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Data Management Establishing a Data Services Team

Data Management Establishing a Data Services Team. October 12, 2010. Agenda. A Little About Gates… Gates History Catalog Blast from the Past Overview: The Organization, People and Skill Sets DATA Inception DATA Manipulation & Communication The Use and Power of DATA

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Data Management Establishing a Data Services Team

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  1. Data ManagementEstablishing a Data Services Team October 12, 2010

  2. Agenda • A Little About Gates… • Gates History • Catalog Blast from the Past • Overview: The Organization, People and Skill Sets • DATA Inception • DATA Manipulation & Communication • The Use and Power of DATA • The Importance of DATA STANDARDS • Gates Portfolio: Catalog Integration Services

  3. Gates History Founded in 1911 by Charles Gates, Sr. as the Colorado Tire & Leather Company; Buffalo Bill Cody spokesman John Gates invented V-belt in 1917 Changed to The Gates Rubber Co. in 1919 First hose plant in 1927 (garden & radiator hoses) Gates goes multi-national Canada (1954) Mexico (1958) Belgium (1963) Brazil (1968) Charles Gates, Jr. assumes leadership in 1961 1970’s: Numerous US manufacturing expansions Globalization in 80’s / 90’s UK, France, Spain, Korea, India, China, etc. A New Era: Gates sold to Tomkins plc in 1996 Gates Today: $2.9B sales; 14,000+ employees worldwide Gates made steel-studded Durable Treads at 999 South Broadway Charles Gates, Sr. Charles Gates, Jr.

  4. Automotive Companies within Tomkins Tomkins Industrial & Automotive

  5. Catalog Blast from the Past • Gates has had a Data Services Team for a long time… • First known application “catalog” believed to be published 1913

  6. Catalogs of the Past • Can you say Other-motive?

  7. Gates Product Data Services Today • 6 Associates in the Catalog Department • 6 Application Research Engineers • 2 ½ Pricing Gurus • 2 Sales, Customer Support and Training Associates • 1 Programmer

  8. Gates Product Data Services • Seems Like A Lot of Folks, but… • Produce 40-60 Full Production Printed Catalogs/year • Export PIES Quarterly; could do Monthly • Export ACES Quarterly; could do Monthly • Create Quarterly New Number Announcements • Manage Sales Force Automation tools for 350 sales associates • Have created and maintained a new Learning Management System for all our sales associates and customers within the last 2 years. • Initiated IPO; go-live prior to 2011 • Received 10 NCMA Award in the last 7 years

  9. Gates Product Data Services • We research, map, manage and distribute • 2.6 million applications • 485,000 parts • Over 10 million ACES & NAPA records • And the systems to manage this data! • Our equipment:

  10. President Global Automotive Aftermarket Vice President, Aftermarket Global Marketing & Product Management Market Research Marketing Communications Product Data Services Product Management Linked with Sales and Marketing

  11. Product Data Services Team – What We Do Product Data Services Product Application Sales & Customer Support Pricing, Data Quality Mgmt Data Commercialization E-Catalog Publication Researches, analyzes, and manages application of products to all equipment. Trains sales force & customer in product solutions. Manages the corporate database and responsible for all e-catalog mapping & transmissions. Data-sitting. Vehicle research and mapping. Manages all publication of catalog, image and product data into useable information, including paper and web media. Manages all Sales support inclusive of CRM & SFA tools, customer support pertaining to eCommerce, and Training. Manages all price actions and new number announcements to customers, including competitive analyses. Technician specialists ACES PIES IPO ERP & Rebate specialists Product Life Cycle Implementation

  12. Why This Mix of Teams? Product Application Services Catalog Services Pricing Training Sales Support / SFA Customer Support CUSTOMER

  13. Skill Sets Helpful in a PDS Organization Control Freaks ERP Expertise Data Hounds & Geeks Mathematics/ Statistics Marketing, Business Development Research Root Cause Identification / Fix Expert Adobe Acrobat and Photoshop Guru Teacher System & Process Architecture Project Management ASE Certification Image Management CRM Programmers “stolen” from IT Business Writer Unclaimed Assets Coordinator Combined Gates and/or Industry experience over a Century Customer Service Representative IT Help Desk

  14. Product Application Starts It Off…Catalog and Pricing Teams Manipulate & Publish ItSales Force Automation Team Ends It! Vehicles Researched Fiche, Web Sites, Visits to OE Dealers, Ordering of OE Parts Product Application Engineers Add Application to Line yes Is Part in the Line? no yes Add Part to the Line? Add Part and Application (VIO, produce-abiity) no Set aside for Future Determination Pricing Teams Catalog Teams Other Teams Outside Our Org: Engineering, Planning, Packaging, Mfg, Distribution, etc.

  15. Product Application Starts It Off…Catalog and Pricing Teams Manipulate & Publish ItSales Force Automation Team Ends It! Add Application to Line Product Application Engineers Add Part and Application Pricing Teams Catalog Teams Pricing Analysis: Market Pricing Analysis, Cost/Profit Analysis; Establish Price Collect, manipulate and load Specifications, Attributes (data sitting) Create Image; load to PIES data, customers and 3rd Party Providers. Customer Acceptance PIES ACES Create & Publish NNA NaviGates Map Vehicle to all standards (ACES, AAIA Legacy, NAPA) Systematic load to Oracle and PIES data Paper Catalogs VIN Decoder CUSTOMER

  16. Sales & Customer Support Team Supplying tools and training to over 300 field associates. • PartsTrak (Inventory updates, changeovers, Polk & popularity research, buyers guides, cataloging) • Fleet Survey with VIN Decoder for mass research. • CRM • eLearning Database for Field and Customers • NaviGates The power is in the data/information and what one does with it…

  17. NaviGates Product Lookup by Application Lookup by Parts or Interchange The power is in the data/information and what one does with it…

  18. Gates VIN Decoder Plug in the 17 digit VIN. There is a character count and tips to entering the code correctly. The power is in the data/information and what one does with it…

  19. What’s In It For Customers? eCommerce Gates PowerPro • Online Ordering System: No Calls to Make, No Waiting for Answers: • Check inventory & pricing • Create orders • Track order status regardless of order origination type • Look up Automotive and Industrial parts with several part/market specific queries • Designate the shipping you want! • Order 24 x 7 The power is in the data/information and what one does with it…

  20. Industry Standards Set the Direction for the Industry Being involved helps get your company … …in the know …ahead of the curve

  21. The Importance of Aftermarket Standards PIES: Product Information Exchange Standard • PIES 6.1.2 and 6.2 • Participated on PIES SubCommittee • ACES: Aftermarket Catalog Exchange Standard • ACES 2.0 and ACES 3.0 • Chair of ACES SubCommittee • IPO: Internet Parts Ordering • IPO 2.0 -in test with O’Reilly • NCMA: National Catalog Managers Association • Past Board Position • Entire Catalog Team involved.

  22. The Importance of Aftermarket Standards Dilbert by Scott Adams

  23. Management Justification • We are in an e-World; Customers Require DATA • Just 20 years ago, paper was ok! • If you have product applied to vehicles: ACES & PIES • Can list products in 3rd party Providers • Become a preferred vendor with Buying Groups. • If you want others to know you exist: Website • Can lead to eCommerce. • Your company can be the information-solver. • If you want to sell your product: Pricing, Competitive Interchanges • Coverage/Breadth of Line is a Sale-able Point • Incremental updates (NNA’s) = Incremental sales growth • These points result in increase sales.

  24. Summary Gates Catalog Integration Services is a full service provider of Product Application, Catalog Services, And systems using the data to Tomkins-owned companies as well as other manufacturers outside Tomkins. And we are now offering this service to others in the Aftermarket.

  25. Q&A

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