Harley-Davidson, Inc.
IT Sales Opportunities - 2008
Har le y- Da v ids on , In c . - 2 0 0 8
Table of Contents
1. Company Overvi ew ..................................................................... 4
1.1 Bu sin ess Overview ................................................................. 4
1.2 K ey Figu res .......................................................................... 4
1.3 Corp orat e Headqu art ers .......................................................... 4
2. IT Sp ending & Depl oyment s ......................................................... 5
3. IT Sal es Op p ortuni ties ................................................................ 6
3.1 IT Sales Opp ortuni ti es - Software.............................................. 7
3.2 IT Sales Opp ortuni ti es - Hardware ............................................. 9
3.3 IT Sales Opp ortuni ti es - Services ............................................ 11
4. Sal es Dri vers .......................................................................... 13
4.1 Bu sin ess Port folio Man agemen t ............................................... 13
4.2 Collab orati on & Partn ership ................................................... 13
4.3 Cost Cu tting & Op eration al Effici en cy ....................................... 13
4.4 Exp andi ng R esearch & Devel opment Activities ............................ 14
4.5 Geog rap hic Exp an si on ........................................................... 14
4.6 In trod uci ng New Produ ct s ...................................................... 14
4.7 Maintai ni ng Qu ali t y St andards ................................................ 15
4.8 Merg ers & Acquisi tion s .......................................................... 15
4.9 Produ ct Lifecycle Man ag ement ................................................ 16
4.10 Sal es Force Exp an si on ......................................................... 16
4.11 Undertaking New Sal es & Marketing Initiative .......................... 16
5. Con clu sion ............................................................................. 17
App endix A: K ey IT Deci si on Makers ................................................ 18
United Stat es ........................................................................... 18
App endix B: Defi nition s ................................................................ 20
B.1 Soft ware ........................................................................... 20
B.2 Hard ware ........................................................................... 22
B.3 Servi ces ............................................................................ 23
App endix C: Meth odol ogy .............................................................. 25
C.1 Eval u ati ng Cri tical ity Score .................................................... 25
C.2 Eval u ati ng Demand Score ...................................................... 28
Oth er Rep ort s in This S eri es .......................................................... 29
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List of Exhibits
E xhi bit 2.1: IT Depl oyment Detail s ........................................................................... 5
E xhi bit 3.1: Software Sales Opp ort uniti es M ap ........................................................ 7
E xhi bit 3.2: Op p ort uniti es and Relat ed Sal es Drivers for Software ........................... 8
E xhi bit 3.3: Hardwa re Sal es Opp ortuniti es M ap ....................................................... 9
E xhi bit 3.4: Op p ort uniti es and Relat ed Sal es Drivers for Hardware ....................... 10
E xhi bit 3.5: IT Servi ces Sal es Opp ortuniti es M ap .................................................... 11
E xhi bit 3.6: Op p ort uniti es and Relat ed Sal es Drivers for IT Services ....................... 12
E xhi bit C1: Calc ulati on s for E stimating Criticalit y Score ........................................ 25
E xhi bit C2: Critic alit y Sc ores for Vari ous Software Ap p licati on s ............................ 26
E xhi bit C3: Critic alit y Sc ores for Vari ous IT Hardware Products ............................. 26
E xhi bit C4: Critic alit y Sc ores for Vari ous IT Servi ces............................................... 27
E xhi bit C5: Calc ulati on s for E stimating Demand Score ......................................... 28
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1. Company Overview
1.1 Business Overview
Headquartered in Michigan, US, Harley-Davidson, Inc. is a leading motorcylce manufacturer.
It operates in two segments: the Motorcycles & Related Products segment and the Financial
Services segment. The Motorcycles & Related Products (Motorcycles) segment includes the
group of companies doing business as Harley-Davidson Motor Company (Motor Company)
and the group of companies doing business as Buell Motorcycle Company (Buell). The
Motorcycles segment designs, manufactures and sells at wholesale primarily heavyweight
(engine displacement of 651+cc) touring, custom and performance motorcycles, as well as
a line of motorcycle parts, accessories, general merchandise and related services.
The Financial Services (Financial Services) segment includes the group of companies doing
business as Harley-Davidson Financial Services (HDFS). HDFS provides wholesale and retail
financing and insurance and insurance-related programs primarily to Harley-Davidson and
Buell dealers and their retail customers. HDFS conducts business in the United States,
Canada and Europe
1.2 Key Figures
The group recorded revenues of $6,143 million during the fiscal year ended 31st December
2007, down from $6,185 million in 2006. This translates to a year-on-year decrease of 0.6
percent.
The net profit was $933 million in fiscal year 2007 down from $1,043 in 2006, a decrease of
10.5 percent.
The company’s total a