甲骨文 港口解决方案 Oracle's PTM – delivering differentiated Operations Excellence

1. 甲骨文港口解决方案Oracle's PTM – delivering differentiated Operations Excellence 甘宝源港口、航运、物流行业 解决方案主管

2. 安全声明 The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decision. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.

3. Program Agenda • 行业概述 • 港口解决方案 • 港口特别计费方案 • 港口社区整合系统 • 甲骨文 案例分析及客户评

4. 行业概述

5. 行业部门的概述 竞争方面 …ports are vying to be hub ports in their region in order to attract more vessel calls • 效率方面 …ports are under pressure from shipping customers to provide reliable services • 费用方面 • …ports are labour and asset intensive and are challenged to maintain margin • 行规 …ports are targets for terrorists and smugglers to smuggle illegal goods and weapons • 自动化和IT方面 • …is the only means to improve services, productivity and manage cost • 私有化 • …the rate of port capacity growth required calls for more privatization

6. 扩大商业 资源优化 保持现有客户 成本管理 资源优化 • Globalization • Timely capacity expansion • Pull out strategy • Joint Ventures • Controls over expenses • Cost effective procurement • Overhead reduction • Outsourcing • Process standardization & consolidation • Centralized functions • Process optimization • Equipment optimization • Effective equipment maintenance • Repeatable Solutions • Operations planning • Operations execution • Gate automation • Cranes automation • Truck automation • Billing • Documentation • Dedicated berth • Long term agreement • Dialogue • Value added services 港口行业策略 Strategies In Response To Industry Drivers 自动化和IT Strategic Positioning

7. 港口解决方案

8. 港口挑战 提高港口成本 设备出现问题 船舶运行时间要求 货场的调度按排不合理

9. 存在问题及其不良后果 缺少的能力 造成的不良后果 • 缺少合理计划和自动优化运行的能力 • Lacking real-time operations capabilities • No insights for performance analysis • 延长船舶离港时间 • Yard congestion • Additional yard movements for containers, incurring additional cost • Container misplaced 低效运行 • 缺少预防性的、达到设备最强性能的维护与保养管理 • Lacking alignment with operations schedule • Lacking spares management capabilities • 设置故障影响港口的正常运转 • Shortage of good equipment for deployment 设备故障 • 缺少全局信息技术方面的分析能力，无法合理控制不同阶段费用的支出Inadequate controls over expenses • Inadequate back-office automation • 维护保养的高成本 • High expenses • Poor billing and cash collection • High outsourcing cost • Higher cost due to lower staff productivity 成本增加

10. 适合全局统一管理的解决方案 Integrated Container & Cargo System and Oracle ERP Solutions To Address Pain Points Degrees of convergence Local solutions 运行管理 船舶 装卸过程 人力物力 管理 集装箱和 货物管理 Container & Cargo System 设备 维护管理 项目扩建 管理 财务及维护保养 设备 库存管理 账务及收费管理 人力管理 培训及人才管理 薪酬管理 人力资源 管理 ORACLE ERP

11. Container Terminal Gate Container Terminal Gate 卸货过程 PM OUT GATE YC YC VESSEL TRANSHIPMENT OPERATIONS IN GATE YC YC PM VESSEL P S A GATE OPERATIONS SHIP OPERATIONS YARD OPERATIONS 港口管理软件互相支持 • Haulage to and from the terminals • Gate Entry and Exit • Vessel Berthing and Unberthing • Vessel Discharge and Load • Container Yard Operations • Container Freight Station Operations 装货过程 Navis, Tideworks, Cosmos, TSB, TCS, BT Global Services, Fujitsu

12. 港口管理软件功能

13. 港口解决方案 合作伙伴的产品功能 Third Party Integration 信息系统 文档 运行管理 计费 计划 电子数据沟通 MIS, Analytics and Reports Marine, Cargo, Container, Container Freight Station, Rail, Admin Interchange between Terminal & Customs, Agents, Banks Berth, Vessel, Rail, Container, Yard Storage Recording, Control and Monitoring Billing events Devices RDT (Hand Held Mobile Device, Vehicle Mounted Mobile Device) Weigh Bridge 企业管理 解决方案 CRM • 财务管理 • Oracle Financial • Enterprise Planning and Budgeting • Oracle Policy Automation • BRM • 采购管理 • Oracle Purchasing • Oracle Sourcing • Oracle Inventory Management • Oracle Procurement Contracts • Oracle EAM • Oracle Property Manager • 项目管理 • Oracle Project Costing & Billing • Oracle Project Contracts & Mgmt • Primavera P6 Enterprise Project Portfolio Management • 人员管理 • Oracle Human Resources • Oracle Payroll • Oracle Self-Service Human Resources • Oracle Learning Management • 客户关系管理 • Helpdesk • Contracts • Partner management Application Payment Gateway System (Citi Bank , Pay pal..), Port Community System (PCS) (i)智能决策分析, (ii)数据库, (iii)中间件

14. 港口解决方案可以帮您实现的各种功能

15. 港口特别计费方案

16. 港口特别计费方案 REVENUE CAPTURE Credit Note Generation Pricing Design Center Update against Customer in BRM Invoice Generation Billing rules input and maintenance Terminal Operating System BRM Generate billing events 定义计费规则 账户余额管理 Other Legacy system 合作伙伴管理 客户管理 账务管理 计费管理 Generate billing events Installation Date modified Post Billing - Tarantula 票据结算管理 收费管理 Approval Workflow (OSM) Credit Calculation in BRM

17. 定义计费规则和计费参数 $150 Load Event Type Discharge $170 20’ $200 Length 40’ 45’ Pricing Strategy Attributes $190 Rail Receiving Mode Road Event attribute based charging Transshipment Event Type: 40’, color: red, Loading, start time: 20.00.22 end time 20.05.11, minutes: C,

18. 多方付款 Invoiced directly May have partialpayment responsibility basedon contract terms Flexible Payment party – All shipment charges borne by Maersk or it can be borne by Alliance Partner themselves

19. 灵活收费 Tiered Pricing or Discounting capability

20. 港口社区整合系统

21. 港口社区整合系统

22. 甲骨文 案例分析及客户评

23. 港口解决方案 应用客户(客户示例)

24. 全球港口客户示例 • Vancouver • Rotterdam, Antwerp • HPH UK Ports • Boston • Seattle, Portland • NY • Genoa, Voltr • Tercat • Sines • Oakland, SF • Busan Port, Incheon Port • South Carolina • Alexandria, Sokna • Ensenada • Alabama • Corpurs Christi, Houston • Miami • DPW Abu Dhabi • Hong Kong, Yantian • Karachi • Veracruz • Lazaro Cardenas Manzanillo • LaemChabang • Mangalore • Saigon, HPH • Panama • Sri Lanka SAGT • Guam • PSA, Jurong Port, PTP • Tanzania • JIKT • Freemantle • Buenos Aires • Botany • Melbourne

25. 甲骨文在港口行业的领先地位 东盟 世界前五之三 韩国 • 世界前五之三 顶级区域港口 • 世界前五之三 大中华 • 世界前五之三 全球港口集团公司 世界前五之三 EUROPEAN CONTAINER TERMINAL Largest in Europe PSA SINGAPORE 2nd Largest Port Globally SHANGHAI PORT Largest Port Globally BUSAN 5th Largest Port Globally PSA Largest Port Operator GWANGYANG 2nd Largest in Korea PORT OF TANJUNG PELEPAS Largest in Malaysia HONG KONG 3rd Largest Port Globally DUBAI PORT Largest in MiddleEast HUTCHISON 2nd largest Port Operator INCHEON 3rd Largest in Korea LOS ANGELES PORT Largest in US DubaiPort World 3rd Largest Port Operator SHENZHEN 4th Largest Port Globally LAEMCHABANG Largest in Thailand

26. 杜拜港口世界集团公司 公司概述 • DP World is the 4th largest marine terminal operators in the world with 49 terminals spanning 31 countries, and a dedicated, experienced and professional team of more than 30,000 serving customers in some of the most dynamic economies in the world. The group handled 50 million TEUs in 2010. • Port Industry • Employees: 30,000 • Revenue: US$3.1 B 机会与挑战 • 提供世界级港口服务 • 管理业务的快速扩展 • 对本公司所拥有的全球业务的全局观念 • 财务资料的完全可用性、透明度和一致性 • 业务信息的及时更新 应用解决方案 • Oracle E-Business Suite 客户评价 “Our group's ever-expanding business operations span the development, management and marketing of ports, real estate development, investment and Free Zone operations around the world. We wanted an integrated system that can support our global operations while providing our business executives with the insight they need in order to make fast, smart and fact-based decisions, and Oracle E-Business Suite provided the perfect answer.” - HamedKazim, Group Chief Financial Officer at The Corporate Office.

27. 甲骨文物流行业解决方案Oracle's SRO – Industry Solution for Freight and Logistics Siang Kiang LOH货运、物流行业 解决方案专家

28. 安全声明 The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decision. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.

29. Program Agenda • 物流行业概述 • 物流解决方案 • 物流解决方案-价格引擎 • 物流整合系统及客户评

30. 物流行业概述

31. 中国市场的特点、物流需求和结论 • “Make & Ship” now includes “Store & Sell” • Contract Logistics (25% CAGR)* Shippers inHi-Tech, CPG & FMCG sectors rely on logistics companies for new services • Operational Efficiencies • Consolidation IT needed for efficiencies and standardization • Healthcare surge • #1 eCommerce market by 2015 Healthcare eCommerceneed visibility, track and trace at item level  * China Federation of Logistics & Purchasing

32. FreightTrans-port Ware housing ValueAdded Svcs 物流家需要提供多种供应链服务需要管理每个业务的’报价、操作和监视流程 计划 操作 订单 Supply Chain Services Traditional Lead Logistics/4PL 3PL 报价 监视 BusinessStrategy Customer Customer Strategy Customer Supply Chain Coordination (Strategy) Customer Lead Logistics/ 4PL (Decision Making) Planning Core Competence Transportation Engineering Coordination ValueAddedServices 3PL Freight Transport 3PL Ware- Housing 3PL Planning SupplyChainManager VAS Sourcing FreightTransport Ware-housing Execution Warehousing Mfgr / Assy Contract Logistics Timeline

33. 业务的主要挑战分散的系统和流程 (Sales, Ratings & Operations, SRO) 计划 操作 订单 SRO 报价 监视 • Inability to pro-actively monitor supply chain events results in service failures • High empty miles, inefficient line-hail and back haul assignments • Manual quoting process leads to inconsistent quotes, and missed revenue • Manual planning process results In sub-optimal order consolidation, and shipment routes • Each customer order drives multiple internal orders for various services • Delayed payments as invoices do not match quotes • High call volumes to customer service for order changes and shipment status • Lack of a central quote repository results in expired quotes and lost sales • Accessorial charges are not accurately captured leading to lost revenue

34. 物流解决方案

35. 解决方案 - 优化SRO的流程 报价 计划 监视 订单 操作 Automate and Integrate Quoting and Order Management Optimize Planning & Execution Automate Monitoring Transportation Management Oracle SRO Solution Platform • Order Consolidation • Shipment Rating • Shipment Routing • Event Management • Customer Information • Service Levels & KPIs • Shipment & Issue Tracking • Document Repository • Pre-built integration for CRM and Transportation Management • Platform for enterprise integration with Oracle Middleware I SRO Integration

36. 转化的系统和流程 • Sales and Marketing • Drive targeted marketing promotions • Manage accounts, up-sell and cross-sell services • Effectively price services • Settlement • Compile all costs associated with shipment execution • Generate accurate and timely invoices and process payments • Planning and Order Management • Ensure complete and accurate order capture across channels • Optimally consolidate orders and plan shipments • Customer Service and Operations Center • Monitor the status of shipments • Reroute containers and shipments in transit • Execution • Manage shipments from pickup to delivery • Monitor shipment milestones, manage disruptions • Regulatory Compliance • Generate required regulatory documents • Secure appropriate clearances for special handling, import/export

37. 使用Oracle SRO您会得到: 360度客户视图 Identify customers for up-sell / cross-sell Mine customer and service repository for trends, behaviors Shipment/Order contracts, Request for Quotes SRO Customer Hub All Delivered on the Customer Dashboard Monitor Service Delivery l • Contact & Account Information • Interaction History • Pending Quotes / Orders • Campaign Offers / Responses • KPI’s • Payments / Credits • Customer Value Metrics • Document Repository • Existing Products / T’s & C’s • Orders & Shipments • Issue / Service History • Service Level Agreements

38. 使用Oracle SRO您会得到:运输过程优化和集成 Sales: Generates standardized quick quotes for customers External or Internal Portal 3) Quoting: Customer gets a quick quote for a planned shipment LSP Sales / Operations, Customer Engines& Rules Algorithms Operations: Compute revenue for each shipment based on actual move 4) Order Management: Customer accepts quote and initiates an order with a clear rate for order , a route plan, and delivery date. • Parcel/LTL Consolidation • Multi Stop Consolidation • Continuous Moves • Common Leg Consolidation • Multi-Leg Multi-Mode Consolidation • Load Configuration and Balancer • Service Time Calculation • Equipment Optimization • Itineraries & Profiles • Resource Capacity and Commitments • Throughput • Rating • Load Optimization • Batch Balancer Oracle SRO Engines

39. 物流解决方案-价格引擎

40. SRO 价格引擎 Multiple ratings Requirements Multiple Modes (Land, Air and Sea) Multiple Cost Drivers (per kg, piece, km or loading meter) Multiple Services (transportation, non transportation) Technology (volume scaleable with Exa-technologies) Settlement (rates used in billing) Planning (rates optimized with routing) Operations (manage buy/sell contracts) SRO Ratings Engine Integrations with ratings

41. 物流整合系统及客户评

42. 客户服务 市场营销 销售管理 招投标管理 呼叫中心 客户自助服务 运输管理分析 市场营销分析 财务分析 人力资源分析… 计划协作 物流运输可视性 供应商门户 数据集成和管控：主数据 平台， 分析数据，数据治理 （质量、存储、访问、迁移、安全…) 应用集成架构：移动应用支持、应用集成 (SOA， ESB， BPEL), 业务流程管理, 用户界面和协同 技术平台 (e.g., 数据库, 应用服务器, 应用集群RAC, Oblix, 数据挖掘, OLAP……) Oracle 物流行业全面解决方 客户渠道 智能分析应用 运输服务寻源 需求管理 库存管理 采购管理/电子采购 运输管理 需求预测 库存优化 采购寻源/服务采购 运输设备管理 B2B 协作平台 承运人和运输设备管理 供应链 网络优化 仓储管理 供应商生命周期管理 货物运输代理 运输服务计费和结算 订单管理 移动 供应链管理 资产生命周期管理 产品协作 文档管理 企业管理 企业绩效管理 财务 网上报销 设备管理 项目管理 人力资源 薪酬 Helpdesk 风险管理 IT基础设施 物流管理 采购和资产维护 需求计划和管理

43. 增加销售和客户了解 • COMPANY OVERVIEW • DHL is the largest express and logistics company in the world, providing freight forwarding, logistics services, supply chain services and express and parcel services throughout the globe. • CHALLENGES/OPPORTUNITIES • Creation of a unified global customer service system to support all customer activity across a consolidated portfolio of businesses under the DHL brand • Integrate the highly fragmented sales and marketing processes inherited from the consolidation activity • Consolidate all customer information from multiple systems into a single system • Achieve single view of customer to support collaborative business development • Support 6000 sales and marketing professionals across 220 countries • SOLUTIONS • Standardize front office on Oracle Siebel CRM • 360 degree view of customers • Provide everyone access to customer data • Multi-channel marketing programs CUSTOMER PERSPECTIVE “Oracle’s Siebel CRM applications play a key role in allowing us to give our customers what they want: best-in-class service tailored to their specific needs, at the best value in the industry.” Ulrich Topp, Global Sales Development Director, DHL • RESULTS • Achieved an estimated 1% increase in revenue in one year • Unified customer information and created a single global multi-channel view of each and every customer relationship • Reduced the amount of time the sales force needs to spend on administrative duties

44. 更大的灵活性和可伸缩性 • COMPANY OVERVIEW • AUD$4 billion provider of integrated transportation & logistics services, based in Melbourne (Australia) • Maintains a network of 450+ sites throughout the Australasian region and managed by 20,000 employees • Utilized Oracle Transportation Management as a key component of the core solution framework to develop an industry-focused Autologistics and Transport Operations Management (ATOM) solution CUSTOMERPERSPECTIVE “Oracle continues to play a critical role in our growth strategy as it helps us deliver superior customer service and pass-through cost savings across the supply chain... As a result, we have achieved a superior rate of return on our investment by winning new business with our customers.” -- Tom Thompson, Group General Manager • RESULTS • Increased freight managed in system by 400% in one year • Supports multiple industries with a single instance • Improved on-time delivery and customer satisfaction • Streamlined operational processes with improved collaboration • Enhanced supply chain efficiencies resulting in cost reductions • Improved in-transit shipment visibility for better decision-making • Supports industry-specific requirementsfor automotive, CPG, and retail • CHALLENGES / OPPORTUNITIES • Improve in-transit inventory accuracy, visibility, and control • Capture real-time accurate data and eliminate manual, paper-based processes • Support higher production levels and increased model mix for the automotive industry • Improve customer service while reducing inbound supply chain costs • SOLUTION • Live on Oracle G-Log Transportation Management

45. Oracle 在物流运输行业您知道吗? 全球超过450家物流和运输公司应用Oracle 的 管理软件 全球最大10 个物流公司中的5个应用Oracle的管理软件 全球最大10 个物流公司中的8个应用Oracle的 技术平台 北美最大10 个卡车运输公司全部应用Oracle的 管理软件或技术平台