DELPHI 2014 Annual Report Download - page 31

9
Customers
We sell our products and services to the major global OEMs in every region of the world. We also sell our products to the
worldwide aftermarket for replacement parts, including the aftermarket operations of our OEM customers and to other
distributors and retailers. The following table provides the percentage of net sales to our largest customers for the year ended
December 31, 2014:
Customer Percentage of Net Sales
GM............................................................................................................................................................ 17%
Volkswagen Group (“VW”)...................................................................................................................... 10%
Daimler AG (“Daimler”).......................................................................................................................... 6%
Fiat Chrysler Automobiles N.V................................................................................................................. 6%
Shanghai General Motors Company Limited........................................................................................... 5%
Ford Motor Company (“Ford”) ................................................................................................................ 5%
PSA Peugeot Citroën (“PSA”).................................................................................................................. 5%
Hyundai Motor Company......................................................................................................................... 4%
Geely Automobile Holdings Limited........................................................................................................ 3%
Toyota Motor Corporation........................................................................................................................ 2%
Supply Relationships with Our Customers
We typically supply products to our OEM customers through purchase orders, which are generally governed by general
terms and conditions established by each OEM. Although the terms and conditions vary from customer to customer, they
typically contemplate a relationship under which our customers place orders for their requirements of specific components
supplied for particular vehicles but are not required to purchase any minimum amount of products from us. These relationships
typically extend over the life of the related vehicle. Prices are negotiated with respect to each business award, which may be
subject to adjustments under certain circumstances, such as commodity or foreign exchange escalation/de-escalation clauses or
for cost reductions achieved by us. The terms and conditions typically provide that we are subject to a warranty on the products
supplied; in most cases, the duration of such warranty is coterminous with the warranty offered by the OEM to the end-user of
the vehicle. We may also be obligated to share in all or a part of recall costs if the OEM recalls its vehicles for defects
attributable to our products.
Individual purchase orders are terminable for cause or non-performance and, in most cases, upon our insolvency and
certain change of control events. In addition, many of our OEM customers have the option to terminate for convenience on
certain programs, which permits our customers to impose pressure on pricing during the life of the vehicle program, and issue
purchase contracts for less than the duration of the vehicle program, which potentially reduces our profit margins and increases
the risk of our losing future sales under those purchase contracts. Additionally, our largest customer, GM, expressly reserves a
right to terminate for competitiveness on certain of our long-term supply contracts. We manufacture and ship based on customer
release schedules, normally provided on a weekly basis, which can vary due to cyclical automobile production or dealer
inventory levels.
Although customer programs typically extend to future periods, and although there is an expectation that we will supply
certain levels of OEM production during such future periods, customer agreements including applicable terms and conditions
do not necessarily constitute firm orders. Firm orders are generally limited to specific and authorized customer purchase order
releases placed with our manufacturing and distribution centers for actual production and order fulfillment. Firm orders are
typically fulfilled as promptly as possible from the conversion of available raw materials, sub-components and work-in-process
inventory for OEM orders and from current on-hand finished goods inventory for aftermarket orders. The dollar amount of such
purchase order releases on hand and not processed at any point in time is not believed to be significant based upon the
timeframe involved.