lowendalmasaï enterprise cost management
DESCRIPTION
Lowendalmasaï is an international management consulting company which helps enterprisesto improve their business through cost management efficiency that enhance their long term performance and finances their growth, while protecting human capital. We had a wide presence in Europe, with own offices in France, Italy, Spain, Portugal, UK, Germany and the Netherlands, and outside Europe in China and Japan. In Italy the Group offer is structured along the business lines: Innovation Financing, Labour Cost, Fiscal, Purchasing & Cost Performance and Working Capital. Furthermore we developed a widespread network which allows us to support our clients in most European countries plus USA, Tunisia, Israel, Turkey and India. For info: [email protected] M. +39 348 6657917TRANSCRIPT
Improving performance
to finance sustainable growth
Via A. da Recanate 1, 20124 Milan
Tel. +39 02 80583223
Fax. +39 02 80583227
www.lowendalmasai.com
Lowendalmasaï - Copyright 2014 ® - 2
São Paulo
Mumbai
Sydney
Hanoi
Shanghai
Tokyo
Astana
Moscow
Tel Aviv
Tunisi
Izmir
Istanbul
Consulting Office Sourcing Office Strategic Partner
London
Madrid
Paris
Milan
Rome
Düsseldorf
Copenhagen
Barcelona
Lisbon
Bratislava
Prague
Oslo
Geneva
Amsterdam
Thessaloniki
400 EMPLOYEES IN THE
WORLD
2,500 ACTIVE CLIENTS FROM
ALL BUSINESS SECTORS
20 YEARS OF EXPERIENCE
We support our Clients at local and global level providing innovative solutions
which lead to measurable and sustainable results
Corporate
Profile
Enterprise Cost Management: we aim at reducing enterprise costs generating cash and lightening
tax burden, without resorting to cuts or human capital reductions
Lowendalmasaï - Copyright 2014 ® - 3
Our areas of expertise are characterized by an efficient combination of strategy
and pragmatism
Enterprise
Cost Management
Lowendalmasaï - Copyright 2014 ® - 4
Lowendalmasaï remuneration model (fixed and variable fees) is orientated to
success and based on tangible and measurable results
Results
% Lowendalmasaï
Variable Fee
Lowendalmasai
key assets
Lowendalmasaï key success factors
• Lowendalmasaï success fee is based on reached and validated results
• We always align our objectives with the client’s
• Lowendalmasaï aims at providing effective and durable results, as we base our success on the client’s satisfaction
Operational support
• Coaching during
implementation
• Doers, not sayers
Know How
• Successful methodology
• Cost optimization
specialization
• Business sector expertise
Results
• Tangible and
measurable results
• Partnership
Collaboration with the
Client
• Culture based on listening
• Relationship with
operational contact people
Lowendalmasaï garantees:
Lowendalmasaï - Copyright 2014 ® - 5
We are proud of our prestigious Client portfolio, which includes both
international groups and middle-sized dynamic companies
Transport Logistics & Services
Automotive & Aerospace
Energy and Oil & Gas
Chemical-Pharma & Healthcare
Food Beverage & HoReCa
Retail Distribution and Consumer
Goods
Banking Finance Insurance
Luxury & Fashion
IT Electronics & Appliances
Industry & Construction
Advertising, Publishing & Services
Our Clients
Lowendalmasaï - Copyright 2014 ® - 6
Improving purchasing processes and performances, through the application of
three main levers
Purchasing and
Cost Performance
1. COST OPTIMIZATION . Process and organization mapping
. Improvements identification in decisional flows and procedures
. Process Design and Redesign
. Gap Analysis on organization and skills
. Change Management
. Business Process Outsourcing
. Risk Management
2. ORGANIZATION & PROCESSES
3. REDESIGN TO COST / VALUE ANALYSIS
. Design based on Cost Target
. Value analysis on Products and Services
. Identification and evaluation of needs and functions
. Assessment of current solutions
. Identification of alternatives
. Reduction of operative and procurement costs
. Strategic analysis on supplier market and portfolio
. Cost structure analysis
. Sourcing , tender and e-auction implementation
. Negotiation
. Saving Track / Know-how transfer
How ?
How ?
Need
Service function
Service function
Tech. function
What for ?
Tech. function
Tech. function
Tech. function
Lowendalmasaï - Copyright 2014 ® - 7
A methodology that sets measurable
objectives
• Reduction of DSO and DIO, DPO
extension
• Reduction of Credit Risk
• Reduction of inventory levels and
SLOBs
Contract To Cash – CTC
Procurement strategy,
budget and forecast process
Evaluating (goods and documentation)
Invoice Processing
Payment Terms
Product range
management
Demand
forecasting
Sales order processing
and customer service
Materials planning,
purchasing and
replenishment
Manufacturing
Scheduling and
Execution
Finished goods
warehousing, Inventory management
Sales and Quote
Management
Credit and Risk
Management Order Processing Invoicing Terms
Collection
Management
Dispute
Management
Cash
Application
Procurement strategy,
budget and process
forecast
Sourcing, selecting
and contracting
Originating
requirements and
ordering
Tracking, receiving
and evaluating (goods
and documentation)
Invoice processing Terms Payment
Product range
management
Demand
forecasting
Sales order processing
and customer service
Material planning,
purchasing and
replenishment
Manufacturing
scheduling and
execution
Inventory
management
Finished goods
warehousing
distribution and
logistics
Procure To Pay – PTP
Forecast to Fulfill – FTF
• Development of tools for credit
management, tailored on client needs
• Algorithm design according to the
sector and to the kind of business
• Multi Language
• Outsourcing management of different
phases of Contract to Cash and
procure to Pay
• In-house collection to improve cash
and preserving relationship with the
Clients
• Trade-off of short, medium and long
period objectives
• Multi-dipartimental trainings according
to Client needs
• Training based on business cases
and workshops
• Dashboard to monitor performances
Sistemi
Operative support Organization and processes
People
Change management
Individual Training
Collective Training
Coaching
Process re-engineering
Revenue assurance
Policy and procedures
Reporting
Business Process Outsourcing
Cash Marathon
Cash Securitization
Temporary Management
Cash Flow Forecasting
Collection Management
Protests Management
Credit Risk Management
Cash flow optimization to increase liquidity Working Capital
Optimization
Lowendalmasaï - Copyright 2014 ® - 8
Management of the VAT refund
process with international staff,
benefiting from the well-
established relation with Fiscal
Administrations:
• Document audit and formal and
substantial review
• Refund request preparation and
submission
• Queries follow up and
management
• Refund achievement
Optimization of flows and
VAT compliance:
• Direct VAT registration
• Fiscal representation
• Vat Management
• E-commerce
Flow optimization (Customs
Planning) and risk area
identification:
• Document analysis
• Flow mapping
• Revision of logistics related
contract
• AEO certification
«On demand» consulting service:
• Due diligence projects
• Training on custom related themes
• Regulatory consulting
• Modular training
• E-shopping projects
Drafting of documents and continuous law
updating
• Diagnosis and strategy
• Benchmarking
• Master and Country File
• Monitoring and follow-up with
administrations
Audit and database creation of
physical inventory and
reconciliation with the ledger
IT tool which maps and
monitors cash income and
expenses in order to identify
all potential errors
Optimization of foreign
and local VAT
Compliance
Customs
Training and
consultancy
Transfer
pricing
Fixed Asset
Management
VAT Track
Local Taxes Optimization of taxes related
on the cadastral value (IMU,
Tares):
• Feasibility study
• Drafting and submission of
the dossier necessary for
correction
• Submission and follow-up
of claims
Turning taxation into opportunity Fiscal Cost
Optimization
Lowendalmasaï - Copyright 2014 ® - 9
Social charges
Processes and tools
Mandatory insurances
• Process re-engineering
• Development of risk
scenarios and saving
opportunities
• Change management
• “As is” picture
• Developing strategies to
solve critical issues
• Processing policies
and procedures
• Checking operational
accuracy
• Saving opportunity
identification
• Operational support to
achieve the identified
opportunities
• Analysis of the adopted
funding mix
• Identification of not
exploited opportunities
• Support in fund
management
• Job position checking
and renewal
• Development of risk
scenarios and saving
opportunities
• Operational support to
solve critical issues and
achieve saving
objectives
• Injury analysis
• Identification of
recoverable amount
• Operational support in
the recovering
process
Process Analysis Compliance Payroll analysis Training funding scheme Employee safety
insurance
Appeal against third
parties
Two methodological approaches:
Bottom Up
Focused on specific
issues
Top Down
Drawing a clear and
complete picture of the HR
area
360° analysis of personnel management processes and
tools focusing on three macro-areas:
Company efficiency in HR process Labour Cost
Optimization
Lowendalmasaï - Copyright 2014 ® - 10
INNOVATION
TECHNICAL
DIFFICULTIES
SCIENTIFIC
METHODOLOGY
ELIGIBLE
EXPENSES
Anticipate issues instead of trying to solve them
Detect funding and facilitations with a strategic point of view
Exploit apparently hidden opportunities if observed at Country level
ONE INTERNATIONAL TEAM TO:
TAX INCENTIVES
Tax credit
Superdeduction
FUNDINGS
Direct Funding
Credit Facility
IN ORDER TO OBTAIN
Deduction: 100% Duration: 2014 Topics: R&D related personnel cost (Base research, applied research and industrial development)
Contribution: 70-100% Duration: 2014-2020 Budget: 70 B€ Topics: Excellent science, Industrial leadership Societal challenge
Contribution: 50% Duration: 2014-2016 Budget: 600 M€ Topics: R&D expense increase
R&D TAX CREDIT HORIZON 2020
IRAP DEDUCTION
SOME OPPORTUNITIES
Managing innovation providing external funds Financing
Innovation
Lowendalmasaï - Copyright 2014 ® - 11
BUSINESS
FACTORS
Clients
Volumes engaged
Demand planning
ENDOGENOUS
FACTORS
Enterprise inputs
Purchasing contracts
Selling contracts
Risk Management Policy
EXOGENOUS FACTORS
Commodity and currency market
Market related risk
MaK Metodologia Acquisto
Kommodity
MAK – Commodity Risk
The MAK model dynamically measures and
quantified the risk linked to commodity
purchasing
Client & Vendor Rating
Tool used to support credit and supplier risk management,
generating an authomatic rating (monthly)
Objectives
• Reduce credit risk and
monitor supplier risk
(solvency, financial
difficulties…)
• Define a client and supplier
rating model
• Evaluate the overdraft
• Speed-up inbound and
outbound order processing
• Improving reporting and
control systems
LM – Risk
• Interface with company
systems and external data
sources
• Monthly evaluation of clients
and suppliers rating using n
data sources
• Monthly translation of the
rating into a dynamic reliability
level
• Management of n moments
of risk evaluation (at the order,
shipment,…)
Risk
• DAU recovery and related customs documetns
Customs
• Redaction of Master File, Country File and Benchmark
Transfer Pricing
• Analysis of INAIL and INPS contribution
Labour Costs
Sanctio
n ris
k re
ductio
n a
nd
pro
cesses s
ecuritiz
atio
n
Stra
tegic
consultin
g a
nd
pro
cesses’ o
ptim
izatio
n
Fiscal Compliance
We use propriety tools to dynamically measure risks linked to purchasing,
credits and tax
Risk Management
Lowendalmasaï Italy
Via Antonio da Recanate 1 – 20124 Milan
Tel: +39 02 80 58 32 23 – Fax: +39 02 80 58 32 27
www.lowendalmasai.com
Paris - HQ
EUROATRIUM
7, rue Emmy Noether
93400 St Ouen
France
T : 33 (0) 1 83 72 72 00
London
5th Floor Bridewell Gate
9 Bridewell Place
EC4V 6AW – London,
United Kingdom
Tel. +44 (0) 203 697 81 00
Lisbon
Rua da Misericórdia 76,
1200-273,Lisbon Portugal
T: (+351) 213 210 219
Düsseldorf
Louise-Dumont-Str. 5
D-40211, Germany
T: +49 (0) 211 71 06 75 0
Madrid
Avenida de Bruselas, 7,
28108,Alcobendas, Spain
T : +34 91 319 28 75
Barcelona
Torre Inbisa
Plaça Europa, 9 – Planta 14-A
L’Hospitalet de Llobregat
08908 Barcelona - Spain
Tel: (+34) 93 201 07 00
Amsterdam
Mauritsstraat 11
2011 VN, Harlem, Netherland
T: +31 23 511 2980
Shanghai
Hong-Kong Plaza, 283 Middle
Huaihai Road, Room 1503,
Shanghai 200021, China
T: +86 (21)63411255
Tokyo
Kitasando DT Bldg. 5F,
4-16-7Sendagaya Shibuya-ku,
TOKYO 151-0051 - Japan
T : +81 (0)3 6661 4501
Rome
Via Salaria, 58
00198, Rome, Italy