Case Study-Aluminum Die Casting Sourcing

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Here this case study helps to know about the facts of aluminum die casting sourcing. This case study focuses on identifying new potential competitive suppliers. To know more in details visit: http://www.dragonsourcing.com/sourcing-agent-in-china/

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Aluminum Die Casting Sourcing Case Study Dragon Sourcing - 龙 源 Delivering sustainable sourcing value from emerging markets

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2 1. Objectives 2. Approach 3. Result © 2016 Dragon Sourcing. All rights reserved. Agenda

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© 2016 Dragon Sourcing. All rights reserved. Objectives and approach Context Objectives: • Identify new potential competitive suppliers. Categories: • Aluminum Die Castings Geographical scope: • China India Thailand Poland Slovenia Turkey and Italy Deliverables: • Supplier database • RFI-RFQ template • RFI-RFQ analysis report • Supplier Profiles and recommended suppliers for Client to audit DS Approach consists in the following work steps: 1. Demand Analysis: Work with the Company to define and understand the products and requirements specs volumes materials production technology requirements 2. Supply Market Analysis : Identify long list of potential suppliers in the selected markets by leveraging B2B Websites DS Database Fair catalogues Chamber of Commerce Magazines Network References. 3. Telephone Pre-screening : Selection of suppliers to be included in the RFI/RFP process by telephone pre-screening based on agreed simple criteria e.g. capability to make the product minimum company size interest in participating 4. Administer the NDA: NDA template authorized by Vossloh that will be distributed to the suppliers who is willing to attend the RFI-RFQ 5. Develop RFI/RFQ : Prepare an RFI/RFQ document with an aligned Balanced Scorecard that has the objective to pre-qualify the competitiveness and capabilities of the suppliers including: Background financial Client and product experience Quality certification processes Social Responsibility Manufacturing/technology capability RD capability. 6. Conduct RFI/RFQ Administration : The RFI/RFQ is translated to the local languages as relevant and distributed to the relevant suppliers with telephone follow-up to push for maximum participation. 7. Analyze RFI/RFQ Responses : Analysis of RFI/RFQ responses estimation of logistics costs and preparation of a report which profiles objectively ranks the suppliers by capability and competitiveness including a recommendation for those to be audited. 3

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The project was conducted in a 12 weeks period. © 2016 Dragon Sourcing. All rights reserved. 4 Step Who Week 0 Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 Week 10 Week 11 Week 12 0 Kick off Client/DS 1 Demand Analysis Client 2 Supply Market Analysis DS 3 Telephone pre-screening DS 4 Develop the RFI-RFQ Client/DS 5 Conduct NDA Administration DS 6 Conduct RFI/RFQ Administration DS 7 Analyze RFI/RFQ Responses Client/DS Not started Started Finished Holiday Milestone Today

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5 1. Objectives 2. Approach 3. Result © 2016 Dragon Sourcing. All rights reserved. Agenda

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© 2016 Dragon Sourcing. All rights reserved. 6 434 aluminum die casting suppliers were identified at the end we collected 29 RFI/RFQs Aluminum Die Casting Step China India Thailand Poland Slovenia Turkey Italy Total Total number of suppliers 187 67 25 48 47 23 37 434 Client contacted before - - - 2 - - 3 5 DS will contract 187 67 25 46 47 23 34 429 Supplier called 187 67 25 46 47 23 34 429 Shortlisted supplier after call 58 15 2 4 10 4 6 98 NDA sent 58 15 2 4 10 4 6 98 NDA received 29 13 4 10 4 5 64 RFI/RFQ Sent 29 13 4 10 4 5 64 RFI/RFQ received 13 4 0 2 5 2 3 29 In process Finished Not started

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2 suppliers quote all 38 items in the RFI/RFQ. © 2016 Dragon Sourcing. All rights reserved. 7 Supplier name Country 1st BU 2nd BU 3rd BU 4th BU Total For items not quoted Details reason Client Status 25 2 9 2 38 1 Supplier 1 China 25 2 9 2 38 2 Supplier 2 China 25 2 9 2 38 3 Supplier 3 China 25 2 6 2 35 Need 3D drawing for the other 3 items. 4 Supplier 4 China 24 2 4 2 32 Need 3d drawing for the other 6 items. 5 Supplier 5 Poland 25 0 3 2 30 cant produce the other 8 items. Can’t meet the machining requirement. 6 Supplier 6 China 25 2 1 2 30 For France items need 3D drawing to quote. 7 Supplier 7 Poland 22 2 3 2 29 cant produce the other 9 items. Can’t meet the machining requirement. 8 Supplier 8 China 23 2 0 2 26 cant produce the other 12 items. The design is too complicated for them to produce. 9 Supplier 9 Italy 10 0 9 2 21 Price doesn’t include machining. Supply to Client indirectly. Can produce most of remaining items. Need more clarification and missing information on the 3D drawings 10 Supplier 10 Italy 13 0 6 0 19 Can produce more but at this phase only quote 17 items. 11 Supplier 11 China 13 2 0 2 17 cant produce the other 21 items. Can’t meet the machining requirement. 12 Supplier 12 Slovenia 7 1 7 0 15 can‘t produce the other 23 items currently supply to Client indirectly through Hidria. Need 05 mio machine investment . If comes to realization for offered items they could invest with contract 13 Supplier 13 India 9 0 0 2 11 cant produce the other 27 items. The product is too large to their current capacity. 14 Supplier 14 China 3 1 5 0 9 Can produce all but at this phase only quote 9 items. 15 Supplier 15 India 8 0 1 0 9 Can produce all but at this phase only quote 9 items. 16 Supplier 16 China 8 0 0 0 8 Can produce all but at this phase only quote 8 items 17 Supplier 17 Slovenia 0 0 6 2 8 cant produce the other 30 items. Small items 05kg and small quantites 5.000 not possbile to produce because of too big machines. Electroindustry items are not possible to produce at the begining due lack of experience. They could add to offer large and heavy aprox 12 items but need feedback on qouted items. We are invited to visit company. 18 Supplier 18 China 1 0 6 0 7 cant produce the other 31 items. The design is too complicated for them to produce 19 Supplier 19 India 0 0 6 0 6 cant produce the other 32 items. The product are too large and complicated for their equipment to produce. 20 Supplier 20 Turkey 4 0 2 0 6 Can produce all but at this phase only quote 6 items. 21 Supplier 21 China 5 0 0 0 5 Can’t produce the other 33 items. The product design is difficult for their equipment to produce. 22 Supplier 22 China 4 0 0 0 4 Can produce all but at this phase only quote 4 items. 23 Supplier 23 Slovenia 1 0 2 1 4 Can produce 17 items but need feedback on offer Other items are too big for their machines max.850t-6.000gr. Have only aluminium die castings and dont have gravity/iron casting. 24 Supplier 24 Slovenia 0 0 4 0 4 Can’t produce other 34 items Too busy on many inquiries need feedback of existing quotation provided. If acceptable they can offer other items except co-casting items as they have no experience and production on machines 1500-1700t as they are occupied. 25 Supplier 25 Slovenia 0 0 2 2 4 Can produce 15 items but need feedback on offer Their focus is on items 05-4kg and productionseries of 50.000-500.000 items 26 Supplier 26 Italy 2 0 1 0 3 Eventually some tolerances have to be discussed but on a first analysis all items can be produced. 27 Supplier 27 India 0 0 3 0 3 can‘t produce the other 35 items. The material used to cast products is not under their range. 28 Supplier 28 China 0 0 0 2 2 Can produce all but at this phase only quote 2 items. 29 Supplier 29 Turkey 1 0 1 0 2 Can produce all but at this phase only quote 2 items.

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18 suppliers provide detailed cost breakdown: material casting coating packaging overhead and profit. © 2016 Dragon Sourcing. All rights reserved. 8 Suppliers material price and cost breakdown summary Supplier name Country Material price/pc Casting cost / pc Machining cost/pc Coating cost/pc Packaging/pc Overhead and Profit/pc 1 Supplier 1 China v v v v v v 2 Supplier 2 China v v v v v v 3 Supplier 3 China v v v v v v 4 Supplier 4 China v v v v v v 5 Supplier 5 Poland v v v v v v 6 Supplier 6 China v v v v v v 7 Supplier 7 Poland - - - - - - 8 Supplier 8 China - - - - - - 9 Supplier 9 Italy v v - - - - 10 Supplier 10 Italy v v v v v - 11 Supplier 11 China v v v v v v 12 Supplier 12 Slovenia v v v v v v 13 Supplier 13 India v v v v v v 14 Supplier 14 China v v v v v v 15 Supplier 15 India v v v v v v 16 Supplier 16 China v v - v v v 17 Supplier 17 Slovenia v v v v v v 18 Supplier 18 China - v v v v - 19 Supplier 19 India v v v v v v 20 Supplier 20 Turkey v v v v v v 21 Supplier 21 China v v v v v - 22 Supplier 22 China - - - - - - 23 Supplier 23 Slovenia v v v v - - 24 Supplier 24 Slovenia v v v v - - 25 Supplier 25 Slovenia v v v v v v 26 Supplier 26 Italy v v v v v - 27 Supplier 27 India v v v v v v 28 Supplier 28 China v v v v v v 29 Supplier 29 Turkey - - v v v v

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Saving range from € 0.78-2.06M 23-42 . © 2016 Dragon Sourcing. All rights reserved. 9 Suppliers with saving Suppliers without saving Current supplier Suppliers don’t quote all items 4.77 2.71 2.93 3.99 3.36 2.74 3.18 3.70 3.85 8.71 3.57 3.56 4.59 1.63 2.01 3.28 0.50 0.87 1.55 0.31 0.62 1.04 2.46 2.31 3.05 5.36 9 9 9 9 7 6 6 6 6 6 5 4 4 3 3 3 2 2 2 1 1 1 1 9 9 9 0 1 2 3 4 5 6 7 8 9 10 0 1 2 3 4 5 6 7 8 9 10 M EURO 3rd BU suppliers DDP spend items quoted Total spendM EURO Items quoted

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The high variability in €/KG between suppliers is indicative of both difference is relative cost positions but probably also of differences in the understanding of the specs © 2016 Dragon Sourcing. All rights reserved. 10 Product KG cost €/KG 0 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 China China China China China China China China China China China China China China China India India India India Turke y Turke y Slov Slov Slov Slov Slov Italy Italy Italy Divisi on Part no Client Suppl ier 1 Suppl ier 2 Suppl ier 3 Suppl ier 4 Suppl ier 5 Suppl ier 6 Suppl ier 7 Suppl ier 8 Suppl ier 9 Suppl ier 10 Suppl ier 11 Suppl ier 12 Suppl ier 13 Suppl ier 14 Suppl ier 15 Suppl ier 16 Suppl ier 17 Suppl ier 18 Suppl ier 19 Suppl ier 20 Suppl ier 21 Suppl ier 22 Suppl ier 23 Suppl ier 24 Suppl ier 25 Suppl ier 26 Suppl ier 27 Suppl ier 28 Suppl ier 29 1st best 2nd best Avera ge Max 1 st BU 1 Item 1 4.11 9.46 4.02 3.95 3.62 3.37 5.05 4.31 4.55 5.70 2.97 4.93 4.67 4.74 4.53 2.73 2.73 2.97 4.57 9.46 2 Item 2 6.34 11.09 5.88 6.76 4.42 5.39 14.26 8.19 5.54 7.48 7.31 5.79 5.41 4.17 9.11 6.19 7.10 3.75 3.75 4.17 6.93 14.26 3 Item 3 5.71 7.29 4.77 3.70 3.77 4.64 8.42 6.11 5.31 6.07 6.34 3.65 6.36 3.55 5.50 3.16 3.16 3.55 5.24 8.42 4 Item 4 3.67 5.03 6.13 3.93 3.54 4.47 7.38 8.30 5.58 2.72 8.59 2.72 3.54 5.57 8.59 5 Item 5 3.31 4.89 4.14 3.49 3.46 4.00 5.87 7.77 5.53 2.42 7.05 2.42 3.46 4.86 7.77 6 Item 6 5.23 4.70 4.11 3.54 3.44 3.88 6.72 6.47 5.23 3.18 3.18 3.44 4.59 6.72 7 Item 7 11.37 3.41 5.20 4.29 3.57 6.63 7.61 6.24 3.92 3.41 3.57 5.11 7.61 8 Item 8 4.53 14.89 7.14 3.89 3.58 9.06 7.04 5.45 6.85 3.09 5.49 15.86 2.83 2.83 3.09 7.10 15.86 9 Item 9 3.80 5.91 5.90 4.10 4.57 6.65 8.65 5.69 2.77 8.80 2.77 4.10 5.89 8.80 10 Item 10 3.24 7.25 7.38 6.38 15.53 9.77 7.76 4.19 7.73 9.06 4.50 6.94 4.54 6.92 3.20 3.20 4.19 7.23 15.53 11 Item 11 3.67 6.16 6.51 6.97 8.99 10.79 9.15 4.32 6.76 10.67 5.29 8.41 4.49 8.36 3.24 3.24 4.32 7.15 10.79 12 Item 12 12.55 6.59 6.33 5.00 5.11 7.68 8.27 5.88 5.45 3.45 3.45 5.00 5.98 8.27 13 Item 13 6.54 13.21 4.67 11.56 6.66 10.76 10.62 4.90 6.52 7.41 6.24 15.96 11.48 4.67 4.90 9.17 15.96 14 Item 14 10.62 18.31 7.02 10.08 10.76 14.28 6.62 7.90 11.41 18.16 6.62 7.02 11.62 18.31 15 Item 15 4.79 9.47 5.02 6.99 7.02 8.05 9.78 4.95 10.52 4.84 6.67 11.02 7.73 4.84 4.95 7.67 11.02 16 Item 16 7.42 13.92 7.46 8.71 7.02 8.05 11.95 5.96 13.33 9.22 11.62 5.96 7.02 9.72 13.92 17 Item 17 2.43 4.91 4.37 4.48 7.42 11.76 10.21 4.48 5.42 11.12 4.06 8.50 4.06 4.37 6.98 11.76 18 Item 18 2.16 5.35 4.08 3.97 5.99 9.24 8.71 4.43 6.31 9.81 3.19 6.92 3.19 3.97 6.18 9.81 19 Item 19 2.44 7.27 4.20 4.81 3.99 7.81 6.40 6.13 6.09 3.77 3.32 3.78 9.31 3.32 3.77 5.57 9.31 20 Item 20 3.16 9.52 6.30 4.45 3.99 7.81 7.87 7.14 3.77 6.93 4.19 3.77 3.99 6.20 9.52 21 Item 21 2.09 6.42 4.09 3.92 4.26 10.68 6.67 4.40 6.49 3.26 3.64 3.87 10.11 3.29 3.26 3.29 5.47 10.68 22 Item 22 2.97 8.51 6.48 4.93 4.26 10.68 8.12 4.76 7.62 4.03 7.45 4.33 3.29 3.29 4.03 6.20 10.68 23 Item 23 2.18 5.44 3.80 3.89 3.79 7.68 6.52 4.06 6.05 3.24 3.04 3.04 3.24 4.75 7.68 24 Item 24 2.70 7.10 5.76 5.36 3.79 7.68 7.51 4.40 6.89 3.83 7.52 3.04 3.04 3.79 5.72 7.68 25 Item 25 7.77 5.63 4.55 4.32 10.57 9.16 6.08 3.21 6.27 3.21 4.32 6.22 10.57 2 nd BU 26 Item 26 10.57 6.80 4.37 9.71 22.00 21.00 5.17 7.89 29.30 4.72 15.06 4.37 4.72 12.60 29.30 27 Item 27 11.65 7.79 4.95 12.37 24.54 19.31 5.38 7.15 5.54 20.85 12.31 4.95 5.38 12.02 24.54 3 rd BU 28 Item 28 29.00 7.68 21.32 9.92 15.54 20.32 57.01 18.25 7.46 20.95 9.05 23.00 19.55 46.51 31.34 31.70 6.80 6.80 7.46 21.65 57.01 29 Item 29 21.07 11.32 9.75 34.51 9.75 10.55 8.27 26.38 21.00 23.54 6.65 6.65 8.27 16.17 34.51 30 Item 30 21.07 11.32 9.75 34.86 10.50 31.50 8.27 23.54 6.60 6.60 8.27 17.04 34.86 31 Item 31 4.49 4.49 7.09 5.40 1.58 4.89 4.71 6.15 2.91 11.00 6.84 4.78 1.58 2.91 5.44 11.00 32 Item 32 4.72 4.72 6.30 4.96 1.26 4.74 3.77 3.08 8.42 3.06 5.89 3.83 1.26 3.06 4.55 8.42 33 Item 33 9.93 9.93 11.14 2.29 6.00 6.46 5.93 2.29 5.93 6.96 11.14 34 Item 34 9.56 3.75 5.81 7.86 15.76 7.40 3.12 4.45 6.09 16.74 6.27 7.01 7.03 3.34 3.12 3.34 7.28 16.74 35 Item 35 10.55 4.46 6.09 4.58 7.86 15.76 8.24 3.81 7.47 10.56 9.01 7.93 3.34 3.34 3.81 7.43 15.76 36 Item 36 8.88 4.14 4.74 3.56 6.87 8.65 3.58 4.60 4.65 2.92 2.92 3.56 4.86 8.65 4 th BU 37 Item 37 6.26 5.53 6.66 6.81 4.33 9.83 5.69 3.72 4.13 6.63 4.38 5.70 6.66 7.05 3.23 3.23 3.72 5.74 9.83 38 Item 38 6.26 5.53 6.66 6.81 4.33 5.78 3.72 4.13 6.63 4.38 5.70 6.21 6.84 7.05 3.23 3.23 3.72 5.50 7.05

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Product price €/KG variation chart. © 2016 Dragon Sourcing. All rights reserved. 11 Client current Supplier 4 Supplier 8 Supplier 12 Supplier 16 Supplier 20 Supplier 24 Supplier 28 0.00 10.00 20.00 30.00 40.00 50.00 60.00 Supplier quotation per KG in EURO 0.00 -10.00 10.00 -20.00 20.00 -30.00 30.00 -40.00 40.00 -50.00 50.00 -60.00

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Score card used to rank suppliers © 2016 Dragon Sourcing. All rights reserved. 12 Business information Weight of criteria Scoring Max Score per criteria Year Founded 10 1After 2010 2Between 2006 to 2010 3Between 2000 to 2005 4Between 1995 and 1999 5Before 1995 5 Turnover in 2015 in USD 10 1Less than 5M 25-10M 310-20M 4above 20M 4 Number of employees 10 1 100 2100-200 3201-500 4500 4 Export experience 10 1Less than 5 years 25-10 years 3More than 10 years 3 Handle DDP quote 10 0No1Yes 1 Supply to Automotive industry 10 0No1Yes 1 Client in Denmark France Finland China 10 0No 11 country 22-3 countries 3All 4 3 Profile of Top Customers 10 0Not provided 1Local customers 2National customers 3International customers as Client 3 Provide company presentation 10 0No1Yes 1 Cooperation during RFI/RFQ 5 1 Poor 2 Satisfactory 3 Excellent 3 Completeness of RFI/RFQ 5 1 Poor 2 Satisfactory 3 Excellent 3 Subtotal 100 Production Weight of criteria Scoring Max Score per criteria Experience of EN AC 44300 4 0No1Yes 1 Experience of EN AB 44300 3 0No1Yes 1 Number of 350T-550T casting machines 10 00 11-5 26-10 311-20 420 4 Number of 750T-1200T casting machines 10 00 11-2 22-5 35 3 Number of 1250T-1600T casting machines 5 00 11-2 22-5 35 3 Number of 2000T casting machines 5 00 11-2 22-5 35 3 Number of CNC 3 axes 6 00 11-2 22-5 35 3 Number of CNC 4 axes 6 00 11-2 22-5 35 3 machining accuracy IT level 5 1IT 6 2IT 5 3IT 4 3 Assemble for client 5 0No1Yes 1 Coating in house 3 0No1Yes 1 Chroming in house 3 0No1Yes 1 pattern making / Mold fabrication in house 5 0No1Yes 1 offer the support of product design and engineering 5 0No1Yes 1 Be able to provide Process Flow Charts 3 0No1Yes 1 Be able to provide Computerized records for statistical process contro 3 0No1Yes 1 Be able to provide Capability Studie 3 0No1Yes 1 Be able to provide Tooling Maintenance and Contro 3 0No1Yes 1 Be able to provide Production management techniques to make the process as cost-effective as possible 3 0No1Yes 1 Number of items quoted 10 1 Less than 10 items 2 11-20 items 321-30 items 431 items 4 Subtotal 100 Quality system Weight of criteria Scoring Max Score per criteria ISO 9001 10 0No1Yes 1 ISO 14001 5 0No1Yes 1 TS 16949 15 0No1Yes 1 Coordinate Measuring Machine CMM in house 6 0No1Yes 1 Optical Comparator in house 6 0No1Yes 1 Hardness Testing in house 6 0No1Yes 1 Pressure Testing in house 5 0No1Yes 1 Tensile Testing in house 5 0No1Yes 1 Spectrometer Chemical Analysis in house 6 0No1Yes 1 X-Ray detection in house 6 0No1Yes 1 Incoming material inspection record 6 0No1Yes 1 online inspection record 6 0No1Yes 1 final inspection record 6 0No1Yes 1 Non-destructive test records 6 0No1Yes 1 Can your company trace casting machining and coating 6 0No1Yes 1 Subtotal 100

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Supplier profile example © 2016 Dragon Sourcing. All rights reserved. 13 COMPANY INFORMATION Company Name xxx Address xxx Town xxx Province Štajerska Country Slovenia Company Website xxx CONTACT PERSON INFORMATION Contact Person xxx Title Sales manager Email xxx Tel xxx Mobile phone xxx Company Background What date was your company founded 1924 Ownership State Owned/ Private/Foreign Investments/Joint venture xxx Registration capital USD 11.312.275 What is the workfloor size m² 71411 How many employees do you have 520 Sales Management RD Staff Quality Control Factory workers How many people do you have in these positions 7 14 22 351 How many people can speak English in each department 7 8 11 50 Do you have export license Yes How many years of export experience do you have 60 Do you have capacity to support documentation and special requirements for overseas shipping Yes Can you handle DDP quote Yes What‘s the percentage of aluminum casting production in your company 75 Does your company supply aluminum die casting part to right listed industry Automotive Motor Compressor Refrigerator air conditioner Yes No Yes Yes Does your company have client in right listed countries Denmark France Finland China Yes Yes No No Turnover in Million USD 2015 2014 2013 2012 36 32 34 47 Sales exports to the main markets US Europe Domestic Europe North America Rest of the World 1 98 0 1 Who are your top 3 Customers Customers Industry Country Product type of end usage xxx Automotive Sweden Italy - xxx Automotive Germany - xxx Automotive Germany Czech - Corporate Responsibility Do you have policy to cover environment and conservation Yes Do you have policy to cover health and safety Yes Do you have policy to cover human rights Yes Do you have policy to cover business ethics and anti- Bribery Yes RFI Score 90 RFI Ranking 1

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© 2016 Dragon Sourcing. All rights reserved. 14 Technolgy Process Whats your companys main products Housing Wabco hauba EN AC 44300 EN AB 44300 EN 1706 AC-Al Si9Cu3Fe EN 1706 AS9U3Y40 Do you have experience of casting right listed material Yes/No Yes Yes No No Actual annual casting production in 2015 by right listed material ? 900t 900t 0t 0t 350T-550T 750T-1200T 1250T-1600T 2000T How many right listed pressure aluminum die casting machines does your company have 5 6 5 0 The aluminum casting machine brand Bühler OMS Bühler Bühler Idra - Max casting weight of the machineg 3.000 5.000 9.000 - CNC turned machine CNC 3 axes CNC 4 axes Vertical CNC machine with turning rotative plate How many CNC machining center does your company have 7 2 16 1 machining accuracy IT level 0001 0001 0001 0001 The CNC machining center brand Nakamura Traub Romi Young Chiron EMAG SW SAS Makino EMAG Whats the annual machining capacity pcs more than 5 mio pcs Can your company assemble parts for client Yes Can your company do coating in house Yes Can your company do chroming in house Yes Does your company make mould in house Yes How many employees in your company is qualified for CAD 6 Can your company offer the support of product design and engineering Yes Can you do the right listed test equipment in house Process Yes/No Process Flow Charts Yes Computerized records for statistical process control Yes Quality Control and Testing Equipment What quality and environmental registrations do you have Yes / No Date of Certificate Certifying Org. ISO 9001 Yes 25.3.2015 Bureau Veritas ISO 14001 Yes 16.9.2014 Bureau Veritas TS 16949 Yes 28.5.2015 Bureau Veritas Can you do the right listed test equipment in house Test Yes / No Coordinate Measuring Machine CMM Yes Optical Comparator Yes Hardness Testing Yes Pressure Testing Yes Tensile Testing Yes Spectrometer Chemical Analysis Yes X-Ray detection Yes Do you do incoming material inspection Do you keep written record Yes Do you do online inspection Do you keep written record Yes Do you conduct final inspection Do you keep written record Yes Can your company provide Non-destructive test records Yes Can your company trace casting machining and coating If yes please describe your process. Casting and Machining YES Coating NO Do you accept 3rd party QC or testing No Supplier profile example continued Can you do the right listed test equipment in house Capability Studies Yes Drawing and Specification Control Yes Tooling Maintenance and Control Yes Production management techniques to make the process as cost-effective as possible Yes Do you have equipment list Yes/No Yes

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FACTORY OVERVIEW AND WORKSHOP PICTURES © 2016 Dragon Sourcing. All rights reserved. 15 Supplier profile example continued

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Total 29 suppliers are scored and ranked with an average score of 72. © 2016 Dragon Sourcing. All rights reserved. 16 No. Supplier name Country Business information Production Quality system Score Rank by score 1st BU 2nd BU 3rd BU 4th BU Total items quoted 1 Supplier 1 Slovenia 19 31 40 90 1 0 0 2 2 4 2 Supplier 2 China 17 32 40 90 2 3 1 5 0 9 3 Supplier 3 China 16 33 38 87 3 23 2 0 1 26 4 Supplier 4 India 18 28 40 86 4 0 0 3 0 3 5 Supplier 5 China 15 34 36 85 5 25 2 9 2 38 6 Supplier 6 Slovenia 18 29 38 85 6 0 0 4 0 4 7 Supplier 7 Slovenia 19 24 40 83 7 0 0 6 2 8 8 Supplier 8 China 14 31 36 81 8 25 2 1 2 30 9 Supplier 9 China 15 25 38 80 9 13 2 0 2 17 10 Supplier 10 Turkey 19 23 38 79 10 1 0 1 0 2 11 Supplier 11 India 20 25 33 78 11 8 0 1 0 9 12 Supplier 12 China 15 25 38 77 12 24 2 4 2 32 13 Supplier 13 China 14 29 33 76 13 25 2 6 2 35 14 Supplier 14 China 18 29 28 74 14 25 2 9 2 38 15 Supplier 15 India 14 26 34 74 15 0 0 6 0 6 16 Supplier 16 China 16 23 34 73 16 4 0 0 0 4 17 Supplier 17 China 13 26 34 73 17 8 0 0 0 8 18 Supplier 18 India 13 24 36 72 18 9 2 0 2 13 19 Supplier 19 Turkey 16 20 36 72 19 4 0 2 0 6 20 Supplier 20 China 14 27 30 71 20 22 2 3 2 29 21 Supplier 21 China 15 20 30 65 21 1 0 6 0 7 22 Supplier 22 Slovenia 15 20 27 62 22 7 1 7 0 15 23 Supplier 23 China 14 22 25 61 23 25 0 3 2 30 24 Supplier 24 Italy 14 20 26 59 24 2 0 1 0 3 25 Supplier 25 Slovenia 16 19 22 57 25 1 0 2 1 4 26 Supplier 26 Italy 11 17 27 55 26 10 0 9 2 21 27 Supplier 27 Italy 9 20 23 52 27 13 0 6 0 19 28 Supplier 28 China 13 20 14 46 28 5 0 0 0 5 29 Supplier 29 China 7 8 18 32 29 0 0 0 2 2

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29 suppliers are score and ranked with an average score of 72 19 suppliers are above the average. © 2016 Dragon Sourcing. All rights reserved. 17 90 90 87 86 85 85 83 81 80 79 78 77 76 74 74 73 73 72 72 71 65 62 61 59 57 55 52 46 4 9 26 3 38 4 8 30 17 2 9 32 35 38 6 4 8 13 6 29 7 15 30 3 4 21 19 5 0 5 10 15 20 25 30 35 40 0 20 40 60 80 100 Suppliers RFI score and items quoted Score Total items quoted

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10 suppliers are recommended for 3 rd BU auditing based on 1 RFI score above average 2 price/KG below average of €123 3 their ability to produce most items and 4 supply to Client 1 st tier supplier. © 2016 Dragon Sourcing. All rights reserved. 18 Recommended supplier 90 90 86 85 85 83 81 79 78 77 76 74 74 72 71 65 62 61 59 57 55 52 73 2 5 3 9 4 6 1 1 1 4 6 9 6 2 3 6 7 3 1 2 9 6 12.0 7.4 7.1 4.8 23.1 5.3 18.3 16.7 9.0 10.7 9.6 6.9 12.3 16.8 7.9 27.8 8.5 7.8 31.7 6.6 4.9 16.3 12.3 0 5 10 15 20 25 30 35 0 10 20 30 40 50 60 70 80 90 100 EURO/KG 3rd BU supplier recommendation considering RFI score average KG cost and items quoted Score Items quoted Average KG cost EURO/KG

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19 1. Objectives 2. Approach 3. Result © 2016 Dragon Sourcing. All rights reserved. Agenda

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Total 17 suppliers from China India Slovenia Poland Turkey and Italy are recommended for next steps with potential savings up to €4.83M or 34 © 2016 Dragon Sourcing. All rights reserved. 20 Items quoted Potential saving M € No. Supplier name Score Rank by score 1st BU 2nd BU 3rd BU 4th BU Total items quoted 1st BU 2nd BU 3rd BU 4th BU Total 1 Supplier 1 90 1 0 0 2 2 4 0.00 0.00 0.12 0.00 0.12 2 Supplier 2 90 2 3 1 5 0 9 0.00 0.00 0.18 0.00 0.18 3 Supplier 3 85 5 25 2 9 2 38 2.14 0.26 2.07 0.36 4.83 4 Supplier 4 83 7 0 0 6 2 8 0.00 0.00 0.74 0.00 0.74 5 Supplier 5 81 8 25 2 1 2 30 0.41 0.11 0.00 0.00 0.52 6 Supplier 6 80 9 13 2 0 2 17 0.02 0.24 0.00 0.42 0.68 7 Supplier 7 78 11 8 0 1 0 9 0.67 0.00 0.18 0.00 0.85 8 Supplier 8 77 12 24 2 4 2 32 0.25 0.00 0.00 0.04 0.29 9 Supplier 9 76 13 25 2 6 2 35 0.91 0.28 0.14 0.00 1.33 10 Supplier 10 74 14 25 2 9 2 38 0.62 0.16 0.88 0.09 1.76 11 Supplier 11 73 16 4 0 0 0 4 0.20 0.00 0.00 0.00 0.20 12 Supplier 12 73 17 8 0 0 0 8 1.39 0.00 0.00 0.00 1.39 13 Supplier 13 72 18 9 2 0 2 13 0.19 0.00 0.00 0.08 0.27 14 Supplier 14 72 19 4 0 2 0 6 0.00 0.00 0.00 0.00 0.00 15 Supplier 15 71 20 22 2 3 2 29 1.00 0.03 0.49 0.38 1.89 16 Supplier 16 62 22 7 1 7 0 15 0.05 0.00 0.11 0.00 0.16 17 Supplier 17 55 26 10 0 9 2 21 1.27 0.00 1.85 0.70 3.81

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