Global Trade Management (GTM) and Best Practices · Global Trade Management (GTM) and Best...
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Global Trade Management (GTM) and Best Practices Jerry Peck, Vice President Global Trade and TransportationMay 8, 2019
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Safe HarborGlobal Trade Management (GTM) and Best Practices
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This presentation includes forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. These statements are subject to significant risks and uncertainties. Actual results and events may differ materially from those set forth in these forward-looking statements. These risks and uncertainties are detailed in QAD’s SEC filings, including its latest Annual Report on Form 10-K and in particular the section titled “Risk Factors” therein and other periodic reports subsequently filed by QAD with the Securities and Exchange Commission.
This presentation contains references to certain financial measures that have been adjusted to exclude certain expenses and other specified items. These financial measures differ from comparable measures calculated and presented in accordance with accountingprinciples generally accepted in the United States of America (“GAAP”) in that they exclude unusual or non-recurring charges, losses, credits or gains. Management believes that financial presentations excluding the impact of these items provide useful supplemental information that is important to a proper understanding of the Company’s results. These presentations should not be viewed as a substitute for results determined in accordance with GAAP, nor are they necessarily comparable to non-GAAP financial measures presented by other companies.
This presentation is intended to outline QAD’s general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, functional capabilities, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functional capabilities described for QAD’s products remains at the sole discretion of QAD.
QAD undertakes no obligation to update forward-looking statements.
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IntroductionGlobal Trade Management (GTM) and Best Practices
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Jerry PeckVP, Global Trade & Transportation
QAD Precision
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AgendaGlobal Trade Management (GTM) and Best Practices
• Defining “Global Trade Management”
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AgendaGlobal Trade Management (GTM) and Best Practices
• Defining “Global Trade Management”
• Trending Issues:- China Tariffs- “Disruptive” Technologies
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AgendaGlobal Trade Management (GTM) and Best Practices
• Defining “Global Trade Management”
• Trending Issues:- China Tariffs- “Disruptive” Technologies
• Best Practices: Trade Compliance and Trade Optimization
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Defining Global Trade ManagementGlobal Trade Management (GTM) and Best Practices
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Defining GTMGlobal Trade Management (GTM) and Best Practices
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“The practice of streamlining the entire lifecycle of global trade across order, logistics, and settlement activities to
significantly improve operating efficiencies and cash flow . . .”
Source: AMR Research, Cognizant 20-20 Insights, “Optimizing the Global Trade Management Solution Evaluation and Selection Process”
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Key GTM TasksGlobal Trade Management (GTM) and Best Practices
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PRODUCTION PLANNING
ORDER MANAGEMENT
SUPPLY CHAINMANAGEMENT
CARRIER SELECTION
CUSTOMS CLEARANCE
SHIPMENT DELIVERY
ORDER SETTLEMENT
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Defining GTMGlobal Trade Management (GTM) and Best Practices
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“The practice of streamlining the entire lifecycle of global trade across order, logistics, and settlement activities to
significantly improve operating efficiencies and cash flow . . .”
Source: AMR Research, Cognizant 20-20 Insights, “Optimizing the Global Trade Management Solution Evaluation and Selection Process”
“. . . The key objective of any GTM package is to manage import and export functions . . .”
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QAD Precision: A Complete End-to-End SolutionGlobal Trade Management (GTM) and Best Practices
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PRODUCTION PLANNING
ORDER MANAGEMENT
SUPPLY CHAINMANAGEMENT
CARRIER SELECTION
CUSTOMS CLEARANCE
SHIPMENT DELIVERY
ORDER SETTLEMENT
ITEM MASTERDATABASE
LICENSEMANAGEMENT
TRADE DOCUMENTS
COMPLIANCE CHECKS
DATA ANALYTICS
BUYER SCREENING
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Global Trade Management (GTM) and Best Practices
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QAD Delivers True End-to-End GTM
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Demand So
urce
Manufacture
Orders
Schedules
Pricing and Billing
EDI
QAD Supplier PortalShop Floor
Orders
Schedules
Pricing and Billing
EDI
Customer Self Service
QAD DynaSys DSCP
QAD Precision GTE
QAD CEBOS QMS
Export Import
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Current Events Impacting GTMGlobal Trade Management (GTM) and Best Practices
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Current Events: China TariffsGlobal Trade Management (GTM) and Best Practices
• July 2018 – retaliatory tariffs of 10% to 25% on US $250 billion worth of Chinese products
• Exposed risk for companies that- Single-sourced strategic goods- Lacked advanced visibility and/or
contingency planning
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Current Events: Emerging TechGlobal Trade Management (GTM) and Best Practices
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“A disruptive innovation is one that disrupts an existing market and value network, displacing established market-leading firms, products, and alliances”
Source: Wikipedia
Potential “Disruptive” technologies
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Current Events: Emerging TechGlobal Trade Management (GTM) and Best Practices
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Potential “Disruptors” to GTM1. Artificial intelligence: machine learning2. Artificial intelligence: expert systems
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Current Events: Emerging TechGlobal Trade Management (GTM) and Best Practices
• Perfect for a “smart” classification system- Knowledge of product attributes
replaces knowledge of classification
- Could facilitate product classification to move ‘upstream’ to Designers, R&D, or Procurement (with oversight)
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2) AI Expert Systems (Rules-based)
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Artificial IntelligenceGlobal Trade Management (GTM) and Best Practices
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Dr. Kai-Fu-Lee– Artificial intelligence expert – Previous President of Google China
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Current Events: Emerging TechGlobal Trade Management (GTM) and Best Practices
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Potential “Disruptors” to GTM1. Artificial intelligence: machine learning2. Artificial intelligence: expert systems3. Robotics4. Big data: business analytics5. Industrial internet of things (“IIoT”)6. Additive manufacturing7. Blockchain
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Current Events: Emerging TechGlobal Trade Management (GTM) and Best Practices
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Blockchain holds promise for tracing physical assets such as food, drugs, aerospace and conflict minerals, but…
– Doesn’t ensure accuracy of original data– How do you stamp a cryptographic key
on a tomato? (potential for substitution)– Requires participation of all parties in your
supply-chain– May still require third-party auditing
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Current Events: Emerging TechnologiesGlobal Trade Management (GTM) and Best Practices
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“Which is the most exciting new
technology...?”
Source: American Shipper, Dec-2018 Technology Benchmarking Study
31% Blockchain
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Current Events: Emerging TechGlobal Trade Management (GTM) and Best Practices
• Form a committee to study potential business benefits- Become your department’s subject-matter expert - It could have applications no one has thought of
• Join a relevant business organization- Blockchain will require operating standards- Ensure that your company’s interests
are covered
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Best Practices: Trade Compliance and Trade Optimization
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Global Trade Management (GTM) and Best Practices
First: it’s the law• Engaging in international trade is a
privilege, not a right• Penalties estimated at 8x greater than IRS
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Importance of Trade Compliance
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Trade and Customs Best PracticesGlobal Trade Management (GTM) and Best Practices
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Denied Party/Embargo Country Screening• Perform first screen at time of order
receipt- Include all parties in the end-to-end
supply chain - Perform second screen prior to release
• Companies now also screening against “watch lists”- Includes financial, ethical, criminal
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Trade and Customs Best PracticesGlobal Trade Management (GTM) and Best Practices
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Civil and criminal penalties reaching $100Ks of dollars per violation; possible seizure of articles and denial of export privileges
PayPal: $7.7M for 486 violations JPMorgan Chase Bank: $5.26M DHL: $9.44M multiple violationsExxonMobile: $2M Ukraine sanctions Alcon Pharmaceuticals Ltd: $7.6MAmazon: Currently under investigation
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QAD Precision Cloud CustomersGlobal Trade Management (GTM) and Best Practices
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Over 200 million screenings a year!
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Importance of Trade Compliance
First: it’s the law• Engaging in international trade is a
privilege, not a right• Penalties estimated at 8x greater than IRS
Second: Remains a largely untapped area for reducing time, cost and riskfrom international supply chains
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Trade and Customs Best PracticesGlobal Trade Management (GTM) and Best Practices
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Trade and Customs Best PracticesGlobal Trade Management (GTM) and Best Practices
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• Traditionally considered ‘luggage’ by U.S. Customs
• Dutiable at 20% of declared value
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Trade and Customs Best PracticesGlobal Trade Management (GTM) and Best Practices
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• Incorporated enough ‘play value’ to qualify as a toy
• New tariff code qualified for duty free entry from Mexico (NAFTA)
• Saved Mattel 7 figure$ in import duties
• “Tariff Engineering”
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Lessons Learned: Best PracticesGlobal Trade Management (GTM) and Best Practices
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Why not incorporate Trade and Customs considerations at the earliest stages of product design planning decisions?
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Trade and Customs Best PracticesGlobal Trade Management (GTM) and Best Practices
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PRODUCTION PLANNING
ORDER MANAGEMENT
SUPPLY CHAINMANAGEMENT
CARRIER SELECTION
CUSTOMS CLEARANCE
SHIPMENT DELIVERY
ORDER SETTLEMENT
ITEM MASTERDATABASE
BUYER SCREENING
LICENSEMANAGEMENT
TRADE DOCUMENTS
COMPLIANCE CHECKS
DATA ANALYTICS
TRADE & CUSTOMS PLANNING
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Trade and Customs Best PracticesGlobal Trade Management (GTM) and Best Practices
• Perform full landed-cost comparisons (Product cost plus)- Export fees and delivery to port- International freight- Customs clearance fees- Import duty/tax and final delivery- Time and risk
• Identify regulatory issues- Is my export controlled?- My foreign customer wants DDP incoterms- Any Import admissibility requirements?
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PRODUCTION PLANNING
TRADE & CUSTOMS PLANNING
+
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Trade and Customs Best PracticesGlobal Trade Management (GTM) and Best Practices
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The “3Cs” of trade optimization: compliance, cost and/or cycle-time COMPLIANCE
CYCLE-TIMECOST
Whether an issue was regulatory or economic, an improvement in one generally led to related improvements within another…
Optimization
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Other Cost Saving Strategies1. ‘Direct-Ship’
2. Foreign Trade Zones (FTZ)/Customs Bonded Warehouses
3. Duty Drawback
4. Free Trade Agreements (FTA)
Trade and Customs Best Practices
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Free Trade Agreements (FTA)Global Trade Management (GTM) and Best Practices
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“Companies leveraging FTA as part of an overall GTM project average a 500% ROI after 3 years.”
- Ernst & Young
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Free Trade Agreements (FTA)Global Trade Management (GTM) and Best Practices
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Complexity of Rules of Origin
Lack of internal expertise
Lack of personnel to manage 28%
31%
41%
Globally, organizations miss out on 70% of the Free Trade Agreements
available to them
Source: 2015 Thomson Reuters & KPMG FTA White Paper
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The QAD Precision FTA SolutionGlobal Trade Management (GTM) and Best Practices
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• Complies with FTA requirements for all 459WTO trade agreements
• Automatically prepares Certificates of Origin and declaration statements
• Automatically solicits and manages supplier Certificates of Origin
• Provides archiving and full audit support
• Performs “what if” bill-of-material modeling for FTA qualification
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New IMPORT Trade SolutionGlobal Trade Management (GTM) and Best Practices
• Seamless ERP-export-import-transportation technology stack
- Product HTS look-up tool and classification worksheet
- Item Master product database- Duty modeling and FTA qualification - Supplier denied party screening- Workflow dashboards and compliance
checks- ABI-compatible data for automated filing
• Early adopter: September 201940
IMPORT
Workflow Dashboards
Generate Import Documents
Record Keeping
Regulatory Checks
File Customs Entry
Supplier Screening
Import HTS Classification
Item Master Data Base
Landed-Cost Modeling
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Next StepsGlobal Trade Management (GTM) and Best Practices
Opportunities for enhancing your company’s GTM process?• Compliance
- Do we incorporate Trade and Customs considerations into our business planning?
- Are we conducting adequate screening?- Who classifies our products?
• Optimization - Are we taking advantage of duty avoidance/minimization strategies? - Do we know if we’re leaving money on the table?- Have we automated our GTM process?
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Highlighted SessionsGlobal Trade Management (GTM) and Best Practices
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Streamlining Finance Operations with QAD
eInvoicing
Carlos Garcia, QADWednesday, 1:30 PM-2:30 PMRhythms 1
The Next Generation of Demand Planning:
Intelligent and Real-Time
Shaun Phillips, QADWednesday, 3:00PM - 4:00 PMRhythms 1
Platform Analytics Update
Alban Bentein, QADThursday, 11:00 AM-12:00 PMWaterbury Ballroom
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Questions and AnswersGlobal Trade Management (GTM) and Best Practices
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Jerry [email protected]
+1 469.400.5402
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Breakout Session SurveyGlobal Trade Management (GTM) and Best Practices
Remember to take the breakout session survey for every session you attend,
for a chance to win an iPad each day of Explore.
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https://explore.qad.com/contests
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Thank You!Global Trade Management (GTM) and Best Practices
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www.qad.com©QAD Inc. 2019