Post on 22-Jan-2018
transcript
Requirements For
Internationalization, Which Is
Required
Aerospace Meetings Brazil 2015 – São José dos Campos, São Paulo, Brazil
Dec 9th, 2015
Fabyo Ajona Marques
Who am I ?
20 year work experience
developing suppliers and
performing sourcing in Brazil
and South America.
Vehicle Group
1995 1996 1997 1998 2008 2012 2015
Aerospace Group
Current Situation
Brazilian Companies Into Global Arena Few companies export products and services, considering the large quantity of
Brazilian companies.
About 70% of exports are only concentrated on the first 250 companies ABC
curve.
Brazilian companies that export their products and services are performing well,
despite the current economic crisis,
But, The worst moment to start to export is during a local economic crisis !
On the other hand……
18500
6100
12400
19000
31400
0
5000
10000
15000
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25000
30000
35000
40000
Beginning 2014 2033
Fleet in Service Evolution - 2014 to 2033
Aircraft in service Replacement Source: Airbus
Global Aerospace Market Perspective
SO, TO GROW YOUR BUSINESS, INTERNATIONALIZATION IS
THE RIGHT PATH
Stay in Service
Replacement
Growth
New
Aircraft
Aerospace Market Perspective –
Global Sourcing Activities Growth
SO, TO GROW YOUR BUSINESS, INTERNATIONALIZATION IS
THE RIGHT PATH
Global Sourcing – Participation on total
spends is increasing
Total Spend
Sp
en
d (
%)
All Spend Global Suppliers BRAZIL SUPPLIER SPEND
Will we
be out
of this ?
THE AEROSPACE SUPPLY CHAIN IS
GLOBAL !!
NO OR LOW GROWTH FOR LOCAL
COMPANIES !!
OEM Supply Chain Model –
Integrated Value Chain
OEM
Engines SystemsAero
structuresTie
rs 1
Tie
rs 2
KEY COMPONENTS MANUFACTURING
Tie
rs 3
MAKE TO PRINT
What is required to say for a potential customer ?
CAPABILITIES
What is required to say for a potential customer ?
SUSTAINABILITY
CAPABILITIES
What is important to know about international companies ?
Medium volumes parts exist !
Regularly, they are responsible for parts transportation from your plant to their
international plants.
English is the official language. Communication skills are required.
Regularly, they do not grant concessions to enter into their Approved
Supplier List (ASL), if you don’t meet their requirements.
There is no or low probability for international companies give you a blank
check in order to you take actions into your organization to become in
compliance with their requirements. They don’t need to accept it, because:
They have companies that meet their requirements in other regions.
They expect the government or yourself do it.
Necessary actions for capabilities enhancement and
sustainability improvement - Strategic planning
“WHAT ABOUT MY CURRENT LEVEL OF INTERNATIONAL COMPETITIVENESS AND SUSTAINABILITY IN COMPARISON WITH GLOBAL AND LOCAL COMPETITORS ?”
“IS MY CURRENT AND INSTALLED TECHNOLOGY APPROPRIATE FOR INTERNATIONALIZATION COMPETITIVENESS, INCLUDING MY OWN SUPPLY CHAIN CAPABILITIES ?”
“ARE MY ACTIONS AND STRATEGIES ALIGNED WITH INTERNATIONAL PLAYERS REQUIREMENTS AND TRENDS ?”
MORE PROGRAMS SUCH AS KC-390 AND FX-2 !!
- THIS IS AN ATTRACTION FOR INTERNATIONAL AEROSPACE COMPANIES
- DESPITE HIGH SPEND, THEY GENERATE IMPORTANT BENEFITS ON EDUCATION,
TECHNOLOGY UPGRADE, SOCIAL, ECONOMIC…… FIELDS
- ACTUALLY, THEY ARE REALLY GOOD, SINCE OFFSET CLAUSES BE ROBUSTELY COMITTED
IN CONTRACT …. AND LOCAL SUPPLY CHAIN PREPARED FOR THAT PREVIOUSLY
- FURTHERMORE, OFFSET CLAUSES MUST BE FOCUSED ON LOCAL AEROSPACE SUPPLY
CHAIN DEVELOPMENT.
To intensify it
To create other similar actions focused on other gaps
At the present: To focus on exhibitions and workshops participation for
internationalization needs, trends and requirements identification…. In
order to be prepared for the future
Necessary actions for capabilities enhancement and
sustainability improvement - Strategic planning
Reflections….
ALL INTERESTED PARTS SHOULD FEEL
DISAPPOINTED AND UNCOMFORTABLE WHEN AN
INTERNATIONAL AEROSPACE COMPANY DECIDES TO
GIVE UP SOURCING OUR LOCAL AEROSPACE
COMPANIES.
Necessary actions for capabilities enhancement
and sustainability improvement – Certifications
There is a strong correlation between international potential customers local
spends and quantity of certified companies in a certain region
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25
0
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Brazil Singapure India Mexico China
Quantity of Certified Companies (AS9100/Nadcap) by Locations & Local
Spend of OEM tiers
AS 9100 certified NADCAP certified Spend
Necessary actions for capabilities enhancement
and sustainability improvement - Certifications
80 201 3
7109
420 713
15201523
80633 474
111 160
1000
2000
3000
4000
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6000
7000
8000
AS 9100 companies
5 70 1
1858
122 65196
357
4155
50 24 50
200
400
600
800
1000
1200
1400
1600
1800
2000
Nadcap companiesSource: www.eauditnet.com and oasis
In South America there is no
certified organization for:
casting, forging, plastics
injection, avionics, systems and
electronics.
In South America there is no
certified organization for brazing,
welding, shot pinning and some
usual kinds of heat treat.
Furthermore, there is a lack of
backups.
To create incentives
more attractive than
the current one.
To promote searching
in other segments,
once this will result in a
general benefits.
Necessary actions for capabilities enhancement
and sustainability improvement - Import & Export
Customs clearance process full of complexities. This
should become easier and cheaper to take some
advantage focused on global competitiveness.
Effective actions
are required to
prevent it !!
Don’t allow
adversities !
Necessary actions for capabilities enhancement and
sustainability improvement - Competitiveness Evaluation
How competitive and sustainableyou are ?
And best price doesn’t means
the most competitive.
To focus on effectiveness, competitiveness and GET sustainability the right machine + the
right work team + the right methodologies and processes + the right raw material + the right
logistics methods…..
To develop skills for advanced or medium quality or productivity tools and techniques in
order to increase effectiveness, mitigate risks and reduce costs.
SPC
Maintenance
Management System
Example: For micro parts
machining: 5 axis machine or Swiss Machine ?
Cycle times and wrap rates review
focused on sustainability and global
competitiveness.
Necessary actions for capabilities enhancement and
sustainability improvement - Competitiveness Evaluation
How competitive and sustainableyou are ?
And best price doesn’t means
the most competitive.
Necessary actions for capabilities enhancement and
sustainability improvement - Competitiveness Evaluation
How competitive and sustainableyou are ?
And best price doesn’t means
the most competitive.
Lean
Tools
Necessary actions for capabilities enhancement and
sustainability improvement - Competitiveness evaluation
How competitive and sustainableyou are ?
And best price doesn’t means
the most competitive.
Lean
Tools
Additionally……
Additionally……
The right way to leave the current economic crisis Improving Productivity, Quality, Competitiveness and Sustainability
Source: Jairo Martins da Silva – II ABQ SEMINARY
COMPETITIVENESS
PRODUCTIVITY
COST DEMAND SALES PRODUCTION EMPLOYMENT INCOME LIFE
NEW NEEDS
NEW REQUIREMENTSINOVATION
RESULTSREPUTATIONCONFIDENCEINVESTMENT
Trainings, lectures, consulting & assessments
Trainings and other activities focused on results,
becoming your work team capable to implement and
enhance the best techniques by themselves. The
intention is not require for consulting services, actually.
But, even though if you need, RTB will support you
applying the best techniques to overcome your
expectations and achieve the desired results.
Activities focused on
International standards upgrade (ISO 9001, ISO 14001 and
AS 9100)
Risk mitigation techniques and quality tools (Statistical
Process Control, MSA, APQP, Quality Planning, FMEA,
Problem Solving Techniques, 5S, KPI/Scorecard and
others)
And productivity methodologies (Lean Manufacturing
methodologies and Systematic for Maintenance
Practices Optimization).
RTB activities achieve attendees expectation fully !
5 5 5 5 54,5 4,6 4,5 4,5 4,7
00,5
11,5
22,5
33,5
44,5
5
Training met
my
expectation
The trainer
and / or
presentation
was effective
Use of
Didactic
Methods
Training
Content
The topics
covered were
relevant to me
Median Score Average Score
RTB – Attendees Activities Evaluation
Note: 5 is the maximum score