Autor: Paul Schönsleben

In recent years machine and plant manufacturers transformed to providers of complex after-sales services. After that transformation, many companies have problems in managing their activities effectively and efficiently. There is a lack of transparency on the not longer material driven processes. Bosch Packaging Services AG, as a provider of extensive after-sales services for the packaging machines sold by Bosch, realized the needed transparency through the development of two software tools on the basis of the InCoCo-S Reference Model, a process reference model for industrial services. Now Bosch Packaging Services is in the position to offer sustainable service contracts with adequate prices and realistic performance levels.

The increasing competitive pressure leads to a reduction of the depth of value creation and therefore to a rising importance of suppliers. Additionally, globalization is the cause for a tighter international network in production. Asymmetries in interests can obstruct a cooperation between companies and may endanger the commercial success. The article describes asymmetries in interests in the cooperation with local as well as Chinese suppliers.

In the course of decreasing value added, enterprises increasingly collaborate with customers and suppliers. They hope for lower costs, higher flexibility, improved quality, and time advantages. In a survey, the following questions were investigated: What importance has collaboration in value added networks? How important is the duration of collaboration? With what kind of partners and in which area is collaboration realized? What is the trend towards collaborations with Eastern European and Asian partners? What are the success factors and threats of collaborations? In order to collaborate successfully and to capitalize on opportunities, collaborations should be understood as a success factor, should have a long term perspective and be more intensive. Furthermore, global and local sourcing should be used and balanced; the capability to collaborate and trust building should be facilitated.

Quantity flexibility contracts are a prevalent medium in industrial practice aiming at reducing demand and inventory risks with increased fill rates and higher responsiveness. Meanwhile researchers have proved the advantage of such contracts by simulation models. But it still lacks tangible methods for estimating negotiable costs and also for implementation on operational level. Against this background a software supported tool will be presented closing the gaps in scientific formulation of flexibility oriented contract clauses. Furthermore the tool enables an efficient display of additional costs and gives hints for the parameterisation of ERP-(Enterprise Resource Planning)-systems.