Tefen Company Presentation

S t r a t e gy Or g a n i z a t i o na l D e v e lo p m e n t Op e r a t i on s Ex c e l l e nc e P r o je c t Ma n a g e me n t

Delivering Performance

Excellence

Company presentation

© Copyright Tefen Italy

This document contains data which is property of Tefen and is provided only for limited use.

This data may not be copied or disclosed to third parties without consent of Tefen and not used otherwise than permitted.

Agenda

2

Tefen Management Consulting

Business Activities

References & Contact

3

Tefen, local presence & cross-border service expertise

Tefen Management Consulting is an international, independent consulting and services company.

Local capabilities and global presence to better serve international clients

Hands-on, practical, bottom-line driven approach; strong integration with client teams

Together with our customers our consultants work on projects of various issues in the areas of general strategy,

process optimization, project management and organizational development.

Founded in 1982 and currently employing over 250 consultants, the company has amassed a reputation

for improving and enhancing performance excellence in some of the world's largest and fastest growing

companies

UK

London

Germany

Munich

Romania

Bucharest

Headquarters

Israel

Tel-Aviv

China (Allpku)

Beijing

U.S.

New York

China (Allpku)

Shanghai

Italy

Milan

South Africa.

Cape Town

Bulgaria

Sofia

Tefen Italy– What is our proposition and our value added?

4

result-oriented – pragmatic – reliable – experienced

We are strongly result-oriented

We dedicate ourselves to the guaranty of tangible and quantifiable

improvements of our clients’ performance

We are very pragmatic (hands-on approach)

We support our clients not only in defining strategies but, more importantly, in

their implementation.

We are working in close contact with our clients (bottom-up

approach)

We are working day by day with our clients, building trust and delegating in

order to guarantee a continuous improvement which is also sustainable in the

long run

We have strong content expertise

Our consultants are trained and competent to assist our clients in all the main

functional areas and industrial sectors. Where very specific competences are

required, we rely on a “technical” network of external partners (eg:

environment consultants, legal, tax etc.)

Our Values

Trust

Integrity

Professionalism

Commitment

Fulfillment

Low

( - )

Average

( = )

High

( + )

Low

( - )

Average

( = )

High

( + )

“Big five”

5

We are different

The leader in strategy

consulting

Brand equity

Consulting Fees

International Presence

Competences

Talents

Partnership with clients

Pragmatism

Implementability

Low

( - )

Average

( = )

High

( + )

Tefen’s strong points are the quality of its consultants and the decided direction toward concrete and tangible results


Business Activities


Agenda

6

With our four building blocks of success, we provide

professional, competent and comprehensive consulting

medium-

sizedpragmatic

experiencedreliable

Media, Communication & Entertainment

Energy & Utilities

Health Care

Industrial Goods

(such as automotive and construction)

Others (Consumer Goods, Banking &

Finance, Transportation, Retail

Industry Expertise

Project & Program scoping and operational

support

Business initiative review & acceleration

Monitoring of the project progress

Multi-project analysis

Coaching and training

Project Management Expertise

Strategy – Sales / Marketing – Finance – Operational Excellence

7

Creation of successful implementation

structures

Design & support efficient execution

processes

Manage change successfully

Implementation Expertise

Sustainable business development

Successful financing and controlling

processes

Revenue growth and effective control

Organizational and operational

excellence

Manage special situations successfully

Technical Expertise

We have extensive industry knowledge in the energy,

healthcare, industrial products and Media & ICT sector

Healthcare

(Bio-Pharma, Med-Tec,

pharmaceutical sales, Medical

Device etc.)

Sample projects at energy companies:

• Long-term approaches for energy

conservation

• New organizational structures

• Innovative services (i.e:. e-mobility

services)

• Maintenance and reliability

optimization

• Risk management systems

• Growth strategy support

• Optimization strategy development

for energy sources portfolio

• Programs for “participative” costs

reduction - Zero Based Analysis

• Step change opex programs

Energy / Oil &

Gas/petrochemical

(refineries, energy providers, oil

PNV, esp, renewables, etc.)

Sample projects at industrial

enterprises:

• Successful financing at a

company in the plastics industry

• Strategy development for an

automotive supplier

• Internationalization for machine

and plant manufacturer

• Acquisitions in the machinery

and plant construction sector

• Increasing productivity in the

food industry

• Reduction in the consumption

baseline for a civil aviation

manufacturer

Industrial Goods

(machinery and plant

engineering, automotive

suppliers, manufacturing, etc.)

In addition we support several companies, which act outside of these four sectors like

Consumer Goods, Banking & Finance, Chemicals, Transportation, Retail

Sample projects at healthcare

companies:

• Strategic & Operational Change

Program acceleration

• Successful new market

internationalization

• Supply Chain Management

• Patient Management (hospital

settings)

• Health pathway redesign

• Process re-engineering

• Commercial Effectiveness

• KAM Model to maximize Sales

levers and exploit untapped

accounts’ potential

• New Product Launch

• Price and Product Portfolio

Management

• Quality Control Diagnostic

Benchmarking

8

ICT & Media(Telecommunication, media, Software

vendors, UCC and infrastructure

service providers, etc.)

Selected projects in the ICT & Media

sector:

• TV/Radio Production Operational

excellence (Rai)

• Media Business Unit design &

start-up (RaiNews, RaiNet)

• TV/Radio format & concept

innovation through Blue Ocean

approaches

• Business models and marketing

strategies development

• E-publishing business models

• Social media presence

• Corporate and Organizational

Development

• Collaborations and M&A



medium-

sizedpragmatic

experiencedreliable

Industry Expertise


9


support







structures


processes





processes



excellence


Technical Expertise


Energy & Utilities

Health Care

Industrial Goods




Our professional competence at a glance

Holistic sales approach

Revenue growth and efficient

controlling

Sustainable business

development

8P multidimensional approach

In all fields of our professional competence we have the tools and methods

for effective and efficient development of various issues.

When developing a company

management faces constantly new

challenges:

Founding

Financial restructuring

Succession

Carve-Out / Spin-Off /

Integration

Manage

special situations

medium-

sizedpragmatic

experiencedreliable

Energy & Utilities

Health Care

Industrial Goods


IT and Telecommunication

Industry Expertise

Creation of successful structures

Provide ef f icient processes



Successful planning of projects

Substantial support





Sustainable Business Development

Revenue growth and ef fective control

Successful f inancing and controlling


Technical Expertise

Vision

Corporate

Strategy

Business Strategies

R & DSales &

MarketingService

Sales

Excellence

Structur &

Process

System

Control

Sales Support

1

24

3

Special situations require special

measures

Succession

Rehabilitation / restructuring

Carve-Out, SpinOff & Integration

Founding

Market

Successful financing and

controlling

Corporate

success

longterm

protection

New Operations Establishment

Strategic Cost Cutting

Supply Chain Excellence

Organizational Excellence

Site and Organization diagnostic

Process re-engineering

Quality Enhancement

R & D and Engineering Enhancement

Organizational and Operational

Excellence

10

Vision

Corporate

Strategy

Business Strategies

Long-term business assurance – Strategy

When developing a long-term strategy, we combine proven approaches

with innovative tools. Hereby we follow a defined structure:

1. Vision engineering

Development of the corporate philosophy

Define vision, mission and values

4. Divisional and functional strategies

Define strategy and implementation activities

Plan activities

Define roles and responsibilities

5. Create basis

Perform trend- and market-analysis

Identify and achieve innovations

Monitoring of trends

3. Business model creation

Analyze sales and product structures

Define and rework business model

Define market penetration strategy

Align sales activities

Market development & Innovation

2. Corporate strategy development

Define focus business segments

Develop market-, resources- and value-added-strategy

Perform market and customer segmentation

Corporate control and derived value drivers

Selection of our methods

and tools

Blue Ocean Strategy

Corporate Social

Responsibility (CSR)

Business Model Canvas

EVA Management

Innovation Management

Market Cascade

Megatrends

Partner Relationship

Management (PRM)

Positioning Modeling

Strategic roadmap

Strategy Mapping

Value Chain Strategy

Roadmap

Customer Relationship

Management (CRM)

RACI

Market Intelligence

SWOT

Competitor Intelligence

Trend Monitoring

Target systems/ SMART

R & DSales &

MarketingService

medium-

sizedpragmatic

experiencedreliable

Energy & Utilities

Health Care

Industrial Goods



Industry Expertise






Substantial support









Technical Expertise

11


Corporate Finance

Alignment of finance on strategy

and return

Assistance in selecting a

suitable partner for financing

Optimization of the

finance mix

Finance

Controlling

Correct financing, profit-oriented management and proper information.

Strategic Controlling

Implementation of the

value analysis

Development of performance

indicators and control systems

to verify the strategy

Development of business plans

and success scenarios

Value-Based management

M&A Advisory

Review of M&A options

Purchase price

determination and execution

of company valuations

Monitoring and management

of the transaction process

Post M&A advisory

Operative Controlling

Carrying out status

analysis

Budgeting, planning

Designing P&L models

and other ongoing reports

Corporate

success

long-term

protection

medium-

sizedpragmatic

experiencedreliable

Energy & Utilities

Health Care

Industrial Goods



Industry Expertise






Substantial support









Technical Expertise

12

Achieve sales growth and effective controlling – with the 8P

model

Set the optimal branding strategy, create brand(s) and

design

Determine effective public

relations and define

appropriate PR platforms

Set price of the product or types

of products (individual price or

uniform price?) Define and design the product and

brand corresponding product

presentation at the POS / POU

Define and implement efficient logistics between

manufacturers and distribution channels

Identify promising sales channels and build up

partnerships also leveraging on local peculiarities to

maximize regional potential

Define products and their specific design

(product features) and key product support

services such as after-sales service

Design product launch based

on As-Is value curves and To-

Be value attributes (value

proposition), through Blue

Ocean Strategy methodology

Development and establishing of

promotional activities for the various

sales stages

Sales support material and

promotional campaigns with the right

messages from concept design to

implementation

Determine attractive payment terms

(cash payment / quantity discounts, rebates,

surcharges, payment deadlines)

Design pricing models both at global and

local levels

Market

medium-

sizedpragmatic

experiencedreliable

Energy & Utilities

Health Care

Industrial Goods



Industry Expertise






Substantial support









Technical Expertise

13

Organizational and Operational Excellence

Organisation redesign

Network redesign

Systems strategy

Low hanging fruit

Processes redesign

Roles redesign

Improved interfaces &

communication

Challenge operating methods and practices

Facilitate involvement of staff at all levels

Implement KPIs & reporting tools

Support pilot / feasibility projects

Provide lean six sigma training and coaching

Process change

People change

Organisational change

Systems change

Tools

Value-stream map

Interviews

DILOs

Chartering

RACI

MOS and VA/NVA

TAKT & lead-time

OEE and SMED

Logical maps

Mistake proofing

5-whys, FMEA

Kaizen

Kanban,

KPIs design

TPM

Procedures

Wa

y-o

f-

life

Governance, resources

As-is performance and targets

Org. diagnostic (processes,

systems, org, skills, practices)

Lean/6S assessment

Transformation

Short-term Long-term

Analysis & Design

medium-

sizedpragmatic

experiencedreliable

Energy & Utilities

Health Care

Industrial Goods



Industry Expertise






Substantial support









Technical ExpertiseP

rog

ram

me

mg

mt

&

org

an

isa

tio

nal d

eve

lop

me

nt

Pro

jec

t-d

rive

n Root cause analysis

Opportunities and

benefits potential

Org. roadmap

Implementation

Methods

Cycle time analysis

Time breakdown

analysis

Diagnostic analysis

Stakeholder

analysis

Benchmarking

Cost/benefit

5-whys, FMEA

PDCA

Zero Base Budget

Systems design

Problem solving

Investment analysis

Standard work

SPC

Step change

Key results

Generate first results in the very short term

(cash break-even within 1 yr)

Results sustainability with 1-3 years

programs life-cycle

Balance initiatives scope and approach

between short and medium/long term

14

Successfully manage special situations

Special situations need to be managed strategically and

operationally successful. It helps to have partners who

have done this in the past, often and successfully.

Special situations require special

measures

Succession

Turnaround Initiatives /

restructuring

Carve-Out, SpinOff &

Integration

Founding

Selection of our methods and

tools

Development and validation of

business plans

Dept and equity capital

acquisition

Corporate assessments and

due diligences

Succession plans

Business initiative reviews

Change management

medium-

sizedpragmatic

experiencedreliable

Energy & Utilities

Health Care

Industrial Goods



Industry Expertise






Substantial support









Technical Expertise

Within 30 years of corporate consulting, we have seen it all and even more…

You can rely on our experience.

15



medium-

sizedpragmatic

experiencedreliable


16


support







structures


processes





processes



excellence


Technical ExpertiseIndustry Expertise


Energy & Utilities

Health Care

Industrial Goods




Our project management expertise includes all areas of

project management, from planning to monitoring

Successful planning of

projectsComprehensive assistance

Monitoring of project

progress and reaching

targets

Tools

Define project structure and team

Define objectives and content

Planning and budgeting of

resources and timelines

Project Structure Plan

Gantt-Chart

Project Handbook

Organizational Charts

Tools

Supervisory project management

Coordinate activities and provide

secure communication

Actively implementing measures

Train project staff (onboarding)

Project Progress List

Project Management Office (PMO)

RACI-Models

Skills Transfer Program

Tools

Monitoring and ensuring project

progress

Monitor and measure success

Documenting project

Transfer to a standard process

Project-Management-Dashboards

Ratios-based control systems

Steering Committees

medium-

sizedpragmatic

experiencedreliable

Energy & Utilities

Health Care

Industrial Goods



Industry Expertise






Substantial support









Technical Expertise

17



medium-

sizedpragmatic

experiencedreliable


18


support







structures


processes





processes



excellence


Technical ExpertiseIndustry Expertise


Energy & Utilities

Health Care

Industrial Goods




With our methods and implementation expertise, we support

the successful change in your company

Start

Implementation

Completion

Implementation

Process People

Structure

Process

Structure

People

Acti

vit

ies

To

ols

Analyze the current situation

Define goals and measures

Define responsibilities

Plan time periods

Define interfaces

Determine budget and resource

requirements

Successful change

Perform feasibility audits

Modeling changes

Trigger sub-projects, manage and

control

Support by solving skills and an

extensive network

Involve people in the change process

Change Management Map

RACI

Calculation

Risk analysis

Detailed action planning

Change-Cockpit

Trainings

Coaching

Change Agents

Change Committee

Team Building, Workshops

Knowledge Coffee Shops

Anchor changes in organization

Transfer of project management to

client

…

Project monitoring

Temperature Check

Satisfaction survey among employees /

customers

Examine the effectiveness of the management

methods

Check Corporate Behavior

Current situation Target state

Go

al

Get an aligned understanding about the

current situation.Drive the change.

Complete the change process

successfully.

medium-

sizedpragmatic

experiencedreliable

Energy & Utilities

Health Care

Industrial Goods



Industry Expertise






Substantial support









Technical Expertise

Change

Understand

the need

Facilitate

Communication

Create

The vision

Show

Management

commitment

Measure

and reward

Provide

tools

19

Agenda


Business Activities


20

Sample of Tefen’s clients (a recent selection)

Energy & Utility Industrial goodsHealthcareFood & Consumer goods

21

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http://www.presseportal.ch/showbin.htx?id=100007499&type=logo

http://www.presseportal.ch/showbin.htx?id=100007499&type=logo

http://www.assobiomedica.it/

http://www.assobiomedica.it/

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http://www.csreurope.org/data/images/toolbox/logo_janssen_pharmaceutica1.gif

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What our customers think about us – Testimonials

22

What our customers think about us – Testimonials

"Tefen was not only the kind of consultant who did the work, they were the coach and guide who trained workers and

engineers by doing. Through working with Tefen the production line achieved 50% reduction of cycle time and the

operator productivity increased over 70%."

Director Production Planning, Infineon

"I was very impressed with the professionalism and work ethic of the Tefen organization. Of extreme importance was their

demonstration of excellent teamwork with all members of our manufacturing team."

Operations Manager, Motorola

"Through working with Tefen as a team, we achieved a 20% productivity improvement within a short period of time."

Logistic Manager, Panasonic

"Tefen is a very reputable organization familiar with the quality and manufacturing aspects of the pharmaceutical industry.

They are technically competent and business results driven."

VP Quality Assurance & Technical Operations, Johnson & Johnson

"Excellent. This was a clear, concise presentation that covered all topics with details. Gave clear examples of real life

application."

VP Operations, Amgen

23

medium-

sizedpragmatic

experiencedreliable

Industry Expertise

Implementation Expertise Project Mgt. Expertise

Technical Expertise

24

Documents

Tefen Company Presentation