2 DISTRIBUTOR CHANNEL INFORMATION PACK June 2018
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2
DISTRIBUTOR CHANNEL INFORMATION PACK
June 2018
CONTENTS
TEAMWORK 2018 – SAVE THE DATE!!! 5
QAD PARTNER PORTAL 6
TRAINING NEWS 6
e-Learning 6
PRODUCT / MATERIALS ANNOUNCEMENT 7
Moldova Internationalization Extension 1.0 7
Spain Internationalization Extension 2.2 7
Hungary Internationalization Extension 3.0 8
Serbia Internationalization Extension 2.0 8
QAD 2014 Enterprise Edition Bulgarian Language 9
QAD 2017 Enterprise Edition Lithuanian Language 9
QAD’s videos 9
SALES & MARKETING PRODUCTIVITY NEWS 9
The Time is NOW! Bridge Your QMS Customers in a Weekend to the New CEBOS 2018 9
The Channel Islands FAQ 10
Your Customer Confused About GDPR? Rob Has Answers 10
QAD TMS Version 17 Now Available on the Demo Center 11
QAD Internationalization Journal 11
Consumer Products and F&B Newsletter 14
Industrial & High Tech Newsletter 18
COMPETITIVE BITS 20
C-Bit: Oracle NetSuite Announces New Localized Product Capabilities 20
C-Bit: At SAP Sapphire NOW, New CRM Announcement and Many More 20
C-Bit: Oracle Hopes New Program Will Help Oracle Cloud Soar 21
C-Bit: Plex Spotlights Augmented Reality for the Shop Floor 21
C-Bit: Cloud ERP Vendor Acumatica Receives a $25 Million Infusion 22
USEFUL LINKS 22
DEALS FROM THE WORLD 23
Safecor Health 23
Silk Road Medical 24
Vactronix Scientific 24
Yanfeng 25
De Wafelbakkers 25
KYB 26
John Crane 27
Plasan Carbon Composites 28
Aqua Lung 29
Reydel Automotive 30
TEAMWORK 2018 – SAVE THE DATE!!!
Dear Partners, It is our pleasure to invite you to EMEA Teamwork 2018 from November 4th to 6th in Budapest, Hungary. The conference will be held at the InterContinental Budapest, the same venue used for Teamwork in 2013. InterContinental Budapest is located at one of the most prestigious areas of Hungary’s capital – beside the landmark Chain Bridge along the charming Danube Promenade, both Unesco world heritage sites. With dazzling views over the Royal Palace and the magnificent Budapest riverscape, the hotel boasts one of the city’s most sought-after locations. Please find information below about the hotel rates at the InterContinental for Teamwork and save the date in your calendars!
InterContinental Budapest
Sgl room Standard - 179 EUR per night Dbl room Standard - 199 EUR per night
Rates include buffet breakfast, internet, access to the fitness center and VAT and service charge. More details about booking rooms at the InterContinental, Teamwork registration and agenda will be forthcoming beginning of September. Sincerely,
Jean-Claude Walravens Senior Vice President, EMEA
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QAD PARTNER PORTAL
QAD is proud to announce that a new Partner Portal is available on QAD website.
QAD Partner Portal is a place where you can find all the resources you need to be a successful QAD Partner.
QAD Web Account is required to access to the Partner Portal.
NEW Partner Portal: www.qad.com/partner-portal
TRAINING NEWS e-Learning
QAD encourages using e-learning portal where you can find a lot of trainings available. QAD Web Account is required to access and register on Certification Exams and Trainings.
http://learning.qad.com
If you want to select Certification Exam or Training which will take place near to your area you have to select place in the search window:
PRODUCT / MATERIALS ANNOUNCEMENT Moldova Internationalization Extension 1.0
QAD's Enterprise Edition addresses the challenge of internationalization by maintaining a single generic product in which processes and systems are standardized, and functions optimized across the global company. Country extensions complete the offering with specific functionality, typically in the area of reporting and data extraction, as such meeting all legal requirements.
In order to meet legal requirements in Moldova, our package contains solutions for Petty Cash, Employee Expense, VAT, AP/AR Reconciliation, and MF-1.
Spain Internationalization Extension 2.2
QAD's Enterprise Edition addresses the challenge of internationalization by maintaining a single generic product in which processes and systems are standardized, and functions optimized across the global company. Country extensions complete the offering with specific functionality, typically in the area of reporting and data extraction, as such meeting all legal requirements.
On this new version of the Spain 2.2 Extension contains improvements in the SII (Supply of Information), and Model 340 and 349:
SII - Supply of Information 1. Allows to declare invoices with the XML schema 1.1 Model 3491. Model 349 - The State Tax ID is printed from Ship To address not from the Bill To address.
Model 3401. Model 340 is printing full VAT ID Number
Hungary Internationalization Extension 3.0
QAD's Enterprise Edition addresses the challenge of internationalization by maintaining a single generic product in which processes and systems are standardized, and functions optimized across the global company. Country extensions complete the offering with specific functionality, typically in the area of reporting and data extraction, as such meeting all legal requirements.
Online Invoice Data SendingAs stated in Items No. 6 & 13 of Schedule 10 of Act CXXVII of 2007 on value added tax (entering into effect on 1 July 2018), companies must communicate electronically with the National Tax and Customs Administration to provide real-time invoice reporting.
This regulation applies to invoices with taxes of HUF 100,000 or more charged to domestic taxpayers. It also applies to any modifications or annulments of these invoices, and to modifications of invoices that cause the tax charged to reach or exceed HUF 100,000. VAT EU DeclarationThe VAT EU Tax Declaration contains information on all taxable operations for EU sales and purchases that are registered in a central electronic system. Companies are required to upload a VAT EU Declaration XML file with this information to the ABEV tax declaration program available on the government Web site.
EKÁER DeclarationIn Hungary, all outgoing shipments must be registered in the Electronic Trade and Transport Control System (Elektronikus Kereskedelmi és Áruforgalom Ellen?rz? Rendszer - EKÁER) before transport starts. All transport-related data such as the VTSZ code, name and quantity of goods, consignee, consignor, and vehicle registration numbers must be supplied in a delivery note. All shipments can then be monitored in real time by the authorities.
Serbia Internationalization Extension 2.0
QAD's Enterprise Edition addresses the challenge of internationalization by maintaining a single generic product in which processes and systems are standardized, and functions optimized across the global company. Country extensions complete the offering with specific functionality, typically in the area of reporting and data extraction, as such meeting all legal requirements.
This version of Serbia adds support for POPDV, as well as enhancements to the VAT Reports and GL Transactions.
QAD 2014 Enterprise Edition Bulgarian Language
The QAD Enterprise Applications 2014 – Enterprise Edition (EE) Bulgarian language is now available and shipping.
QAD 2017 Enterprise Edition Lithuanian Language
The QAD Enterprise Applications 2017 – Enterprise Edition (EE) Lithuanian language is now available and shipping.
QAD’s videos
All QAD’s videos are available here: https://vimeo.com/qaderp
Access the QAD Webinar Library: View webinar library
SALES & MARKETING PRODUCTIVITY NEWS
The Time is NOW! Bridge Your QMS Customers in a Weekend to the New CEBOS 2018
QMS/CEBOS has many loyal client server-based customers that have been waiting for a simple upgrade path to more recent versions. Because of the wide technology gulf between the client-server version of MQ1 and Elements, the upgrade path has been expensive and difficult. That changes now.
We just released CEBOS 2018 (look for the upcoming press release) – arguably our most important upgrade in CEBOS history. CEBOS 2018 is a high performance, fully integrated quality management solution using HTML5 for the user interface which makes it easier than ever for manufacturers to meet their quality management goals and meet compliance and audit requirements.
To support our longstanding MQ1 client server customers, CEBOS is excited to rollout our new “Bridge Process” that enables MQ1 customers to quickly leap frog to the CEBOS 2018 version. The upgrade can take place in a couple of weekends including test time, minimizing operational impact. Some details:
In the Bridge Process upgrade, we conduct a preliminary migration analysis, install the new version, perform data migration and initial testing. We also provide training to the MQ1 customer on the new user interface. We then work directly with the customer to facilitate their testing, sign off and go-live.
For those MQ customers on active maintenance, the CEBOS 2018 release is included in the current Maintenance fees. However, there is a Services fee for the Bridge Process. While technically this is a fixed fee engagement, the fee does vary on the number of applications a customer has deployed in MQ1. Fees for training on applications as well as any non-standard processes that need to be accommodated will require additional fees.
We have already successfully upgraded one of most demanding and complex MQ1 customers. The CEBOS Team has nearly 40 more customers in active upgrade discussions. Many of those 40 are considering the purchase of additional QMS/CEBOS applications. There are over 50 QAD customers using older MQ1 versions that would benefit from the upgrade to CEBOS 2018.
The upgrade discussions also provide an opportune time to discuss moving to the QAD Cloud. Note that QAD Cloud QMS (CEBOS) can be deployed in the QAD Cloud even if the customer has not converted from on-premise to QAD Cloud ERP. This represents an opportunity for the customer to move to the QAD Cloud even if they are not ready to move their full ERP.
If you would like assistance addressing your customer’s QMS upgrade opportunity, please contact Craig Rozelle ([email protected]).
The Channel Islands FAQ
Just a reminder, all the latest info about September launch and Channel Islands GA can be found in the Channel Islands Frequently Asked Questions document on Sales Resources – and it has been added to Useful Links below. Look for an update to this FAQ next week.
Your Customer Confused About GDPR? Rob Has Answers
Many companies are confused or worried about GDPR – the General Data Protection Regulation EU 2016/679. GDPR is a regulation that mandates how companies must protect the data and digital privacy of individuals within the EU and it applies to the export of personal data outside the EU.
If your customers are looking for GDPR guidance, point them to Four Key Areas Manufacturers Need To Address To Ensure GDPR Compliance, just published in Manufacturing Business Technology and authored by our very own senior manager of process and compliance, Rob Janssens.
Apparently, there is good reason for concern about GDPR, since, for according to Rob, “GDPR is a big law and it can be confusing, and outright intimidating. There have already been reports of companies ’going dark’ or putting operations in the EU on hold as they scramble to shore up their GDPR process and procedures on the back end and avoid incurring substantial penalties.”
In the article, Rob proceeds to give clear advice and direction. Of all the advice, perhaps the most pertinent from a QAD perspective is:
No. 3. - Build a security ISMS framework accredited by outside firms focused on data security, cybersecurity and privacy
QAD Cloud already includes an ISMS, which stands for Information Security Management System, and we have received the key associated certifications and accreditations. If you are looking for additional security related content to share with your customer or for self-education, go to Sales Resources and search on “security.” You will find several pertinent documents that have all been posted over the course of the last year, including several white papers by Rob.
QAD TMS Version 17 Now Available on the Demo CenterIf you've been looking for a demonstration environment for the most up-to-date version of QAD TMS, you can find it now on QPC. There's also an updated demo guide available on Sales Resources (summary is here, detail and slides also available) that walks you through the complete shipping workflow, from order entry to compliance checking, packing, rating and routing, packing and shipping.
QAD Internationalization JournalVolume 8 - June 2018
In this issue:
Spotlight: Update to India GST Spotlight: Hungary Research Update: UK - MTD program (Making Tax Digital) Research Update: Malaysia Development Update: EE2019 Split Payment Enhancements Development Update: Country Extensions Useful Links About the Internationalization Journal
Spotlight
Update to India GST
Thanks to excellent collaboration between QAD Services, Support, R&D and our partners in India, customers have successfully implemented the GST taxation system on July 1, 2017.
Numerous updates to the legislation, however, such as changes in the GST declaration timing and formats, plus issues in the government’s IT infrastructure, made the first GST year extremely challenging.
The government realized that the initial plan was far too ambitious and scaled down and simplified a number of the requirements. At the end of April 2018, we released India 3.0. This package allows customers to be compliant with GST as of that moment.
Now the GST council is moving forward again by re-introducing declarations that were previously put on hold and removing some of the simplified declarations. What is coming next from QAD R&D regarding GST and related rules?
Begin work on the year-end GST declarations Implement new legislation like e-Way bill Make several enhancements and efficiency improvements on already released functionality
Hungary
As stated in Items No. 6 & 13 of Hungary’s Schedule 10 of Act CXXVII of 2007 on value added tax (going into effect on July 1, 2018), companies must communicate electronically with the National Tax and Customs Administration to provide real-time invoice reporting.
This regulation applies to invoices with taxes of HUF 100,000 or more charged to domestic taxpayers. It also applies to any modifications or annulments of these invoices and to modifications of invoices that cause the tax charged to reach or exceed HUF 100,000.
To support this requirement, customers should install and configure the now available Hungary 3.0 country extension.
Thanks to excellent collaboration between QAD Services, Support, R&D and our partners in India, customers have successfully implemented the GST taxation system on July 1, 2017.
Numerous updates to the legislation, however, such as changes in the GST declaration timing and formats, plus issues in the government’s IT infrastructure, made the first GST year extremely challenging.
The government realized that the initial plan was far too ambitious and scaled down and simplified a number of the requirements. At the end of April 2018, we released India 3.0. This package allows customers to be compliant with GST as of that moment.
Now the GST council is moving forward again by re-introducing declarations that were previously put on hold and removing some of the simplified declarations. What is coming next from QAD R&D regarding GST and related rules?
Begin work on the year-end GST declarations Implement new legislation like e-Way bill Make several enhancements and efficiency improvements on already released functionality
I19 Research Update
Research is on-going for I19 Country Extensions for the following countries:
UK: MTD program (Making Tax Digital)
The exact requirements are beginning to emerge, with final directions for MTD for VAT expected soon. The recently issued regulations indicate the rules that are likely to apply:
To taxpayers registered for VAT, with turnover over the VAT threshold in the previous year For their VAT accounting periods starting on or after April 1, 2019
There will be two key requirements for relevant VAT registered businesses:
Maintain digital records to provide a complete digital audit trail to support VAT returns Use MTD compatible software to report VAT data at least quarterly and receive information from
HMRC, using an HMRC application programming interface (API)
We will start work on a UK I19 package to support this requirement once final specifications are published.
Malaysia
The Pakatan Harapan government, which won the recent general elections, said it would lower GST to 0% starting in June. This should be viewed a first step in reverting back to the Sales Tax that was the taxation system before GST was introduced.
The GST consumption tax was introduced by the previous government administration in 2015. With our partners Synersion and Digital Paper, QAD R&D developed support for GST in EE.
QAD is following up on this with our partners and will provide support for the new (old ?) taxation system once the government has provided more clarity.
I19 Development Update
EE2019 Split Payment Enhancements
In Italy, Romania and Poland, payments to selected suppliers must be split into the invoice base amount and the tax amount.
The payments of the base amount can be made to the regular supplier’s bank account, the tax amounts need to be paid to a regulated bank account. This is a special type of bank account to which the tax authorities have control and that can only be used to receive or pay tax amounts, or to settle tax credits with the tax authorities.
Split payments were supported as of the initial version of QAD Enterprise Financials. The EE2019 enhancements increase user efficiency by automatically distributing the amounts to the bank accounts during supplier invoice creation. There are no other changes in the payment flow.
Expect split payments to become mandatory in several other countries.
Country Extensions
More than a dozen Country Extensions were updated since the previous Internationalization Journal. Customers can investigate whether it makes sense to implement a recent extension by using the Product Change UI. The Product Change UI (see screen shot below) provides functional insight into QAD product releases by describing enhancements and changes, and the underlying reasons for the update.
QAD Internationalization User Guides, Installation Guides and Release Notes can be found on the Internationalization area of the QAD Store.
Useful Links
Visit the QAD Internationalization I19 Forum to ask a detailed question or make a suggestion. Check the Compatibility Guide and the Internationalization area on the QAD Store for the latest on I19
country extension releases and country readiness.
About the Internationalization Journal
Since the first release of QAD Enterprise Edition (EE) 10 years ago, the amount of inquiry and information about internationalization, in terms of country-specific and local rules and regulations that impact financial transacting and reporting, has grown continuously. To stay abreast of internationalization, QAD operates a specific program called I19 for EE. I19 stands for the I in internationalization followed by 19 other letters.
To communicate news, findings and actions related to Internationalization, QAD started publishing the Internationalization Journal in September 2015. We have received high levels of interest and positive feedback about the Internationalization Journal and we therefore publish the journal quarterly. The goal of the journal is to communicate about new and upcoming internationalization regulations and related product releases.
If you have any questions, comments or suggestions, please feel free to reach out.
Danny De Valck I19 Senior Product Manager [email protected]
Consumer Products and F&B NewsletterJune 2018
In this Newsletter:
Key Vertical Wins and Go Lives Explore 2018 : Consumer Products and Food & Beverage Customers Engaged Industry News: Transportation Costs Rising - An Opportunity for QAD Industry Article: Improving Produce Traceability Could Make Food Safer Industry Article: Can Supply Chain Collaboration Save Retailers and Manufacturers? Vertical Segment Spotlight: Food and Beverage – Candy and Confectionery
Key Vertical Wins
Maroquinerie Thomas Luxury Consumer Products DynaSys Cloud Deal
Congratulations to Ingrid Willery for the close! Also, a special thanks to the Marketing team including Dorothée Dossmann and Léane Bourgon, Edwin Gomez from the Service team for building the prototype, Patrick Dolé for his supply chain expertise during pre-sales, and Ariel Weil and Frédéric Faysse for their support on the pricing and contract. Read more.
Oerlemans Foods: Challenger Cloud Conversion Win!!
Congratulations to Freesje Vos & the QAD team on a mid six-figure Cloud Conversion order from Oerlemans Foods. As a grower, producer and supplier, Oerlemans Foods specializes in fresh frozen vegetables and fruit products. Oerlemans offers a wide range of high-quality products to meet the requirements of its customers in Food Service, Retail and Industry, including export markets. Read more.
Freedom Foods: Enterprise License Upgrade
Congratulations to Leigh Fletcher and the team on a fantastic win to upgrade Freedom Food’s Cloud to an Enterprise License - which brings a new mid six-figure annual Cloud deal! This essentially means that every person in Freedom's business now has a license for QAD, and will aid our penetration into the account. This deal was driven by Freedom's expanded usage of
QAD, going live in their Dandenong and US divisions this year, with plans for further roll outs to the "Vital Strength" division and hopefully even more to come. Read more.
Key Vertical Go Lives
Beaphar Goes Live on QAD Enterprise Applications 2016
Beaphar was established in 1943 by the miller/entrepreneur Bernard Aa. The trend-setting development, production and marketing organisation is still family owned and remains passionate about pets. Today, Beaphar's product range includes well over 800 different products to help make pets happier and healthier. With a complete range of health and care products, medicines and foodstuffs distributed in 86 countries worldwide and with their own sales offices in the Netherlands, United Kingdom, Germany, France, Poland, Hungary, Belgium and Norway, Beaphar is a proud leader in both the European and global pet care markets. Read more.
Congratulations to the QAD Team as Rapelli SA Goes Live on QAD Enterprise Applications 2017
Rapelli is a Swiss (Italian speaking) company, a leader in the production of fresh food and was founded in 1929.
Rapelli boasts a wide range of products for all meals of the day. Its core competence is delicatessen such as salami, salametti and cured ham. They produce more than 9,000 tons of food each year. Other product lines include ready-made meals such as polenta and lasagna or prepared dishes such as tartare, carpaccio or vitello tonnato round out Rapelli's offering. Read more.
Congratulations to the QAD Team as Kinnerton Confectionery Goes Live on QAD Enterprise Applications 2017
Kinnerton is no ordinary brand - it was the first brand to offer character chocolate in the UK, way back in 1978. It is now the fourth largest chocolate producer in Great Britain. The company now employs approximately 1,000 people across its multiple sites.
Every year Kinnerton produces more than 10 million Advent calendars and more than 20 million Easter eggs and, thanks to its broad range, is Britain's most important producer of seasonal goods. Among them are such popular licensed children's and family brands as 'Disney', 'Hello Kitty', 'Star Wars', 'Cornetto' and 'Mini Milk', which have enabled the chocolate specialist to achieve major growth. Read more.
Explore 2018: Consumer Products and Food & Beverage Engaged
Well it seems hard to believe but another Explore is in the record books. And as we always ask, was this the best Explore ever? In my opinion, I think it was especially for the Consumer Products and Food & Beverage vertical attendees. This year we had over 50 attendees from these two verticals. There was a very good split from geographies with many coming from outside North America. Considering that more than half our customers in these verticals are from outside North America, this is a pretty good accomplishment. The focus
of this year’s event seemed to match well with what our customers were looking to see and learn. Each year at Explore, in addition to the many captivating sessions and presentations that our customers attend, we try to organize meetings around specific topics and industry concerns. This year was no exception. Read more.
Industry News
CPG Manufacturers Profits Impacted by Surging Transportation CostsAbout 70% of all freight in the U.S. is moved by trucks. The trucking industry is facing a shortage of drivers, vehicles and there are other issues impacting the ability to deliver goods. Shipments of consumer goods products are being delayed due to this problem. Recent industry articles have cited that some of the leading food manufacturers such as General Mills, Tyson Foods, Campbell Soups, Hershey’s, J.M. Smucker and Sysco have had profits decline due to the shipping cost increases. This trend is forecasted to continue into the foreseeable future. Read more.
Industry Article
Can Supply Chain Collaboration Save Retailers and Manufacturers?Supply Chain Digest: May 7, 2018
SupplyChainDigest is an online resource that provides interesting information for the supply chain industry and it is tailored for many of the industries that QAD supports. In a recent article from the editor, Dan Gilmore, the topic of how the consumer goods retail marketplace is changing dramatically. The article discusses the failing brick and mortar stores and how this has impacted consumer goods manufacturers. The focus of the article is how collaboration between manufacturer (vendors) and retailers could improve the situation. Read more.
Industry Article: Improving Produce Traceability Could Make Food Safer Valley Public Radio: May 29, 2018
Recently, there have been an above average number of recalls in the food industry, particularly in fresh produce. These recalls have taken longer than normal to take place and in many situations caused widespread illnesses throughout a large portion of the United States. Similar issues have occurred globally. In
today’s society, it still seems that preventing these issues is still very hard to do and it appears that quelling them quickly is equally as hard. Society and government regulating bodies continue to push the need for full traceability. Field to Fork traceability is the hottest topic in food and beverage manufacturing today. Read more.
Vertical Segment Spotlight
Food and Beverage: Candy and Confectionery
The candy and confections industry is changing dramatically due to growing demand for luxury confections in emerging markets, increasingly strict GMO labeling regulations, sustainable ingredient sourcing and changing consumer preferences. Over the last 5 years, sales of fat free candy are up 8 percent, organic candy grew 65 percent and GMO-free candy has more than doubled. 64 countries now have genetic engineering labeling laws. Manufacturers are incorporating fruits, nuts, grains and even vegetables to respond to consumer’s demands for healthier products while still indulging in candy and confections. To protect consumer safety, confectionery companies must implement traceability and product genealogy capabilities. In meeting these new demand and regulatory challenges, manufacturers must manage more recipes, complex ingredient inventories, supplier relationships and quality standards. Read more.
Need help with anything related to the Consumer Products or the Food & Beverage Industries?
I am always interested in how I can help in the support of your efforts with our Consumer Products and Food & Beverage customers. Please drop me notes with any ideas about how QAD could better support these existing customers or how we could help uncover new prospects that align with our strong focus in these industries.
Industrial & High Tech NewsletterJune 2018
Industrial / High Tech Breaking Records for Coolness
After a record breaking FY2018 the Industrial and High Tech verticals are already the clear favorite to again be the coolest of all the verticals for FY2019 due to the diversity of the customers and their associated challenges. This group of customers spans the entire spectrum of manufacturing orientation and supply chain complexities.
Industry 4.0, Advanced Technology and the Endless Nomenclature Buzz
Industry 4.0 and the associated nomenclature can be overwhelming. QAD’s manufacturing customers currently have an uneven understanding of the technology and the associated terminology. QAD is well positioned to assist our customers in high level understanding and establish ourselves as valued and credible contributors to their advanced technology journey. QAD has created a document that can provide our entire team a deeper understanding and assure that we present to the market a common QAD vision of our approach. Check it out on sales resources!
Latin America Hosts Industrial & High Tech Professional Training
Late this Spring QAD held its first ever Latin America I & HT Professional session in Ciudad de México. Thirteen students attended live with an additional group participating via WebEx. The Professional Level course is a live instructor-led course that provides extended insights into the manufacturing environments of QAD’s Industrial and High Tech customers. Congratulations to the participants, who engaged in great discussions, shared experiences, embraced the learning opportunity and provided great input into iterative improvements for future sessions. The instructors do owe a big thank you to the local team. The legendary Latin American hospitality was readily apparent in their attempts to satisfy Glenn and Elaine’s insatiable appetite for tacos and guacamole. There are two additional 2018 Professional I & HT sessions currently scheduled to be held in Laurel and Schiphol. This program is recommended for pre-sales, services personnel and any other QAD employee who would like to add to their knowledge of manufacturing and what makes QAD customers tick. Check out the QAD training center for the opportunity to enroll.
Industrial and High Tech Explore 2018 Recap – Advanced Technology and a DSCP Tale
The Industrial and High Tech participants in Dallas represented over one-third of the entire total customer and prospect attendees. I & HT representatives included individuals from every geographical region. Read more.
QAD Roadmap – Destination Shop Floor
A combination of customer requirements, competitive pressure and emerging technologies is driving QAD towards a deeper involvement with our customers’ shop floor.
Requirements: Legacy ERP systems seemed content to track production orders at a macro level. Orders were tracked at the order level and associated materials activities such as back flush were executed accordingly. Read more.
You Can Be Cool Too...
I am always interested in how I can help in the support of your efforts with the customers within the coolest two verticals: Industrial and High Tech. Please drop me a note with any ideas about how QAD could better supports these existing customers or how we could help uncover new prospects that align with our strong manufacturing focus.
COMPETITIVE BITS
C-Bit: Oracle NetSuite Announces New Localized Product Capabilities
Oracle NetSuite recently announced new localized product capabilities and expanded in-country presence within Germany, France, China, Japan, Brazil and Mexico. Oracle has positioned itself for accelerated international growth with NetSuite’s additional in-country sales and support teams, and localizations to adapt to local business and governmental regulatory requirements. NetSuite OneWorld now supports 190 currencies, 24 languages, automated tax calculation and reporting in more than 100 countries. Jim McGeever, executive vice president of Oracle NetSuite stated, “With new native localizations and customer support, we are giving our customers a complete solution with language, currency, tax compliance and local support teams in six of the world’s biggest and fastest growing economies.”
NetSuite highlighted their progress made in China with the country identified as NetSuite’s fourth largest market, and growing at a rate that could propel it to become the second largest market next year.
Key takeaway: QAD may see increased competitive situations with NetSuite, especially for customers with facilities in the countries identified above. Keep in mind that QAD’s global support, localization and presence is best-in-class. In addition, NetSuite continues to struggle in the manufacturing arena, which was highlighted in our recent experience involving QAD and SIG’s win at Verb Surgical – where we won the deal despite NetSuite’s attempts to practically give away their software.
C-Bit: At SAP Sapphire NOW, New CRM Announcement and Many More
At their user conference Sapphire NOW, SAP introduced their new CRM suite called SAP C/4HANA, which some are calling SAP's “biggest product makeover in years.” SAP C/4HANA combines sales, marketing and customer service apps and integrates several CRM related acquisitions over the last few years, including Hybris (eCommerce), Gigya (tracking of customer identity) and CallidusCloud (configure-price-quote capabilities). SAP is trying to challenge market leader Salesforce.
Some other announcements of interest include:
SAP announced that SAP Cloud Platform is now available on all major cloud infrastructure providers (AWS, Azure and Google Cloud), which supports their promise to be agnostic toward cloud service providers.
SAP acquired Coresystems to boost their field service capabilities. Coresystems, a Swiss company that uses AI and crowd sourcing to manage field service technicians, will become part of SAP Service Cloud.
SAP launched their Blockchain-as-a-Service which aims to integrate its various products with blockchain capabilities like Hyperledger Fabric and MultiChain. Customers will be able to extend current applications to utilize blockchain, build applications, and create and build networks. SAP's blockchain service will utilize SAP HANA Data Management Suite.
SAP is partnering with Accenture, Capgemini and Deloitte to accelerate adoption of S/4HANA Cloud in the process manufacturing, discrete manufacturing and service industries.
SAP announced that it has more than doubled the number of digital innovation solutions and significantly expanded design-led engagement services with the launch of the SAP Leonardo Partner Medallion Initiative.
C-Bit: Oracle Hopes New Program Will Help Oracle Cloud Soar
Oracle unveiled a new package of tools and services called Oracle Soar, which is designed to help customers migrate applications to the cloud. Oracle Soar combines automated migration tools and professional services, all provided by Oracle. They estimate that Oracle Soar will help customers cut cloud migration time and cost by around 30%.
Oracle Soar includes a discovery assessment, process analyzer, automated data and configuration migration utilities and rapid integration tools. It also includes dedicated Oracle services to help business customers ensure their migration aligns with best practices.
Oracle hopes to differentiate itself from IaaS leaders AWS and Azure by offering data-as-a-service and autonomous features. While Oracle frames Oracle Soar as part of that effort, Soar is not an entirely automated offering; consulting services are still required to address some of the bigger challenges of migration efforts, such as moving apps simply not designed for the cloud.
Key takeaways: We expected several “major” announcements from SAP given that Sapphire NOW is their biggest global event – like Explore. The CRM announcement has little impact on QAD. SAP executing on making SAP Cloud Platform available on other cloud service providers accentuates that, unlike Oracle, SAP is not trying to compete in IaaS – but remains a software apps and middleware vendor. SAP also continues to push forward with Industry 4.0 advanced technologies through acquisition and R&D.
Oracle Soar is another attempt by Oracle to uplift its struggling cloud business. Oracle Cloud IaaS performance has been particularly weak. Soar will try to prop up IaaS by making migrations somewhat faster and cheaper for legacy Oracle customers to cloud-enable legacy Oracle products. Strategically, QAD is more concerned with Oracle Fusion and NetSuite, and Oracle making it easier to perpetuate legacy products ironically works to our benefit.
C-Bit: Plex Spotlights Augmented Reality for the Shop Floor
A recent Plex announcement extends their advanced technologies capabilities with augmented and virtual reality. Plex is focusing on the use of wearables for the shop floor based on the following topics:
Plex’s Fisher Dynamics customer story for wearables to connect workers with XR (Extended Reality) hardware
Recent demonstration of DAQRI Smart Glasses Examples of XR solving a shop floor issue
Key takeaway: This serves as another indication that ERP players are progressing in advanced technologies. In Plex’s case, it’s difficult to identify how much of this is hype compared to a generally available product for their customer base. Our insight within Plex continues to indicate that their solutions look and show well but lack depth and deliver a subpar customer experience (see Win of the Week above where we beat Plex).
C-Bit: Cloud ERP Vendor Acumatica Receives a $25 Million Infusion
Emerging cloud ERP vendor Acumatica announced that it received $25 million in series C funding from Accel-KKR. While Acumatica, founded 10 years ago, claims that manufacturing is one of its key industries, in fact Acumatica has very little manufacturing functionality built into its core ERP. It lists automotive, industrial, med devices, food and beverage and cosmetics as manufacturing markets where it competes, but thus far Acumatica has not shown up on QAD’s deal radar.
Unlike QAD, which primarily sells direct, Acumatica sells almost entirely indirect. It uses a similar partner-centric approach in terms of adding industry-specific capabilities by partnering with tech vendors to develop apps that run alongside Acumatica ERP. The alliance-heavy business design should not come as a surprise given that CEO Jon Roskill was previously head of Microsoft’s worldwide partner group.
Key takeaway: Acumatica is yet another smallish cloud ERP vendor that could potentially challenge QAD very long-term, but right now it is more of a threat to Sage, NetSuite and lower-end Microsoft Dynamics offerings, plus other emerging cloud ERP vendors. Its indirect model closely reflects the Microsoft Dynamics model where there is at least one partner in every deal. That lack of manufacturing customer intimacy by the primary vendor is something QAD often exploits in deals.
Have some competitive insight that would benefit others in Sales? Kindly email the info to Evan Quinn at [email protected] or Alex Killian at [email protected].
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DEALS FROM THE WORLD
Safecor Health
About the company: For more than 40 years, Safecor Health has been the national leader committed to providing unit-dose repackaging services that allow pharmacists to focus on patient care by outsourcing the challenging and time-consuming tasks of packaging. Today, Safecor Health provides unit-dose repackaging services to over 1,000
hospitals across the country and repackages for over 75% of the U. S. News & World Report “Honor Roll” Hospitals. Operating out of two state-of-the-art packaging centers, the Safecor Health team has deep expertise in pharmaceutical packaging, pharmaceutical distribution, health-care information technology, group purchasing organizations, and the operation of hospital pharmacies.
Go Live on A/S version - 2.6 for QAD 2016 EE
Location: Columbus, OH
Vertical: Life Sciences
Project Manager: Waldemar Cieciuch
The Project/Products: Safecor implemented QAD EE together with our partner SIG, and about a year ago, somewhere in the middle of the implementation project, they realized, that because of a very high volume of transactions (tens of thousands) performed every day, they would not be able to manage it manually - and, hence, requested us to help with AS.
We started with a very simple approach (predefined set), but the scope started growing together with a complexity of required DC Transactions.
Additionally, one of the requirements and risks areas was, that the Go-Live needed to be performed perfectly, as they would immediately start with the first transaction with the highest performance and there would be no space for any faulty start.
The Go-Live scenario was tested several times with the PROD database and was copied on to TEST to mitigate any risk that something may go wrong.
Safecor Health went Live May 1st, and so far they don't have any AS incidents reported.
Silk Road Medical
Company: Silk Road Medical is a private company located in Sunnyvale, California, that develops and manufactures less-invasive medical devices intended to improve the treatment of carotid artery disease through proprietary transcarotid therapies. TCAR (TransCarotid Artery Revascularization) is a clinically proven procedure combining surgical principles of neuroprotection with minimally invasive endovascular techniques to treat blockages in the carotid artery at risk of causing a stroke.
The competition: IQMS and NetSuite. Silk Road Medical purchased IQMS 12 Months ago and had not finished
the complete Implementation and found that IQMS was too cumbersome to use. After investing large sums of money and time, Silk Road decided to throw in the towel and go through another software selection bringing in NetSuite and QAD. NetSuite was no match for QAD and SIG!
Why we won: Our expertise in the Life Sciences, especially our knowledge to handle their specific industry needs. We provided a litany of references to prove our successful outcomes and deep functional capabilities with QAD. Silk Road was convinced that SIG and QAD could deliver where IQMS had failed.
Vactronix Scientific
The heartbeat goes on as Vactronix advances their life saving devices further using QAD Cloud ERP.
Vactronix Scientific, based in Fremont, CA is improving on the traditional heart stent by making it smaller and using new materials. Vactronix develops technologies to advance biomechanical performance by controlling design and tolerances to the sub-micron scale. Vactronix replaced current conventional wrought alloys with high-energy PVD synthetic materials, and produces superior devices with high performance properties.
Searching for an effective ERP solution to run their business, Vactronix chose QAD Cloud ERP for its full-featured functionality. In addition, they welcomed the opportunity to participate in the limited adopter Channel Islands program. Vactronix was drawn to the benefits of partnering with SIG to execute on best practices for its QAD implementation in conjunction with validation services for this medical device manufacturer. QAD beat Batchmaster’s ERP in the finals.
This continues the incredible winning stream of SIG and QAD Cloud ERP in life sciences over the past several months.
Yanfeng
With about 110 plants in 20 countries and 33,000 employees the implementation of Yanfeng Automotive Interiors (YFAI), one of the most important wins in QAD history, runs across the globe and the entire set of QAD organizations. The latest key milestone is the Go Live of YFAI Mexico. Shanghai-based YFAI is the global leader in automotive interiors and focuses on how people relax, work and play inside their vehicle interiors – today and decades from now.
YFAI selected QAD EE 2016 as the global ERP solution for their global sites across North America, Europe and Asia. These sites are coming from a mix of MFG Pro (operations) and SAP (financials). Phase 1 of the project included designing and implementing 10 pilot sites across North America and Europe. Phase 2 includes rolling out the core model proven successful in the pilot sites to an additional 21 sites across Mexico, Europe and North America. On April 30, four (4) sites went live in Mexico as the first rollout wave for the North America business.
The North America business has gained a lot of momentum with this implementation for the following reasons:
The four plants in Mexico are now on one domain, which instills standardization in the region Mexico had the largest interface hurdle, and now enables more effective implementations of the
additional waves The North America Core Model and performance stability were validated across four large-volume
plants The Mexico sites were very happy with the implementation and support received, which gives YFAI
further confidence in QAD
De Wafelbakkers
Company: The success of De Wafelbakkers dates back to their founding in a bakery in the heart of Holland. Many of the same recipes and processes used then are still present in their products today. In 1984, their company began importing waffles to the United States direct from a Holland bakery. It was not long before the demand for these waffles propelled the company to begin manufacturing in the United States. In 1986, Meyer's Bakery and the Janssen Brothers joined together in a venture to create the wholesome, nutritious and tasty waffles in the US using the European waffle formula that came straight from Holland. The venture was a success and continued to grow with expanded distribution, additional brand names, and co-manufacturing arrangements. The success of the waffles led to the addition of pancakes to the product line around the same time as the completion of a new modern bakery in North Little Rock, Arkansas, in 1994. Today, De Wafelbakkers manufactures frozen pancakes and waffles, as well as shelf-stable waffles, which are distributed throughout the United States, Canada, and Mexico.
The competition: PLEX, Just Food, and Syspro
Why we won: SIG entered this process 3 weeks later than the competition because our current client Carla’s Pasta referred us as an ERP and solutions partner that needed to be in the process. By responding quickly to their requests we made up the 3-week gap and proved to be the vendor with the greatest benefit!
KYB
THE COMPANY:KYB is a leading manufacturer of hydraulic components for mobile equipment worldwide. These components are widely used in the Construction, Material Handling, Forestry, and Agriculture Industries. KYB has sales offices in North America, Europe, and Asia, marketing its products under the KYB brand name. KYB also has technical licenses with 23 companies in 13 countries demonstrating its global presence and technical capabilities.
KYB Americas Corporation is located in Addison, IL, convenient to the Chicago area. Founded in 1974, they are full-service OEM supplier of hydraulic components with a dedicated sales, engineering and service staff on site. The Addison facility is also a warehouse for production components and service parts.
THE PROJECT/PRODUCTS: This project was not without its challenges, including re-planning the Hydraulics Division to be implemented first, before the Shocks Division. The QAD team also fast-tracked and delivered three key change orders, which were required for the Hydraulics business. The QAD project team (including Cloud) did a fantastic job working together to partner with KYB, while meeting all key milestone dates for a successful Hydraulics Go-live implementation on 2016 EE Cloud (Operations, Finance, Bank Drivers).
NEXT STEPS: Carry forward with the Aftermarket Shocks Division Cloud implementation.
John Crane
THE COMPANY: John Crane is a global leader in engineered technology, supplying engineered products and services to energy services customers and other major process industries. The company designs and manufactures a variety of products including mechanical seals, couplings, bearings, and artificial lift equipment. It is part of Smiths Group, a global leader in applying advanced technologies for markets in threat and contraband detection, energy, medical devices, communications and engineered components. Smiths Group employs around 23,000 people in more than 50 countries.
THE PROJECT/PRODUCTS:
QAD EE 2016 was selected as the global ERP solution for John Crane’s sites in the US, Ireland, Mexico, Argentina, Brasil, Chile, Peru, Venezuela, Colombia and Puerto Rico. The first step of the global roll-out is to lift their older QAD SE sites from aging hardware to the QAD Cloud.
Both Chile/Peru & Venezuela have now been lifted to the Cloud. The key takeaways from this lift and shift are:
1. This was the first multi-country L&S for John Crane.2. There were less than 10 total issues with no showstoppers throughout cut-over.3. Both projects completed on schedule with no escalations and no impact to the businesses. 4. Local John Crane teams have learned Easy On-Boarding testing methodology and tools which will be of
great benefit as they complete their full EE upgrade projects in the future.5. There is now a blueprint for completing the remaining multi-country L&S.
John Crane has been very pleased with the success of the lifts and the partnership with QAD to date. This now brings to five of the nine total countries to be lifted to the Cloud.
NEX STEPS: Lift of Argentina, Brazil, Colombia, and Puerto Rico sites.
Plasan Carbon Composites
The CompanyPlasan Carbon Composites is a privately held, Tier 1 supplier of carbon fiber parts for low- and mid-volume platforms to U.S. automotive OEMs. Their headquarters is in Walker, Michigan, and they have manufacturing plants in Walker and Wixom, Michigan.
Plasan manufactures hoods, rocker panels and other carbon fiber components used in Chevrolet Corvettes, Dodge Viper SRT and Ford Shelby vehicles. They are known for their precise engineering, so their quality standards are high.
The Situation The company’s efforts to expand into the transportation market paid off when they won a contract with Amtrak to produce ramps and bridgeplates. However, their spreadsheets and manual systems for managing compliance and quality were slowing them down.
They needed a better way to store and manage documents than their existing SharePoint system, and they wanted better documentation for IATF compliance and audits. They had no easy way to monitor and record their audit results, and it was hard to share data. In addition, they needed to ensure that workers had the right training to perform tasks and that their gauges, tools and other equipment were calibrated and maintained on schedule.
Plasan determined they needed an automated system to store documents, perform audits and aid in their critical compliance and quality efforts.
The Solution After looking at other QMS and document management solutions, Plasan settled on CEBOS. They signed up for Elements 3.0 in the Cloud with 30 users, and started off with three modules: Document management, Training and Gauge. Initially, they focused on customizing the solution to fit their existing business processes, but the CEBOS team convinced them that it was in their best interest to implement the best practices built into the standard CEBOS product.
The project went smoothly, and the customer went live on June 1, 2018.
The BenefitsThe customer immediately appreciated the integration of the CEBOS solution, and the built-in procedures and processes ensured they followed best practices. They noticed an increase in efficiency because workers no longer had to hunt around for documentation. It was also easier to follow up on audit corrections.
Next Steps The customer plans to continue with CEBOS. Their next step is to upgrade to 2018.1 or 2019 and then add additional modules and more users.
Aqua Lung
The CompanyPresent in roughly 90 countries with approximately 1,000 employees, Aqua Lung is a key player in personal aquatic equipment for recreational and professional use. Founded in 1946, Aqua Lung is a historical expert in SCUBA diving and has expanded its offering to complementary areas such as swimming, aqua fitness and free diving. In 2015, Aqua Lung generated approximately €200 million in revenue and is part of the Air Liquide Group. In December 2016, Air Liquide announced the sale of Aqua Lung to Montagu Private Equity, a leading European private equity firm.
As a retailer, the company evolves in a very competitive environment and is currently reorganizing its operations to better serve its customers. In this context, Aqua Lung is currently reviewing its whole finished goods supply chain organization and optimizing the global IT architecture.
Project Objectives & Challenges From a business perspective, Aqua Lung was looking to facilitate the deployment of S&OP decisions with a solution able to support features such as integrated “whaf if” scenario planning, increase worldwide visibility, provide more advanced reporting with dashboards and better plan finished goods needs for the Group.
As a result, Aqua Lung was looking to:
Improve forecast accuracy, internal/external collaboration as well as product availability Optimize inventory and reduce shortage Identify what to order from suppliers as well as production requirements
A Quick Win Deloitte has been commissioned by Aqua Lung to assist in the selection of an S&OP solution software vendor and integrator. After some discussion with Deloitte to better understand the context and the scope of the project we decided to answer the RFP we received in April 2018.
We entered the shortlist with FuturMaster and Aqua Lung asked us to organize 2 customer reference calls as part of the Aqua Lung team was based in south California. Before the second call took place, the VP Supply Chain from Aqua Lung confirmed by email that he had selected DynaSys for the future of his supply chain and we received signed contracts the first week of June.
Why we won?
Consultant intimacy: we work closely with Deloitte Customer intimacy: 2 very positive customer reference calls Identification of influencers and networking with key decision makers Team spirit: sales, services, marketing, management working together
The competition: Oracle, FuturMaster
ERP: Oracle (JDE)
DSCP Solutions: Cloud Demand Planning & Distribution Planning
What’s next: After a successful deployment of Demand Planning and Distribution Planning solutions, Aqua Lung will evaluate our Procurement Planning solution
QAD President Club Fiji / Aqua Lung Kick off meeting France
Reydel Automotive
THE COMPANY: Reydel’s mission is to provide innovative quality products to their customers. Reydel Automotive aims to be the global automotive supplier of value-added components and systems to vehicle manufacturers around the world. Reydel Automotive has 16 manufacturing facilities, 3 just-in-time assembly sites and 8 technical centers located in Europe, South America and Asia. Global engineering centers with our R&D teams have the capability to develop new products or adapt existing products to local markets.
Reydel’s product portfolio includes:
Cockpit modules Instrument panels Door panels Console modules Decorative parts Customized solutions
HQ: Le Plessis Robinson, France
VERTICAL: Auto
THE STORY: Reydel is currently implementing their QAD Enterprise Applications’ based global core model at their different plants in Europe. The site, Medina de Ríoseco is in the continuation of the effort to roll out this global core model within Reydel Organization. Reydel’s core model is built on QAD Enterprise Applications 2007 SE (formerly known as MFG/PRO eB2.1 SP5) and the following QAD add-on modules and partner products: EDI Ecommerce, Cyber Query, European Accounting, Qxtend, Manufacturing, Consignment Inventory, Release Management, Pro-Plus and RF Express (Eagle). The core applications used have been further enhanced with substantial customizations.
To assure the success of the project, a strong governance and control process has been established by the 3 consultants: Cristiano De Filippo, Thomas Zinkl, and Maria Alenyà.
Now Reydel has all their Spanish sites in the same Core model version and can focus on their French sites. This gives us the opportunity to discuss enhancement (EE Upgrade and add-on modules) opportunities.
KEY OBJECTIVES OF PROJECT:
Reduce overall operating costs as a result of replacement of mainframe and legacy applications and systems.
Improve business operations support through the introduction of Reydel’s standard processes.
Reydel selected QAD as a partner to be able to provide the following capabilities and skill sets:
Resources with experience in QAD applications to provide guidance on the most efficient setup, configuration, and use of QAD systems.
Leverage of materials, customizations, and approach utilized in other engagements. An application solution capable of replacing many of the current Reydel legacy systems in order to achieve
consolidation and supportability as well as a common source of information. One supported platform for a global ERP solution.
THE COMPETITOR: Legacy software replaced is Max & PGI
CUSTOMER SINCE: In 2014, the divestiture of Visteon became Reydel (running QAD since 2007)
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