Este trabalho aborda a estratégia na relação com os fornecedores em empresas de alta tecnologia e produtos complexos. Para tanto, foi tomado o caso da fabricação de aeronaves produzidas pela Embraer, que se destacou pela sua estratégia de parceria com seus fornecedores, principalmente na linha dos produtos das Famílias ERJ 145 e E-Jets. No entanto, na sua última linha de produtos, o que se percebe é uma estratégia diferenciada no seu modo de se relacionar com seus fornecedores, o que levou à questão da pesquisa. O presente trabalho discute as opções de relacionamento com fornecedores, do simples fornecimento ao compartilhamento de investimentos e riscos, e as racionalidades subjacentes. As técnicas utilizadas para elaborar o trabalho foram observação direta e pesquisa em dados secundários, revistas especializadas, web sites vinculados à indústria aeronáutica e associações, artigos acadêmicos e documentos da empresa. Além disso, foram conduzidas entrevistas semi-estruturadas, com empregados e ex-empregados da empresa, inclusive diretores. Os resultados mostram que, apesar de as grandes empresas como Boeing e Airbus terem adotado o modelo de parceria de risco desenvolvido pela empresa em estudo, esta hoje adota um modelo híbrido, com foco em lições anteriormente aprendidas na relação com fornecedores. / This paper discusses the strategy for relationship with the suppliers at high-tech and complex product companies. Therefore, the case studied was the manufacture of aircraft produced by Embraer and its unique strategy of partnering with suppliers, mainly when dealing the products of the ERJ145 and E-Jets families. In the company\'s latest line of products a particular strategy is observed in terms of relationship with suppliers, which led to our research question. This paper discusses the options of supplier relationships, from simple supply to shared investments and risks, and the rationales that underly them. The techniques used in this study were direct observation and research on secondary data, journals, websites linked to the aircraft industry and associations, academic papers, and the company\'s documents. In addition, semi-structured interviews were conducted with both current and former employees. The results show that despite the fact that large companies like Boeing and Airbus use the partnership model of risk adopted by the company under study, Embraer is currently adopting a hybrid model focusing on lessons learned earlier in its supply chain.

Este trabalho aborda a estratégia na relação com os fornecedores em empresas de alta tecnologia e produtos complexos. Para tanto, foi tomado o caso da fabricação de aeronaves produzidas pela Embraer, que se destacou pela sua estratégia de parceria com seus fornecedores, principalmente na linha dos produtos das Famílias ERJ 145 e E-Jets. No entanto, na sua última linha de produtos, o que se percebe é uma estratégia diferenciada no seu modo de se relacionar com seus fornecedores, o que levou à questão da pesquisa. O presente trabalho discute as opções de relacionamento com fornecedores, do simples fornecimento ao compartilhamento de investimentos e riscos, e as racionalidades subjacentes. As técnicas utilizadas para elaborar o trabalho foram observação direta e pesquisa em dados secundários, revistas especializadas, web sites vinculados à indústria aeronáutica e associações, artigos acadêmicos e documentos da empresa. Além disso, foram conduzidas entrevistas semi-estruturadas, com empregados e ex-empregados da empresa, inclusive diretores. Os resultados mostram que, apesar de as grandes empresas como Boeing e Airbus terem adotado o modelo de parceria de risco desenvolvido pela empresa em estudo, esta hoje adota um modelo híbrido, com foco em lições anteriormente aprendidas na relação com fornecedores. / This paper discusses the strategy for relationship with the suppliers at high-tech and complex product companies. Therefore, the case studied was the manufacture of aircraft produced by Embraer and its unique strategy of partnering with suppliers, mainly when dealing the products of the ERJ145 and E-Jets families. In the company\'s latest line of products a particular strategy is observed in terms of relationship with suppliers, which led to our research question. This paper discusses the options of supplier relationships, from simple supply to shared investments and risks, and the rationales that underly them. The techniques used in this study were direct observation and research on secondary data, journals, websites linked to the aircraft industry and associations, academic papers, and the company\'s documents. In addition, semi-structured interviews were conducted with both current and former employees. The results show that despite the fact that large companies like Boeing and Airbus use the partnership model of risk adopted by the company under study, Embraer is currently adopting a hybrid model focusing on lessons learned earlier in its supply chain.

Pour rester compétitives dans l'industrie aéronautique, les entreprises développent des stratégies diverses pour gagner un avantage concurrentiel comme l'augmentation du Coût Total de Possession (TCO) avec l'acquisition aéronautique complexe et des programmes de support. Les clients concentrent leurs besoins sur la disponibilité opérationnelle de tels systèmes et ne sont plus enclins à payer un prix supplémentaire pour un tel service, par conséquent le fournisseur est amené à minimiser le TCO tout en conservant un haut niveau de performance de flotte. Dans de tels accords, une partie du risque de performance opérationnelle est transférée vers le fournisseur sous forme de pénalité financière, engendrant ainsi un risque financier sur la rentabilité du contrat. Cette recherche aborde le problème du point de vue du fournisseur en considérant différentes options stratégiques pour la commercialisation de l'offre de services aéronautiques basés sur la performance, garantissant la disponibilité de la flotte. La méthodologie considère un système complexe, représentatif des systèmes aéronautiques actuels et les mécanismes de support rattachés, avec de multiples objectifs contradictoires à atteindre en tant que fournisseur. La méthodologie proposée couvre les catégories suivantes : disponibilité, fiabilité, maintenabilité et supportabilité. Elle considère le système complexe comme un tout incluant l'ensemble des interactions dans ce système et les relations entre la performance de disponibilité et le coût. D'autres facteurs de contribution additionnels sont aussi considérés dans ce mécanisme de support, comme les types d'incertitude de la performance du système, des données, des risques financiers et des coûts. Un modèle de pénalité pour l'utilisation avec les Services Basés sur la Performance (PBS) des offres dans l'industrie aéronautique est aussi fourni. Une méthodologie d'analyse de pénalité est proposée au travers de deux études de cas présentées dans cette thèse, offrant un avantage compétitif au fournisseur, de par la capacité de prévoir la distribution de probabilité de performance du système, et de quantifier le risque financier pour le modèle de pénalité en question. La méthodologie d'analyse démontre aussi que la capacité d'effectuer une analyse de risque sur des pénalités contractuelles est tout aussi importante pour le fournisseur que la capacité de prévoir la performance globale du système. Les conclusions montrent qu'il est tout à fait possible d'avoir une grande exposition de risque financier si un scénario de pénalité inadapté est choisi, même si la performance de disponibilité de la flotte prévue est au-dessus du taux ciblé ou contracté. / To remain competitive within the aeronautic industry, companies are developing various strategies to gain a competitive edge as the Total Cost of Ownership (TCO) increases with complex aeronautical acquisition and support programs. Customers are focusing their needs on the operational availability of such systems and are no longer willing to pay a premium for such a service, consequently the supplier is challenged to minimize the TCO whilst retaining a high level of fleet performance. In such accords, some of the operational performance risk is transferred back to the supplier and are usually in the form of financial penalties, which consequently creates a financial risk on the profitability of the contract for the supplier. This research addresses the problem from the point of the supplier when considering different strategic options for the sale and offer of performance-based aeronautic services that guarantee fleet availability. The methodology considers the complex system, as is typical with current aeronautic systems, relating support mechanisms, and the multiple yet contradictory objectives to achieve as a supplier. The methodology proposed covers the categories of Availability, Reliability, Maintainability and Supportability; it considers the complex system as a whole including the interactions within this system and the relationships between availability performance and cost. Additional other contributing factors are also considered within this support mechanism, such as the types of uncertainty on system performance, data, financial risks and costs. The introduction of a penalty model for use with Performance-Based Service (PBS) offers within the aeronautic industry is also provided. A methodology for penalty analysis is proposed through the two case studies presented in this thesis, giving the supplier a competitive advantage through the ability to predict the probability distribution of system performance and to quantify the financial risk for the penalty model in question. The analysis 5 methodology also demonstrates that the ability to perform risk analysis on contractual penalties is just as important to the supplier as the ability to predict overall system performance, as the findings present that it is quite possible to have a large financial risk exposure if the wrong penalty scenario is chosen even if the predicted Fleet Availability performance is above the targeted or contracted rate.

Suite à la stratégie d’électrification poursuivie dans le domaine des véhicules terrestres, l’industrie aéronautique s’oriente également vers l’introduction de la propulsion électrique. L’hybridation est le premier pas vers un aéronef plus électrique. L’objectif principal de cette thèse est de développer un outil informatique permettant de pré-dimensionner des machines électriques conventionnelles de différentes typologies susceptibles d’être utilisées dans le cadre du projet d’hybridation et de modéliser les comportements magnétique et thermique de ces machines.Après une étude bibliographique sur le pré-dimensionnement et la modélisation électromagnétique et thermique des machines électriques conventionnelles, des modèles (semi-)analytiques basés sur les méthodes des circuits équivalents magnétique et thermique ont été établis. La validation des modèles proposés a été menée en comparant les résultats obtenus avec des données issues de la littérature, des résultats issus de simulations numériques par éléments finis ou à des mesures expérimentales réalisées sur des machines prototypes. Une attention toute particulière a été portée au couplage des analyses magnétique et thermique. Des études de sensibilité ont permis de déterminée les limites d’utilisation de l’outil développé. / Inspired by the strategy of electrification pioneered in the automobile industry, the aeronautics sector tends as well towards the implement of the electrical propulsion. The hybridisation is the first step in the direction of a completely electrical aircraft. The main goal of this thesis is to develop a computer-based tool permitting to pre-design and model electromagnetic and thermal behaviour of the conventional electrical machines of different typologies suitable for use in the scope of hybridisation project.Basing on a general state of art on the pre-design and electromagnetic and thermal models of the conventional electrical machines, the (semi-)analytical models reposed on magnetic and thermal equivalent circuit methods have been developed. The proposed models have been validated by comparing the obtained results with the results from the literature, the results of numerical analysis or with the results of experimental tests carried out on different machine-prototypes. Special attention has been paid to the coupling of magnetic and thermal analysis. Different sensibility studies permitted to define the application limits of the developed tool.