JD Edwards
Summit
Effectively Selling to
Apparel Companies
Pat Mariles – Business Development Director
Sharon Winter – Principal Product Manager
Geoff Rollins – Sales Consulting Manager
Ed Kubulins – Principal Sales Consultant
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2
Program Agenda
1
Understanding Apparel Industries
2
Target Industries
3
When to Position Best of Breed (BoB) Solutions
4
Demo Fundamentals
5
Customers
6
Collateral
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3
JD Edwards EnterpriseOne
Apparel Management SELL SHEET
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5
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Know the industry and competition
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Apparel Industry Background
• History of point solutions
– Financials – JD Edwards, Microsoft, Great Plains
– Apparel – niche players, AFS, RLM, Re…., Blue Cherry
– PLM – Siemens, Gerber
• Low margin, fashion driven up’s and downs
• Outsourced manufacturing
• Everyone knows everyone
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7
Talk the Talk
Know the Fashion Industry Terminology
• Understand their industry segment
• Be smart about how to demo
– Create the style item relative to their business, don’t call it an item
– Once a Style Item (Jean.Blk.32.34) is created it works like any stock JDE E1 item
– Understand how they define a collections and how to support the style item in a
collection/season
– Under how they ship/allocate goods (region, size, colors, etc)
– Understand the Seasonality; Buy Week/Season Introductions, Bulk(Planning)
orders; confirmation or distro orders; prepacks; estimated vs. actual costs.
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JD Edwards EnterpriseOne
Apparel Management
Potential Apparel Target Industries:
•Wholesale Distribution
•Manufacturing
•Textiles
•Retail
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JD Edwards EnterpriseOne
Apparel Management
Textiles
• The textile industry is primarily concerned with the production of yarn, and cloth and the
subsequent design or manufacture of clothing and their distribution.
– The raw material may be natural, or synthetic using products of the chemical industry.
• Any cloth or goods produced by weaving, knitting, or felting.
• A material, as a fiber or yarn, used in or suitable for weaving:
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JD Edwards EnterpriseOne
Apparel Management
Manufacturing
• Two distinct manufacturing processes:
(1) cut and sew (i.e., purchasing fabric and cutting and sewing to make a garment),
and
(2) the manufacture of garments in establishments that first knit fabric and then
cut and sew the fabric into a garment.
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JD Edwards EnterpriseOne
Apparel Management
Wholesale Distribution
• Wholesale fashion distribution refers to the global market of bulk clothing sales, in
which producers, wholesalers and sellers are involved in a commercial, businessto-business process Apparel companies design and produce/source items that
they sell to retailers, including department stores, specialty shops and discounters.
• Often, a company owns licenses to manufacture goods under particular brand
names, and will market and advertise these lines.
• Wholesale from a retailer company perspective, especially retailers who either
have both internal and external customers or handle the retail stores as customers
of the wholesale buying organization.
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JD Edwards EnterpriseOne
Apparel Management
Retail
– Retailers consist of small and large for-profit businesses that sell products directly
to consumers. To realize a profit, retailers search for products that coincide with
their business objectives and find suppliers with the most competitive pricing.
Generally, a retailer can buy small quantities of an item from a distributor or a
wholesaler.
– Retail stores are typically more profitable than their wholesale brethren.
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When to Position Best of Breed (BoB)
Solutions
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JD Edwards EnterpriseOne
Apparel Management
When to Position Best of Breed Solutions:
Product Lifecycle Management (PLM)
• http://www.whichplm.com/
• Good reference site - Independent digital magazine dedicated to the fashion industry.
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Gerber
Infor Runtime PLM
Lawson
Lectra PLM - European French solution supporting the automated cutting (hardware & software)
Oracle Agile PLM - This solution does not support the Style Items
TXT e-solution PLM - European Italian solution with SME in the apparel
• Excel is widely used on a global level
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JD Edwards EnterpriseOne
Apparel Management – Retail Industry
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Inventory and procurement overlap
Full integration versus drill back with CAFE1
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JD Edwards EnterpriseOne
Apparel Management
When to Position Best of Breed Solutions:
Point of Sale (POS)
• On September 8, 2014, Oracle completed the acquisition of MICROS Systems.
• MICROS headquartered in Columbia, Maryland,: http://www.micros.com/
• MICROS multi-channel software solutions are all about enabling you to create a shopping
experience that allows customers to purchase when, where, and however they prefer—
even using multiple channels for a single transaction. For your organization, it means
gaining immediate visibility across your stores, website, and catalogs and mailings.
MICROS helps you to connect supply to demand enabling you to provide excellent
customer service, increase revenues, and reduce costs.
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JD Edwards EnterpriseOne
Apparel Management
When to Position Best of Breed Solutions:
GTM/OTM
• Global Trade Management (GTM):
– Global trade automation platform that enables companies to optimize and streamline business
processes related to cross-border trade. With well-structured compliance policies, and trade
automation tools to help implement and enforce those policies, companies can achieve best
practices in global trade both within and outside of their organization.
– GTM allows companies to holistically manage all aspects of trade and transportation on a single
logistics platform
• Oracle Transportation Management (OTM)
– Transportation Management integrates and streamlines transportation planning, execution, and
freight payment on a single application across all modes of transportation, from full truckload to
complex multi-leg air, ocean, and rail shipments.
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Demo Fundamentals
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20
Why We Won, Why We Lost, Lessons Learned
• Why We Won:
• Fully embedded solution
• Existing install base customer, lower TCO
• Mature base wholesale distribution solution
• Why We Lost:
• SAP AFS solution is well marketed – Must stop the noise!
• Microsoft – Familiarity – Ease of use but not all-inclusive
• Lack of embedded POS and PLM Solution
• Lack of understanding of solution
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Why we won, why we lost, Lessons Learned
• Lessons Learned
• RFP discovery & understanding of customer requirements are vital
• Known your industry lingo
• Pull in industry SME’s to assist throughout the sales deal
• Consider co-partnering with a SME Apparel Consultant
• Contact Business Development Organization to assist
• Understand how the Oracle BoB solution can round out the offering
• Understand the importance of third party solutions like PLM & WMS
– Understand how JDE E1 integrates with third party BoB solution
• Do not setup items on the fly during the demo. Have the items setup already.
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Challenge Areas
• Known Challenge Areas
– Procurement Pricing, Costing, Mass Maintenance, Import of style child items
• Learn what is on the roadmap and what can be customize easily.
– Lack of reference that emulate your prospect exactly.
• Be creative, think outside of box, use what we have
• Reference-able stories exist across industries…show momentum.
– Provide Solutions to missing functionality
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JD Edwards EnterpriseOne
Main Competition
Oracle Differentiators with Competition
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Part of the Oracle Family,
Fully Embedded Solution ,
Broader range of functionality to support multiple industries,
Core functionality set to address market needs,
Low Cost of Ownership,
Open Platform choices,
Speed of implementation,
Ability to support companies of all sizes with easily
configurable applications.
SAP AFS
Strength
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Weakness
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Microsoft – Blue Cherry
Lawson
Strength
Strength
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Seems easy to personalize for customer,
Demo’s well,
Nice integration to Microsoft Office.
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Apparel Template is not a Microsoft Solution,
Blue Cherry is used as a ‘bolt -on’,
Poor range of Apparel functionalities,
Apparel Solution strong presence in USA and Italy,
Microsoft Dynamics Ax considered more as a toolbox than as a
strong ERP Application.
Weakness
Dominant market share with global presence,
Strong reference base, Better marketing.
AFS is not part of the native SAP ERP solution, AFS was built
outside of SAP, Documented high TCO.
2 item databases – syncing issues between AFS & SAP,
Not all the ERP functionalities are available for Apparel business,
Solution to expensive and complex for a mid-market company
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Strong Apparel & Footwear install base (mainly in Europe)
Deep Apparel and Footwear functionality
Preconfigured solution
Offers a strong PLM solution
Aggressive Pricing
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Lack of flexibility
Not a complete ERP Solution – No TMS
Fashion solution perceived as a Eurocentric software with light
U.S. and APAC presence
Weakness
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27
Customers
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JD Edwards EnterpriseOne Apparel Management
1
1
1
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29
JD Edwards EnterpriseOne Apparel Management
25
20
15
Total
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30
JD Edwards EnterpriseOne
Sampling of Customer Install Base
* Validation of References required
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Key points
Gaining Traction in apparel
Know the industry
Leverage Oracle SC’s demo pages
Understand the challenge areas and have options
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JD Edwards EnterpriseOne
DSS Documentation
 Available GSE documentation via home page:
• https://demo.oracle.com/apex/f?p=100:10:112867424005513:SEARCH:N
O:10%2CRP:F_SEARCH:JDE+apparel+Management
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JDE Apparel Management Cheat Sheet
JDE Apparel Management Data Plan
JDE Apparel Management Demo Script
JDE Apparel Management TOI Data Plan
JDE Apparel Management Roll Product Definition
JDE Apparel Management T Shirt Product Definition
JDE E1 Apparel Management How To Script
•
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Additional Documentation and Information
•
Doc ID 1468154.1 – JDE E1 Apparel Management Tutorial - 120 minute recorded selfstudy tutorial.
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Doc ID 1329957.1, 1228573.1, 238883.1
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JDE E1 Apparel Management 9.0 Implementation Guide,
Release Notes,
Webcast Links,
JDE E1 Apparel Management 9.0: Master Work Order Issues,
Changes to Base Programs for JDE E1 Apparel Management,
Modifications to PCW081 and PCW082 Collections Management Programs.
Doc ID 1502200.1 - Creating Style Items for Apparel.
Doc ID 1310896.1 - Country of Origin functionality (9.1 enhancement) within the manufacturing Apparel
Master Work Order Processing module.
Doc ID 1501184.1 - Interoperability process for loading Apparel style items.
Doc ID 1501204.1 - Can Product Scheduling Work With JDE E1 9.1 Apparel Management?
Doc ID 1516275.1 - PCW47 – Understanding the Processing options and how they work.
Doc ID 1448036.1 - How are hours & quantities entered at the Master Work Order level for Style Work
orders.
AND MORE!
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