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Increasing Commercial Viability of

Your Chemical Supply Chain

Making SC Contributions Visible

Logichem 2010
Andreas Claussen
Director Global SC & Information Management, BASF Intermediates
Operating Division Intermediates

Key Characteristics of BASF Intermediates

Butanediol Polyalcohols Acids & Specialty


Amines & Derivatives & Specialties Intermediates

1.9 bn Sales to 3rd Parties in 2009


> 600 product species
2.5 million t/a

3.000 customers serving a


broad variety of industries like
Plastics Agro
Construction Pharma

Gas
Textile Textile Treatment Chemicals
06.04.2010 logichem 2010, Düsseldorf 2
Operating Division Intermediates
Increasing the Commercial Viability of Your
Chemical Supply Chain

Key Topics
 Fitting Your Supply Chain into Commercial Objectives
 Aligning Your SC Strategy with Business Needs
 Fostering Commercial Orientation in Your Team
 KPIs to Drive Commercial Performance

=> Making SC-Contributions to Business Success Visible

06.04.2010 logichem 2010, Düsseldorf 3


Operating Division Intermediates
Commercial Viability in all Main Processes
SC-Model according to SCOR

Plan

Make Deliver Source Make Deliver Source Make

Return Return

Your Suppliers Your Business Your Customers

=> Generating Economic Value

06.04.2010 logichem 2010, Düsseldorf 4


Operating Division Intermediates
Fitting SCM into Commercial Objectives
Simplified Value Tree
Delivery Capability
Sales Delivery Reliability
Non Conformances
CM1 Order Pattern, Lead Time

SC Influence
- Variable Packaging, Labeling
Costs
EBIT
Production Site, Plant
Production Campaigns
Freight Costs
€ - Fixed
Costs Infrastructure
Average
IT-Tools & Costs
Fixed
Cost of Cap. + Assets Container Fleet
- Capital x
Costs Inventory, Structure
Operating Inventory
Assets Demand F’cast, Volatility

How to actively shape the Supply Chain Set-up?


06.04.2010 logichem 2010, Düsseldorf 5
Operating Division Intermediates
Aligning SC Strategy with Business Needs

 Differentiation

 Innovation

 Collaboration

 Constraints

=> SC-Design according to Business Model


06.04.2010 logichem 2010, Düsseldorf 6
Operating Division Intermediates
Example for active Supply Chain Design

Supply Chain Optimization

Starting Point Payload Payload Payload - X

Payload + X Payload + X
Final Design

Improvements Results
 Freight Costs  Logistics Costs => €/t * 0.5
 Infrastructure  Same assets => Volume * 2
 Order Process  Additional Biz => CM1 * 3
06.04.2010 logichem 2010, Düsseldorf 7
Operating Division Intermediates
Fostering Commercial Orientation in Your SC-Team

Communi-
Contribution
cation
Commercial
What helps us? Spirit What hinders us?
 Many Opportunities  No P&L for SCM
 Tangible Examples  „It‘s my job anyway“
Recognition
 Commercial Thinking  Evaluation Difficult

=> It’s more than savings!


06.04.2010 logichem 2010, Düsseldorf 8
Operating Division Intermediates
Commercial Viability of Your Chemical Supply Chain
Summary

Making Your SC-Contribution Visible Is


K P
 Understand your Business Model Needs & Limits
#
 Translate your SC-KPIs into Monetary Value +#%
 Evaluate Supply Chain Contribution to Biz Success %-# #%
%- + #
 Assess your team‘s Specific Share (not shy, not bold) % +%
 Agree share with Other Contributing Functions
 Collect examples in a Log-file for Communication
 Use €-Contribution Target to focus team’s effort

06.04.2010
Do Good… and Talk About It !!

logichem 2010, Düsseldorf


€ 9
Operating Division Intermediates
Increasing the Commercial Viability of Your
Chemical Supply Chain

Key Topics
 Fitting Your Supply Chain into Commercial Objectives
 Aligning Your SC Strategy with Business Needs
 Fostering Commercial Orientation in Your Team
 KPIs to Drive Commercial Performance

=> Making SC-Contributions to Business Success Visible

06.04.2010 logichem 2010, Düsseldorf 10


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