 00:24:18.960 That works. Everything runs via a server that is currently located in Munich. 00:24:18.960 --> 00:24:22.080 But that's not the reason why there sometimes are delays, 00:24:22.360 --> 00:24:27.040 it's actually this whole process, this mapping, that costs a 00:24:27.040 --> 00:24:30.680 millisecond or two and that has an effect afterwards. 00:24:30.680 --> 00:24:32.160 Especially with larger orders. 00:24:32.800 --> 00:24:37.320 What we are thinking about here is a direct SAP interface 00:24:37.320 --> 00:24:43.480 that uses SAP's functionalities directly in order to gain even more speed. 00:24:44.120 --> 00:24:46.680 On the other hand, we have also opened up the catalog 00:24:46.680 --> 00:24:50.640 to customers who are not registered in the TecCom environment. 00:24:51.080 --> 00:24:55.320 This may be the case abroad or in other regions. 00:24:55.800 --> 00:24:58.760 We then have the direct opportunity to work for these customers 00:24:59.360 --> 00:25:01.280 in the regions. 00:25:02.000 --> 00:25:03.120 Summary: 00:25:05.480 --> 00:25:08.880 International online stores with existing data. 00:25:09.200 --> 00:25:11.280 You just saw the French version. 00:25:12.200 --> 00:25:13.360 The translations 00:25:14.200 --> 00:25:17.680 are all based on TecDoc, so we have up to 00:25:17.680 --> 00:25:21.280 34 language versions that we can easily 00:25:21.280 --> 00:25:22.280 map in this structure. 00:25:24.120 --> 00:25:28.240 Yes, prices and order data come from SAP. 00:25:28.760 --> 00:25:32.640 Product and vehicle data is imported from the catalog using TecDoc. 00:25:33.560 --> 00:25:38.560 Benefits for the national companies: Time savings 00:25:38.640 --> 00:25:41.200 compared to ordering by phone, 00:25:43.040 --> 00:25:46.720 24-hour service, the entire product range at a glance, 00:25:46.920 --> 00:25:49.920 search functions, ordering functions, everything fully integrated. 00:25:49.920 --> 00:25:50.760 I believe that this will also be 00:25:50.760 --> 00:25:54.040 the trend in the future, that the systems will have to grow together. 00:25:54.680 --> 00:26:00.000 Purely detached from the catalog system into the ERP integration, into the ordering process, 00:26:00.080 --> 00:26:02.840 that the processes are really completely electronic. 00:26:04.920 --> 00:26:06.560 For us, that is the reason why 00:26:07.080 --> 00:26:10.880 we have invested a lot in this topic and want to push it further. 00:26:11.640 --> 00:26:14.560 Perhaps the topic of print catalogs, Mr. Blum, has 00:26:15.160 --> 00:26:16.240 been pushed to the side a little. 00:26:16.240 --> 00:26:18.120 That's just the way it is. 00:26:20.400 --> 00:26:28.520 The search functions that we know from the catalog will have to be expanded in the future. 00:26:28.520 --> 00:26:29.720 Also in the interface. 00:26:30.560 --> 00:26:32.160 We have already considered having 00:26:32.160 --> 00:26:35.440 customer-specific article number systems, where some customers have 00:26:35.440 --> 00:26:38.400 their own article numbers, which we also create in SAP. 00:26:38.800 --> 00:26:42.160 This would also be something that we would have to pull from the ERP system, 00:26:42.720 --> 00:26:44.720 which we could then integrate into this interface, 00:26:44.720 --> 00:26:46.360 into the material determination, 00:26:46.360 --> 00:26:50.400 which of course we cannot store on the TecDoc platform for identification. 00:26:50.760 --> 00:26:53.360 These would be extensions to this search function. 00:26:55.320 --> 00:27:01.320 Then, of course, what we have to do now is 00:27:01.440 --> 00:27:04.920 integrate it with the various ERP systems. 00:27:05.200 --> 00:27:08.360 We have seen a country-specific French system, 00:27:08.360 --> 00:27:11.240 we have an English system, we actually have 00:27:11.240 --> 00:27:15.000 16 different SAP systems in Europe alone, which may have different interfaces. 00:27:15.680 --> 00:27:17.640 In Germany, we have another individual system. 00:27:17.640 --> 00:27:21.040 This has to be adapted, but it is possible via 00:27:21.160 --> 00:27:25.880 the TecCom standard interface on the one hand, and the integration is now being set up on the other. 00:27:29.400 --> 00:27:33.440 Yes, then this important function sales in the customer center to 00:27:33.440 --> 00:27:34.640 act on behalf of the customer. 00:27:34.720 --> 00:27:36.120 I believe this will bring us 00:27:37.800 --> 00:27:41.320 real optimization in normal telephone sales. 00:27:42.280 --> 00:27:46.240 That will also be the next optimization. 00:27:47.440 --> 00:27:52.760 Yes, then maybe the development time, I was really very excited. 00:27:54.120 --> 00:27:56.080 Well, of course we already had a lot of components, 00:27:56.080 --> 00:27:59.320 the online store was already there, the online catalog was already there. 00:27:59.320 --> 00:28:00.960 The functionalities were there. 00:28:00.960 --> 00:28:04.520 All the processes for loading the data were there, 00:28:05.080 --> 00:28:09.040 but it still took three months to get the system integration right, 00:28:09.040 --> 00:28:10.880 and then in Italy with 00:28:12.280 --> 00:28:15.120 an SAP system that was completely and, for us, partially remote. 00:28:15.640 --> 00:28:18.160 I think it worked very well. 00:28:19.240 --> 00:28:21.760 Of course, we have been importing TecDoc data 00:28:22.480 --> 00:28:25.000 on a regular basis for years, 00:28:25.000 --> 00:28:26.440 but now with the online store project 00:28:26.440 --> 00:28:29.720 in Italy, local product ranges have appeared and we had to 00:28:30.680 --> 00:28:31.640 prepare the data 00:28:32.040 --> 00:28:36.280 and integrate it into the system. 00:28:36.400 --> 00:28:39.400 This will be repeated with the other sales companies, 00:28:39.520 --> 00:28:41.800 as they still have individual product ranges. 00:28:42.640 --> 00:28:45.800 But that also went accordingly fast. 00:28:47.320 --> 00:28:48.440 Yes, the customers. 00:28:48.440 --> 00:28:53.360 SAP, material, master data material data is imported regularly. 00:28:54.880 --> 00:28:57.280 There is no separate maintenance in the catalog. 00:28:57.440 --> 00:29:02.160 The SAP system simply takes the lead here and is adopted directly. 00:29:03.320 --> 00:29:07.000 Yes, the feedback from the subsidiaries is good. 00:29:07.000 --> 00:29:10.120 Almost too good, because of course they talk 00:29:10.120 --> 00:29:13.040 to each other and the Frenchman says: "Look what a great online shop I have here, 00:29:13.560 --> 00:29:14.720 I want the same in England.” 00:29:14.720 --> 00:29:16.600 And now we're actually under a little bit of pressure 00:29:17.000 --> 00:29:19.960 in terms of the rollout, because of course 00:29:19.960 --> 00:29:23.760 all the countries would like to have this kind of functionality at their fingertips, 00:29:24.280 --> 00:29:27.640 which also, I would say, gives a certain image boost in today's market. 00:29:27.640 --> 00:29:29.400 We have our finger on the pulse, 00:29:30.280 --> 00:29:32.440 we have the technology 00:29:32.440 --> 00:29:34.920 that we know from the Internet, in the online store environment. 00:29:35.520 --> 00:29:37.120 So there is a lot to do. 00:29:38.800 --> 00:29:42.600 The number of incoming orders is growing significantly, of course. 00:29:43.800 --> 00:29:45.400 It depends on the customer structure. 00:29:45.400 --> 00:29:48.520 In Germany, of course, we have a lot more EDI. 00:29:48.920 --> 00:29:52.120 In Italy, a lot of small customers, in France. 00:29:52.200 --> 00:29:57.240 But the number of orders is growing steadily. 00:29:58.840 --> 00:30:01.840 Yes, I've already mentioned the next point, interface optimization, 00:30:03.440 --> 00:30:05.800 and there's a lot to do there. 00:30:05.800 --> 00:30:08.480 And yes, the expansion, we are of course also waiting 00:30:08.480 --> 00:30:11.600 for feedback from customers regarding the functionality. 00:30:11.600 --> 00:30:12.960 But I don't actually expect that much, 00:30:12.960 --> 00:30:15.920 because the catalogs have been on the market for a long time. 00:30:15.920 --> 00:30:18.640 Customers are used to these search paths 00:30:18.880 --> 00:30:22.880 and the identification options that the catalogs offer. 00:30:23.000 --> 00:30:26.360 And what comes next is actually just the normal 00:30:26.360 --> 00:30:27.880 add-on that I showed you. 00:30:28.240 --> 00:30:29.800 The connection with the ERP system. 00:30:29.800 --> 00:30:31.560 You can place orders immediately, 00:30:31.760 --> 00:30:34.400 see customized prices and check availability. 00:30:34.760 --> 00:30:38.280 These are actually very clear benefits, 00:30:38.280 --> 00:30:39.520 but they don't require much training.