IMF November 2013

Report
Offer Management &
Digital Customer Experience
Industry Management Forum
Matt O’Kane
November 2013
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Agenda
● Organizational Update
● 2013 Promotional Campaigns
● New Product Launches
● 20/30mm Revised Pricing Update
● Digital Customer Experience
● Apps & CPQ
● Input for new US web site
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Organizational Update
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Offer
Management
Offer Marketing
Keith Sink
Scott Sommerfeld
Dipin Jain
Offer Management
Ed Sandlin
Manager
Mark Eubanks
Push Buttons, Tower Lights
Selin Yilmaz
Pam Naylor
Relays, Pendants, CAM
Terry Harmon
Jacob Kimball
Controllers (SoMachine)
Alec Grainger
Shunte McMillian
Magelis – HMI/IPC (Vijeo)
UR – Jan 2014*
George Caudle
Dave Collins
Pro-face – HMI/IPC (GP-ProEX)
Safety – Power Supplies
Offer Marketing
Nicole Scott
Intern TBD
Nancy Dowd
Relays Private BL
Pro-face Marcom
Janelle Morris
Alex Tkachenko
Relays Private BL
Pro-face Marcom
Russell Hawkins
Mohammed Khan
Relays Private BL
Pro-face Marketing
Ann Beaman
Offer Mgmt Processes (incl Quality)
Peter Hess
Customer Service – Relay CC
Ted Cobb
Customer Service – Relay CC
Tech Resources/Training
Pricing/Competitive Analysis
Emi Tashiro
Tony Lane
Junix Dayao
* Jacob Kimball will support until Jan 2014
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Offer
Management
Offer Marketing
•
Roadmaps
•
Launch Strategy
•
eLaunch Pkg Creation
•
eLaunch Pkg Execution
•
Technical Literature (Tech Pubs)
•
Commercial Literature (Marcom)
•
Pre-Launch Technical Training
•
Commercial Training
•
Global Interface (pre-launch)
•
Global Interface (post-launch)
•
Pre-launch forecast
(coordination)
•
Forecasting
•
CN infos execution
•
CN infos creation
•
Digest edits
•
Digest initial new product input
•
Sales/Channel Meetings
•
Project Support Customer Visits
•
Digital Marketing Tools
•
Part # creation / Q2C Load
•
Market Pricing
•
PSAP / Quality / Compliance
•
Promotions
•
Safety Reviews
•
VOC (Voice of Customer)
•
Release for Sale
•
Demo Creation
•
Field Tests
•
Product Positioning (commercial)
•
Product positioning (internal)
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Marketing Competency Improvement
Course Description
Course Code
Offer Management
Offer Marketing
UR / New Hire
Length of Training
What is the Marketing Mix
BSMK025
15 mns
Defining the marketing mix for new products
ZSMK020
15 mns
Discovering our Market Segments
MKTMKTE0001
45 mns
Discovering our Machine Segments
MKTMKTE0005
30 mns
Offer Management
MKTMKTI000015
21 hrs
Offer Specifications
MKTMKTI000017
14 hrs
Offer Management and Optimization - Part 3: Evolution Optimization of your Offer
MKTMKTI000016
7 hrs
Introduction to Price Management
MKTMKTI000018
7 hrs
Price Management - Perceived Offer value
MKTMKTE000002
2 hrs
Analyzing your competitive position
BSST015
CoLa User
MKTMKTW000002
1 hrs
Country Offer Introduction
MKT 011616
7 hrs
Country Offer Introduction Basic
MKTMKTW000001
1 hrs
Mastering Marketing Concepts
MKTMKTI000014
14 hrs
Marketing for New or Non Marketers
MKTMKTI000013
7 hrs
Analyzing market dynamics
BSST018
Solutions Value Proposition
ESUMKTI001
16 hrs
The theory of competitive advantage by Michael Porter
BSST002
30 mns
Business Finance for non Financials - Introduction to Basic Financial Literacy
FINENG0006
8 hrs
Launch Process Management
MKT 011618
7 hrs
Discovering our Machine Segments
MKTMKTE0005
45 mns
Presenting Your Ideas with Impact
LEAMANI017
16 hrs
The Industry Business Story
GWEINB001
1 hrs
Launch Process Management
MKT 011618
7 hrs
CASH Professional Selling
SEASALI000001
30 mns
30 mns
Optional
TOTAL TrainingTime
Classroom Time
84.5
80.75
59
60
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6
2013 Promotional Campaigns
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C&S Key Marketing Activities for 2013
Distributor Training Modules:
• Rollout Launch Plan:
• June: Web Tools, Apps and Online Resources
• July: Harmony 22mm Push Buttons (Access Point, Rope Pull, 40mm)
• Aug: Signaling & Tower Lights (XVU)
• Sept: SSR and Plug In Relays (Socket & SSR’s)
• Oct: Control & Measurement Relays (Temperature Controller)
• Nov: Zelio Timers
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New Product Launches
2013 & 2014
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2013 New Product Launches:
XB7
383 pcs
$61K Sales
Launched January
Launched March
Launch December
XVU
XB5R: Access Points
XB5S: Biometric 2
Launched July
Launched July
Launch December
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Offer
Performance
Optimized
Software
Controllers
Safety
Servo
Drives
Motors
Robotics
SoMachine Basic
M168
M221
Relays
M241
TM3
High Performance
SoMachine Motion V4.0
SoMachine V4.0
M251
M258
XPSMC
LXM23+
LXM28
LXM32
BCH
BCH2
BMH
LMC058
XPSMCM
LMC078
Esm
LXM32I
LXM32S
BSH
Linear Motion
LMC101
LMC600
SLC
TM5
LXM62
Drives
LXM52- IL.
SH
Delta
Pick & Place
Grantry
New - 3 Software Platforms, 18 products
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Altivar Process: Your Process Deserves More
than a Drive
● Business optimization
• Energy management ready
• Digital services
● Real time intelligence
• From data to insights
• Smart process object
Services
Oriented
Drives
● User friendly device
up to
1.5 MW
• Versatile integration
● Performance
• Enhance motor control
• Safety integrated
● The Green Drive
• Green premium labeled Enhanced
• Energy friendly
Drives core
proposition
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Additional 2014 New Products
SSL
SSM1
SSM2
SSP
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22/30mm Revised Price Update
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Push Button ”I Have It in Stock” Program
Objective(s):
> Grow Push Button through stock business, minimize
negotiations and be easier to do business with….for small
transactions
How:
> Distributor stock program to drive ease and availability for
selling to End Users and small OEM’s
> Reduced into stock price – reduce need for negotiations
> Distributor Stocks Component BOM – allows assembly
(“I have it in stock”) for 80% of offer availability
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Push Button ”I Have It in Stock” Program
Program Details:
> Initial order of $10K
Select from Product Modules:
• 16mm XB6 – plastic
• 22mm XB7 – monolithic
• 22mm XB4 – metal
• 22mm XB5 – plastic
• 30mm 9001K – metal
• 30mm 9001SK - plastic
Pre-determined BOM [part # and
quantity]
Each module prices ~$1000 – $3000
> =S= Provides …
Discounted ITS price [~.5 > .3]
Demo Kit for each module ordered
Reverse Configurator
Training Webinar
Web Banner – Ad Text for promotion
> Distributor Agrees
> Replenishment Parts Available
Select Part #’s from BOM or choose entire
module
Minimum order value of $___ (same as initial)
Use code to get same discount
Must have purchased initial kit to replenish
Promote availability of through stock
Plan of action to target new through stock
CDM engaged to plan/monitor
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Digital Customer Experience
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22 & 30mm Competitive Comparison
Sheet – Interactive pdf
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iPad/Android App Development
 17 iPad / Android Apps deployed
 eCatalogs
 Visual Product Configurators
 Energy & Cost Saving Calculators
 Over 65,000 downloads!
 4 currently under development
 Magelis HMI VC in December
 Drives eCatalog
 Repair mobile App
 Drives VC email update
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Altivar 212 eCatalog
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SE Repair – History / Warranty APP
Concept
• Scan the SEIRS
barcode with the
smart device
• App pulls history
based on existing
queries
• Displays current
warranty status
• Display available
inventory and
current price
• Offer to purchase
or print packing list
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BIM Web Deployable Drive Models
● Schneider Electric is pleased to announce an
Innovative FIRST!
● Multi-format BIM: Revit, CADmep+, Bentley,
● Downloadable via US website, only manufacturer
with a configurator and multi-format
● BIMxchange: Manufacturer Content Cloud for
MEP Engineers
● Launch Date: December 2013
Available for S & E Flex
Enclosed Drives
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BIM Engineering & Fabrication Design
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Revit & Bentley BIM Examples
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CPQ Current State
•
Includes Open and
Enclosed Drives & Soft
Starts
–
•
Functionality:
–
–
–
–
•
Cloud based
Configure products &
services
Create project quotes
Generate project
submittals and quote
documents
Support for simple and
complex configured
products
Next Steps:
–
bFO implementation
July 2013 (completed!)
– IPO Project approved to
link to Q2C – 3/14
– Adding Altivar Plus,
PowerGard & Active Matrix
Control & Signaling
products
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New US Web Site Coming
We need your feedback:
• We will be sending you a survey monkey link
• Your feedback is vital in helping us develop and deploy our new web site!!
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Thank you for your TIME & SUPPORT!!
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