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okay good morning ladies and gentlemen folks my name is Becca Machpelah I come from cargotec and this is hari prasad parthasarathy hora comes from TCS and within the next 20 minutes we are going to show or explain our journey towards the mobility especially of course I say be mobility we had a successful project with with TCS and now we want to explain how we made it happen Thanks because this but first to set the scene we come from feelings I come from Finland companies called cargotec it’s about moving things our slogan is we give cargo and move and we provide cargo handling solutions further on those coming on next slide we have three different business lines business units mcgregor calmer and hiab and we have more than 20,000 10,000 people and our turnover is 3.3 billion dollars and we are listed in housing stock exchange finland and this is our partner TCS hi thesis as you all know is an IT company we are a 10 billion plus company to be specific about the ASAP and the mobility part we have I think as of now developed 400-plus application apps as we call it we have 19 plus products on the mobility platform we have 2,000 plus consultants who are in different areas of the mobility on the ASAP space we have about 10,000 consultants so it’s sort of a vertical and the horizontal that meet each other yes and we have a quite extensive partnership with Theseus already started from the application management services in the creations and artists is helping us out in our global safety program as a development factory supplier a main partner some words who we are and what we do what kind of solutions we provide and value to our customers as said three different three independent business lines McGregor providing solutions for four ships basically lashings hatch covers ramps roro things in dressel’s calm our product line calm our business line it’s about moving containers so it’s been calculated that every fourth container moved anywhere in the world has been moved using the kalmar equipment so ship-to-shore cranes to unload the vessels reach stackers straddle carriers subtle carriers terminal tractors empty container handlers these kind of solutions and not to mention the software part of it we acquired company called needs us-based company and navies is the world leader provider of the toast POS solutions terminal operating system solutions so basically ERP system for the port operators and high up on road transportation all kinds of grains two trucks demountable forested cranes tail mounted four plates piggyback shots will call them and of course the service plays a big role in each of the business lines but moving towards the essay be so guarded equis on we’re going to major transformation when it comes to the structure unified the business processes and also the system support for those so we have a program called one that’s in our scale a massive SMP program we have delivered our solos from now for 11 countries in Europe area now we’re actually doing projecting in Singapore and Hong Kong and later this year we removed us with project team the program consists of several sub projects and the scope areas and the front line what we call this the east is the customer facing unit in the country’s responsible for the order intake new machine sales equipment sales service sales that we are rolling out heavily into more than 40 countries then we have the parts global spirit solution and the one project business so we have a big crane projects new build projects refurbishment projects and we have a project support in and said before that as well so that is the big picture of

the essay p happenings what we have around the car that can Theseus plays a significant role there yes one important part of this program is the customer service part is not on crm it was historically decided to be on AC pcs so that influences the way the mobility designers also happen is it because yes the new products on Psychlo or the other ones are always based on a CP crm but then most of the companies you have seen already have the customer service based and running out of there a CPC yes so we can also tell the tell you hear what it takes to go on mobility with your existing solution for example yeah without changing too much the back end process is already necessary with the busy schedule and somewhat limited resources to but case wien so our rollout rollouts we’re proceeding we came to change Sweden that has already experienced from from the legacy system mobility solution but still how to deliver best of the breed customer solution with the country with long distances so so we have pretty much customers from north to south in Sweden and it’s it’s a big country with the long distances how do that efficiently and serve the customers well so the the answer is not that straightforward but it comes within a package of three aspects so so it’s not only the mobile application super yes that’s that’s the core thing there it needs to be there but I would dress also the organizational point of view as well the process sees they need to be well defined but the streamlight organization means here that actually we have more than 100 service technicians out there in the field and they need to be pretty independent that this turns out to be successful and that we what we have done so less admin stuff on the backend back in the operations and under more independent service technicians with the well different processes and under rock solid application so that they’re there we have a solid good business solution few words about the benefits so might be pretty obvious but the two corresponds to customer requests so service technicians they they plan they work pretty independently if they got a goal from the customer didn’t need to involve the back office admins at all so they can directly to start sure the customers order spare parts to the service plans and at the end of the day invoiced customers and it has turned out that compared to the other countries that are not using the mobile solution yet so the turnover of the service order so because the the time has has decreased significantly significantly let’s say more than sixty percent compared for example to the pier compare countries so exactly if I put it in this in a country which does not have mobility solution but it’s exactly the same type of services being delivered on the ground it was coming around 40 days but while in this model you have the service engineers on the road and then you have service coordinators as a sort of back office and now in Sweden with the mobility solution it’s gone up to around 14 days into end time so that’s 14 days versus 39 days more than sixty percent change huge you cheap room improve and it the cash flow we really like that and not to mention of course the inventory levels on vans they are much more accurate when you have the tool how the managed to the customer invoicing so so pretty comprehensive package yeah exactly if I just add one more the point of it without the mobility solution the architecture very simply was that there is a engineers on the road who then have to still be on the mobile but on the voice to talk to the service coordinators who they instruct them to say okay place this material do this year now why do I go next so it was all still the human mobile technology but now they don’t need to rely on anybody else and they can have a check for themselves that’s true so the ratio between the number of engineers on the ground to the service coordinators if we compare it it was like one is 28 or one is 210 without the mobile solution and with the mobile solution it’s anywhere it’s crosses 2 1 is 2 30 yeah so is we don’t we have more than 100 service technicians and that mean is less less than thin but then coming back to the mobile and the architecture and all that so I guess somewhat a year ago more a little bit

more than a year ago we were in the very beginning thinking that which way to go and these were actually this these books here are representing the cornerstones of our pondering and thinking that what should be taking care of so they say be back and bar it was pretty obvious that that we should go a standard solution as us as we have in the back end developed already because we had countries using the back end solution and we really didn’t want to have mobile solution to disturb those processes too much the middleware well there were several considerations on that but we needed the seamless seamless integration for the backend for this say b1 do harm if we integrate other platforms using the same platform but definitely it was we went the sybase for for the essay be super that food that’s that’s for sure robust technology for for the offline uses it was pretty obvious that we need to support your lions canarios in sweden data roaming it’s not reliable enough we are moving big blocks of the data around and we definitely needed to have that we knew from the very beginning that they would more make the scenarios more complex but we needed to have that and the UI and device support so they already the technicians already they have their windows laptops there we want to utilize the existing hardware we didn’t have a business case to replace all all the old equipment with with the tablet or or so so we went for the windows client Native Client way from the beginning future will so then which way if we need to add some some other UI support in in the near future but it’s whether this is ephraim it and on specific areas about this if you look at how much lines of code was required on the whole to make this project life i would say it was like around thirty thousand lines of code across sa pcs the middleware and the laptop at the end of the day but then most of this even if you see the volume is high the changes that were needed to be done on the AC pcs friend we are quite less so if a map it to the type of development effort it’s like a ratio of one for the back end double on the middleware and double on the front end which is sort of one is to do is to do so I quit rule of thumb actual exactly so that is how the type of changes and the development efforts that were required when and most of these developments were more for the offline usage because it was about loading all the data master data that was required into the laptop what was required so that they can operate completely off yeah so it does not to change any functionality on the CP friend but only to load maximum of the data and of course we had to meet the deadlines for the complete rollout projects and we need to meet the deadline met the deadlines when it comes to really seize and all that so so there are pretty much constraints when you did slamming so me go where hurry okay from the Middleburg perspective the key thing was about offline capability the service engineers had to be able to do practically all their operations offline and then they can sync it up with the ASAP system when at the end of the day or whatever the guideline is one connect at least once in the morning it’s better if you’re able to connect also once in the evening but once in the morning was the type of guidance that was told when we looked at the offline mode the data restriction is the biggest challenge we needed around 300,000 records for the master data the open items and other things which need to be synced up when we initially saw that it was 300 thousand records it was a showstopper yeah so but then when we understood what are the key factors to be fine-tuned the total time taken to sync up these three hundred thousand records was less than five minutes and i’m not talking about gb of networks i am talking about a normal sort of a mobile thing that is somewhere in a remote area so that was quite a good achievement which means all the components have to be very optimized the MBO was a design that was exactly used to cause the persistence to happen in this particular model one important consideration is you have the ACP you have your middleware and then you have the front end usually in scenarios what happens is you say that the ACP data is synced to the middleware about one hour eh or in every six hours and then the middle where it becomes a data giver to

the front end the speed between these two are quite efficient because the MBO is exactly designed to deliver this data but in this situation we looked at multiple options we said how soon should the ASAP data be reflected on the middleware because that was quite intensive so that’s design parameter that needs to be looked out for thanks Ari then ok have a look on the project timeline beginning of the 2012 we had the architectural considerations whether to go for sybase or some other platform we decided to go for the sybase then we had a baby Finland helping us in indy planning the architecture of the sybase but but also installing the hardware for us so we didn’t have in-house competence an essay p helped out us there then we started the rfp around so so this is one of the partners to join that round and we decided then to go for TCS Theseus had the best best offer bestbest quotation and we selected TCS in the beginning of June 2012 and then we started the project an and abroad Dragic team individual side in the Helsinki office and started to work actually yeah to tell you somebody about the project execution the total time to get the project developed and deployed out says six to seven months once you have decided what technology you want to use and once the sort of infrastructure is put in place the how is that there are some differences between a standard SI p project and the mobility project from an execution perspective example the testing effort in this scenario was more than twenty percent when I say this it has two different facets the first one is the different components which are present when it is one monolith system it was quite easy to test it but in a mobility you’re talking about a whole architecture in place so it increases your time the second one is the user testing again that increases a time because they look at different other aspects than just using it on the screen third in the testing we also found out what we cannot debug or find as mistakes because a service engineer is on the ground somewhere and he’s doing a job and suddenly something does not work for him he is not going to take a screenshot send it to you and do all those operations so when you find it affect you so need to build in ways in your software to actually communicate to you on what is the exact error otherwise he will be online only the next day so there is no way you are going to solve our efficiently help and connect to him so the testing effort was more than twenty percent that was one learning and then from an effort perspective I still told you that it’s about ratio of one is to do is to do when you talk about back-end the middleware and the front end third the front end here is not exactly a mobile phone or an eye I phone but and laptop as he also emphasized it’s important to know this because there is always a concept that mobility means it has to be an iPad or some other form of a rugged device but here we are talking about a purpose and a solution to meet it asup still was the only way to meet this requirement because the whole business functionality had to be still done on the laptop without any connection to a CP still following all the integrated rules of ACP you can create a service order without a material or wrong equipment or nothing the whole integrity still has to be maintained yeah we did that basically within a year and I think it was a good achievement and we’ve this a lot of learnings to take place but still we’re very happy with it with the execution and how how the project turned out in the end and have to mention here that the TCS was able to offer that as a fixed price project so it was a safe bet from our point of view to take that offer and accept that offer so we are pretty pleased with the with the approach then here the main function so it’s a comprehensive package would like to highlight that that we are using the dscp montrose across who utilize the standard Bobby’s as much as possible and of course here here is also mention the the offline usage which is the mania kind of the cornerstone of the whole application bank if I’d look at the sort of top three business functionalities I would say that the service order end-to-end is possible in an offline mode here which means the service engineer goes to the place of the repair looks at the order checks up what he has to do completes the whole work he can take the technical report

and the service report he can’t if there is a printer yes he can print it offline because there is no internet connection required for printing but yes there is a driver for the printer that’s required or he can email it across the PDF of the service report is available right there and he when his time reporting cost reporting the travel presence/absence everything is done in 2n so all the things required for the service order is in two and available in the solution the second part I already touched upon is the time reporting so that was the top key feature third was there were even few things which we are not possible on a CP but they were developed on the mobility but still using the same rules and functionality of sapa example the component level statuses or the service order numbering scheme which is different from standard so this would be the key processes and then last point of the presentation is the lesson learned and the key takeaways so so the architectural apart yes it helps if you have the online to expertise in-house but of course you can have partners SI p to help you but i think to some extent later you need to have some understanding of the platform itself enabled you to make it you know develop further and and make upgrades happen and all that I know as mentioned the offline application you could apply the rule of thumb 12 to 22 so the offline scenarios are pretty extensive to create and develop and maintain as well but we needed that and that’s the case and the mobile app it doesn’t change the human behavior neither the business process see so you need to put a lot of effort to the change management and the software itself doesn’t do the trick unfortunately and project execution I think the key thing was that we had a project team on site twice during the design phase and during them the testing phase and and it really made this happen and yeah that’s basically it thanks for watching and we have the breakout room here reserved if you have any further questions so please join us there and we we can elaborate things further on thank you very much thank you

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