Supporting A 210 Million Dollar Business

Lee Kok Leong

Senior Manager, Analytical Sales Operations
Analytical Partners’ Meeting 2019
23rd April 2019
Current Mid-Term Plan (2017 to 2019)
Becoming a 210 Million Dollar Division

Be Number 1 Position Across All

Products & Markets in Asia Pacific by:

 Be Number 1 in Brand Building

SAP Basic Policy:
Be Number 1 Strategies
 Be Number 1 in Key Industries Expansion
 Be Number 1 in Private Market Coverage
 Be Number 1 in Operations, Service
& Applications Support
 Be Number 1 in Product Sales
Topics
1. A I M S of Analytical Sales Operations

2. Achieve Sales Turnover

3. Increase Productivity through Operational Excellence

4. Manage & lead the team towards Customer Satisfaction

5. Supply Chain Management

AIMS of Analytical Sales Operations
To be Number 1, we are 100% committed to support our Partners
and Customers.

1. Achieve Sales Turnover

• Maximise Sales Turnover > 98% of OB, Optimise Inventory

2. Increase Productivity through Operational Excellence

• Sharepoint, DMS, RPA

3. Manage & lead the team towards Customer Satisfaction

• Centralised Operations, Competent, Customer First Value, Committed, Compliance
• Team Spirit, Target-driven

4. Supply Chain Management

• Factories, Suppliers, Warehousing, DG Handlers, Transporters, Forwarders, Banks, Insurer
5
Achieve Sales Turnover
180,000

160,000
FY19 OB: 157,800
140,000
FY19 TO: 98% of
OB
120,000
90,500
100,000 FY18 OB: 140,102
79,294
KUSD

78,643
82,631 FY18 TO: 97% of
80,000
65,660
OB
48,851 55,836
60,000 13,300
12,991
11,464 12,655
40,000 5,504 10,239
7,675
51,000
20,000 43,841
35,610 32,872 33,334 37,162 37,253

0
FY2013 FY2014 FY2015 FY2016 FY2017 FY2018 FY2019P
INDIA 48,851 55,836 65,660 78,643 82,631 79,294 90,500
SOUTH ASIA 5,504 7,675 10,239 11,464 12,655 12,991 13,300
ASEAN 35,610 32,872 33,334 37,162 37,253 43,841 51,000

TOTAL 89,964 96,383 109,233 127,269 132,539 136,1626 154,800

Achieve Sales Turnover
Optimise Inventory
• Provide accurate forecast to factories and suppliers.

• Receive Sales Turnover forecast from Partners by 2nd business day.

• Knowing lead time, product cycle and market demand/strategies.

• Tracking and replenishment of stock.

Cou OrderNo PL Customer Product Distribut Order

APR MAY JUN
ntry or Amoun Reason if not shipping in next3
(US (US (US
t USD months
D nt) D nt) D nt)
Amou Amou Amou
SI 1234567 A ABC Company AA7000F TOSHVIN 23,000 23,000
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Increase Productivity through OE
Sharepoint – Sharing of Stock Info
• Updated daily on next working day
https://shimadzugroup.sharepoint.com/sites/ext_sap_01/Analytical_Sales_Operations/Shared%20Documents/Forms/AllItems.aspx

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Increase Productivity through OE
Document Management System (DMS)
1. E-storage of complete documents for easy searching and fast retrieval.
2. Workflow Automation for faster approvals and improved data accuracy.
3. Audit Trail for compliance.

Robotic Process Automation (RPA)

Use of software with artificial intelligence (AI) and machine learning
capabilities to handle high-volume, repeatable tasks that previously
required humans to perform. These tasks may include automated
responses, data recording, and order processing.
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Manage & lead the team towards CS
KL Lee
Senior Manager

Target- Sales Operations Centralised

Team Spirit Competent
driven Operations
Yuhui Vanessa
Senior Executive Senior Executive
Sales Operations Inventory / Purchasing

Foong Min Tricia Winnie Munling Michelle Executive

Lucia
Executive Executive Executive Coordinator Senior Coordinator Export Control / Internal
Executive
Analytical India - ops1 Analytical India - ops2 Analytical Non-India ops3 Scientific Testing / NDT Compliance
Balance
(Toshvin, Environmental) (Spinco) (Thai, Msia, Myanmar)

Shereen Coordinator
Choy Wan Lisa
Senior Coordinator Testing / NDT
Senior Coordinator
Associate
(Indonesia) Customer
First
Jessline Hui Ting
Joyce Senior Coordinator
Coordinator Senior Coordinator
(Philippines, SystemGC)

Glenda Rain
Coordinator Coordinator
(Bdesh, Nepal, Sri Lanka) Committed Compliance
Annie
Coordinator
(Vietnam)
Manage & lead the team towards CS
Category of Business Application Segment

Compliance 001:Government (Ministry / Authority)

002:Academia (University / College)
F01 :Food safety Analysis, Food QA/QC
F02 :Food R&D
P01 :Pharmaceutical Research, Drug Discovery
003:Pharmaceutical P011:Pharmaceutical BA/BE, CRO, Clinical Study
1. Provide “Category of Business” for new customer or 005:Food / Agriculture P02 :Pharmaceutical CMC, Process Chemistry, QA/QC
006:Chemical P021:Natural Product
new end user. 007:Petrochemical
P03 :Biopharmaceutical
L01 :Clinical, Diagnosis in Hospitals/Testing service labs
009:Testing Lab / CRO C01 :Omics, Biomarker Research
2. Provide “Application Segment” and “Purpose of Use” 010:Textile / Leather C09 :Other Life Science Analysis, Research
M01 :Medical Device, Medical equipment
013:Packaging
for end user on every order. 014:Power / Gas I01 :Petroleum, Refinery, Coal, Gas
I02 :Polymers, Plastics, Resin, Rubber
015:Electronics / Electrical I03 :Biofuel Analysis
016:Automobile
3. Provide Full Name of End User on every order. 017:Aerospace
I04 :Flavour, Fragrance, Cosmetics, Toiletry
I09 :Other Chemistry
018:Plastics I091:Textile
E01 :Electronic Devices, Displays, Electric Appliances
4. Indicate Installation (Yes/No) on every order. 019:Rubber
E02 :Battery, Cell
020:Metal E03 :Semi0conductor
021:Steel T01 :Automotive, including parts
5. Provide Shipment Request Date on every order. 022:Semiconductor T02 :Airplane, Aerospace
T09 :Other Transport(Train, Ship etc)
024:Mining
K01 :RoHS Test
025:Military
6. Provide full end user details whenever requested by 026:Hospital
K02 :Atomosphere Analysis
K03 :Environmental / Water Analysis
Shimadzu. 029:Distributor K09 :Other Environmental Analysis(Soil, Waste Material etc)
J01 :Forensics, Doping, Toxicology, Drugs of Abuse
031:Engineering, Machinery
M09 :Machinery excluding Medical Device
032:Construction
7. Avoid shipment if site is not ready for installation, 033:Lease
G01 :Mining
G011:Gold & Jewelry
034:Glass, Cement, Ceramic, Wood
unless necessary due to contract terms. G02 :Metals, Steel
G03 :Processed Metal Products
G04 :Glass, Cement, Ceramics, Wood
Q01 :Electric Power(Fuel Gas, Nuclear Power)
8. Provide installation report within the same month of Z01 :Re-Seller, Trading Firm, OEM, Distributor stock
Z02 :Repair, Consumable Supplies, Maintenance Contract
installation. 11 Z09 :Others, Unknown
Supply Chain Management
FY2019 SMA New Transfer Products Plan
1st Shipping Plan Date

AUG-2019 OCT-2019 NOV-2019

MIXER MR
LC-2030 3D Plus

AOC-20i HS-20

IRTracer

FY2019 Shipping QTY

Product PN Parts Nam e 4 5 6 7 8 9 10 11 12 1 2 3

IRAffinity
LC-20303D Plus 228-65802-48 LC-20303D PLUS (IND) 23 23 23 23 23

AOC-20 221-72314-58 AOC-20I/2014,E 8 8 8 8 8 8 8 8

AOC-20 221-72315-58 AOC-20I/2010,E 30 30 30 30 30 30 30 30

AOC-20 221-80970-58 AOC-20I,GC-2030,E 10 10 10 10 10 10 10 10

HS-20 225-21900-58 HS-20(220-240V)EN 7 14 14 14 14 14

HS-20 225-22000-58 HS-20 TRAP( 220-240V)EN 1 1 1 1 1 1

Supply Chain Management
DG Supply for Value Addition
• Shipment of main units and DG items on the same delivery day from Singapore.
DG
ITEM_CODE ITEM_DESCRIPTION Keep Cool(2-8℃) For Main Unit Monthly Stock
206-31018-49 WINDOW ASSY FOR SAMPLE COMPART - IRSpirit 10
206-31598-41 WINDOW REPLACE,IRA - IRAffinity-1 3
221-44247-08 STD SAMPLE,FID,CAPILLARY - GC, GCMS 12
225-14122-01 TQ-PEG+PPG+RAFFINOSE - LCMS TQ 7
225-06613-14 RESERPINE1MLX2 Keep Cool(2-8℃) LCMS TQ 3
225-09542-01 GC/MS TEST SAMPLE Keep Cool(2-8℃) GCMS 8
225-09558-02 SAMPLE,OFN 1PPB Keep Cool(2-8℃) GCMS 10
225-23020-01 SAMPLE,OFN 100PPT Keep Cool(2-8℃) GCMS 4

KEEP COOL NON-DG

225-12238-03 IQ/OQPAPAVERINE LCMSMS 1
225-12238-04 IQ/OQPAPAVERINE LCMSMS 2

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Brand statement “Excellence in Science”
W e in the Shimadzu Group have delivered products and services to enable our customers around the world to develop a diverse range of new
products, to protect and improve the environment, and to improve the health and lives of mankind. This brand statement represents our sense of pride
in this endeavor. It is our commitment to society and ourselves that Shimadzu remains dedicated in our pursuit of technology and accumulation of
knowledge, so that we can offer even more outstanding technologies, products, and services, so as to be recognised for excellence in the field of
science.