Data ManagementEstablishing a Data Services TeamOctober 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

• The Importance of DATA STANDARDS

• Gates Portfolio:

Catalog Integration Services

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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.

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Automotive Companies within Tomkins

Tomkins Industrial & Automotive

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

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Catalogs of the Past

• Can you say Other-motive?

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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

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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

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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:

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Linked with Sales and Marketing

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Vice President, AftermarketGlobal Marketing & Product Management

Product Management Marketing

CommunicationsProduct Data ServicesMarket Research

PresidentGlobal Automotive Aftermarket

Product Data Services Team – What We Do

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Product Application

Product Data Services

Data Commercialization

Researches, analyzes, and

manages application of products to all

equipment .Trains sales

force & customer in

product solutions.

Pricing, Data Quality Mgmt

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.

E-Catalog Publication

Sales & Customer Support

Technician specialists

ACES PIES IPO ERP & Rebate specialists

Product Life Cycle Implementation

Why This Mix of Teams?

Sales Support /

SFA

Product Application

Services

Catalog Services

Customer Support

Training

Pricing

CUSTOMER

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Skill Sets Helpful in a PDS Organization

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ERP Expertise Data Hounds & GeeksRoot Cause Identification / Fix Expert

Marketing,

Business

Development

Research

Project Management

CRMProgrammers

“stolen” from IT

Combined Gates and/or

Industry experience over

a Century

Customer

Service

Representative

Unclaimed Assets Coordinator

Business Writer

Mathematics/ Statistics

Teacher

IT Help Desk

Adobe Acrobat and Photoshop

Guru

Image Management

System &

Process

ArchitectureASE Certification

Control Freaks

Product Application Starts It Off…Catalog and Pricing Teams Manipulate & Publish ItSales Force Automation Team Ends It!

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Vehicles Researched

Fiche, Web Sites, Visits to OE Dealers, Ordering of OE Parts

Is Part in the Line?

Add Application to Lineyes

noyes

no

Set aside for Future Determination

Product Application Engineers

Add Part to the Line?

Add Part and Application (VIO, produce-abiity)

Catalog TeamsPricing Teams

Other Teams Outside Our Org: Engineering, Planning, Packaging, Mfg, Distribution, etc.

Product Application Starts It Off…Catalog and Pricing Teams Manipulate & Publish ItSales Force Automation Team Ends It!

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Add Application to Line

Product Application Engineers

Add Part and Application

Catalog TeamsPricing Teams

Create & Publish NNA

Pricing Analysis: Market Pricing Analysis,

Cost/Profit Analysis; Establish Price

Customer Acceptance

Systematic load to Oracle and PIES data

Collect, manipulate and load Specifications,

Attributes (data sitting)

Create Image; load to PIES data, customers

and 3rd Party Providers.

Map Vehicle to all standards (ACES, AAIA

Legacy, NAPA)

CUSTOMER

PIES ACES

NaviGates

VIN Decoder

Paper Catalogs

Sales & Customer Support Team

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•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

Supplying tools and training to over 300 field associates.

The power is in the data/information and what one does with it…

The power is in the data/information and what one does with it…

NaviGates

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Product Lookup by Application Lookup by Parts or Interchange

The power is in the data/information and what one does with it…

Plug in the 17 digit VIN. There is a character count and tips to entering the code correctly.

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Gates VIN Decoder

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What’s In It For Customers?

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…

eCommerce

Industry Standards Set the Direction for the Industry

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Being involved helps get your company …

…in the know

…ahead of the curve

The Importance of Aftermarket Standards

PIES: Product Information Exchange Standard• PIES 6.1.2 and 6.2

• Participated on PIES SubCommittee

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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.

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Dilbert by Scott Adams

The Importance of Aftermarket Standards

Management Justification

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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.

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.

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Q&A