IM&C Customer Successes

Customer
Successes
INDUSTRIAL MACHINERY &

COMPONENTS COMPANIES
RUN SAP
INDUSTRIAL MACHINERY &
COMPONENTS COMPANIES
RUN SAP
Contents
Construction and Mining Machinery . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9

Caterpillar Logistics Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10
SMS Demag . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12
Electrical Equipment, Appliances, and Components . . . . . . . . . . . . . . . . . . . . . . 15

Avex Production . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
HARTING Technology Group . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18
Hirschmann Automation and Control GmbH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20
Wuxi TECO . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22
Engine, Turbine, Pump, and Compressor Machinery . . . . . . . . . . . . . . . . . . . . . 25

Capstone Turbine . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26
Kaeser Kompressoren . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28
KSB Group . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30
Silovye Mashiny . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32
Sulzer Pumps . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 34
2
Heating, Ventilation, Air Conditioning, and Plumbing Equipment. . . . . . . . . . 37
Daikin AC Spain . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38
DHG Group . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 40
Industrial Tools and Metal Working Machinery. . . . . . . . . . . . . . . . . . . . . . . . . . . 43

C. & E. FEIN GmbH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44
Comau . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 46
Lisec GmbH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 48
Metabo . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 50
Stihl . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 52
Lifting, Material Handling, and Railroad Equipment . . . . . . . . . . . . . . . . . . . . . . 55

Jungheinrich . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 56
NACCO Materials Handling Group . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 58
Toyota Material Handling USA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 60
3
Contents
Measuring and Controlling Devices . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63

Endress+Hauser . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 64
Lenze AG . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 66
Waters Corporation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 68
Motion and Fluid Control. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 71

Netafim . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 72
NTN Wälzlager (Europa) GmbH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 74
Sauer-Danfoss . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 76
Walter Stauffenberg GmbH & Co. KG. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 78
Semiconductor and Electronic Measurement Equipment . . . . . . . . . . . . . . . . . 81

Carl Zeiss Optronics GmbH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 82
Credence Systems Corporation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 84
Universal Instruments Corp. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 86
Weidmüller . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 88
4
Textile, Paper, Printing, and Packaging Machinery . . . . . . . . . . . . . . . . . . . . . . . 91
Fabio Perini . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 92
Macchingraf . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 94
PlamaPrint AG . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 96
Sultex Limited . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 98
General Industrial Machinery and Equipment . . . . . . . . . . . . . . . . . . . . . . . . . . . . 101

Fusion UV Systems . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 102
SOLYSTIC . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 104
Wetrok . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 106
5
Introduction
EXAMPLES OF SUCCESS
The SAP for Industrial Machinery & Components (SAP for IM&C) solution portfolio offers
tremendous opportunities to companies in the IM&C industry. As a taste of the possibilities, this handy
booklet shares real-world customer experiences – concrete and relevant profiles of success from
enterprises renowned throughout the industry. Although machinery and components manufacturers
face common, significant challenges, each company has found a unique way to harness the power
of SAP for IM&C and use its tools – not only to help them master the particular challenges facing
them but also to add significant value.
For more than 30 years, SAP has been providing IM&C companies with solutions that help them
integrate and manage their enterprise while increasing their competitive advantage and significantly
reducing costs. They can streamline their extended enterprise, speed innovation, and offer
best-in-class after-sales service.
Our particular thanks go to the enterprises that shared their stories with us, describing their
own specific challenges and solutions. As a gesture of our appreciation of their trust –
and as a further recognition of their success – we include their company profiles and logos.
We hope their success stories will inspire you to join the growing group of more than
1,600 innovative IM&C companies that have chosen SAP® solutions.
Sincerely,
Petra Koepfer-Behncke
IBU ADMEC
Director Industry Solution Management
Industrial Machinery & Component
Introduction
Mining Machinery
Construction and
CONSTRUCTION AND
MINING MACHINERY
Operating within a highly cyclical business environment, construction and mining machinery
manufacturers are under pressure to innovate to meet constantly changing market demand
and demonstrate solid financial performance to shareholders through cycles. While customers demand
improved value and service, including more reliable equipment with less maintenance downtime,
competitive realities are forcing higher rates of productivity and aggressive cost cutting to offset margin
erosion, despite rising raw materials prices for steel, tires, and forgings. Not only do industry leaders like
Caterpillar, Komatsu, and John Deere run their businesses on SAP, but many best-run midsize construction
and mining equipment manufacturers, such as Joy Global, JCB, Kubota, and Ditch-Witch, also run SAP.
SAP understands the construction and mining equipment industry. Seven of the top ten manufacturers
run SAP, with 80% being midsize enterprises. SAP’s industry-specific functionality enables customers
to leverage the SAP system to outperform their peers. With SAP’s unparalleled experience in this industry,
we’ve helped companies just like yours run more efficiently, more productively, and more profitably.
9
Construction and Mining Machinery
“
“SAP brought a genuine desire to make sure the software not only met the needs of Cat Logistics,
but was also a best-in-class solution for the industry as a whole.”
Kevin Nelson, Development Manager, Caterpillar Logistics Services Inc.
CATERPILLAR LOGISTICS SERVICES

Morton, Ill., United States
Caterpillar Logistics Services Inc. is a subsidiary of Caterpillar Inc. and was formed in
1997 to provide world-class logistics know-how to companies across a range of industries.
When it wanted to move its aftermarket parts operation to a next-generation platform,
it joined forces with Ford Motor Company and SAP to develop a powerful service parts
management application. Now part of the SAP® Service and Asset Management solution,
the software is helping the company stay on the cutting edge.
Caterpillar Logistics Services Inc.

www.catlogistics.com
10
AT A GLANCE
Key Challenges • Provide continued support for increasingly sophisticated global operations
• Eliminate costly legacy systems
• Meet customer expectations for next-generation technology
Implementation Highlights • Joined forces with Ford Motor Company to develop a new application
with SAP
• On time and within budget
• Successfully began rollout of solution that will eventually accommodate
20,000 customer users (within 3 years)
Key Benefits • 25% to 50% improvement in warehouse productivity
• 5% to 10% improvement in fill rates
• 15% to 25% reduction in inventory
• 20% to 30% reduction in support costs
• More time for IT staff to spend on customer service and integration
Industry Logistics service providers
Solution and Services SAP Service and Asset Management
Existing Environment • Legacy systems

• SAP software for supply chain management and SAP industry-specific
automotive solutions, functionality now found in the mySAP™ ERP application
Hardware IBM
Operating System IBM AIX
11
Construction and Mining Machinery
“
“SAP’s document management system has enabled us to improve system performance and
reduce access times significantly. Our engineers can now access drawings stored at other locations
virtually at network speed. This has dramatically improved our design process efficiency.”
Werner Frowein, Vice President IT, SMS Demag
SMS DEMAG
Düsseldorf, Germany
SMS Demag AG is a leading international provider of steel and rolling mill technology.
The company has implemented a new cross-location document management system for
technical drawings to support design processes, based on the mySAP™ Product Lifecycle
Management (mySAP PLM) application. As a result, SMS Demag is now benefiting
from better system performance, improved data security, and faster access times.
SMS Demag AG
www.sms-demag.com
12
AT A GLANCE
Key Challenge Over 1.5 million drawings had to be migrated to the new SAP® solution within
4 weeks.
Implementation Highlight Thanks to bdf consultants’ 10 years of experience in implementing
mySAP PLM, the project was completed within the tight time frame and budget.
Key Benefits • Faster access times across all locations result in more efficient design
processes
• Smooth integration in all existing systems
• Improved data security due to defined user, authorization, and status
management
• Scalable base platform for implementing future flexible and global business
requirements for engineering design processes
• Management of different customer views of drawings
• Reduction of IT maintenance costs
Industry Engineering
Implementation Partner bdf consultants GmbH
Solution and Services mySAP PLM
Existing Environment • Legacy systems for project management, procurement, materials management,
and manufacturing
• CAD systems AutoCAD and Pro/E-Intralink
• mySAP ERP application currently being implemented
Hardware PC clusters with Microsoft operating systems
Operating System Microsoft

13
Introduction
ment, Appliances,
and Components
Electrical Equip-
ELECTRICAL EQUIPMENT,
APPLIANCES, AND COMPONENTS
Manufacturers of electrical equipment, appliances, and coponents build switchgear and switchboard
apparatus, power, distribution and specialty transformers, and motors and generators. These manufacturers
are under constant competitive pressure – which is only intensified by the ease with which low-cost
competitors from around the world can enter new markets and capture market share. This is driving
manufacturers to move capacity to low cost locations and pursue global sourcing strategies to drive
down material costs. Increased global presence is leading many manufacturers to integrate processes across
silos and geographical regions to coordinate processes and achieve global enterprise visibility. To avoid
commoditization, companies are also seeking to meet rising customer demands for unique new products.
This means a renewed focus on innovation processes and increased incentive to gain new efficiencies in
the area of new product development and introduction. At the same time, manufacturers in this space are
constantly seeking to master lean and six sigma practices in order to reduce costs and drive out waste
from manufacturing processes. Using solutions available in the SAP for IM&C portfolio, many manufacturers
of electrical equipment, appliances, and components are able to improve product development, increase
customer loyalty, and maintain market share over the term. Not only do industry leaders like Siemens,
Hubbell, Cooper Industries and Schneider Electric run their business on SAP, but many best-run midsize
electrical equipment, appliance, and components manufacturers, such as Baldor Electric, Thomas & Betts,
and Bourns, Inc., also run SAP. SAP’s industry-specific functionality enables customers to leverage the
SAP system to outperform their peers. With SAP’s unparalleled experience in this industry, we’ve helped
companies just like yours run more efficiently, more productively, and more profitably.
15
Electrical Equipment, Appliances, and Components
“
“SAP offered the best capability, a competitive price, global credibility, references, and an integrated
solution with opportunity for enhancement and growth. SAP Consulting implemented the solution
with virtually no issues and minimal disruption.”
Jan Orsuliak, Managing Director, Avex Production
AVEX PRODUCTION
Oravská Lesná, Slovakia
Slovakia-based Avex Production needed an integrated enterprise resource planning (ERP)
solution installed quickly at a fixed cost. Using the SAP® Best Practices Baseline Package
offering, the SAP Consulting organization implemented the mySAP™ ERP application in only
3 months, realizing 60% savings in cost and time over typical projects. Avex Production
manufactures electronic components.
Avex Production
16
AT A GLANCE
Key Challenges • Improve visibility into costs and productivity production arena
• Enable faster access to key financial analysis and decision making
Implementation Highlights • Rapid installation in 3 months
• Knowledge transfer resulting in fully trained customer team
Key Benefits • 60% savings in cost and time compared with typical implementations
• Minimized risk and disruption to business, thanks to fixed scope and rapid
installation
• Elimination of losses from setting prices based on inaccurate cost calculations
• Real-time availability of key financial metrics
• Faster, more flexible response to changing business needs
Industry Industrial machinery and components – electronic components
Implementation Partner SAP Consulting
Solution and Services mySAP ERP (in conjunction with SAP Best Practices Baseline Package)
Existing Environment Non-SAP software
Hardware Dell
Operating System Microsoft Windows NT
17
“
“With mySAP CRM . . . the availability and quality of customer and market data enables us to act
quickly and accurately, . . . a considerable competitive advantage.”
Claus Hilger, General Manager IT, HARTING Technology Group
HARTING TECHNOLOGY GROUP

Espelkamp, Germany
As well as being a leading manufacturer of tobacco goods vending systems, HARTING
Technology Group also provides connectivity and networking solutions across a range of
industries. HARTING uses the mySAP™ Customer Relationship Management (mySAP CRM)
application to optimize communication between its field sales team and central back office.
With end-to-end communication and consistent data, the group now has a comprehensive
and standardized view of both local and worldwide customers.
HARTING Technology Group

www.harting.com
18
AT A GLANCE
Key Challenges • Strengthen existing customer relationships
• Make customer-initiated projects more effective and efficient
• Implement customer orientation consistently
Implementation Highlights • Realization of sales force automation
• Implementation of business opportunity process and mySAP CRM analytics
• 400 users live with mySAP CRM
Key Benefits • Extended existing national and international customer relationships
• Increased efficiency of customer-initiated projects
• Achieved highly consistent customer orientation
• Enabled company to act quickly and accurately, based on availability and
quality of customer and market data
Industry High tech electronics
Implementation Partner IDS Scheer AG
Solution and Services mySAP CRM
Existing Environment • SAP R/3® software, functionality now found in the mySAP ERP application
• SAP Business Information Warehouse component, functionality now found in
the SAP NetWeaver® Business Intelligence component
Hardware HP DL 580
Operating System Microsoft Windows 2003
19
“
“The e-commerce functionality of mySAP CRM has made our order processing much more
transparent, allowing us to save costs on standard processes and – most importantly – cut shipping
times by 50%.”
Olaf Geier, Director of Order Coordination, Hirschmann Automation and Control GmbH
HIRSCHMANN AUTOMATION
AND CONTROL GmbH
Stuttgart, Germany
Hirschmann Automation and Control GmbH leads the market in communication and
industrial electronics. With a huge portfolio of customizable parts, Hirschmann decided to
make ordering more transparent and easier with the e-commerce functionality of the
mySAP™ Customer Relationship Management (mySAP CRM) application.
Hirschmann Automation and Control GmbH

www.hirschmann-ac.com
20
AT A GLANCE
Key Challenges • Increase transparency of portfolio of customized industrial connectors and
Ethernet switches
• Cut cost of managing growing portfolio of product variations
• Deploy a fully integrated system so customers become part of the process
• Integrate Web shop with existing SAP® R/3® software, functionality now found
in the mySAP ERP application
Implementation Highlights • Fast implementation and high availability of system

• Automatic capture of customized configurations from the Web into SAP R/3
software
• Easy reordering of customized parts by entering the original order code
Key Benefits • Optimized internal fulfillment processes
• Reduced cost to customer of ordering tailor-made parts
• Cut shipping times by 50%
• Reduced order processing errors with fewer returns
• Increased generation of customer leads
Industry High tech – automation (electronics and control)
Implementation Partner innovate Software GmbH
Existing Environment SAP R/3 software
Hardware IBM
Operating Systems Microsoft Windows and UNIX
21
“
“We believe it’s important to choose both the right software and find the right people to make
the company’s IT goals a reality. ITTS provided the right people and SAP provided the right
ERP solutions.”
Frank Tseng, President. Wuxi TECO Electric & Machinery Co., Ltd.
WUXI TECO
Wuxi, Jiangsu Province, China
When the Taiwan-based TECO group created a new company in 2003, a key goal was to
use the same SAP® solutions that the parent company already used. The new business unit
– Wuxi TECO Electric & Machinery Co., Ltd., based in China – deployed a qualified
mySAP™ All-in-One partner solution to provide an integrated IT infrastructure and meet
its key business objectives. Wuxi TECO researches, develops, makes, and sells motors
and frequency converters.
Wuxi TECO Electric & Machinery Co., Ltd.

www.tecomotors.com
22
AT A GLANCE
Key Challenges • Integrate company’s business procedures and consolidate data
• Support global operations, including local country requirements
• Migrate data into new IT infrastructure while ensuring stability
Implementation Highlights • 700 users are now live
• High-quality solutions and professional implementation services from ITTS
Key Benefits • Enhanced level of customer satisfaction
• Improved time to market for high-quality products
• Achieved goals for on-time delivery and lowest possible costs
• Enabled real-time decision making
• Reduced time needed to carry out financial settlements
Industry Industrial machinery and components – motors
Implementation Partner ITTS
Solution and Services Qualified mySAP All-in-One partner solution for key business areas such as
sales and distribution, production planning, materials management, controlling,
and financials
Existing Environment SAP R/3® software, functionality now found in the mySAP ERP application
Hardware Compaq ProLiant ML570 and DL760
Operating Systems Microsoft Windows NT (Intel), Microsoft Windows 2000
23
Introduction
ENGINE, TURBINE, PUMP,
AND COMPRESSOR MACHINERY
pressor Machinery
Pump, and Com-
Engine, Turbine,
Manufacturers of engines, turbines, pumps, and compressors build carburetors, pistons, piston rings valves, steam,
gas, and hydraulic turbines, turbine generator set units, internal combustion engines, pumps, pumping equipment,
air and gas compressors, and mechanical power transmission equipment. These manufactures are focusing
their energies on global markets – particularly South America, Asia, and Eastern Europe – to pursue the most
promising growth opportunities available. This entails globalized sales and distribution networks and brings with it
increasingly intense competition from lower-cost producers. To level the playing field, many manufacturers are
moving capacity to low cost locations and pursuing global sourcing strategies to drive down material costs.
At the same time, the move is on to simplify structures and processes to help reduce overall costs, minimize waste
and inefficiencies, and achieve higher levels of operational excellence. While rising fuel costs and tightening
emissions standards are driving the replacement of existing equipment, manufacturers must find ways to meet
customer demand for more value-added services and guaranteed performance and uptime. This, in turn, is driving
increased ventures into the aftermarket service and parts business, where customers are seeking new service models
based on machine performance and usage-based pricing. Not only do industry leaders like ABB, Briggs & Stratton,
and Alstom SA run their businesses on SAP, but many best-run midsize engine, turbine, compressor, and pump
manufacturers, such as Gardner-Denver, Sta-Rite, Sulzer Pumps and Southern Pump And Tank Company,
also run SAP. SAP’s industry-specific functionality enables customers to leverage the SAP system to outperform
their peers. With SAP’s unparalleled experience in this industry, we’ve helped companies just like yours run more
efficiently, more productively, and more profitably.
25
Engine, Turbine, Pump, and Compressor Machinery
“
“SAP has helped us make a cultural mind shift from being focused on features and patents to being
quality and customer focused.”
Luke Pfaffinger, Director of Information Technology, Capstone Turbine
CAPSTONE TURBINE
Chatsworth, Calif., United States
A new management team at Capstone Turbine – a major innovator in energy-efficient
power sources, microturbines – has created a new business model that focuses primarily
on customer needs and niche markets. To empower its employees to meet the new goals,
Capstone upgraded to the mySAP™ Business Suite family of business applications using
the SAP NetWeaver® platform.
Capstone Turbine
www.capstoneturbine.com
26
AT A GLANCE
Key Challenges • Implement management, business-model, and strategy changes
• Improve product reliability and modularize configurations
• Provide visibility and analytics for all functions
Implementation Highlights • SAP NetWeaver Portal and SAP NetWeaver Business Intelligence (SAP
NetWeaver BI) components quickly enabled analytics in the mySAP Customer
Relationship Management (mySAP CRM) application
• SAP® Best Practices offerings reduced project time and cost by 30% to 40%
• SAP NetWeaver BI and SAP NetWeaver Portal each implemented within
3 months
Key Benefits • Performance measures for key business activities

• Sales improvement through leads and opportunity analysis
• Easier regulatory compliance
• Supplier-managed inventory
Industry Engine, Turbine, Pump, and Compressor Machinery
Implementation Partners • SAP Labs (small and midsize businesses)

• Bramasol Inc.
Solutions and Services • SAP NetWeaver Portal, SAP NetWeaver BI, and SAP NetWeaver Exchange
Infrastructure components
• mySAP Business Suite, including the mySAP CRM and mySAP Supply Chain
Management applications
Hardware Compaq ProLiant
Operating System Microsoft
27
“
“[Kaeser Kompressoren] had very good direct support from SAP . . . SAP consultants helped our
team organize the workshops for defining the process and the IT configuration, and during testing,
they worked with SAP developers to make changes we needed.”
Falko Lameter, IT Manager, Kaeser Kompressoren GmbH
KAESER KOMPRESSOREN
Coburg, Germany
In recent years, Kaeser Kompressoren GmbH in Coburg, Germany, has grown to become
one of the world’s leading suppliers of air compressors, systems, engineering, and
services for compressed air. To handle the growing demands of its diverse markets, the
company has implemented an innovation management process supported by the SAP®
software for new product development and introduction, including the SAP xApp™ Product
Definition (SAP xPD) packaged composite application.
Kaeser Kompressoren GmbH

www.kaeser.com
28
AT A GLANCE
Key Challenges • Diverse global markets demanding innovation, customization
• Decreased product life cycles
• Innovation processes not structured or standardized globally
Implementation Highlights • Process design and SAP xPD rollout begun globally
• SAP Ramp-Up program eases installation, testing, and modification
Key Benefits • More product innovations monthly
• Facilitation of early go or kill decisions for ideas and concepts
• Reduced costs and time to market
• Involvement of all functional groups, improved global collaboration earlier in
innovation process
Industry Industrial machinery and components
Implementation Partner SAP Consulting organization
Solutions and Services • SAP xPD – front end of the SAP software for new product development and
introduction
• SAP NetWeaver® platform, including knowledge management functionality
and the SAP NetWeaver Portal, SAP NetWeaver Business Intelligence, and
SAP NetWeaver Exchange Infrastructure components
• SAP Ramp-Up
Existing Environment • mySAP™ ERP, mySAP Customer Relationship Management, and mySAP
Product Lifecycle Management applications
• SAP software for product information management
29
“
“The SAP Business One application covers the critical needs of our international sales subsidiaries
– from accounting through distribution to warehouse management.”
Karsten Kreher, Project Lead, KSB AG
KSB GROUP
Frankenthal, Germany
The Frankenthal, Germany–based KSB Group manufactures pumps and valves for the safe
and economical transportation of all types of fluids. The company implemented the
SAP® Business One application throughout its global subsidiaries to ensure a seamless
flow of data and provide visibility throughout the organization.
KSB Group
www.ksb.com
30
AT A GLANCE
Key Challenges • Nonintegrated IT systems, which compromised corporate efficiencies
• Need for enhanced visibility into operations across sales subsidiaries
• Cumbersome, error-prone manual processes
Implementation Highlights • Went live one month ahead of schedule at first site, supported by SAP
expertise and excellent collaboration between SAP and KSB
• Implemented subsequent solutions on average in as little as 6 weeks
Key Benefits • Streamlined reporting and enhanced corporate visibility with real-time
information on outstanding payments and order status
• Enhanced corporate control and planning delivered by increased data
accuracy on subsidiary operations
• Reduced costs as a result of automation of previously laborious manual tasks
Industry Industrial machinery and components – pumps and valves
Solution and Services SAP Business One
Existing Environment • mySAP™ ERP application at headquarters

• Numerous incompatible IT systems at subsidiaries
Hardware Intel
Operating System Microsoft Windows
31
“
“We had begun negotiations with IBM about purchasing WebSphere when SAP NetWeaver hit
the market. And when we analyzed the SAP NetWeaver development strategy up to 2007 . . .
we naturally chose to install SAP NetWeaver.”
Sergey Malakhov, CIO, OAO Silovye Mashiny
SILOVYE MASHINY
Moscow, Russia
Silovye Mashiny is the largest Russian manufacturer and supplier of power equipment
and was formed in 2003 by the merger of a number of leading Russian power engineering
companies. To achieve its goal of competing with the world’s largest power-engineering
manufacturers in both foreign and home markets, the company needed to combine and
efficiently manage its IT resources on an enterprise-wide basis. To meet this key challenge,
Silovye Mashiny chose the SAP NetWeaver® platform.
Silovye Mashiny
www.power-m.ru
32
AT A GLANCE
Key Challenge Install a fully featured integration platform that allows the company to add
functionality at various stages as needed, beginning with a workplace
collaboration portal
Implementation Highlights • Implemented portal solution in 1 month

• 30 pilot portal users; live portal planned for fall of 2004; 200 specialist users
expected by end of 2004
Key Benefits • Implemented an effective portal solution enabling internal and external users
to share information and work collaboratively
• Saved time and money by implementing powerful new same-vendor solutions
from SAP
• On track to implement SAP NetWeaver functionality for master data
management and application integration in the future
Implementation Partners SAP CIS and Baltic States
Solutions and Services SAP NetWeaver platform, including the SAP NetWeaver Portal component
Existing Environment Various SAP® and legacy solutions
Hardware Siemens
Operating System Solaris, Oracle 9.2
33
“
“The new portal services are fully integrated with our SAP back-end system and give us a
foundation for future development.”
Raimo Metsola, Development Manager of Sales, Sulzer Pumps Finland Oy
SULZER PUMPS
Winterthur, Switzerland
Swiss-based Sulzer Pumps Ltd., one of the world’s leading pump manufacturers,
strengthened its market position by launching new Web portals based on the SAP NetWeaver®
platform to deepen customer loyalty and integrate closely with existing enterprise resource
planning (ERP) software. The result is tighter collaboration with customers, new internal
efficiencies, and a powerful platform for future growth.
Sulzer Pumps Ltd.

www.sulzerpumps.com
34
AT A GLANCE
Key Challenges • Sharpen competitive edge in a highly competitive market
• Create closer ties with customers
• Expand existing portal capabilities
Implementation Highlights • The SAP NetWeaver Portal component – part of the SAP NetWeaver
platform – fully integrates business processes of the new asset services
portals with the SAP® E-Commerce for SAP R/3® application. (SAP R/3
software functionality is now found in the mySAP™ ERP application.)
• SAP NetWeaver Portal defines customer accounts and access authorizations.
• Asset services portals give customers and Sulzer staff a view of installed
base of pumps at each pulp and paper mill.
• SAP E-Commerce for SAP R/3 supports online spare-parts ordering.
Key Benefits • Detailed information about customer’s installed base of products
• Efficiency gains through tight integration with SAP back-end software
• Streamlined spare-parts ordering
• Fewer calls to customer service center to ask routine questions
• Improved customer service, reinforcing customer loyalty
• Technology platform that supports extension of online services
Industry Industrial machinery and components – industrial pumps
Implementation Partner movento GmbH
Solution and Services • Asset services portal implementation based on the SAP NetWeaver Portal
component of the SAP NetWeaver platform and the SAP Asset Services
application
• SAP E-Commerce for SAP R/3
Existing Environment Proprietary portal and ERP applications developed in-house
Hardware Hewlett-Packard
Operating System Microsoft Windows 2000 35
Introduction
HEATING, VENTILATION, AIR CONDITION-
ING, AND PLUMBING EQUIPMENT
Manufacturers of heating, ventilation, air conditioning, and plumbing equipment build industrial and
commercial fans, blowers, air purification equipment, industrial process furnaces, ovens, air-conditioning
warm-air heating equipment, and commercial and industrial refrigeration equipment. These manufacturers,
largely dependent on the cyclical nature of the new construction market, feel constant shareholder
pressure to grow their businesses and demonstrate solid financial performance through economic cycles.
Air Conditioning, and

Plumbing Equipment
Heating, Ventilation,
Companies in this industry segment are seeking to increase revenue from replacements units, maximize the
value of the install base, and grow their service businesses. They also need to innovate constantly to meet
growing customer demands for more sophisticated equipment. Many manufacturers are trying to take
advantage of this opportunity by moving up the value chain from single products to complete solutions.
At the same time, companies must consider the cost of compliance with energy efficiency standards
and regulations such as Sarbanes-Oxley, while continuing to focus on core business issues such as
increasing operational excellence and optimizing channels in order to increase revenues and profits.
Not only do industry leaders like Carrier, American Standard, York, and Whirlpool run their business on
SAP, but many best-run midsize HVACR and plumbing equipment, such as Heatcraft, Greenheck Fan,
and Hunter, also run SAP. SAP understands the HVACR and plumbing equipment industry. Six of the top
ten manufacturers run SAP, with over 70% being best run midsize enterprises. SAP’s industry-specific
functionality enables customers to leverage the SAP system to outperform their peers. With SAP’s
unparalleled experience in this industry, we’ve helped companies just like yours run more efficiently, more
productively, and more profitably.
37
Heating, Ventilation, Air Conditioning, and Plumbing Equipment
“
“Increasingly, companies need to work with partners who ensure the success of their business.
At Daikin, we believe that SAP is our best ally.”
Gloria Nuño, IT Director, Daikin AC Spain S.A.
DAIKIN AC SPAIN
Madrid, Spain
Daikin AC Spain S.A., headquartered in Madrid, is a leading manufacturer of air-
conditioning systems. When this fast-growing company wanted to improve customer
service, giving customers access to information online, Daikin’s successful history with
SAP made the mySAP™ Customer Relationship Management (mySAP CRM) application
a natural choice.
Daikin AC Spain S.A.

www.daikin.es
38
AT A GLANCE
Key Challenges • Provide a single repository of data for technical support
• Reduce response time to customer queries about parts and order status
• Improve customer satisfaction
• Reduce costs
Implementation Highlights • The mySAP CRM implementation project took just 7 months from start to finish.
• Seamless integration of internal and consulting teams contributed to success.
Key Benefits • Uniform information available for customer service and cost control operations
• Improved interaction functionality with customers
• Faster response time to queries about spare parts and orders thanks to Web
self-service, increasing customer satisfaction
• Better utilization of internal resources
• Significantly reduced costs
Industry Industrial machinery and components – air-conditioning equipment
Implementation Partner Siemens Business Services
Solutions and Services • mySAP CRM

• SAP R/3® software, functionality now found in the mySAP ERP application
Existing Environment COMET-TOP management program
Hardware Fujitsu Siemens PRIMEPOWER 650
Operating System Solaris
39
Heating, Ventilation, Air Conditioning, and Plumbing Equipment
“
“SAP Business One is much more than administrative software alone. It also lets us control
our stock much more efficiently. And it saves us time, which gives us more time to reach out to new
customers, and that’s where the growth of our business comes from.”
Linda Hesen, Financial Administrator, DHG Group
DHG GROUP
Geleen, Netherlands
Based in the Netherlands, DHG Group has built a thriving business manufacturing
air-conditioning systems and soundproof insulation. The company’s inefficient accounting
system was a daily burden until DHG turned to the SAP® Business One application for
small and midsize businesses.
DHG Group
www.dhgnederland.nl
40
AT A GLANCE
Key Challenges • Implement an IT solution that distributes business information to all employees
• Keep track of current inventory and provide sales histories of customers
• Automate Internet selling
Implementation Highlights • ERP implemented solution in just 15 days
2
• 5 users live
Key Benefits • Greater efficiency because employees can check current stock levels using
automated sales and inventory information
• Increased sales because Internet transactions are now automated
• Employees use customer histories to provide improved service
Industry Machinery, engineering, and construction
Implementation Partner ERP2
Solution and Services SAP Business One
41
Introduction
INDUSTRIAL TOOLS AND
METAL WORKING MACHINERY
Manufacturers of industrial tools and metal working machinery build industrial patterns, special dies and tools,
die sets, jigs and fixtures, industrial molds, cutting tools, machine tool accessories, machinists’ precision measuring
devices, power-driven hand tools, electric and gas welding and soldering equipment, metal-cutting machine tools,
metal-forming machine tools, rolling mill machinery and equipment, and metal working machinery. These
manufacturers face a host of challenges today, including intensified global competition, growing customer demand
for improved service, and shareholder pressure to improve business performance. Expanding into global markets to
pursue emerging opportunities, many of these manufacturers are focused intently on increasing visibility across
silos and geographical regions and integrating operations according to best practice models. This is enabling
manufacturers to pursue outsourcing opportunities, improve the aftermarket sales and service business, and drive
down costs through streamlined global processes and strategic sourcing initiatives. Improving customer loyalty
and moving up the value chain are other important areas of focus for manufacturers in this industry sub-segment.
Industrial Tools and

Metal Working
To this end, many organizations are pursuing customer relationship management initiatives to integrate the
Machinery
internal flow of customer and sales information. This enables the enterprise to target high value customers more
effectively and develop the kinds of products and services these customers require. SAP for IM&C is playing a
critical role for many of these companies as they seek to achieve their business objectives in an increasingly
competitive global market environment. Not only do industry leaders like Black & Decker, Cooper Tools, and
Kennametal run their business on SAP, but many best-run midsize industrial tool manufacturers, such as Ryobi,
Stanley Tools, Skil, Stihl, and Hilte, also run SAP. SAP’s industry-specific functionality enables customers to
leverage the SAP system to outperform their peers. With SAP’s unparalleled experience in this industry, we’ve
helped companies just like yours run more efficiently, more productively, and more profitably. 43
Industrial Tools and Metal Working Machinery
“
“Using the SAP software, the company can efficiently plan and execute focused and tightly targeted
marketing campaigns.”
Patrick Ganzmann, Chief Executive Officer, movento GmbH
C. & E. FEIN
Stuttgart, Germany
C. & E. FEIN GmbH, one of the world’s oldest and most innovative makers of electric
power tools, implemented the mySAP™ Customer Relationship Management (mySAP CRM)
application to gain greater insight into its end customers.
C. & E. FEIN GmbH

www.fein.com
44
AT A GLANCE
Key Challenges • Enable easy access to end-user data to expedite campaign management
• Respond quickly to market changes
Implementation Highlights • Rapid implementation – from planning and analysis through go-live – achieved
in just 90 days
• Plans now in progress to integrate all worldwide subsidiaries to allow local
marketing campaigns
Key Benefits • Enhanced global view of end customers – currently throughout 26 countries
• A growing customer database – initially an average of 500 registrations
on the company Web site per month, with more expected as the rollout to
subsidiaries continues
• lmproved marketing ability via targeted marketing campaigns
Industry Industrial machinery and components – electric power tools
Implementation Partner movento GmbH
Existing Environment • mySAP ERP application

• SAP NetWeaver® Business Intelligence component
• SAP Business One application
Hardware Siemens
45
“
“With SAP NetWeaver Application Server and SAP NetWeaver Portal, Comau has created a
highly efficient electronic collaboration and procurement platform that has produced significant
savings in time and cost and helped expand our supplier base.”
Roberto Dolci, Director of Information Communication Technology Governance, Comau
COMAU
Turin, Italy
Comau is a global supplier of industrial automation systems for the automotive
manufacturing sector and a global provider of full maintenance services. By acquiring
and integrating other companies, Comau has broadened its presence all over the world.
Comau implemented the SAP NetWeaver® platform.
Comau
www.comau.com
46
AT A GLANCE
Key Challenges • Create a common platform to facilitate design and technical collaboration
between Comau and its suppliers
• Reduce procurement processing time and cost
• Integrate SAP® and non-SAP software–based systems
Implementation Highlights • Initial e-auction functions available in 20 days
• Full implementation complete in 8 months
• Serves 1,000 users (suppliers and employees)
• Sites connected in Italy, France, Germany, England, and the United States
Key Benefits • Streamlined procurement process that is faster and more secure
• Increase in procurement efficiency for direct services and materials in excess
of 4%; addition of new suppliers
• Full ROI 9 months sooner than expected
Industry Automotive
Implementation Partner Global Value, a joint venture of IBM and Fiat
Solutions and Services SAP NetWeaver Portal and SAP NetWeaver Application Server components
Existing Environment • SAP NetWeaver Business Intelligence component

• SAP R/3® software, functionality now found in the mySAP™ ERP application
• mySAP Supplier Relationship Management application
• SSA Baan IV
• MatrixOne
Hardware • HP servers with Intel processors for Web presentation
• IBM Regatta p690 for application
Operating System IBM AIX UNIX, with Oracle 8.1.7 database
47
“
“mySAP CRM provides us with an effective means of linking all customer points of contact within
a system.”
Franz Brunner, Project Lead, Lisec GmbH
LISEC GmbH
Hausmening, Austria
Lisec GmbH needed to centralize critical customer information and improve service
management processes. It chose the mySAP™ Customer Relationship Management
(mySAP CRM) application for the job. Lisec employs approximately 900 people and is
the world’s leading manufacturer of machinery and equipment for the insulating glass
industry.
Lisec GmbH
www.lisec.com
48
AT A GLANCE
Key Challenge Enhance service management processes to satisfy customer requirements
quickly and efficiently
Implementation Highlights • Implemented in 3 months

• Company worked on solution development with SAP
• Plans underway to roll out a mobile service solution
Key Benefits • Solution supports existing enterprise resource planning processes.
• Error classification system is integrated into service procedures, speeding
identification and resolution of issues.
• Solution handles administration of historical service records.
Implementation Partner SAP® Consulting
Existing Environment SAP software for financials and HR, which is available today in the mySAP ERP
application
Hardware IBM RS/6000; Hitachi Storage Lighting 9910
Operating Systems AIX 5.2; Microsoft Windows 2000
49
“
“We have seen a big improvement in communication between our internal and field sales teams
now that they all use the same mySAP CRM system. As a result, our customers are receiving better
service.”
Thomas Raith, Senior Vice President of IT and Processes, Metabo Group
METABO
Germany
A highly successful power tools business with revenues of €380 million, Germany-based
Metabo Group automated its sales operations using the mySAP™ Customer Relationship
Management application and the SAP NetWeaver® Business Intelligence component
to deliver outstanding customer service, focus resources more profitably, and improve
customer-facing processes.
Metabo Group
www.metabo.com
50
AT A GLANCE
Key Challenges • Lack of support from sales teams in sharing customer knowledge and
adopting automated sales processes
• No integration of front-line customer relationship management (CRM) with
back-office enterprise resource planning (ERP) processes
• Inadequate understanding of customers and their needs
Implementation Highlights • Change-management program successfully gains sales team acceptance for
new CRM processes.
• mySAP CRM provides integrated work environment for agents in customer
interaction center.
• Mobile sales force has access to complete, up-to-date customer information.
Key Benefits • 360-degree view of every customer that provides a comprehensive under-
standing of customer needs
• Enhanced ability to provide excellent customer service
• Improved relationships with key customers
• Fast and effective analysis of promotional campaigns
• Efficient communications between internal and external sales teams
• Precise focusing of sales and marketing resources for maximum profitability
Industry Consumer products – consumer electronics
Implementation Partner SAP® Consulting organization
Solutions and Services • mySAP Customer Relationship Management

• SAP NetWeaver Business Intelligence
• SAP Consulting services
Hardware Hewlett-Packard ProLiant DL 580

51
“
“Thanks to transparent and consistent data, we can now react much more quickly to developments
in the markets and in the individual companies.”
Marc Gerber, Project Manager SAP Business Intelligence, ANDREAS STIHL AG & Co. KG
STIHL
Dieburg, Germany
The Stihl Group is a leading producer of power tools, including cutting and drilling
equipment, and pressure washers. Stihl selected the SAP NetWeaver® Business
Intelligence component to provide group-wide access to key data, supporting successful
enterprise management. The consolidated data basis creates transparency, reduces
reporting effort, and provides a foundation for optimizing purchasing and sales
management.
Stihl
www.stihl.de
52
AT A GLANCE
Key Challenges • Consolidation of data from different source systems
• Worldwide data access with good system performance
Implementation Highlights • Group-wide information system
• Unified platform for integrated reporting
• Simplified report preparation
• Solution easy to extend (supplier collaboration portal)
Key Benefits • Up-to-the-minute, centrally available data supports decision-making and
improves competitiveness
• Reduced report preparation effort
• Optimized purchasing
• Optimized inventory management
Industry Manufacturing
Implementation Partner SAP® Consulting services
Solution and Services • SAP NetWeaver Business Intelligence

• SAP Web Application Server component, functionality now found in
SAP NetWeaver Business Intelligence
• SAP Enterprise Portal component, functionality now found in the
SAP NetWeaver Portal component
Operating System AIX
53
Introduction
LIFTING, MATERIAL HANDLING,
AND RAILROAD EQUIPMENT
Manufacturers of lifting, material handling, and railroad equipment build elevators, moving stairways, conveying
equipment, overhead traveling cranes, hoists and monorail systems, and railroad equipment. These manufacturers
face many of the challenges common to the wider industrial machinery and components industry. With global
competition on the rise, manufacturers in this space are seeking the cost advantages of moving production
overseas. This is driving moves to integrate systems and operations across multiple facilities and geographical
locations – with an emphasis on best practices to help ensure greater levels of operational excellence. Visibility as it
relates to the supply chain and financial management is critical. Customer demand for value-added services,
meanwhile, is driving initiatives to improve the integration of the aftermarket sales and service business into the
larger enterprise. And, as with most manufacturers of heavy industrial equipment, these organizations are
also constantly on the move to streamline processes in an effort to reduce overall costs, minimize waste and
inefficiencies, and achieve higher levels of operational excellence. With software and process support for new
product development, customer and supplier relationship management, supply collaboration, and a host of other
critical business areas, SAP for IM&C is helping companies in this industry sub-sector thrive and succeed.
Not only do industry leaders like KONE, Schindler Elevator, and Siemens Dematic run their business on SAP,
but many best-run midsize lifting, material handling and railroad equipment manufacturers, such as
Toyota Material Handling, NACCO Materials Handling, Schumacher Elevator, and Rotary Lift, also run SAP.
Railroad Equipment
SAP’s industry-specific functionality enables customers to leverage the SAP system to outperform their peers.
Lifting, Material
Handling, and
With SAP’s unparalleled experience in this industry, we’ve helped companies just like yours run more efficiently,
more productively, and more profitably.
55
Lifting, Material Handling, and Railroad Equipment
“
“With SAP Business One, we have a common platform that allows us to standardize operations
across multiple global locations with tight integration and consistency of master data between
subsidiaries and headquarters.”
Seija Markkanen, Financial Manager, Jungheinrich Finland
JUNGHEINRICH
Hamburg, Germany
Jungheinrich Group is one of the world’s largest suppliers of industrial trucks, warehousing
technology, and materials flow technology. To increase efficiency throughout its
subsidiaries worldwide, the group selected the SAP® Business One application to be
implemented at its international smaller and newly established sales offices.
Jungheinrich
www.jungheinrich.com
56
AT A GLANCE
Key Challenges • Support rapid growth of parent company
• Provide visibility and improve control of global operations
Implementation Highlights • Quickly rolled out pilot solution in Finland sales office for customer relation-
ship management and financials; subsequent rapid installation in larger
Shanghai office
• Rapidly trained users to work with solution and use it to streamline sales
activities
Key Benefits • Increased visibility of subsidiary operations

• Enhanced corporate control via increased data accuracy throughout the group
• Support for planned integration with parent company’s SAP business software
• Easy exchange of information between company subsidiaries using SAP
software
• Improved efficiency and productivity of mobile sales representatives in Finland
by enabling remote access to customer data
Industry Industrial machinery and components – material handling equipment
Solution and Services SAP Business One in small and newly established branches
Existing Environment • Local solutions and legacy systems at subsidiary offices

• SAP R/3® software, functionality now found in the mySAP™ ERP application,
at corporate headquarters and in larger branch offices
Hardware HP server with a dual-core processor and 4 GB memory
Operating System Microsoft Windows 2000 Advanced Server
57
“
“We wanted a working pilot done quickly and right the first time . . . to minimize cost and maximize
the probability of success. SAP scored on all points.”
Roger Sharp, Manager – Finance Systems Center of Excellence, NACCO Materials Handling Group Inc.
NACCO MATERIALS HANDLING GROUP

Portland, Oreg., United States
NACCO Materials Handling Group Inc. (NMHG) is one of the world’s largest lift truck
manufacturers and produces materials handling equipment for virtually every market sector.
Without investing a lot of time, money, or resources, NMHG found a cost-effective,
low-risk way to integrate data enterprise-wide, thanks to SAP® Consulting services and
the SAP Service Select package for SAP NetWeaver® Business Intelligence.
NACCO Materials Handling Group Inc.

www.nmhg.com
58
AT A GLANCE
Key Challenges • Achieve quick return on investment
• Implement single source of information across systems, advanced analysis
functionality, and ad hoc exploration capabilities
• Improve back-office efficiency and productivity
• Perform implementation during normal working hours
Implementation Highlights • 5 information cubes (multidimensional data warehousing structures)
implemented in just 8 weeks
• Project completed on time (3 months) and under budget (under US$100,000)
• Detailed documentation provided to enable self-sufficiency
Key Benefits • Reduced risks and costs related to implementation
• Enabled faster, more informed decision making
• Laid foundation for future enhancements and functionality to reduce total cost
of ownership
• Empowered end users, thanks to knowledge transfer to customer project
team
Industry Automotive
Implementation Partner SAP Consulting
Solution and Services SAP Service Select for SAP NetWeaver Business Intelligence
Existing Environment SAP software
Hardware IBM
Operating System IBM AS/400
59
“
“The beauty of this is that we’re giving the information to the dealers and customers – the people
that are in the best position to make the decisions. That will help us strengthen our relationships
with them over time.”
Alan Cseresznyak, Vice President, Toyota Material Handling USA
TOYOTA MATERIAL HANDLING USA

Irvine, Calif., United States
Toyota Material Handling USA (TMHU) sells and markets Toyota industrial equipment
vehicles – the number-one-selling lift truck brand in the United States. It sells through a
network of some 80 dealers, as well as selling directly to major corporate customers.
After being spun off from Toyota Motor Sales, TMHU soon realized it needed to revamp its
IT systems and turned to software from the SAP for Automotive set of solutions.
Toyota Material Handling USA

www.toyotaforklift.com
60
AT A GLANCE
Key Challenges • Stop relying on former parent company’s IT systems
• Streamline interactions with dealers
• Provide e-commerce capabilities to large corporate customers
• Eliminate expensive frame-relay network
• Integrate vehicle, warranty, and service parts
Implementation Highlights • Created portal-based links with 150 dealer sites
• Integrated with sister companies’ finance and manufacturing systems
Key Benefits • Reduced turnaround times, from 2 days to 2 hours
• Reduced costs, including US$1 million in network costs per year
• Improved relationships with dealers and customers
Industry Automotive
Solutions and Services • SAP® R/3® software, functionality now found in the mySAP™ ERP application
• SAP NetWeaver® platform
• SAP for Automotive solutions
Existing Environment Various silo systems
61
Introduction
Controlling Devices
Measuring and
MEASURING AND
CONTROLLING DEVICES
Manufacturers of measuring and controlling devices build relays and industrial controls, electrical
industrial apparatus, search, detection, navigation, guidance, aeronautical and nautical systems
and instruments, laboratory apparatus and furniture, automatic controls for regulating residential
and commercial environments and appliances, optical instruments and lenses, measuring and controlling
devices. As such, keeping up with the constantly evolving technical requirements of the customer
base is a persistent challenge. Companies in this industry sub-segment are constantly looking
for ways to improve innovation processes while reducing cycle times to help increase revenue and profits.
At the same time, the challenges experienced across manufacturing sectors are being felt as well.
These include increased global competition, shareholder pressure to perform through business cycles,
diminished customer loyalty, and shrinking profit margins and product lifecycles. With SAP for IM&C,
companies in this industry sub-sector are able to meet these challenges head-on, establish competitive
advantage, and grow their businesses well into the future. Not only do industry leaders like Rockwell
Automation, Honeywell Automation & Control, Invensys and Siemens Building Technologies
run their business on SAP, but many best-run midsize measuring and controlling device manufacturers,
such as Waters, Rockwell Collins, GE Fanuc, and American Meter, also run SAP. SAP’s industry-specific
functionality enables customers to leverage the SAP system to outperform their peers. With SAP’s
63
Measuring and Controlling Devices
“
“Thanks to SAP NetWeaver, we can build our system and consolidate data on a standardized
platform.”
Jürgen Schrempp, Manager of Business Technology, Endress+Hauser InfoServe
ENDRESS+HAUSER
Reinach, Switzerland
Endress+Hauser is one of the leading manufacturers of measurement instrumentation
and automation solutions for industrial process engineering. Its 6,000 employees at
72 independent companies produce global revenues of €735 million (2003). The company
has sales and service companies in 38 countries and 19 production units in 9 countries.
Endress+Hauser recently turned to the SAP NetWeaver® platform to provide both its
managers and customers with access to critical information and applications.
Endress+Hauser
www.endress.com
64
AT A GLANCE
Key Challenge Provide company managers and customers with optimal access to company data
Implementation Highlight Fast implementation using SAP NetWeaver as a development platform
Key Benefits • Fewer interfaces and simplified system administration

• Increased customer satisfaction
Industry Manufacturing (industrial process engineering)
Implementation Partner SAP® Consulting organization
Solutions and Services • SAP NetWeaver Portal component

• SAP NetWeaver Exchange Infrastructure component
• SAP NetWeaver Business Intelligence component
• SAP NetWeaver Application Server component
Existing Environment • SAP R/3® software, functionality now found in the mySAP™ ERP application
• SAP Business One application
• mySAP Customer Relationship Management application
• mySAP Product Lifecycle Management application
Hardware • IBM zSeries
• Dell Power Edge 1750
• EMC2
Operating Systems • Linux
• Microsoft Windows
65
“
“We needed the solution to help us become a bigger player on the international stage.”
Mark Ziegler, Project Manager, Lenze AG
LENZE AG
Hameln, Germany
Lenze AG, one of the world’s leading suppliers of drive technology and automation
systems, rolled out the mySAP™ Customer Relationship Management application at
subsidiaries and production plants in Germany, the United Kingdom, and China – a major
effort that enriched its role as a reliable partner to its customers.
Lenze AG
www.lenze.com
66
AT A GLANCE
Key Challenges • Accommodate fast growth
• Ensure company’s continued competitive edge
Implementation Highlights • Initial go-live in Germany, with China and the United Kingdom following
• Rollout to other international sites in progress
• 2-phased user training – basic functionality followed by full functionalities
• 500 eventual users
Key Benefits • Improved marketing via simplified campaign management and customer
segmentation processes
• Enhanced performance of sales team, thanks to more effective, transparent
activity and contact management
• More effective complaint management
• Ability to respond more rapidly and accurately to customers’ needs, thanks to
integrated information and easy flow of data between sales and service team
Implementation Partners • SAP® Consulting organization

• BHN, Lenze’s IT organization
Solution and Services mySAP Customer Relationship Management
Existing Environment • mySAP ERP application

• mySAP Supply Chain Management application
Hardware HP
Operating System UNIX
67
“
“We introduce several new products a year and expect to accelerate rollout for each one of them
with mySAP PLM. That will mean significant revenue gains.”
Tom Saunders, Vice President of Systems Development, Waters Corporation
WATERS CORPORATION
Milford, Mass., United States
Waters Corporation is a leading supplier of high-performance liquid chromatography
instrumentation and consumables, thermal analysis, and mass spectrometry products.
These products provide customers with fundamental data on the composition of natural
products and synthetic chemical mixtures, as well as on the physical properties of
materials. To get their products out of the door faster, the company implemented the
mySAP™ Product Lifecycle Management (mySAP PLM) application.
Waters Corporation
www.waters.com
68
AT A GLANCE
Key Challenges • Reduce time to get products through development pipeline
• Implement integrated solution where product information can be shared by
design, manufacturing, and maintenance
Implementation Highlights • Migrated 120,000 legacy files and data elements

• Enabled 37 different types of product development documents to flow
throughout the enterprise
• Automated the bill-of-materials process
Key Benefits • Enterprise-wide information access
• Accelerated rollout
• Significant revenue gains
Industry Life sciences: laboratory equipment manufacturing
Solution and Services mySAP PLM
Existing Environment • SAP® R/3® software, functionality now found in the mySAP ERP application
• Several legacy databases
• Unigraphics CAD/CAM design system
Hardware Sun
Operating Systems Solaris, Microsoft NT, and Microsoft Windows 2000
69
Introduction
Fluid Control
Motion and
MOTION AND FLUID CONTROL
Motion and fluid control manufacturers build ball and roller bearings, speed changers, industrial high-speed drivers and
gears, measuring and dispensing pumps, fluid power cylinders and actuators, mechanical power transmission
equipment, and fluid power pumps and motors. With the motion and flow control market tracking closely with the
state of U.S. manufacturing in general, this industry sub-segment is looking at organic revenue growth over the next
three to five years, driven largely by a combination of volume and pricing gains. The fortunes of motion and flow
control manufacturers are particularly linked to rising or falling fuel prices. Control equipment to the oil and gas
sectors, for example, have found that high oil and natural gas prices encouraged their customers to undertake projects
that might not have been commissioned at lower price levels. Beyond fuel price influences, spending on pumps, valves,
actuators, motors, drives, and other machinery components will likely go toward replacing old equipment rather than
adding to capacity. At the same time, motion and flow control manufacturers are contending with many of the other
challenges facing manufacturers everywhere. These include increased customer demand for improved quality and
value-added services, shareholder pressure to grow business, and increased price pressures due to global competition.
In response, companies are trying to improve innovation and new product development processes, expand their
aftermarket businesses, pursue strategic sourcing and global outsourcing initiatives, and drive down costs through
greater operational excellence. For many of these companies, SAP for IM&C is playing a pivotal role in helping them
achieve their objectives. Not only do industry leaders like Timken, Bosch Rexroth, Pall and Cooper Cameron run
their business on SAP, but many best-run midsize motion and fluid control equipment manufacturers, such as
Sauer-Danfoss, Sulzer, NIBCO, and Prominent Fluid Controls, also run SAP. SAP’s industry-specific functionality enables
customers to leverage the SAP system to outperform their peers. With SAP’s unparalleled experience in this industry,
we’ve helped companies just like yours run more efficiently, more productively, and more profitably. 71
Motion and Fluid Control
“
“The software has made a valuable contribution to improving our productivity and efficiency –
and is making a tangible difference to our business performance.”
Talmor Margalit, VP and CIO, Netafim
NETAFIM
Tel Aviv, Israel
Netafim, the global leader in low-volume irrigation technology, leveraged components
from the SAP NetWeaver® platform to create a portal that delivers greater transparency,
e-collaboration capabilities, and a central repository for all information.
Netafim
www.netafim.com
72
AT A GLANCE
Key Challenges • Enhance business performance through efficiency gains
• Improve competitiveness
• Consolidate heterogeneous IT environment to increase transparency
Implementation Highlights • Used the SAP NetWeaver Business Intelligence (SAP NetWeaver BI)
component to consolidate data in a standard format
• Created a virtual library in company portal
• Enjoyed a successful implementation, thanks to resources provided by SAP
• Rolled out portal to 900 users (to increase to 1,500 by end of 2006)
Key Benefits • Improved decision making, thanks to timely access to accurate data
• Enabled company to consolidate data and information via a “knowledge farm”
containing all brochures, data sheets, presentations, and so on
• Enhanced collaboration company-wide
• Improved efficiency and productivity
Industry Agricultural technology
Implementation Partner Ness Technologies, Ltd.
Solution and Services SAP NetWeaver: SAP NetWeaver BI, SAP NetWeaver Portal, and knowledge
management components
Existing Environment • SAP® R/3® software, functionality now found in the mySAP™ ERP application
• Non-SAP software
Hardware HP and Compaq
Operating System Microsoft Windows NT
73
“
“With mySAP ERP we implemented a comprehensive solution for the management of our
financials and human resources, which is standardizing our core business processes for all
European countries from a reliable partner.”
Arnold Sevenich, Head of Sales and IT Coordination, NTN Wälzlager (Europa) GmbH
NTN WÄLZLAGER (EUROPA) GmbH

Erkrath, Germany
Japan-based NTN is one of the world’s leading bearing companies. The European
branch was founded in 1961 in Germany and now operates in all European countries.
NTN implemented the mySAP™ ERP Financials and mySAP ERP Human Capital
Management solutions to manage its European expansion.
For New Technology Network

NTN Wälzlager (Europa) GmbH
R
www.ntn-europe.com
74
AT A GLANCE
Key Challenges • Standardize a heterogeneous IT landscape
• Achieve better control of IT landscape costs
• Provide reliable management reports
Implementation Highlights • No change of the existing IT infrastructure was necessary
• Implemented the financials and human capital management functions of the
mySAP ERP application for 10 users within 4 months
Key Benefits • Improved business insight, allowing faster decision making and better
business control
• Increased productivity due to organization-wide standardization of IT systems
• Integrated business performance management through comprehensive
analytical and reporting capabilities
• Fast remodeling of business processes, leading to greater flexibility
• Adaptability to changing business needs
Industry Manufacturing (ball, roller and needle bearings, constant velocity joints)
Solutions and Services • mySAP ERP Financials

• mySAP ERP HCM
Hardware IBM AS/400
Operating System OS/400 with DB2/400A database
75
“
“SAP Hosting helped us rapidly implement and roll out SAP solutions globally. We developed a
global template immediately and can now focus on rollout to our 52 locations across the world.”
Krish Kumar, Vice President - Global IT, Sauer-Danfoss Inc.
SAUER-DANFOSS
Chicago, United States
Sauer-Danfoss Inc. is a leading global engineering and manufacturing company,
specializing in the growing market for mobile hydraulics. Created from a merger in 2000,
the company faced the challenge of realizing its full potential. To introduce standard
business processes and best practices across the entire company, Sauer-Danfoss chose
the SAP® Hosting organization to ensure standardized materials, product, and customer
data worldwide with a single, global SAP software system.
Sauer-Danfoss Inc.
www.sauer-danfoss.com
76
AT A GLANCE
Key Challenges • Realize full potential of newly merged company
• Simplify and integrate entire supply chain
• Ensure standardized data worldwide
Implementation Highlights • Template developed in 11 months
• Global rollout performed in 21 months
• 3,500 users live with solution by 2007
• SAP NetWeaver® Exchange Infrastructure (SAP NetWeaver XI) component
and the SAP NetWeaver platform used to integrate assembly and shipping
Key Benefits • Consolidated processes and data

• Standardized global appearance and practices
• Integrated partners and suppliers
• Introduced best practices globally
• Reduced costs and coordination effort
Implementation Partners • SAP Hosting

• Accenture
Solutions and Services • SAP Implementation Hosting and SAP Application Hosting services from
SAP Hosting
• SAP NetWeaver platform, including SAP NetWeaver Xl
Existing Environment Various legacy systems
Hardware HP
Operating Systems HP-UX, Microsoft Windows

77
“
“Paperless control of all goods movements contributes to our ability to complete large orders
with numerous items in half a day. Before we had automatic storage technology and mySAP Supply
Chain Management, it would have taken us almost a week.”
Ludger Fuderholz, Logistics Center Manager, Walter Stauffenberg GmbH & Co. KG
WALTER STAUFFENBERG GmbH & CO. KG

Werdohl, Germany
Walter Stauffenberg GmbH & Co. KG (Stauff Germany) is a market leader in the hydraulics
and fluid power industries. When the €100 million company needed to automate its
new logistics center, it turned to the logistics execution functions of the mySAP™ Supply
Chain Management (mySAP SCM) application.
Walter Stauffenberg GmbH & Co. KG

www.stauff.com
78
AT A GLANCE
Key Challenge Create a fully automated logistics center
Implementation Highlights • Automated warehouse control

• Double-deep warehousing
• Integration of pick-to-light displays
• Component administration
• Integrated shipments
• Automated warehouse inventory
Key Benefits • High level of data access and transparency
• Dramatic reduction in order lead times
• Increased capacity and flexibility
• Fewer picking errors
Industry Industrial machinery and components (hydraulics and fluid power)
Implementation Partner viastore systems GmbH
Solution and Services Logistics execution functions of mySAP Supply Chain Management
Existing Environment SAP® R/3® software, functionality now found in the mySAP ERP application
Hardware HP LH 6000R
79
Introduction
SEMICONDUCTOR AND ELECTRONIC
MEASUREMENT EQUIPMENT
Electronic Measure-
Semiconductor and
ment Equipment
Semiconductor and electric measurement equipment manufacturers build electrical machinery, equipment, supplies, and
ophthalmic goods. With equipment sales pegged closely to chip cycles, manufacturers of semiconductors and electronic
measurement equipment experience frequent revenue volatility, which adversely impacts market valuation. Positioned at the
bottom of the global electronics food chain, equipment makers in this industry subsegment deal with long lead times and must
master the supply and demand chain in order to plan accordingly and demonstrate strong financial performance through
cycles. To remain competitive, manufacturers need to maintain extensive sales and service operations in the regions where chip
production occurs. In today’s market, this means a continuous focus on Asia – particularly Taiwan and increasingly China.
Constant technology transitions and shorter product life cycles, meanwhile, are driving the need for improved equipment and
process control. Trends toward nanoscale products, for example, have increased complexity, R & D cycle times, and rates of
yield loss. But with revenues typically driven by a few key accounts and global competition a constant threat, manufacturers
have little choice but to meet customer demand for innovative new products. This is driving efforts to build and strengthen
lasting customer relationships and deliver products and services that help companies move up the value chain, particularly in
the area of aftermarket sales and service. At the same time, manufacturers must contend with regulations such as the
restriction of certain hazardous substances (RoHS) and waste electrical and electronic equipment (WEEE) directives in the
European Union and Sarbanes-Oxley in the United States. This is driving initiatives to increase visibility across the enterprise
and improve in the area of operational excellence. Not only do industry leaders like Applied Materials, Tokyo Electron, and
ASML run their business on SAP, but many best-run midsize semiconductor and electronic measurement equipment
manufacturers, such as KLA-Tencor, Lam Research, Novellus, and Varian Semiconductor, also run SAP. SAP’s industry-specific
functionality enables customers to leverage the SAP system to outperform their peers. With SAP’s unparalleled experience
in this industry, we’ve helped companies just like yours run more efficiently, more productively, and more profitably. 81
Semiconductor and Electronic Measurement Equipment
“
“We were able to shorten the duration of our SAP Ramp-Up project from 5 months to 4 and the
costs were also more than 10% lower than planned.”
Manfred Schmid, CIO, Carl Zeiss Optronics GmbH
CARL ZEISS OPTRONICS GmbH

Oberkochen, Germany
Carl Zeiss Optronics GmbH – a leading provider of optoelectronic sensor technology
products – wanted a future-proof basis for integrated processes and to develop additional
synergies. Participating in the SAP® Ramp-Up program and using key SAP NetWeaver®
platform components, the firm made the transition to the mySAP™ ERP application in just
4 months.
Carl Zeiss Optronics GmbH

www.zeiss.de/optronics
82
AT A GLANCE
Key Challenges • Changing system platform and databases during the upgrade
• Implementing a new workflow for logistics accounting
Implementation Highlights • Project completed 20% faster than planned
• Project costs were 10% lower than planned
• SAP NetWeaver Application Server (SAP NetWeaver AS) component
implemented
• Replacement of 50% of all modifications with standard functions
Key Benefits • Created a future-oriented basis for high-performance, Web-based processes
by harnessing the interaction of mySAP ERP, SAP NetWeaver Business
Intelligence (SAP NetWeaver BI) component, and SAP NetWeaver AS
• Implemented fast and secure upgrade with SAP Ramp-Up, on schedule and
within budget
• Benefited from SAP Ramp-Up coach’s direct access to the appropriate
contact people at SAP
• Received advance access to the newest functions of the latest SAP software
solutions
Industry High tech – optics and optronics
Implementation Partner SAP Consulting organization
Solutions and Services • SAP Ramp-Up and the SAP GoingLive™ Check and SAP EarlyWatch® Alert
services
• mySAP ERP and the SAP NetWeaver BI and SAP NetWeaver AS components
Existing Environment SAP R/3® software, functionality now found in mySAP ERP, and SAP Internet
Transaction Server, functionality now found in SAP NetWeaver AS
Hardware Sun

83
“
“The open architecture of SAP NetWeaver and broad functions of mySAP CRM support our vision
for continued business success. The solutions work as promised and deliver an impressive ROI.”
Bhushan Parikh, Enterprise Application Manager, Credence Systems Corporation
CREDENCE SYSTEMS CORPORATION

Milpitas, Calif., United States
Credence Systems Corporation is the industry’s leading supplier of design / tool / test
solutions for the global semiconductor industry. Key to Credence’s top rank is its ability to
lower the “cost of test” for customers by tightly controlling production costs and investing
in solutions that help continuously improve operational efficiency. Today, SAP® software
helps Credence do just that.
Credence Systems Corporation

www.credence.com
84
AT A GLANCE
Key Challenges • Provide employees and managers with actionable information
• Deliver efficient report generation methods
• Provide Web access to enterprise/sales information
Implementation Highlights • Deployed the SAP NetWeaver® Business Intelligence (SAP NetWeaver BI)
and SAP NetWeaver Portal components in 3 months
• Quickly deployed focused business solutions based on the SAP NetWeaver
platform in 4 months to support business goals
Key Benefits • Savings of millions of dollars annually in inventory costs

• Estimated savings of US$500,000 annually via automated analytics
• Easy access to information at anytime, from anywhere, saving employees
countless hours in tracking down information
Industry High tech (automated test equipment)
Implementation Partner • SAP Active Global Support organization, part of the SAP Services organization
• EZ Commerce Global Solutions
Solutions and Services • SAP NetWeaver Portal and SAP NetWeaver BI
• mySAP™ Customer Relationship Management application
Existing Environment • SAP R/3® software, functionality now found in the mySAP ERP application
• Legacy systems
Hardware IBM servers
85
“
“The structure SAP [software] gave us really helped kick our aftermarket parts and service
business into high gear.”
Jim Jacobson, Director of Information Technology and System Software, Universal Instruments Corporation
UNIVERSAL INSTRUMENTS CORP.

Budapest, Hungary
Universal Instruments Corporation, a leading capital equipment manufacturer, streamlined
global processes and dramatically improved its aftermarket business with help from
SAP® software.
Universal Instruments Corporation

www.uic.com
86
AT A GLANCE
Key Challenges • Enabling business flexibility to meet challenges of globalization
• Driving down process costs
• Completely replacing legacy environment
Implementation Highlights • 1,200 users
• On time and within budget
• Fixed-price contract
Key Benefits • Reduced parts-delivery cycle times from weeks to less than 24 hours
• Streamlined material planning processes, reducing total work hours by 95%
• Reduced monthly reporting time by more than 50%
• Ensured leadership position for aftermarket business
Solution and Services SAP for Industrial Machinery & Components set of solutions
Existing Environment MAPICS and Lawson
Hardware IBM
87
“
“With SAP NetWeaver XI, we can incorporate partner companies into the value chain more easily
and implement new business models and processes more quickly.”
Torsten Hopmeier, CIO, Weidmüller Interface GmbH & Co. KG
WEIDMÜLLER
Detmold, Germany
Weidmüller Interface GmbH & Co. KG, the leading manufacturer of components for
electrical connection technology, optimized its business processes with the help of the
SAP NetWeaver® platform. The result: lower costs and greater flexibility.
Weidmüller Interface GmbH & Co. KG

www.weidmueller.com
88
AT A GLANCE
Key Challenges • Enable integration between a wide array of heterogeneous systems
• Eliminate slow, manual business processes
• Reduce high IT costs associated with complex interfaces
Implementation Highlights • Was one of the first midsize companies to implement the SAP NetWeaver
Exchange Infrastructure (SAP NetWeaver XI) component
• Successfully implemented solution in just 2 months
Key Benefits • Reduction in ongoing operating costs
• Shorter process lead times
• Less time and effort required for integration
• Ability to incorporate business partners more quickly
• Smoother business processes
• Access to accurate, real-time data
Implementation Partners SAP® Consulting, Lynx AG, and Atos Origin
Solutions and Services • SAP NetWeaver XI

• SAP NetWeaver Business Intelligence component
• SAP NetWeaver Portal component
Existing Environment • SAP R/3® software, functionality now found in the mySAP™ ERP application
• mySAP Supplier Relationship Management application, including the SAP
Enterprise Buyer component
Hardware IBM pSeries 690
Operating System AIX 5.2

89
Introduction
TEXTILE, PAPER, PRINTING,
AND PACKAGING MACHINERY
Out of necessity, manufacturers of textile, paper, printing, trades, woodworking, and packaging machinery
have followed their customer base to low-cost centers around the world. And because this machinery is
being used globally, aftermarket sales and services operations have become global as well. To compete more
effectively in this worldwide market, manufacturers in this industry sub-segment have taken aggressive
steps to integrate processes across silos and geographical regions to achieve global visibility and enable a
Packaging Machinery
single version of the truth across the extended enterprise. As the industry of the customer base advances,
Textile, Paper,
Printing, and
so must the machinery. This means constant innovation – and the R and D dollars that go with it –
to keep up with the demand for technologically advanced equipment that can manage the complex
configurations common for today’s orders. And as with all manufacturers, efforts to keep costs down,
remove waste and inefficiencies from supply networks, and improve in the area of operational excellence
are constantly in play. SAP for IM&C helps companies in this industry sub-segment meet these and
other challenges with leading-edge software that helps cut costs, increase efficiency, and maintain
competitive advantage. Not only do industry leaders like Heidelberg, MAN Roland, and MacDermid
Incorporated run their business on SAP, but many best-run midsize printing equipment manufacturers,
such as Fusion UV, also run SAP. SAP’s industry-specific functionality enables customers to leverage
the SAP system to outperform their peers. With SAP’s unparalleled experience in this industry, we’ve helped
companies just like yours run more efficiently, more productively, and more profitably.
91
Textile, Paper, Printing, and Packaging Machinery
“
“With mySAP CRM, we are more streamlined, we move faster, and the information we provide to
the customer is of higher quality.”
Karsten Becker, Manager of Electronic Business, Fabio Perini S.p.A
FABIO PERINI
Lucca, Italy
The mySAP™ Customer Relationship Management (mySAP CRM) application aids Fabio
Perini S.p.A. in providing sales and service with a complete picture of customers,
markets, and products. It also helps the company gain control of its complex sales and
service networks and simplify consolidated sales forecasting between 14 branch offices
and headquarters. Fabio Perini is a leading producer of tissue-converting machinery for
products such as toilet rolls and kitchen towels.
Fabio Perini S.p.A

www.fp.kpl.net
92
AT A GLANCE
Key Challenges • Growing competition
• Complex markets
• Customer expectation of faster response times
Implementation Highlights • Special attention to customer during the SAP® Ramp-Up process
• Strong participation of high-level management and key users
• Review and rethinking of business processes in blueprinting phase
• Achievement of all budget targets
Key Benefits • Provided sales and service with a complete view of customers, markets,
and products
• Streamlined operations
• Provided higher-quality information to customers
• Reduced business-user workload with online spare-parts shop
• Consolidated sales data for central forecasting
• Enabled dedicated, online link to key customers, resulting in preferred supplier
status
Industry Industrial machinery and components – tissue-converting machinery
Implementation Partner Deloitte Consulting
Hardware IBM
93
“
“We are already a market leader in Italy, but mySAP CRM and mySAP ERP will make us even more
efficient and give us an even bigger advantage over our competitors.”
Federico Merlini, IT Manager, Macchingraf S.p.A.
MACCHINGRAF
Milan, Italy
With annual revenues of €150 million, Macchingraf is Italy’s leading supplier of printing
systems and consumables. To provide better customer service and reduce operating
costs, the company replaced an aging, internally developed and host-based service
management system with an integrated customer relationship management solution built
around the mySAP™ Customer Relationship Management (mySAP CRM) application.
Macchingraf S.p.A.
www.macchingraf.it
94
AT A GLANCE
Key Challenges • Improve customer service
• Increase shared knowledge among Macchingraf field and sales personnel
Implementation Highlights • Migrated an existing IBM AS/400–based customer master to mySAP CRM –
then added more fields to the database to capture significantly more customer
information
• Outsourced hardware and software support to a global solution provider to
increase availability and performance while reducing costs
Key Benefits • Real-time information availability

• Better service resource planning
• Improved customer satisfaction
Industry Industrial machinery and components – printing machinery
Implementation Partner BMS S.p.A.

• mySAP ERP application
Existing Environment IBM AS/400
Hardware IBM
Operating System UNIX
95
“
“We are now working much more efficiently, we get more done in less time, and we save costs in
the process.”
Frank Hofer, CEO, PlamaPrint AG
PLAMAPRINT AG
Fällanden, Switzerland
PlamaPrint AG is a Swiss company that designs printing processes and distributes
printing machines. The company became a subsidiary of Plamatec International AG on
January 1, 2004. PlamaPrint implemented the SAP® Business One application.
PlamaPrint AG
www.plamatec.com
96
AT A GLANCE
Key Challenges • Gain real-time visibility of business data
• Simplify business processes
Implementation Highlights • SAP Business One was deployed in only 1 month
• 10 employees were quickly trained on the software
Key Benefits • More efficient service operations
• Operational costs reduced
• Better data visibility helped the company streamline business processes
overall.
• Optimized distribution of supplies
• Customers can be integrated into company IT systems.
• Higher customer satisfaction
• Software is easy to use
Industry Industrial machinery and components: development of printing machines
Implementation Partner MTF Schweiz AG, Olten, Switzerland
Solution and Services SAP Business One application
Operating System Microsoft Windows 2003 Standard Edition, with Microsoft SQL Server 2000
97
“
“More than 1,000 of our customers are ordering through the portal, slashing the amount of time
Sultex personnel spend handling orders and freeing them to perform more valuable tasks.”
Susanna Rickenbach, Head of E-Business, Sultex Limited
SULTEX LIMITED
Ruti, Switzerland
Sultex Limited, a manufacturer of high-performance textile weaving equipment,
deployed the SAP NetWeaver® Portal component to streamline its spare-parts ordering
operation. The easy-to-use customer portal improved customer satisfaction and reduced
the costs associated with spare-parts ordering and delivery.
Sultex Limited
www.sultex.com
98
AT A GLANCE
Key Challenges • Replace multiple parts-ordering processes with a streamlined portal interface
to allow customers to order parts directly
• Add customer benefits to portal to encourage customers to use portal for
spare-parts ordering
• Reduce process costs
Implementation Highlights • Completed in 6 months
• Seamless integration of existing applications and systems
Key Benefits • Consolidated multiple ordering procedures into a single process
• Reduced costs associated with spare-parts operations
• Improved delivery of spare and repair parts
• Enhanced inventory management
• Improved customer satisfaction
Implementation Partner namics GmbH
Solutions and Services • SAP NetWeaver Portal component

• SAP NetWeaver Application Server component
Existing Environment • mySAP™ ERP application
• Multiple nonintegrated applications, databases, and interfaces
Hardware HP ProLiant DL380
Operating System Microsoft Windows (with Microsoft SQL Server database)
99
Introduction
GENERAL INDUSTRIAL MACHINERY
AND EQUIPMENT
Manufacturers of industrial machinery and equipment focus on highly specialized areas such as weaving
machines for the textile industry or letter and flat-mail sorting machines for postal services, SAP for IM&C
provides the depth of functionality and industry-specific process support required to help these companies
succeed. In this broadly-defined industry sub-segment, companies face the common challenges of increased
customer demands for improved responsiveness, better service, and greater reliability. At the same time
global competition is intensifying, as is shareholder pressure to reduce costs and increase productivity.
In many areas including product life-cycle management, quality management, and e-business-based
aftermarket sales and service, SAP for IM&C has played a pivotal role in helping companies in this industry
sector achieve its objectives and maintain competitive advantage. SAP provides a scalable platform for
profitable growth. Not only do industry leaders like Siemens, ABB, Rockwell Automation and Cooper
Industries run their business on SAP, but many best-run midsize industrial equipment manufacturers, such
General Industrial
and Equipment
as Lincoln Electric, Gleason, Kuka, Baldor Electric, and Gardner-Denver, also run SAP. SAP’s industry-
Machinery
specific functionality enables customers to leverage the SAP system to outperform their peers. With SAP’s
101
General Industrial Machinery and Equipment
“
“For a complex business like ours, SAP provides the functionality to address any and all business
models that we might choose to undertake. That was very important to us.”
Sarah Mather, Vice President of Business Systems Administration, Fusion UV Systems Inc.
FUSION UV SYSTEMS
Gaithersburg, Maryland, United States
Fusion UV Systems Inc., the world’s leading provider of ultraviolet curing (drying)
equipment, has offices around the world and 10,000 customers. But the company’s IT
system couldn’t keep up with its complex manufacturing, threatening its ability to
deliver products on time. Fusion UV chose FastTrack, a qualified mySAP™ All-in-One
partner solution to bring its IT landscape up to speed.
Fusion UV Systems Inc.

www.fusionuv.com
102
AT A GLANCE
Key Challenges • Make purchase-order process more efficient
• Implement IT system capable of handling complex capacity planning and
manufacturing
• Improve efficiency of delivery-scheduling process
• Make month-end closing process faster and less costly
• Reduce pricing errors
Implementation Highlights • 6-month implementation from project inception to go-live
• No interruption of day-to-day business during implementation
Key Benefits • Shipping accuracy improved to more than 96%
• Faster and more accurate purchase order process
• Faster and less costly month-end closing
• 100% accurate pricing
Industry Manufacturing (ultraviolet curing equipment)
Implementation Partner N2 Consulting LLC
Solution and Services FastTrack, a qualified mySAP All-in-One partner solution from N2 Consulting
Existing Environment Legacy systems
Hardware Hewlett-Packard
Operating System UNIX with an Oracle database
103
“
“mySAP PLM is the cornerstone of our information system.”
Gilbert Micaletti, Head of IT, SOLYSTIC
SOLYSTIC
Gentilly, France
SOLYSTIC, a subsidiary of the Northrop Grumman Corporation, has been one of the driving forces in the
automation of postal services for over 50 years. It is one of two world leaders in the manufacture of letter
and flat-mail sorting machines, providing turnkey solutions that include infrastructure, service, and material-
handling equipment to postal operators, parcels operators, and mail consolidators. By directly integrating
technical data from its computer-aided design (CAD) tools into the mySAP™ Product Lifecycle Management
(mySAP PLM) application, SOLYSTIC can respond more quickly to clients’ requests for modifications.
SOLYSTIC
www.solystic.com
104
AT A GLANCE
Key Challenge Respond more rapidly to clients’ requests for modifications
Implementation Highlight Direct integration of technical data from its CAD tools into mySAP PLM
Key Benefits • Optimized management of documents and technical data stored in a single
system
• Enhanced ease of use with improved interface between mySAP PLM and
CAD tools
• Decreased response time to clients’ modification requests
Implementation Partner Spring Technologies GmbH
Solution and Services Direct interface between mySAP PLM and CATIA V5
Existing Environment mySAP PLM and the mySAP ERP application for production, logistics, and
finance
Hardware IBM servers
105
“
“Our users have embraced mySAP CRM enthusiastically – even those who lacked computer
experience.”
Walter Knecht, Service Manager, Wetrok AG
WETROK
Kloten, Switzerland
Wetrok AG is part of the Diethelm Keller Group. It is a leading supplier of professional
cleaning systems and has 300 employees in 36 countries. To improve customer service,
Wetrok decided to install the mySAP™ Customer Relationship Management (mySAP CRM)
application.
Wetrok AG
www.wetrok.com
106
AT A GLANCE
Key Challenges • Ensure availability of customer service 24 hours a day, 7 days a week, and
improve responsiveness to customer needs
• Increase technician speed and productivity and optimize route planning
• Cut costs of service delivery
Implementation Highlights • Superior quality of expert advice from the SAP® Consulting organization
• High degree of user acceptance
Key Benefits • Streamlined customer service processes
• Improved quality of customer service
• Greater employee satisfaction and empowerment
• Reduction in billing cycle (from 3 weeks to 3 days) – and fewer errors
• Convenient remote access to data
• Significant savings (around €650,000 over the next 4 years) and ROl
(expected to exceed €1 million)
Industry Professional services – retail and service provider
Implementation Partners • IDS Scheer AG (for the SAP enterprise resource planning software)
• SAP Consulting (for mySAP CRM)
• Internal service provider
• SAP xApp Mobile Service composite application
• SAP Consulting services
• SAP software for enterprise resource planning, functionality now found in the
mySAP ERP application
Existing Environment Legacy systems
Hardware IBM AS/400
Operating System IBM OS/400A

107
Index
INDEX – BY CUSTOMER
Avex Production . . . . . . . . . . . . . . . . . . . . . 16 KSB Group . . . . . . . . . . . . . . . . . . . . . . . . . . 30

C. & E. FEIN GmbH . . . . . . . . . . . . . . . . . . . 44 Lenze AG . . . . . . . . . . . . . . . . . . . . . . . . . . 66
Capstone Turbine . . . . . . . . . . . . . . . . . . . . 26 Lisec GmbH . . . . . . . . . . . . . . . . . . . . . . . . 48
Carl Zeiss Optronics GmbH . . . . . . . . . . . . . 82 Macchingraf . . . . . . . . . . . . . . . . . . . . . . . . . 94
Caterpillar Logistics Services . . . . . . . . . . . . 10 Metabo . . . . . . . . . . . . . . . . . . . . . . . . . . . . 50
Comau . . . . . . . . . . . . . . . . . . . . . . . . . . . . 46 NACCO Materials Handling Group . . . . . . . . 58
Credence Systems Corporation . . . . . . . . . . 84 Netafim . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 72
Daikin AC Spain . . . . . . . . . . . . . . . . . . . . . 38 NTN Wälzlager (Europa) GmbH . . . . . . . . . . 74
DHG Group . . . . . . . . . . . . . . . . . . . . . . . . . 40 PlamaPrint AG . . . . . . . . . . . . . . . . . . . . . . . 96
Endress+Hauser . . . . . . . . . . . . . . . . . . . . . . 64 Sauer-Danfoss . . . . . . . . . . . . . . . . . . . . . . . 76
Fabio Perini . . . . . . . . . . . . . . . . . . . . . . . . . 92 Silovye Mashiny . . . . . . . . . . . . . . . . . . . . . . 32
Fusion UV Systems . . . . . . . . . . . . . . . . . . .102 SMS Demag . . . . . . . . . . . . . . . . . . . . . . . . 12
HARTING Technology Group . . . . . . . . . . . . 18 SOLYSTIC . . . . . . . . . . . . . . . . . . . . . . . . . .104
Hirschmann Automation and Control GmbH 20 Stihl . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 52
Jungheinrich . . . . . . . . . . . . . . . . . . . . . . . . . 56 Sultex Limited . . . . . . . . . . . . . . . . . . . . . . . 98
Kaeser Kompressoren . . . . . . . . . . . . . . . . . 28 Sulzer Pumps . . . . . . . . . . . . . . . . . . . . . . . . 34
108
Toyota Material Handling USA . . . . . . . . . . . 60
Universal Instruments Corp. . . . . . . . . . . . . 86
Walter Stauffenberg GmbH & Co. KG . . . . . 78
Waters Corporation . . . . . . . . . . . . . . . . . . . 68
Weidmüller . . . . . . . . . . . . . . . . . . . . . . . . . . 88
Wetrok . . . . . . . . . . . . . . . . . . . . . . . . . . . . .106
Wuxi TECO . . . . . . . . . . . . . . . . . . . . . . . . . 22
Index
109
Index
INDEX – BY REGION
Americas EMEA
United States Austria
Capstone Turbine . . . . . . . . . . . . . . . . . . . . 26 Lisec GmbH . . . . . . . . . . . . . . . . . . . . . . . . 48
Caterpillar Logistics Services . . . . . . . . . . . . 10 France
Credence Systems Corporation . . . . . . . . . . 84 SOLYSTIC . . . . . . . . . . . . . . . . . . . . . . . . . .104
Fusion UV Systems . . . . . . . . . . . . . . . . . . .102 Germany
NACCO Materials Handling Group . . . . . . . . 58 C. & E. FEIN GmbH . . . . . . . . . . . . . . . . . . . 44
Sauer-Danfoss . . . . . . . . . . . . . . . . . . . . . . . 76 Carl Zeiss Optronics GmbH . . . . . . . . . . . . . 82
Toyota Material Handling USA . . . . . . . . . . . 60 HARTING Technology Group . . . . . . . . . . . . 18
Waters Corporation . . . . . . . . . . . . . . . . . . . 68 Hirschmann Automation and Control GmbH 20
Jungheinrich . . . . . . . . . . . . . . . . . . . . . . . . . 56
Asia Pacific Kaeser Kompressoren . . . . . . . . . . . . . . . . . 28
China KSB Group . . . . . . . . . . . . . . . . . . . . . . . . . . 30
Wuxi TECO . . . . . . . . . . . . . . . . . . . . . . . . 22 Lenze AG . . . . . . . . . . . . . . . . . . . . . . . . . . 66
Israel Metabo . . . . . . . . . . . . . . . . . . . . . . . . . . . . 50
Netafim . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 72 NTN Wälzlager (Europa) GmbH . . . . . . . . . . 74
110
SMS Demag . . . . . . . . . . . . . . . . . . . . . . . . 12 Spain
Stihl . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 52 Daikin AC Spain . . . . . . . . . . . . . . . . . . . . . 38
Walter Stauffenberg GmbH & Co. KG . . . . . 78 Switzerland
Weidmüller . . . . . . . . . . . . . . . . . . . . . . . . . . 88 Endress+Hauser . . . . . . . . . . . . . . . . . . . . . 64
Hungary PlamaPrint AG . . . . . . . . . . . . . . . . . . . . . . 96
Universal Instruments Corp. . . . . . . . . . . . . 86 Sultex Limited . . . . . . . . . . . . . . . . . . . . . . . 98
Italy Sulzer Pumps . . . . . . . . . . . . . . . . . . . . . . . 34
Comau . . . . . . . . . . . . . . . . . . . . . . . . . . . . 46 Wetrok . . . . . . . . . . . . . . . . . . . . . . . . . . . . 106
Fabio Perini . . . . . . . . . . . . . . . . . . . . . . . . . 92
Macchingraf . . . . . . . . . . . . . . . . . . . . . . . . . 94
Netherlands
DHG Group . . . . . . . . . . . . . . . . . . . . . . . . . 40
Russia
Silovye Mashiny . . . . . . . . . . . . . . . . . . . . . . 32
Slovakia
Avex Production . . . . . . . . . . . . . . . . . . . . . 16
111
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Customer

INDUSTRIAL MACHINERY &

Construction and Mining Machinery . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9

Electrical Equipment, Appliances, and Components . . . . . . . . . . . . . . . . . . . . . . 15

Engine, Turbine, Pump, and Compressor Machinery . . . . . . . . . . . . . . . . . . . . . 25

Industrial Tools and Metal Working Machinery. . . . . . . . . . . . . . . . . . . . . . . . . . . 43

Lifting, Material Handling, and Railroad Equipment . . . . . . . . . . . . . . . . . . . . . . 55

Measuring and Controlling Devices . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63

Motion and Fluid Control. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 71

Semiconductor and Electronic Measurement Equipment . . . . . . . . . . . . . . . . . 81

General Industrial Machinery and Equipment . . . . . . . . . . . . . . . . . . . . . . . . . . . . 101

CATERPILLAR LOGISTICS SERVICES

Caterpillar Logistics Services Inc.

Solution and Services SAP Service and Asset Management

Existing Environment • Legacy systems

Operating System IBM AIX

Implementation Partner bdf consultants GmbH

Solution and Services mySAP PLM

Operating System Microsoft

Implementation Partner SAP Consulting

Existing Environment Non-SAP software

Operating System Microsoft Windows NT

HARTING TECHNOLOGY GROUP

HARTING Technology Group

Industry High tech electronics

Implementation Partner IDS Scheer AG

Solution and Services mySAP CRM

Operating System Microsoft Windows 2003

Hirschmann Automation and Control GmbH

Implementation Highlights • Fast implementation and high availability of system

Implementation Partner innovate Software GmbH

Solution and Services mySAP CRM

Existing Environment SAP R/3 software

Operating Systems Microsoft Windows and UNIX

Wuxi TECO Electric & Machinery Co., Ltd.

Implementation Partner ITTS

Hardware Compaq ProLiant ML570 and DL760

Operating Systems Microsoft Windows NT (Intel), Microsoft Windows 2000

Key Benefits • Performance measures for key business activities

Implementation Partners • SAP Labs (small and midsize businesses)

Hardware Compaq ProLiant

Operating System Microsoft

Kaeser Kompressoren GmbH

Implementation Partner SAP Consulting organization

Solution and Services SAP Business One

Existing Environment • mySAP™ ERP application at headquarters

Operating System Microsoft Windows

Implementation Highlights • Implemented portal solution in 1 month

Industry Industrial machinery and components

Implementation Partners SAP CIS and Baltic States

Existing Environment Various SAP® and legacy solutions

Operating System Solaris, Oracle 9.2

Sulzer Pumps Ltd.

Implementation Partner movento GmbH

Air Conditioning, and

Daikin AC Spain S.A.

Implementation Partner Siemens Business Services

Solutions and Services • mySAP CRM

Hardware Fujitsu Siemens PRIMEPOWER 650