-1-DTW-0090-02679-04-07RolandBerger&Partners–InternationalManagementConsultantsBarcelona–Beijing–Berlin–Brussels–Bucharest–Budapest–BuenosAires–Delhi–Detroit–Düsseldorf–Frankfurt–HamburgKiev–KualaLumpur–Lisbon–London–Madrid–Milan–Moscow–Munich–NewYork–Paris–Prague–Riga–RomeSãoPaulo–Shanghai–Stuttgart–Tokyo–Vienna–ZurichProviding"firstclass"serviceinthenewmillennium–Appendixtofinalprojectpresentation–Krones,Inc.Franklin,January27,2000-2-DTW-0090-02679-04-07Thisdocumentwascreatedfortheexclusiveuseofourclients.Itisnotcompleteunlesssupportedbytheunderlyingdetailedanalysesandoralpresentation.ItmustnotbepassedontothirdpartiesexceptwiththeexplicitpriorconsentofRolandBerger&Partners.ContentPageA.BusinessPlan3B.ActionPlan17C.Detailedtaskdescriptionsofexistingandnewservicefunctions27D.QuickHits45E.RegionalfieldServicebenchmarks54-3-DTW-0090-02679-04-07A.BusinssPlan-4-DTW-0090-02679-04-07Revenueplanexistingandnewservices1999-2002[$000]revenue[$000]1-10/99FY1999200020012002existingservicesInstallationhandlingparts1.5451.8542.1802.3952.652Installationnewmachines2543052.2432.4642.823Installationturnkey1491791.6003.5203.872Repaircalls2.3182.7813.5204.0424.262Preventivemaintanance1113000machineaudits386464000overhaul7739272.0002.6253.238Trainingin-field6387661.0711.4641.705Trainingin-house161193268366426Handlingparts8.2339.88010.89911.97613.260Spareparts23.46228.15434.23941.16849.055totalcurrentservices37.93045.51658.01970.02181.292futureservicespreventivemaintenance-4591.1341.843inventoryconsignment-1675431.177efficiencyaudit-4209601.800CDROM/e-commerce-01.6474.460usedmachinerytrade-2.0804.4004.800maintenancepartskist-7611.6472.676totalfutureservices--3.88710.33116.755grandtotal37.93045.51661.90680.35198.047Source:ServiceProject-5-DTW-0090-02679-04-07Developmentofservicepersonnel1999-2002personnelnumbers1999200020012002CSRs12131415support3556totalcustomerservice15181921trainers67910support4566totaltraining10121516servicetechs.43657790support20212324totalservice6386100114usedmachinerytrade01,52,52,5productsupportmanagers2588VPservice111totalserviceemployees89,5122143160Source:ServiceProject-6-DTW-0090-02679-04-07P&Lstatementofservicedepartments1999-2002[$000]Source:ServiceProjectP&Lstatement[$000]1-10/991999200020012002revenuescustomerservice31.69538.03446.06656.98170.627fieldservice5.4366.52312.42117.14020.488training7999591.3391.8302.131usedmachinerytrade002.0804.4004.800total37.93045.51661.90680.35198.047costofgoodssoldcustomerservice14.91817.90221.83026.97233.447fieldservice6.4547.74512.15015.84118.077training7949531.2021.4781.604machinetrade001.8583.8904.230total22.16626.59937.04048.18157.358grossprofit15.76418.91724.86632.17040.689[in%]41,6%41,6%40,2%40,0%41,5%SG&A4.8395.8068.07910.57012.702[in%]12,8%12,8%13,1%13,2%13,0%EBIT10.92513.11116.78721.60027.987[in%]28,8%28,8%27,1%26,9%28,5%-7-DTW-0090-02679-04-07Kronesmachinepopulation[units]Kronesmachinepopulation[units]1999200020012002currentavrg.Machineprice[$000]fillers149186225267600annualmachinesales14373942growthratepopulation25%21%19%labelers2.8643.0893.3193.572240annualmachinesales154225230253growthratepopulation8%7%8%totalfillers&labelers3.0133.2753.5443.839annualmachinesales168262269295growthratepopulation9%8%8%dryend2.1602.6723.1723.67280annualmachinesales100512500500growthratepopulation24%19...
