PFM DEVICES Complex Project Initiatives N A V

PFM DEVICES Complex Project Initiatives N. A. V. T. Consultants

Agenda ➔Overview & Current Issues ➔Objectives ➔Two Strategic IT Options ➔Option Selection and Justification

PFM Overview ➔ Acquired established competing businesses in France and Japan ➔ Global Market Share rose ➔ Gary Lunde became CEO in 2004 ➔ Betty Brewer became CIO in 2004

PFM Current Issues ➔ Poor access & visibility to real time data ➔ Inaccessible and untimely inventory ➔ Difficulty in extending products globally ➔ Global competition ➔ Financial hardship - revenue down

PFM Objectives ➔ Increase market share 2% ➔ Decrease operating expenses ➔ Increase access and visibility ➔ Reduce inventory levels globally by 10% ➔ Main goal: implement a new project to help reverse financial loss

Two Strategic IT Options: Data Warehouse & CRM

What is Data Warehouse? ➔ Central data source that combines data from various administrative systems ➔ Access to data real time ➔ Better tracking of inventory costs and sales data ➔ Better tracking of end users

Why Data Warehouse? ➔ ➔ ➔ Defensive Strategy Backed by our CFO Increase visibility to real- time data Quicker decision making Better Inventory control Reduces Cost

PFM with DW ➔ A drop in operating costs ➔ More partnerships with other countries ➔ Better understanding of the customer ➔ More inventory control

Who Are Our Customers? Indirect Customers ➔ Surgeons, Hospital and End Users

What is Customer Relationship Management? ➔ Build stronger relationships - quality customer service - increased revenue - increase market share ➔ Learn more about customer habits and purchases ➔ Helps to assess which locations would be better to stock inventory

Why Customer Relationship Management System ? ➔ Backed by our CEO and VP of Marketing ➔ Tracking customers and building strong relationships with end users ➔ Word of Mouth Marketing ➔ Terri Freeman would sponsor the project ➔ Betty Brewer would successfully implement it ➔ Increase Revenue ➔ Increase Market Share

PFM with CRM ➔ Increased Revenue ➔ Increase Market Share ➔ Increase relationship with end users ➔ More Free Marketing

Data Warehouse vs. CRM NPV

Data Warehouse vs. CRM Benefits DW: ➔ Centralized area of corporate data ➔ Better business decision making ➔ Improved standardization upon fragmented IT infrastructure ➔ Better organization to monitor key trends & results ➔ Reduce overall business costs ➔ Increase efficiency ➔ Easy integration CRM: ➔ ➔ Better customer service Ability of sales staff to close deals faster Increased revenue & profitability Improved ability to cross-sell

Data Warehouse vs. CRM Risks DW: ➔ Time consuming ➔ Security flaws ➔ Maintenance & updates to system can get costly over time CRM: ➔ Expensive ➔ Over-automation ➔ Underestimated technology requirements ➔ Web dependency

Strategy Decision: Data Warehouse

Why Data Warehouse First? ➔ Main goal: reverse financial loss ◆ Backed by CFO ➔ Lower developing and operating costs ◆ Less financial risk ➔ Cost savings: about $2 million a year ➔ Decreasing costs - increases profitability

Why Data Warehouse First? ➔ Meets objectives : ➔ Decrease operating expenses to > 62% of sales ◆ Significantly lower operating costs ➔ Increase access/visibility to financial inventory/sales data worldwide ◆ Store all data in one place ➔ Reduce inventory levels globally by 10% ◆ Increase inventory control globally - 4% cost savings

The Need for DW at PFM ➔ Unified IT strategy across all 3 divisions ➔ Need to fix overseas divisions ◆ No plan for IT governance, backup or disaster recovery ➔ Critical to analyze IT costs before taking on more complex projects ➔ CRM → revenue, but has little impact on us (USA division)

THANK YOU! QUESTIONS?