Saar USA Tag Juli 2015

Auto-Südost am
Beispiel Blount County
13.07.2015 Saarland / Saarlouis
Agenda
1. Introduction Pegasus Partners
2. Connection Blount County
3. When expanding to the US market…
4. Megatrends für Auto-Südost
5. Two examples for automotive suppliers
1. Introduction
Pegasus'Partners…'
'
'develops'sales%strategies!for'European'
industrial'products'in'the'US'marketplace,'
''
'administers'the'site%selec+on%process,'and''
''
'supports'market%entry%through'to'the'
commencement'of'produc;on.'
1. Introduction Pegasus Partners
Market entry strategy – gathering of research Business planning – sales forecast to ﬁnancials Business partner search – produc4on to personnel Site selec4on – criteria, RFP, state nego4a4on Key account ac4vity – network of ﬁrst customers Startup coordina4on – construc4on to insurance Interim management – leading subsidiaries to success Matching communi4es – Blount County & Saarland 2. Connection Blount County, TN
•
Sehr Innovative Strukturförderung
•
Führend in mittleren Projekten in Tennessee
•
Zusammenarbeit mit Pegasus Partners
•
Verbindung Saarland
•
Automobile Prägung
•
Exemplarisch für Auto-Südost
AN INTRODUCTION… TO
BLOUNT COUNTY
M O S T I M P O R TA N T F E AT U R E S
Quality of Life
Research
Industry
Largest National
Park in the entire
United States
Oak Ridge
National
Laboratory
Automotive
suppliers &
Instrumentation
… surrounds
Blount County
University of
Tennessee
Agriculture
Denso 3,000
Clayton 2,300
Alcoa 1,300
2. Blount County in Zahlen
•
120,000 Einwohner
•
5,000 automobile Arbeitsplätze
•
WYKO - 50
•
Alcoa - 1,000
•
Denso - 3,000
•
Einfluss VW Chattanooga
•
Einfluss Wacker Charleston
3. When expanding - Mistakes to avoid
3. When expanding - Reality of Talent
most common mistake
share your success
failing to plan…
Ansiedlung der Firma [XXX] am US Markt
Übersicht der Phasen mit grobem Zeitrahmen
Allgemeine Übersicht der üblichen Prozessphasen
Phase III
Phase II
Phase I
N 10
Nov
S
rit
h
c
te
Leistung
D
Dec 10
Jan
J 11
FFeb
b 11
Machbarkeitsstudie
Erhebung der Anforderungen
Planung der Finanzierung
Investitions und Finanzierungskonzept
M
Mar 11
A
Apr 11
M
May 11
JJun 11
Identifikation möglicher Standorte
Auswertung der qualitativen Faktoren
Erste Incentive Verhandlungen
Zwischenauswertung der Standorte
Jul
J l 11
A
Aug 11
SSep 11
O
Octt 11
Besuche der Finalisten
Feinauswertung qualitativer Faktoren
Abschluss der Incentive Verhandlungen
Zusammenfassende Standortbewertung
Die Beschreibung der einzelnen Schritte innerhalb der Phasen stellt nur grob die Meilensteine einer typischen Standortwahl da und sind
keineswegs abschliessend. In der Regel ziehen sich verschiedene Schritte über mehrere Phasen und es ergeben sich oft Gründe, einzelne Schritte
aufzuschieben, zu verkürzen oder zu verlängern.
Unsere Honorare für die Durchführung der kompletten Standortwahl stehen in der Regel in einem Verhältnis von weniger als 0.2% der
Investitionssumme und belaufen sich dabei auf einen Betrag von $60,000 (+/ 50% abhängig vom individuellen Zeitrahmen des Investors).
…is planning to fail!
Five Year Plan
For the Year ended
Dec-12
Sales
Cost/ Goods Sold (COGS)
Warranty Costs
Gross Profit
Operating Expenses
Salaries
Bonuses
Temporary Labor
Depreciation straight line 10
Employee Insurance
General & Liability Insurance
Interest
Legal & Professional fees
Office Expenses
Rent
Supplies
Payroll Taxes
Travel
Utilities, non-AC
Total Expenses
Operating Profit/Loss
2012
$ 4,051,273
3,485,543
105,333
$ 460,398
$
938,333
60,000
36,000
100,650
121,983
30,000
100,000
6,000
12,000
60,000
6,000
65,683
50,000
30,000
$ 1,616,650
(1,156,252)
%
2013
%
2014
100.00% $ 7,866,600
86.04%
5,113,290
2.60%
204,532
11.36% $ 2,548,778
100.00% $ 9,046,590
65.00%
5,880,284
2.60%
235,211
32.40% $ 2,931,095
23.16% $ 1,201,500
1.48%
90,000
0.89%
17,000
2.48%
100,650
3.01%
156,195
0.74%
31,500
2.47%
100,000
0.15%
6,000
0.30%
12,000
1.48%
63,000
0.15%
6,300
1.62%
84,105
1.23%
50,000
0.74%
31,500
39.90% $ 1,949,750
15.27% $ 1,331,500
1.14%
120,000
0.22%
1.28%
100,650
1.99%
173,095
0.40%
33,075
1.27%
100,000
0.08%
6,000
0.15%
12,000
0.80%
66,150
0.08%
6,930
1.07%
93,205
0.64%
50,000
0.40%
33,075
24.79% $ 2,125,680
599,028
805,415
%
2015
100.00% $ 9,951,249
65.00%
6,468,312
2.60%
258,732
32.40% $ 3,224,205
14.72% $
1.33%
0.00%
1.11%
1.91%
0.37%
1.11%
0.07%
0.13%
0.73%
0.08%
1.03%
0.55%
0.37%
23.50% $
1,398,075
126,000
100,650
181,750
34,729
100,000
6,000
12,000
69,458
7,623
97,865
50,000
34,729
2,218,878
1,005,327
%
2016
100.00% $ 11,941,499
65.00%
7,761,974
2.60%
310,479
32.40% $ 3,869,046
15.45% $
1.39%
0.00%
1.11%
2.01%
0.38%
1.11%
0.07%
0.13%
0.77%
0.08%
1.08%
0.55%
0.38%
24.53% $
1,555,575
132,300
100,650
202,225
36,465
100,000
6,000
12,000
72,930
8,385
108,890
50,000
36,465
2,421,886
1,447,160
%
100.00%
65.00%
2.60%
32.40%
17.20%
1.46%
0.00%
1.11%
2.24%
0.40%
1.11%
0.07%
0.13%
0.81%
0.09%
1.20%
0.55%
0.40%
26.77%
3. Muß es Kentucky sein?
Plant Locations
right location, right reasons
4. Megatrends für Auto-Südost!
•
Michigan - Georgia - Oklahoma?
•
Das Ende des China-Vorteils
•
Onshoring - Reshoring - Beispiele
•
Big 3 are back! - to stay
•
Deutsche OEMs treiben 4.0
•
Neid & das Duale System - VW
•
Der Amerikanische Traum wackelt!
4. Trends für einzelne OEMs!
5. Automotive - First example
• 
• 
• 
• 
Robo$c&assembly&automa$on&
Made&splash&with&biggest&customer&
Quick&follow&on&business&
Issues:&Common&mistakes&WERE&made&
–  Ultra&short&$meline&
–  Dirth&of&talent&
•  Fixes:&Compe$$ve&advantages&
•  Rela$onship&driven&–&customer&centric&
•  Fast&growth&
5. Automotive - Second example
• 
• 
• 
• 
• 
• 
• 
• 
Cosme&c(electronic(components(
Pressured(by(major(customer(
Supply(Mexico(&(US(plants(–(site(criteria(
Proper(&meline(=(thorough(planning(
Factor(logis&cs(
Factor(labor(rates(
Largest(Issue:(Automa&on(vs.(Labor(rates(
Fix:(Incen&ves(
5. Automotive - Second example
Jan-12
Rental begins, hiring, installation of equipment
Site decision, hiring, ordering of equipment
Dec-11
Feb-12
Mar-12
Parts
arrive, first Qualify
shift
Apr-12
May-12
Jun-12
Jul-12
Parts
arrive, first Qualify
shift
START
Initial
Sales
START
Initial
Sales
Parts
arrive, first Qualify
shift
Parts
arrive, first Qualify
shift
Parts
arrive, first Qualify
shift
START
START
Parts
arrive, first Qualify
shift
START
START
Oct-12
Full Series
Initial
Sales
Full Series
Full Series
Parts
arrive, first Qualify
shift
START
Initial
Full
Sales Series
Parts
arrive, first Qualify
shift
START
Initial
Full
Sales Series
Initial
Sales
Initial
Sales
Sep-12
Full Series
Initial
Sales
Parts
arrive, first Qualify
shift
Aug-12
Full Series
START
Initial
Sales
Full Series
Full Series
5. Automotive - Second example
Salary Projections / Personnel Plan
first five years
Managing Director
Sales
Admin
Quality / Safety Manager
Tool building & maintenance
Mechanical Engineer
Shift supervisor 1
Shift supervisor 2
12 Assembly workers @ 25
6 Assembly workers @ 25
6 Assembly workers @ 25
5 Assembly workers @ 25
Annual Pay Jan-12 Feb-12 Mar-12
Apr-12
May-12
Jun-12
180,000 15,000 15,000 15,000
15,000
15,000
15,000
120,000
30,000
2,500
2,500
2,500
2,500
2,500
2,500
85,000
7,083
7,083
7,083
7,083
7,083
7,083
60,000
70,000
55,000
4,583
4,583
4,583
4,583
4,583
4,583
55,000
360,000
30,000 30,000
30,000
30,000
30,000
150,000
12,500
12,500
12,500
150,000
12,500
125,000
Totals
1,440,000
29,167 59,167 59,167
71,667
71,667
84,167
5. Automotive - Second example
Five Year Plan
For the Year ended
Dec-12
Sales
Cost/ Goods Sold (COGS)
Warranty Costs
Gross Profit
Operating Expenses
Salaries
Bonuses
Temporary Labor
Depreciation straight line 10
Employee Insurance
General & Liability Insurance
Interest
Legal & Professional fees
Office Expenses
Rent
Supplies
Payroll Taxes
Travel
Utilities, non-AC
Total Expenses
Operating Profit/Loss
2012
$ 4,051,273
3,485,543
105,333
$ 460,398
$
938,333
60,000
36,000
100,650
121,983
30,000
100,000
6,000
12,000
60,000
6,000
65,683
50,000
30,000
$ 1,616,650
(1,156,252)
%
2013
%
2014
100.00% $ 7,866,600
86.04%
5,113,290
2.60%
204,532
11.36% $ 2,548,778
100.00% $ 9,046,590
65.00%
5,880,284
2.60%
235,211
32.40% $ 2,931,095
23.16% $ 1,201,500
1.48%
90,000
0.89%
17,000
2.48%
100,650
3.01%
156,195
0.74%
31,500
2.47%
100,000
0.15%
6,000
0.30%
12,000
1.48%
63,000
0.15%
6,300
1.62%
84,105
1.23%
50,000
0.74%
31,500
39.90% $ 1,949,750
15.27% $ 1,331,500
1.14%
120,000
0.22%
1.28%
100,650
1.99%
173,095
0.40%
33,075
1.27%
100,000
0.08%
6,000
0.15%
12,000
0.80%
66,150
0.08%
6,930
1.07%
93,205
0.64%
50,000
0.40%
33,075
24.79% $ 2,125,680
599,028
805,415
%
2015
100.00% $ 9,951,249
65.00%
6,468,312
2.60%
258,732
32.40% $ 3,224,205
14.72% $
1.33%
0.00%
1.11%
1.91%
0.37%
1.11%
0.07%
0.13%
0.73%
0.08%
1.03%
0.55%
0.37%
23.50% $
1,398,075
126,000
100,650
181,750
34,729
100,000
6,000
12,000
69,458
7,623
97,865
50,000
34,729
2,218,878
1,005,327
%
2016
100.00% $ 11,941,499
65.00%
7,761,974
2.60%
310,479
32.40% $ 3,869,046
15.45% $
1.39%
0.00%
1.11%
2.01%
0.38%
1.11%
0.07%
0.13%
0.77%
0.08%
1.08%
0.55%
0.38%
24.53% $
1,555,575
132,300
100,650
202,225
36,465
100,000
6,000
12,000
72,930
8,385
108,890
50,000
36,465
2,421,886
1,447,160
%
100.00%
65.00%
2.60%
32.40%
17.20%
1.46%
0.00%
1.11%
2.24%
0.40%
1.11%
0.07%
0.13%
0.81%
0.09%
1.20%
0.55%
0.40%
26.77%
5. Automotive - Second example
Month
Dec-11
Jan-12
Feb-12
Mar-12
Apr-12
May-12
Jun-12
Jul-12
Aug-12
Sep-12
Oct-12
Nov-12
Dec-12
Jan-13
Feb-13
Mar-13
Apr-13
May-13
Jun-13
Jul-13
Aug-13
Sep-13
Operating Profit/
Loss
(70,888)
(106,888)
(258,676)
(273,676)
(207,100)
(222,100)
(94,485)
(94,485)
58,011
58,011
58,011
(1,989)
49,919
49,919
49,919
49,919
49,919
49,919
49,919
49,919
49,919
Cash Required
(1,337,388)
(106,888)
(258,676)
(273,676)
(207,100)
(222,100)
(94,485)
(94,485)
(1,989)
-
Cash Earned
58,011
58,011
58,011
49,919
49,919
49,919
49,919
49,919
49,919
49,919
49,919
49,919
Cash Balance/
Gap no
Repayment
162,613
55,725
(202,951)
(273,676)
(207,100)
(222,100)
(94,485)
(94,485)
58,011
116,021
172,043
172,043
221,962
271,881
321,800
371,719
421,638
471,557
521,476
571,395
621,314
GmbH Loan
(202,951)
(273,676)
(207,100)
(222,100)
(94,485)
(94,485)
-
Loan Balance/
cumulative Profit
(202,951)
(476,626)
(683,726)
(905,826)
(1,000,310)
(1,094,795)
(1,094,795)
(1,036,785)
(978,774)
(920,763)
(920,763)
(870,844)
(820,925)
(771,006)
(721,087)
(671,168)
(621,249)
(571,330)
(521,411)
(471,492)
Breakeven/
entering
Profitzone
5. Automotive - Second example
Start-up Costs and Expenses Day 1
False Overview
of funds needed
to commence operations
MONTHLY COSTS
Salaries
Temporary Labor
Employee Insurance
General & Liability Insurance
Legal & Professional fees
Rent
Payroll Taxes
Travel
Utilities, non-AC
Subtotal
Breakdown of Equipment
needed to start
Monthly
Expenses
$
29,167
3,000
3,792
2,500
500
5,000
2,042
4,167
2,500
ONE-TIME COSTS
Machinery
Tools
Office Equipment
Installation charges
Parts needed to begin production
Deposits with public utilities
Legal and other professional fees
Leasehold improvements
Advertising and promotion for opening
Cash
Subtotal
TOTAL ESTIMATED CAPITAL REQUIRED
Cash Needed
to Start
$
29,167
3,000
3,792
2,500
500
5,000
2,042
4,167
2,500
$
52,667
$
% of
Total
2.2%
0.2%
0.3%
0.2%
0.0%
0.4%
0.2%
0.3%
0.2%
4.0%
$
491,000
395,000
36,500
84,000
30,000
100,000
70,000
10,000
50,000
1,266,500
37.2%
29.9%
2.8%
6.4%
0.0%
2.3%
7.6%
5.3%
0.8%
3.8%
96.0%
$
1,319,167
100%
Type
and make
SHOP FLOOR
Assembly Machines
Assembly Tables
Injection molding tools
Tools and Miscellanius
Installation
Quality and production ramp up
OFFICE
Computers
Furniture
Safety Equipment
TOTAL ESTIMATED EQUIPMENT
Price Amount
per Unit needed
Total
$100,000
7,000
75,000
20,000
6,000
3,000
4
13
5
1
6
16
$ 400,000
91,000
375,000
20,000
36,000
48,000
1,200
1,300
5,000
10
15
1
12,000
19,500
5,000
$1,006,500
contact
Benedikt Ibing
[email protected]
+1 404 488 6592
+49 176 70525470

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