Prezentarea din deschiderea evenimentului sustinuta de Bianca Radulescu (Managing Director Apleona Romania) si Ariane Schütze (Manager Client Solutions) despre Trenduri Moderne in Facility Management.

1. APLEONA DAY
Trends in Facility Management

2. APLEONA REPRESENTATIVES
Bianca Radulescu
Managing Director
Ariane Schütze
Manager Client Solutions
15/05/2019 Apleona Day - Modern Trends in FM page 2
Frank Katzemich
Head of Competence Center E&S
Mark Fitzpatrick
Head of Digital Products

3. I. Apleona international
footprint
II. Trends in Facility
Management
III. Apleona Romania
TOPICS
15/05/2019 Apleona Day - Modern Trends in FM page 3

4. APLEONA INTERNATIONAL FOOTPRINT

5. APLEONA AT A GLANCE
Countries with Apleona entities
Apleona HQ
Apleona intern. locations
€2 billion revenue
21,500 employees
Properties under
management:
6,710
15/05/2019 Apleona Day - Modern Trends in FM page 5

6. SERVICES
Apleona offers holistic facility services
Hard Services Soft Services
Integrated Facility
Management
Production Equipment
MaintenanceDigitalisation
Energy EfficiencyEvent Solution
Consulting
15/05/2019 Apleona Day - Modern Trends in FM page 6

7. TRENDS IN FACILITY MANAGEMENT

8. FM MODELS
The evolution of FM models shows a trend of shifting risk towards professional FM providers
1980’ies 1990’ies 2000’ies 2010’ies Future
Addedvalue,costcertainty&flexibility
Bundled sourcing
Integrated FM
Holistic real
estate
Single sourcing
15/05/2019 Apleona Day - Modern Trends in FM page 9

9. HOW TO CREATE A TENDER WITH LIMITED DATA TRANSPARENCY
Time
Cost plus fee
Baselining
Volume + SLA
15/05/2019 Apleona Day - Modern Trends in FM page 11
Dataquality

10. CURRENT CONTRACT AND PRICING MODELS
Risk
Fixed price
GMP
Vested
contracts
Cost plus fee
Complexity
15/05/2019 Apleona Day - Modern Trends in FM page 12

11. COST PLUS FEE
▪ Flexible for all
requirements
▪ Client drives business
▪ Tasks are carried out as
cost plus fee without
savings commitment
Pros Cons
 Full transparency for
client
 Ideal for work that is
difficult to specify in
advance
 No cost planning
possible
 High administrative
effort for both
parties
Client Cost
Fee
15/05/2019 Apleona Day - Modern Trends in FM page 13

12. FIXED PRICE/LUMP SUM
▪ Unit prices are fixed,
quantities can be adjusted
▪ Client defines SLA
▪ Supplier manages client
expectations
Pros Cons
 Cost planning is
know and stable
 Scope of work is
defined
 Reduces contract
management and
administrative cost
for both parties
 Non-transparency
what is included in
the costs for internal
controlling
 Variable costs
difficult to handle
 Inflexibility when
changes are needed
Client
Cost
Baseline
Savings
New
fixed
price
15/05/2019 Apleona Day - Modern Trends in FM page 14

13. GMP
▪ SLA output drive
▪ Providers drives delivery
model to create savings
▪ Client measures supplier
with KPI
Pros Cons
 Allocation of risk on
the provider’s side
 Costs are
transparently
reported with a
defined annual cap
 Target price is
adaptable to request
changes and
increasing efficiency
 Only possible if
accurate data of
scope an costs are
available
 Variable costs
difficult to handle
 High administrative
effort for both
parties
Baseline
Savings
Services
Fee
Account
GMP
15/05/2019 Apleona Day - Modern Trends in FM page 15

14. VESTED MODEL
▪ Focus on the “What” and not
on the “How”
▪ Clearly defined and
measurable desired outcomes
▪ Cost plus compensation model
with the fee anchored to
achievement of KPI’s
▪ Insight vs. oversight
governance structure
Cons
 Allocation of risk to
a common
Organization
 Cost relating actions
will be agreed jointly
 Contractually agreed
gain share
 Client is committed
to one selected
supplier on a long-
term perspective
 Long preparation
time required in
advance
 Changing the
mindset of the
people involved is
challenging
Client
Cost
Client +
Supplier
Common
FM Service
Budget
Savings =
Gain share
Fee at risk Supplier
Client +
Supplier
15/05/2019 Apleona Day - Modern Trends in FM page 16
Pros

15. Innovative services
and
cost improvement
SUCCESS FACTORS FOR LONG TERM PARTNERSHIP WITH
SIGNIFICANT COST REDUCTION
Gain share
Outcome-
based
approach
KPI
15/05/2019 Apleona Day - Modern Trends in FM page 18

16. HOW DO WE CREATE SAVINGS?
Standardization Harmonization Optimization
▪ Procurement / EOS
▪ Consolidate services
▪ Self delivery
▪ Process standardisation
▪ Harmonise scope
▪ CIP Process
Savings%
15/05/2019 Apleona Day - Modern Trends in FM page 19

17. KEY SAVINGS MEASURES
Standardize
– Organizational Level
Harmonize
– Tactical Level
 Adjusting processes on a
basis of “lessons learned”
 Sharing best practices
 Continuous Improvement
Process
 Innovations
 Outcome based Model
 Standardized Service
Levels
 Multi skilled staff
 Define clear interfaces and
responsibilities
 Standardization of
equipment
Optimize
– Strategic Level
 Harmonizing services
across the portfolio
 Re-negotiation of current
contracts
 Bundling of suppliers
 IT-Solutions
15/05/2019 Apleona Day - Modern Trends in FM 20

18. INNOVATION IN IFM MODEL
Sustainable
Environments
and Products
Service
Delivery
Solutions
Digital
Solutions
For Wellbeing
Holistic
Workplace
Environments
15/05/2019 Apleona Day - Modern Trends in FM page 21

19. APLEONA ROMANIA

20. FM BUSINESS IN ROMANIA
 Based on the official data published on the web site of the Ministry of Finance and specific
reports of different CAEN codes related to main Facilities Management activities, it can be
observed substantial increases in some significant areas since 2010 and an important
development of the activities related to FM.
 If we compare 2017 with 2010, major increases are recorded in most of the services related
to FM as 67% in cleaning services (CAEN 8121, 8122), 52 % in the security services
(CAEN 8010), 42% in catering services (CAEN 5629), or even 74 % in landscaping services
(CAEN 8130).
 But overall, the percentage of the integrated services has decreased in 2017 with 4%
compared to 2010.
 In the following slides we’ll present a few graphics to understand better the trend.
15/05/2019 Apleona Day - Modern Trends in FM page 32

21. RON 695M.
RON 1,2bn
RON 278M.
RON 360M.
2010 2017
Cleaning services total volume 2010 vs. 2017 (CAEN 8121, 8122)
Cleaning services volume in Bucharest 2010 vs.2017 (CAEN 8121, 8122)
30%
40%
>31%
67%
CLEANING SERVICES 2010 VS. 2017
15/05/2019 Apleona Day - Modern Trends in FM page 33
 Tendency for outsourcing of cleaning services all over the
country
 More local suppliers driving the business

22. RON 2,6bn
RON 3,7bn
RON 1,5bn
RON 2,1bn
2010 2017
Security services total volume 2010 vs. 2017 (CAEN 8010)
Security services volume in Bucharest 2010 vs.2017 (CAEN 8010)
33%
>58%
>51%
52%
SECURITY SERVICES 2010 VS. 2017
15/05/2019 Apleona Day - Modern Trends in FM page 34
 Tendency for outsourcing of security services all over the
country
 More local suppliers driving the business

23. RON 504M.
RON 879M.
RON 300M.
RON 377M.
2010 2017
Landscaping services total volume 2010 vs. 2017 (CAEN 8130)
Landscaping services volume in Bucharest 2010 vs.2017 (CAEN 8130)
25%
60%
43%74%
LANDSCAPING SERVICES 2010 VS. 2017
15/05/2019 Apleona Day - Modern Trends in FM page 35
 Tendency for outsourcing of landscaping services all over the
country
 More local suppliers driving the business

24. RON 446M.
RON 633M.
RON 174M.
RON 286M.
2010 2017
Catering services total volume 2010 vs. 2017 (CAEN 5629)
Catering services volume in Bucharest 2010 vs.2017 (CAEN 5629)
64%
39%
46%42%
CATERING SERVICES 2010 VS. 2017
15/05/2019 Apleona Day - Modern Trends in FM page 36
 Tendency for outsourcing of catering services all over the
country
 More global and experienced suppliers driving the business

25. RON 1,4bn
RON 1,7bn
RON 1,2bn
RON 1,1bn
2010 2017
Combined Support Services & Building Management Services total volume 2010
vs. 2017 (CAEN 8110, 6832)
Combined Support Services & Building Management Services Bucharest volume
2010 vs. 2017 (CAEN 8110, 6832)
-10%
85%
46%
24%
INTEGRATED FM SERVICES 2010 VS. 2017
15/05/2019 Apleona Day - Modern Trends in FM page 37
 Tendency for outsourcing of integrated services all over the
country

26. RON 5,7bn
RON 8,4bn
RON 3,5bn
RON 4,2bn
2010 2017
Total volume FM Services 2010 vs. 2017
Total volume FM Services Bucharest 2010 vs. 2017
19%
62%
50%48%
TOTAL VOLUME FM SERVICES 2010 VS. 2017
15/05/2019 Apleona Day - Modern Trends in FM page 38
 Number of local suppliers delivering FM services increased all
over the country

27. RON 5,7bn
RON 8,4bn
RON1,4bn
RON1,7bn
2010 2017
Total volume FM Services 2010 vs. 2017
Integrated FM Services 2010 vs.2017
-4%
25% 21%
48%
THE SHARE OF INTEGRATED FM SERVICES IN TOTAL VOLUMES
2010 VS. 2017
15/05/2019 Apleona Day - Modern Trends in FM page 39
 Number of local single service suppliers increased all over the
country

28. CONCLUSION
 The right preparation of a tender is the basis for a
successful FM contract
 Requirements of the clients are increasing due to new
technologies
 The need for FM services is more and more evolving in
Romania
 Legal, political and corporate requirements are changing
and getting more complex
 Focus on innovations and best practice
 Added value, cost certainty & flexibility within an IFM Model
 Apleona being a global and reliable partner
15/05/2019 Apleona Day - Modern Trends in FM page 40

29. Ariane Schütze
Manager Client Solutions
Corporate Client Solutions
Apleona HSG International GmbH
An der Gehespitz 50
63263 Neu-Isenburg
Germany
THANK YOU FOR YOUR ATTENTION!
Bianca Radulescu
Managing Director
Apleona HSG S.R.L
Str. Thomas Masaryk nr. 17, floor 4,
Bucuresti
Romania