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Product variance in air conditioning unit construction

The air conditioning unit manufacturer's customers include data centers such as international internet retailers, banks and insurance companies. The devices are subject to local requirements, guidelines and certification regulations. The groups operate worldwide, often have their own global standards and therefore expect uniform appliance concepts and a uniform corporate image on the market. This in turn forces manufacturers to standardize and consolidate their products, processes and IT systems.

Client:
STULZ GmbH
Manufacturer of air conditioning units 
> 2,000 employees

Industry:
Appliance manufacturing, air conditioner manufacturer

Topic:
BOM configuration, product configuration, variant management

Situation:
The German company headquarters develops and produces beyond the European market, including for Asia, Africa and South America. The subsidiary in the USA develops and produces primarily for the North American market. This means that both locations have different markets, customers and requirements, and therefore also different products, processes and IT systems (design/calculation, quotation system, quotation configurator, ERP, parts list configurator, etc.).

Against the background of the required product variance and the simultaneous harmonization of IT systems, sales and service processes, the management asks the question to what extent a uniform IT system landscape can be used at both locations in the future.

Task:
After a precise clarification of the objective and task, an analysis and concept phase followed in Germany with a focus on the market/customers, products (product variance), processes from inquiry to service and IT systems (CAD, design/calculation, CRM, ERP etc.).

On this basis, a questionnaire was drawn up in preparation for the launch in the USA. This enabled the analysis and concept phase in the USA to be efficiently prepared and carried out in a similar form in a timely manner.

Subsequently, both locations were compared in a detailed elaboration with regard to equal and unequal comparison criteria. After coordinating the report with the specialist departments on both sides, the results were presented to the management.

Result:
Among other things, the report makes statements about

  • in which areas the product variance of the devices in Germany and the USA differs and where it is comparable or identical
  • where there is potential for common parts/reuse due to different designs (supplier bundling)
  • to what extent experience can be used in both directions in the area of CRM/quotations and ERP
  • whether or not it makes sense to harmonize the supply and ERP landscape and processes
  • whether products can be offered, sold and built uniformly worldwide in the future - even across locations.
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