Sales Team - Blagdon Pump

Transcription

2012 Blagdon GDSC
Welcome!
Limerick, Ireland
Welcome
John Carter
General Manager, Warren Rupp, Inc.
Our Objectives
Listen
Build Relationships
Educate
Motivate
Why Shannon, Ireland?
We want you to see the company
•
•
•
•
New manufacturing location
Meet the team members
See our commitment to the Blagdon brand
Striving for continuous improvements
• See our future plans
Involve all Shannon personnel
History
Blagdon
Pump
Founded
1955
Blagdon
Pump
Integrated
into
Shannon
2009
ISO 9001
Certified
1994
1985
Viking
Pump
Europe
Established
1997
IDEX
acquisition
of Blagdon
Blagdon
Production
in India for
Local
market
2012
2010
Expanded
project
capacity
History
Company founded by owners George Blagdon
& George Flynn in 1955.
Originally a leatherworks with a small
engineering workshop supplying goods to the
local coalfields.
Company was located in the historic city of Durham in the
North East of England
First “Diaphragm Type” pump produced in 1979
Moved to Washington 1985
Acquired by IDEX 1997
Moved to Shannon, Ireland 2009
History
• .
WR Global Brands
Key Growth Initiatives
Global Expansion
• India manufacturing footprint
• Channel expansion
• Asia
• North America
• Latin America
Aftermarket Focus
New Products
IDEX Address
Fenton Challgren
General Manager, Viking Pump
March 2012
IDEX PROPRIETARY & CONFIDENTIAL
Strategy: Applied TECHNOLOGY
Less
Standard
Low
Low
Degree of Differentiation
Degree of Customization
Price % of System Content
Enabling Criticality
More
Customized
High
High
A business model that does not commoditize
13
IDEX FINANCIAL PERFORMANCE
SALES
$2,000
EBITDA
$450
$400
$1,500
$350
$300
$1,000
$500
$250
$200
EPS
$3.00
$2.50
$2.00
$1.50
$150
$1.00
$100
$0.50
$50
Operating model supports outstanding financial performance
14
2011
2010
2009
2008
2007
2006
2005
2004
$0.00
2003
$0
2002
$0
MARKETS SERVED
Sales
IDEX MARKETS SERVED
Chem/Industrial
2%
3%
6%
HST Instrumentation
7%
32%
Fire & Rescue
4%
17%
Europe
Water
12%
53%
Energy
9%
10%
26%
Paints
19%
Agriculture
Pharma
INTERNATIONAL REVENUE
50%
Other
Solid End Markets; Positioned Well Globally
15
North America
Emerging Markets
Other
IDEX OUTLOOK
 Strategy continues to pay off

Niche markets with a great growth model
 Productivity initiatives to drive bottom line performance

Operational Excellence
 Price offsetting inflation


Growth
Positive price
Global Sourcing
 Opportunities to deploy capital
Innovation
New Products
New Markets
Acquisitions
Operational
Excellence
Commercial
Excellence
Conversion
16
Health & Science Technologies
HEALTH & SCIENCE TECHNOLOGIES
HST MARKETS SERVED
Markets
Instrumentation /Life
Sciences
Precision Fluid-Handling And Specialty Materials
Capability
 Balanced growth across entire portfolio

Industrial
5%
8%
6%
6%
Medical/Dental
54%
21%
Focused on the right markets and customers…stronger
Military/Defense
growth and profitability profiles
Other
Geography
 Revenue growth initiatives

Pharma
Focus on share gain, geographic reach and new products
18%
4%
U.S.
49%
 Outstanding operating performance
29%
2012 Organic Revenue Growth Mid Single Digits; M&A Focus
18
Europe
Asia/M.E.
Other
Fire & Safety /
Diversified Products
FIRE & SAFETY/DIVERSIFIED PRODUCTS
Leading Market Shares in Very Profitable Businesses
Markets
 Significant growth expected in rescue tools and
29%
band clamping

Rescue
Global growth, supported by new products/applications
21%
29%
21%
 North American fire markets still soft
Geography
 Low point in truck builds in N.A. ; International
9%
19%
Modest growth in Europe, Asia

Mid–term opportunities in N.A. with DIY
Europe
Asia/M.E
35%
2012 Organic Revenue Growth Mid Single Digits
20
US
37%
 Dispensing growth prospects limited in near term

Band Clamping
Dispensing
and emerging markets expansion
expansion continues
Fire
Other
Fluid & Metering Technologies
FLUID & METERING TECHNOLOGIES
HST MARKETSMarkets
SERVED
Precision Fluid–Handling
Of High Value Liquids and Gases
21%
 Strong position in high growth end markets
7%
7%
Water/WW
20%
Energy
22%
Agriculture
Industrial
23%
 Global growth prospects; strong position
Other
Geography
in emerging economies
 US Municipal budget concerns impacting water…longer term
prospects favorable
11%
U.S.
17%
 Continued innovation to support customer demand
52%
20%
 Solid operating performance
2012 Organic Revenue Growth Mid Single Digits; M&A Focus
22
Chemical
Europe
Asia/M.E.
Other
SUMMARY
 Well positioned to grow



End markets with very strong growth prospects
Growth Initiatives - Innovation; Share; Geographic
Positioned in emerging markets to support demand
 Strong Balance Sheet


Focused on acquisitions in FMT and HST
Enhance shareholder return with dividend and share repurchase
 Operational Excellence model driving strong performance
 World–Class organization
Firing On All Cylinders
23
Introduction to Teams
Dan Johnston
VP of Sales, Warren Rupp
Blagdon Support Structure
• Aligned within the IDEX FMT Group
• Commercial performance: Warren Rupp
• Operations performance: Viking
• Manufacturing – products are supplied by Shannon and
Mansfield manufacturing facilities
• Commercial Support
• Sales: IDEX-shared resources in Europe, Asia, and Latin America
Warren Rupp team in North America
• Customer Service: Shannon
• Applications Engineering and After Sales: Shannon, Mansfield
• Marketing/Product Management: Cedar Falls, Mansfield, Shannon
• Accounting/Finance/Others: Shannon
Executive Staff
Brett Finley
VP, Group executive FMT
Responsible for all business units P&L
In FMT group
John Carter
Fenton Challgren
Responsible for Warren Rupp Business
Unit P&L
Responsible for Viking Business Unit P&L
GM Warren Rupp
GM Viking
Scott Aiello
Bill Canady
Leads the aftermarket business segment
for Warren Rupp
Leads the aftermarket business segment
for Viking
GM – Parts & Services, WRI
GM – Parts & Services, Viking
Shannon Organization
D. Brown
Operations Manager
Accounting
Customer
Service
Admin
Assistant
D. Monaghan
Production Manager
Engineering
Quality
Mfg. Services
Machine Shop
Pump
Assembly
Component
Stores
Shannon Organization
D. Brown
Operations Manager
Accounting
David Brown
Customer
Service
Admin
Assistant
Operations Manager
Shannon facility operations and finance
leader; Supports global commercial ops
D. Monaghan
Production Manager
Barry McMahon
Sr. Applications
Engineer
Engineering
Support product design, application
Quality
Des Monaghan
Ann O’Gorman
Directs the manufacturing in Shannon,
Leads product engineering
ServicesService team,
Leads theMfg.
Customer
Manages competitive pricing inquiries
Production & Technical Mgr.
Sr. Customer Service Admin
Machine Shop
Mike Johnson
Chief Innovation Engineer
Support product design, application
Pump
Assembly
Component
Stores
Sales Leadership
Dan Johnston
VP Global Sales, Warren Rupp
Leads sales strategies for SANDPIPER,
Versamatic, Blagdon, Marathon brands
Jeff Sill
Doug Henry
Leads Europe commercial activities
Directs international sales efforts for
Warren Rupp brands
Director Sales, IDEX Europe
Dir., International Sales, WR
Man Xin
Raul Aguilar
Leads Asia commercial activities
Leads Europe commercial activities
VP of Asia Commercial Ops
Director Sales, IDEX Latin Am.
Fabio Torres
General Manager -- Brazil
Leads Brazil commercial activities
European Sales Team
J. Sill
Director
J. Mole
Sales Leader-North
S. McGawley
UK & Benelux
G. Michel
Europe - Central &
Scandia
D. Krivka
Europe – East
I. Molodnitskaya
Russia / CIS
D. DiCesare
Sales Leader-South
& Axflow
G. Castellini
Europe – South
East
J. Letondot
Europe – South
West
P. Vermaak
Sales LeaderAfrica
M. Basson
Africa-South
Toufique Yacoub
Africa-North
European Sales Team
J. Sill
Director
Jonathan Mole
Director of Sales -
J. Mole
Europe
North
Sales
Leader-North
D. DiCesare
Sales Leader-South
& Axflow
P. Vermaak
Sales LeaderAfrica
Simon McGawley
Regional Sales Manager
Daniele di Cesare
S. McGawley
UK & Benelux
Director of Sales - Europe South
Strategic Account Leader AxFlow
Paul Vermaak
Director of Sales - Africa
G. Michel
Europe - Central &
Scandia
D. Krivka
Europe – East
I. Molodnitskaya
Russia / CIS
and
Benelux regions
Basson
G. Castellini Manages UK M.
Africa-South
Europe – South
East
Irina Molodnitskaya
Reg. Sales and NBD Dir. Russia
J. Letondot
Europe – South
West
Open Position
Africa-North
Asia Sales Team
X. Man
Vice President
West Asia
G. Lee
Korea
M. Harris
Oceania
M. Lim
ASEAN
J. Zhou
China
S. Singh
West India
L. Liu
East China
S. Sankar
North India
J. Zheng
South China
S. Vadrevu
Middle East
D. Wei
North China
N. Sankaran
South India
T. Tang
West China
S. Sable
App Eng
C. Yu
App Eng
Asia Sales Team
X. Man
Vice President
Jeff Zhao
West Asia
S. Singh
West India
China
National Sales
ManagerM. Lim
G. Lee
M. Harris
SalesKorea
leader the China sales team
Oceania
ASEAN
Morgan Lim
Sales Manager – ASEAN Region
S. Sankar
Leadership for sales in Thailand, Malaysia,
North India Singapore, Indonesia
S. Vadrevu
Middle East
N. Sankaran
South India
S. Sable
App Eng
Sujeet Singh
Area Sales Manager – West India
J. Zhou
China
L. Liu
East China
J. Zheng
South China
D. Wei
North China
T. Tang
West China
C. Yu
App Eng
Latin America
Sales Team
R. Aguilar
Director
C. Ordonez
Mexico -- Key
Accts
Brazil
Sales Team
F. Torres
General Manager
A. Da Costa
Market Dev
Manager
G. Alonso
LA -- HR Asst
A. De Ponte
Market Dev
Manager
OPEN
Mexico – Market
Dev
M. De Oliveira
Market Dev
Manager
S. Pava
S. America –
Cono Norte
A. Francischelli
Controller
OPEN
S. America –
Cono Sur
App Engineering
Latin America
Sales Team
R. Aguilar
Director
C. Ordonez
Mexico -- Key
Accts
G. Alonso
LA -- HR Asst
Brazil
Sales Team
F. Torres
General Manager
Agostinho da
A. Da Costa
Market Dev
Costa
Manager
Market Development Manager
Leads the research of market
A. De
Ponte
Opportunities and channel
development
Market Dev
Manager
OPEN
Mexico – Market
Dev
M. De Oliveira
Market Dev
Manager
S. Pava
S. America –
Cono Norte
A. Francischelli
Controller
OPEN
S. America –
Cono Sur
App Engineering
North America Sales Team
D. Johnston
Vice President
Distribution Channel
Strategic Accounts
D. Hernandez
North East
L. Lantz
Strategic Accounts
P. Houzon
Canada
S. Hahn
Strategic Accounts
D. Kimball
West
B. Johnson
Strategic Accounts
OPEN
North Central
F. Dooley
South Central
T. Zetzman
Central
C. Maurer
South East
Marketing & Product Management
C. Gfrer
Mktg
Communications
S. Aiello
GM – Parts & Service, WRI
D. Kleitsch
Mktg Project
Specialist
T. Caldwell
Product Manager -- Pumps
J. Holston
Mktg Analyst
B. Sulentic
Director Mkt
Communications
M. Bacin
Product Manager – Genuine Parts
K. Homewood
Product Specialist
R. Calhoun
Product Specialist
T. Schultz
Creative Supervisor
M. Klunenberg
Mktg Admin
Specialist
R. Green
Web Developer
A. Rout
Graphic Artist
A. Stoppel
Graphic Artist
P. Dallas
Product Manager – Pumper Parts
J. Dill
Product Manager – Accessories
Marketing & Product Management
C. Gfrer
Mktg
Communications
S. Aiello
GM – Parts & Service, WRI
D. Kleitsch
Mktg Project
Specialist
Beth Sulentic
Tim Caldwell
Product Manager, Pumps T. Caldwell
Dir. of Marketing Communications
Manages all pump brands –Product
SANDPIPER,
Manager -- Pumps
Versamatic, Blagdon, Marathon
Directs marketing services: Trade show, web,
J. Holston
literature, PR, Brand, etc…..
Mktg Analyst
K. Homewood
M. Bacin
Product Manager – Genuine Parts
Debbie KleitschProduct Specialist
Justin Dill
Coordinates tradeshows, events,
training
R. Calhoun
programs, manages translations
Product Specialist
Manages all pump system accessories
B.
Sulentic
Marketing
Project
Specialist
T. Schultz
Creative Supervisor
M. Klunenberg
Mktg Admin
Specialist
R. Green
Web Developer
Product Manager, Accessories
A. Rout
Graphic Artist
A. Stoppel
Graphic Artist
P. Dallas
Product Manager – Pumper Parts
J. Dill
Product Manager -- Accessories
Blagdon Contact Sheet
New Collateral
Beth Sulentic
Director of Marketing Communications
Marketing Services
Will provide support functions for marketing
–
–
–
–
–
–
–
–
–
–
–
Tradeshow & special event coordination
Collateral creation
Literature fulfillment
Sales & NP forecasting & reporting
Research and analysis
Web strategy & development
PR & communications
Translations
Brand identity
Lead generation
Campaigns
100%
$26.2M
Synthetic Rubber
Polyurethane Foam
80
Soaps & Detergents
40
Wind
0
Asphalt
Paving
Ethanol
Compressor
Lube
Petrochem
Plastic/Resin/Rbr
Total = 100.1M
$9.1M
Refined
Petroleum
$11.6M
$9.4M
Pipelines
Fabri. Metal
Railroad
Equip.
Oil & Gas
Extraction
Electronics
Textile
Printing/Publishing
Transp-Misc Heating
Equip
Automotive
Petrol/LPG
Distr.
Mining
Combustion
Turbine
Food
Proc
Utilities
Construction
Machinery
Oil & Refining
Biodiesel
Chemical Processing
Chemicals
$14.6M
Other
Petrol/Coal
Non-Electeric
20
$13.9M
Lube Oil Turbine Roofing Prod
Blending Lube
Polymers
Paint/Applied Products
60
$9.0M $6.5M
Machinery
Infrastructure
Energy
41
Diesel
Engines
Pulp/Paper
Other
Food Processing
Refined
Transportation
Petroleum & Coal
Marketing Services Team
Christine Gfrer
[email protected] (419)526-7209
Marketing Communications:
Responsible for communications efforts including PR,
advertising, email marketing, brochure creation and
product commercialization.
Debbie Kleitsch
Marketing Project Specialist:
Coordinates tradeshows and events, facilitates CFS
implementation, coordinates training programs,
and manages translations.
Jennifer Holstun
Marketing Analyst:
Provides sales reports, product analysis and SIOP
unit demand forecasts.
Kayleen Homewood
Rachel Calhoun
Product Specialists:
Provides support in the development and
administration of product lines, including research
on competitive products, support of promotional
activities, and the investigation of new product
development opportunities.
Trent Schultz
Creative Supervisor:
Responsible for designing and managing the creation of
marketing material for multiple business units.
Andi Routt
Ashley Stoppel
Graphic Artists:
Responsible for designing and creating marketing
material for multiple business units.
Malorie Klunenberg
Marketing Administrative Specialist:
Coordinates fulfillment of literature and promotional
materials and assists in providing sales reports.
Rob Green
Web Developer:
Manages and executes web-based marketing and
informational projects and serves as the technical liaison
between Marketing, Sales, Engineering and Information
Services for all web initiatives.
42
Blagdon Brand Positioning
Positioning Statement
Blagdon AODD pumps provide high performance,
reliable solutions for your pumping needs. Blagdon
specializes in extreme condition environments and
applications, keeping your process moving both
above and below ground.
Tagline
Proven performance, reliable pumping solutions
Blagdon Co-op Opportunities
• Opportunity to received
support from Warren
Rupp for marketing
support activities
– Trade show participation
– Display material
– Literature
• Credit give towards
future purchases
• Form sent in to Christine
Gfrer ([email protected])
ACHEMA 2012
Frankfurt, Germany
June 18-22, 2012
Hall 8, Stand B62
Blagdon Website
www.blagdonpump.com
Blagdon Website - Products
New Catalog
• Available NOW
– Order through Shannon or
Malorie
– Available on USB & on
www.blagdonpump.com
• Highlights
–
–
–
–
–
Blagdon benefits
New products
Product overview
Performance specs
Key applications
New Collateral
Doug Henry
Director of International Sales
Previous catalog - - - - - - - - - - - - - Refreshed in 2012
New Products
Tim Caldwell
Product Manager
New Product Overview
Solids handling flap valve pump units
• X25 Metallic 25mm (1”)
High flow non-metallic ball valve pump
• B75 Non-metallic 76mm (3”)
Run dry pump control
• Wet Start Dry Stop Control
New Product Overview
Why were these product specifically selected for Blagdon?
1) They align with the Blagdon product offering and branding strategy:
- Premium, robust, value added, solutions provider
2) Further enhance the attractiveness of the Blagdon product offering:
- Expand sales opportunities with current distribution
- Obtain quality distribution in open markets
WSDSC
B75 Non-Metallic
X25, X50, X75 Flap Valve Units
X25, X50, X75 Flap Valve Pump
Principles of Operation
Top suction
Flap Check
Valves
Ball Check
Example
Key:
Air
Fluid
Flap Valve – Features and Benefits
1 Top suction bottom discharge
(Gravity assistance / Settling solids)
1
3
2 Robust flap valves
(Large solids passage, Excellent suction lift)
3
Bolted construction (Rugged leak-free design)
4
2
4
Rugged main shaft (No breakage guarantee)
5 ATEX EC Type Certified
(Safe / no barriers to market)
5
Flap Valve – Features and Benefits
8
6 Wear pads (Extended diaphragm life)
6
7 Thick walled castings (Abrasion resistant)
8
90 – 180 Degree manifold rotation
(Installation flexibility for X25 & X50)
9 Externally serviceable air valve
(Ease of maintenance and reliability)
7
6
9
Flap Valve Pump Specifications
– X25 25mm (1”)
265 lpm (70 gpm)
– X50 50mm (2”)
530 lpm (140 gpm)
– X75 76mm (3”)
998 lpm (264 gpm)
Flap Valve Applications
Sump / Pit
transfer
Mine
dewatering
Rendering
plants /
remediation
B75 Non-Metallic Pump
Principles of Operation
Standard Top
Discharge
Typical Ball
Valve Design
Key:
Air
Fluid
1
B75 Ball Valve Features
and
Benefits
90 – 180 Degree manifold rotation
1
2 Replaceable ball cages (Low cost maintenance)
3
Bolted construction (Rugged leak-free design)
4
Rugged main shaft (No breakage guarantee)
5
Externally serviceable air valve
(Ease of maintenance and reliability)
6 Robust flow through castings
(excellent flow rates 901 lpm (238 gpm)
7 Epoxy coated air section standard (Chemical resistant)
2
3
4
5
7
6
B75 Ball Valve Pump Specifications
– B75 76mm (3”)
901 lpm (238 gpm)
B75 Non-Metallic Applications
Chemical
Transfer
Pump Rental
Houses
Mine –
Leaching
Chemicals
Wet Start Dry Stop Control
Product Overview
• Value of the Wet Start Dry Stop Control (WSDSC)
• Product benefits
• Target applications
• Product specification overview
• Value proposition
Value of the WSDSC
• Turns a pump off when it senses that fluid prime has
been lost, and the pump is in a “dry running” condition.
• Automatically checks for fluid (prime) at preset time
intervals from 2 minutes up to 24 hours.
Pump is on
Pump is off
Top 10 benefits of controlling a pump with a WSDSC
1 Extends pump life, lowers
maintenance costs
6 Works with standard pump units,
no pump alteration
2 Decreases energy cost by
reducing compressed air usage
7 Easy to install
3 Only device in its class to both
shut the pump off and then check
for prime at selected intervals
8 No complex programming
4 Eliminates the need for level
sensors or other sensors to be
exposed to the fluid / product
5 Works with virtually all AODD
pump brands 1” and up
9 Reduces demand on compressed
air system
Excellent ROI, can pay for itself
quickly
10
Target Applications
Unattended transfer or dewatering applications such as:
1
Rail car loading and unloading
1
2
Tank and vessel transfer
2
3
Sump and pit evacuation
3
Air Solenoid Valve
Product Specification Overview
Control Box
8’ Power Cable
WSDSC Value Proposition
Save air – Save time – Save money
Category
Air Consumption
Reduction
Downtime Labor
Reduction
Repair Parts Cost
Reduction
Notes (Based conservatively on one 2" Buna fitted
pump)
Pump runs 2 hours less per day (56 less hours a month less for an air saving of
$607.00) (80 scfm x 10 cents per kwh).
Assumes the labor rate reduction of (2) less pump failure a year, 2-hours per
failure at $85.00 per hour. (4 hours = $340.00).
Assumes a reduction of one less air side and two less wet side rebuilds kits
per year. (Parts saving of $450.00 average anually).
Total Conservative Monetized Benefit - 1st year
Annualized Cost
Benefit
$607
$340
$450
$1,397
Introduction to Value Selling
Scott Aiello
General Manager, Parts & Service, Warren Rupp, Inc.
Value Selling
Segment Overview
Overview of the Blagdon Value Selling process:
• A key part of our development process
• Basic concepts and benefits
• Components
Scott Aiello – Warren Rupp, Inc
Value Selling in the field – a real world example:
• Proving efficiency through increased output
Peet Snyman - AQS
Positioned for Growth
Value Selling in Blagdon Business Practices & Distributor Support
Customer
Business
Development
Order
Attainment
Order
Fulfillment
Innovative
Growth
Understanding Needs
Voice Of
Customer
Customer
Delivering Value
Products
Value
Selling
SIOP
Programs
Commercialization
After Sales Support
Marketing Services
Customer Support &
Contact Points
Applications Engineering
•
•
•
•
•
•
Application Questions
Technical Questions
Trial Pump Program
Special Construction Pricing
Competitive Discount Pricing
Competitive Questions
Customer Service
•
•
•
•
•
•
•
Competitive
Order Placement
Product Availability
Expediting
Shipping Information
Pricing & Discount Info
Shipping Discrepancies
• Warranty
• Field Issues & Resolution
• Repairs & Returns
Value Selling
In The Innovation Process
Customer
Business
Development
Order
Attainment
Order
Fulfillment
Understanding Needs
Voice Of
Customer
Customer
Delivering Value
Products
Value
Selling
Programs
Commercialization
Innovation Process
Value Selling In The Field:
• Process for demonstrating the total value to the customer to
drive a decision and gain share
Market needs
• Differentiate
• Monetize
• Understand needs or customer pain points
• Features, benefits, and points of difference delivered by our
product – monetized value
Product Development
• Product specs
• Prototypes
• Field testing
• Drive a decision
• Gain and protect share
• Allows consistent marketing message by all
Market Needs and Product Development
Phases Need to Support Confirmed Value
Selling Benefits
• Blagdon Sales
Distribution Sales
End-User
Value Selling
What It Can Mean To Your Business
Incremental Financial Impact
Needs
Analysis
Grow Top Line Revenue & Profit
• Increased selling price
Buying
Process
Increased
Sales, Profits
& Market
Share!
• Decreased pressure to lower price
Improve
Sales
Efficiency
Gain Share
• Take share from competition
• Protect your share from competition
Monetized
Benefits
Improved Efficiencies
• Improved orders hit-rate
• Increased customer mindshare
• Shortened sales cycle
Improved Efficiencies =
More Shots on Goal
Value Selling
What It Can Mean To Your Business – The Bottom Line Impact
From
To
Discounting too often
Improving Margins
Selling Features
Selling Value
Reacting
Anticipating
Taking Orders
Getting Orders
1% Improvement in:
Fixed Cost
Variable Cost
Price
Creates Profit Improvement of:
1%
2.2%
5.3%
3% Price Reduction Requires 7.8% Increase In Volume To Generate Same Margin
Value Selling
Needs Analysis
To deliver value, the
customer’s problems & needs
must be understood
37% of “Sales Peoples Biggest Mistakes” are related to listening skills
(source: Harvard Business Review)
Value Selling
Needs Analysis – Types Of Questions
Product Questions:
AirVantage
Home
AirVantage Selling
Process
Sales Tools
Training Webinar
Sandpiper
Homepage
• What features are most important to you?
Needs Analysis
• What benefits do these features provide?
This section helps you make a
connection with the customer by
identifying their needs:
• What are their current
issues?
• If you could change anything, what would it be?
• Advantages & disadvantages of our product
and/or competitor’s product?
• What will you base your decision on?
• Does your current product meet your criteria?
• What do they value?
• What projects are they
working on?
Operating Questions:
• What is their production
capacity?
• Do they have an energy
initiative?
Site
Assessment
Value
Proposition
Distributor Portal
Product Trial
&
Closing
This section provides you with
the tools in obtaining the right
information for estimating the
following:
This section assists in the activity
of selling AirVantage to the enduser:
• Baseline performance point
of existing pump application
• Value Selling Examples
• AirVantage Presentation
The product trial section guides
you through the AirVantage trial
process and takes you step by step
toward closing with the customer:
• Annual energy consumption
of existing application
• Downloadable Literature
• Obtain end-user trial agreement
• Pricing
• Order trial equipment
• Data Sheets and Owner’s
• Set up trial equipment
• Manuals
• Measure baseline
• Recent Trade Advertisements
• Switch to AirVantage
• Making a comparison with
AirVantage pump curves
• Estimating Energy Savings
• Who are the decision
makers?
Sometimes it’s necessary to go the
extra mile to win over a customer.
• Link to order hardcopy literature • Measure AirVantage
• Link to order Promo-Pack
•
• Downloading data
• Providing a test report
• Electricity / power costs?
• Maintenance person labor charges?
• Production downtime hourly cost?
• Cost of product waste?
Product Cost Questions:
• Installation time?
• Cost of spares?
• Inventory costs?
• Time of repair?
• Failure rate?
Value Selling
Your Customer’s Buying Process
Questions To Understand Process:
• What does a particular customer’s buying
process look like?
• Where is this customer in their buying
process?
• What is the next reasonable step they
need to take?
• What can I do to influence that next step?
Value Selling
Your Customer’s Buying Process
Installation and training
Regular meetings with suppliers to monitor
realization of value (scorecards)
Implementation
Best value
chosen
Decision
Resolution
of concerns
Decision makers & influencers
work with suppliers to select / validate
Changes over
time
Recognition
of needs
Evaluation of
options
Active buying process starts
• Strategy in place
• Collection of information
• Development of needs
• Shaping preferences
• Building relationships
• Writing specifications
Evaluation of competitive solutions
based on work done in previous phases
Understanding Buying Process And Key Decision
Makers Provide Key Direction
Value Selling
Delivering The Value Through Monetizing
Value Selling
Steps Of Delivering Value
1. Develop initial needs analysis
• Based on your knowledge and experience
Steps 1 & 2 happen before you
meet with customer
2. Generate initial total customer savings report
• Use VS Calculator tool to complete as much as possible before
meeting with customer
3. Ask customer for data
• Enhances credibility
4. Update estimates based on customer inputs
5. Get customers buy-in
Customer Interaction Through This Process Greatly Improves Your Credibility
Value Selling
Summary Of Available Tools
VS Website
VS Lite
Pre-Built Templates
X25 - Flap Valve
Category
Feature
Customer Benefit
Wilden
ARO
POD's
Top 3 Competitors
Yamada
Std Duty SP
Purchase Price
Flap Checks
Sandpiper Standard Duty
Wilden does not offer a Aro does not offer a 1" flap Yamada does not offer a 1"
not offered in 1" flacp
Passes up to 1 inch solids with
1 " flap check pump. Ball check pump. Ball check
flap check pump. Ball
check pump. Ball check
out pump damage or loss of
check syle pumps have style pumps have limited check style pumps have
style pumps have limited
performance
limited capability.
capability.
limited capability.
capability.
Maintenance/Reliability
Flap Checks
Efficiently handles heavy
Wilden does not offer a Aro does not offer a 1" flap Yamada does not offer a 1"
slurries with out pump damage
1 " flap check pump. Ball check pump. Ball check
or loss of performance. Top
check syle pumps have style pumps have limited check style pumps have
inlet bottom discharge,
limited capability.
capability.
limited capability.
eliminating uneven ball wear
Top Inlet Bottom Discharge
Efficient flow through design
eliminates pump plugging.
Guaranteed On / Off
Reliability
Lifetime air valve repair or
replacement performance
gurantee
Connecting Rod Guarantee
Guranteed not to yield under
tension, compression or
bending.
Ease of Maintenance
Externally Serviceable Air
Valve
In-line serviceable. Bolt on
and off. No major pump
disassembly required.
Wilden provides no
wriiten guarantee
against air valve
malfunction.
Wilden provides no
written guarantee
against connecting rod
breakage.
Lower MTBF 50% less
Lower MTBF 50% less
expected service life. 3 expected service life.
hrs /$75 / hr plus $150
3 hrs / $75 / hr plus $150
cost of wet end kit =
$375 ea.
$375 ea.
1 hr / $75 per to
Sandpiper Std Duty ball
dissassemble /
Yamada ball check pumps
check pumps do not handle
reassemble pump and
do not handle large solids
large solids
unclog debris.
Aro provides no wriiten
Yamada provides no
1 repair every 2 months
does offer written
guarantee against air valve wriiten guarantee against
.5 Hr / $75 X = $225 per
guarantee against air valve
malfunction.
air valve malfunction.
year ea pump
malfunction.
Aro provides no written
guarantee against
connecting rod breakage.
Wilden provides no
does offer written
writtten guarantee against
guarantee against
Partial fluid section
disassembly required to disassembly required to
service pilot valve
service pilot valve
disassembly required to
service pilot valve
Wilden does not offer a Aro does not offer a 3
3 piece manifold.
piece manifold.
Yamada does not offer a 3
check does not offer 3
piece manifold.
piece manafold
Flexible manifold orientation
for easy installation.
Performance
70 GPM Maximum Flow
Smaller diaphragms
High flow output reduces cycle stroke more often to
transfer the same
times and increases
amount of fluid causing
productivity.
earlier failure.
70 GPM Maximum Flow
High flow output with 1" pump
Sandpiper Std Duty have
ESADS.
Requires 1-1/2" pump on
higher flows
higher flows
Have to use much larger
pump to handle approx
solids size PF20 $2101 X25 $1314 = $787
1 hr / $75 per to
dissassemble /
reassemble pump and
unclog debris.
No on/off air valve
reliability issues
Std Duty SP
1
pump to handle
approximate solids
solids size NDP80 $1610 S20B1A $1605 - X25
X25 $1314 = $296
$1314 = $291
Lower MTBF 50% less
expected service life.
3 hrs / $75 / hr plus $150
$375 ea.
Lower MTBF 50% less
3 hrs / $75 / hr plus $150
$375 ea.
1 hr / $75 per to
dissassemble /
reassemble pump and
unclog debris.
Reset Button 1 repair
every 2 months .25 Hr /
$75 X = $225 per pump
per year
1 hr / $75 per to
dissassemble /
reassemble pump and
unclog debris.
No monetized value
1 repair per year X 4 hr 1 repair per year X 4 hr
1 repair per year X 4 hr X
X $75/hr +$350 parts = X $75/hr +$350 parts = No monetized value
$75/hr +$350 parts = $650
$650
$650
1 hr / $75 per to
dissassemble /
reassemble pump to
install air kit
Piping change $100
materials + $200 labor =
$300
EXP Series = 52 GPM
Smaller diaphragms stroke Smaller diaphragms stroke Smaller diaphragms stroke
MTBF less due to 26%
more often to transfer the more often to transfer the more often to transfer the
lower flow. 2/hr $75 /
same amount of fluid
hr plus cost of $30
causing earlier failure.
diaphragms = $180
Requires 1-1/2" pump on Requires 1-1/2" pump on
higher flows
higher flows
Monetized Value
Top 3 Competitors
ARO
Yamada
solids size PX8 Stallion
$1598 - X25 $1314 = $284
Wilden ball check pumps
Aro ball check pumps do
do not handle large
not handle large solids
solids
Three Piece Manifold Porting
Ease of Installation
capability.
Wilden
PX400 $1057 -X25 $1314
= ($257)
1 hr / $75 per to
dissassemble /
reassemble pump to
install air kit
Piping change $100
$300
1 hr / $75 per to
dissassemble /
reassemble pump to
install air kit
Piping change $100
$300
NDP Series = 49 GPM
Advanced Series = 56
GPM MTBF less due to lower flow. 2/hr
20% lower flow. 2/ hr $75/hr plus cost of
$75/ hr plus cost of $30 $30.00 diaphragms =
$180
diaphragms = $180
PX15 $975 - X25 $1314 = NDP40BAN $815 - X25 $
($339)
1314 = ($499)
No monetized value
Piping change $100
$300
S1FB1 Series= 45 GPM
lower flow. 2/hr $75/hr
plus cost of diaphragms
= $180
S15B1A $1099 - X25
$1314 = ($215)
Value Selling Lite
Extend Your Use Of The Process Tools
Quick & Easy Version of the Value Selling Process Tools
• Condensed
• Just 3 pages
• Last page is Customer Report
• Portable in two versions
• Excel version with its automated features
• Printed Tablet version when a computer is not practical
• Customizable
• Insert, remove, or change content and format
• Add logos
VS Lite Is A Quick And Easy Supplement To The Value Selling Toolset
Loaded on The Memory Stick You Received in Welcome Kit
Value Selling Lite
Page 1
Value Selling Lite
Page 2
Value Selling Lite
Page 3
Value Selling
Pre-Built Templates
X25 - Flap Valve
Category
Feature
Customer Benefit
Wilden
ARO
POD's
Top 3 Competitors
Yamada
Std Duty SP
Wilden
Monetized Value
Top 3 Competitors
ARO
Yamada
Std Duty SP
1
Purchase Price
Flap Checks
Wilden does not offer a
Passes up to 1 inch solids with
1 " flap check pump. Ball
out pump damage or loss of
check syle pumps have
performance
limited capability.
Aro does not offer a 1" flap
capability.
Yamada does not offer a 1"
check style pumps have
limited capability.
capability.
solids size PX8 Stallion
$1598 - X25 $1314 = $284
Flap Checks
Efficiently handles heavy
slurries with out pump damage
or loss of performance. Top
inlet bottom discharge,
eliminating uneven ball wear
Wilden does not offer a
1 " flap check pump. Ball
check syle pumps have
limited capability.
Aro does not offer a 1" flap
capability.
Yamada does not offer a 1"
check style pumps have
limited capability.
capability.
Lower MTBF 50% less
Lower MTBF 50% less
expected service life. 3 expected service life.
hrs /$75 / hr plus $150
3 hrs / $75 / hr plus $150
$375 ea.
$375 ea.
Top Inlet Bottom Discharge
Efficient flow through design
eliminates pump plugging.
Wilden ball check pumps
Aro ball check pumps do
do not handle large
not handle large solids
solids
Guaranteed On / Off
Reliability
Lifetime air valve repair or
replacement performance
gurantee
Connecting Rod Guarantee
Guranteed not to yield under
tension, compression or
bending.
Ease of Maintenance
Externally Serviceable Air
Valve
In-line serviceable. Bolt on
and off. No major pump
disassembly required.
Three Piece Manifold Porting
Flexible manifold orientation
for easy installation.
Performance
70 GPM Maximum Flow
Smaller diaphragms
High flow output reduces cycle stroke more often to
transfer the same
times and increases
amount of fluid causing
productivity.
earlier failure.
70 GPM Maximum Flow
High flow output with 1" pump
Ease of Installation
1 hr / $75 per to
dissassemble /
Yamada ball check pumps
check pumps do not handle
reassemble pump and
do not handle large solids
large solids
unclog debris.
Wilden provides no
Aro provides no wriiten
Yamada provides no
1 repair every 2 months
wriiten guarantee
does offer written
guarantee against air valve wriiten guarantee against
.5 Hr / $75 X = $225 per
against air valve
guarantee against air valve
malfunction.
air valve malfunction.
year ea pump
malfunction.
malfunction.
Wilden provides no
Aro provides no written
Wilden provides no
written guarantee
does offer written
1 repair per year X 4 hr X
guarantee against
writtten guarantee against
against connecting rod
guarantee against
$75/hr +$350 parts = $650
connecting rod breakage. connecting rod breakage.
breakage.
1 hr / $75 per to
dissassemble /
Sandpiper Std Duty have
disassembly required to disassembly required to
disassembly required to
reassemble pump to
ESADS.
service pilot valve
service pilot valve
service pilot valve
install air kit
Piping change $100
Wilden does not offer a Aro does not offer a 3
Yamada does not offer a 3
check does not offer 3
3 piece manifold.
piece manifold.
piece manifold.
piece manafold
$300
Smaller diaphragms stroke
more often to transfer the
Requires 1-1/2" pump on Requires 1-1/2" pump on
higher flows
higher flows
EXP Series = 52 GPM
lower flow. 2/hr $75 /
hr plus cost of $30
diaphragms = $180
higher flows
higher flows
Templates Based On Most Common Competitive
Encounters And Support Selling Strategy
PX400 $1057 -X25 $1314
= ($257)
solids size PF20 $2101 X25 $1314 = $787
1 hr / $75 per to
dissassemble /
reassemble pump and
unclog debris.
No on/off air valve
reliability issues
pump to handle
approximate solids
solids size NDP80 $1610 S20B1A $1605 - X25
X25 $1314 = $296
$1314 = $291
Lower MTBF 50% less
3 hrs / $75 / hr plus $150
$375 ea.
Lower MTBF 50% less
3 hrs / $75 / hr plus $150
$375 ea.
1 hr / $75 per to
dissassemble /
reassemble pump and
unclog debris.
Reset Button 1 repair
every 2 months .25 Hr /
$75 X = $225 per pump
per year
1 hr / $75 per to
dissassemble /
reassemble pump and
unclog debris.
No monetized value
1 repair per year X 4 hr 1 repair per year X 4 hr
X $75/hr +$350 parts = X $75/hr +$350 parts = No monetized value
$650
$650
1 hr / $75 per to
dissassemble /
reassemble pump to
install air kit
Piping change $100
$300
1 hr / $75 per to
dissassemble /
reassemble pump to
install air kit
Piping change $100
$300
NDP Series = 49 GPM
Advanced Series = 56
GPM MTBF less due to lower flow. 2/hr
20% lower flow. 2/ hr $75/hr plus cost of
$75/ hr plus cost of $30 $30.00 diaphragms =
$180
diaphragms = $180
PX15 $975 - X25 $1314 = NDP40BAN $815 - X25 $
($339)
1314 = ($499)
No monetized value
Piping change $100
$300
S1FB1 Series= 45 GPM
lower flow. 2/hr $75/hr
plus cost of diaphragms
= $180
S15B1A $1099 - X25
$1314 = ($215)
Value Selling
X25 Flap Monetizing Example
X25
Value Selling Example
Which Paint Costs More?
ABC
$16 per Gallon
XYZ
$24 per Gallon
Value Selling Example
Which Paint Costs More?
Covers 2,000
square feet per gallon
Covers 1,000
square feet per gallon
ABC Paint
XYZ Paint
4
8
x 16
Gallons Required
Price per Gallon
x 24
= 128
Total Paint Cost
= 96
Value Selling in the Field
An Example From South Africa - Mining
Peet Snyman
Owner/Director, AQS Liquid Transfer
Mining Numbers.
Why the Fuss, Platinum
The Spaniards named platinum as 'platina,' or 'little silver,' when they first encountered it in Colombia. They regarded
platinum as an unwanted impurity in the silver they were mining, and often discarded it.
WELL FORMED platinum crystals are very rare. In nature, pure platinum is unknown. Usually it is alloyed with other
metals, like iron, copper, gold, nickel, iridium, palladium, rhodium, ruthenium and osmium.
Platinum is resistance to chemical attack. It has excellent high-temperature characteristics, and stable electrical
properties. These properties of platinum is exploited for industrial applications. It does not oxidise in air at any
temperature and is also insoluble in hydrochloric and nitric acid.
In the 18th century, the rarity of platinum made King Louis XV of France declare it to be the only metal fit for a king.
Uses of Platinum
In electronics and scientific apparatus.
As jewellery.
In dentistry.
As catalyst in petroleum refining.
In car exhaust anti-pollution devices.
In platinum resistance thermometers.
Occurrences of Platinum
Transvaal, South Africa.
Ural Mountains, Russia.
Columbia and Alaska, USA.
Drilling, The main user of
compressed air.
B40 vs. Stallion
Air Usage Test
The Energy Source
1200l of air
The Process.
The Blagdon Numbers.
How do the stack up?
Blagdon vs Wilden
12 vs 52
The other guys:
Air Driven Submersible Pumps
Biggest Underground
Threat.
AODD vs. ADSP
The Cheap Option?????
AODD vs. AOSP
What do the curves show?
Test point.
The Rig.
3
4
2
1
5
Air Volume Usage
Power rating of pumps.
Cost Savings, Air and Oil.
ENERGY
ADSP
4bar@99m^3/h
11kW
11*0.5=R5.50/h
*24h*300 Days
R39.600/Year
AODD
4bar@25m^3/h
2.6kW
R9.360/Year
R40.000 vs. R10.000
X pumps on mine 300 units
Oil
ATS=270l/Year R2700/pump
CHEETA=900l/Year
R9000
SMA3=70l/Year R700
R10/l of oil
300 Pumps
R12.000.000 vs. R3.000.000
Saving
R9.000.000
At average pump cost of R7000
=1285 Pumps.
ATS:
R810.000/ Year
CHEETA:
R2.700.000
SMA3: R210.000
Value sell summary.
Value Selling
Positioned for Growth
THANK YOU!
Aftermarket
- Overview & Introduction
- Blagdon Genuine Parts
Scott Aiello
General Manager, Parts & Service, Warren Rupp, Inc.
- Pumper Parts
Tim Caldwell
Product Manager
Parts & Accessories
Grow Share Supporting All
Three Opportunities with
Service & Support
Supporting Our Overall Business Model
Pumper
Parts
Blagdon
Pumps
Genuine
Parts
Blagdon Parts & Accessories
Objectives
Phase 1: Better Support of Installed Base with Existing Parts
Business
Overview &
Opportunities
Product &
Packaging
Updates
Sales &
Marketing
Tools
Sales
Execution
& Targets
Phase 2: On-going Work & Priorities for Future Growth
Blagdon Parts
Expansion
Pumper
Parts
Expansion
Accessory
Expansion
Opportunity to Take Active Approach
to Selling Parts and Accessories
Service
Model
• Change culture and mindset
of parts / accessories
business
• Drive accelerated 2012
growth
• Leverage new product
opportunities – broaden line
• Change model and overall
parts and service business
model
Parts and Accessories
Existing Product Opportunities
Blagdon Parts
• Individual Parts
• Wet-end kits
• Value Selling Proposition
Accessories
Pumper Parts
• Wet Start Dry
Stop Control
• Individual Parts
• Wet-end kits
Value Selling Proposition
For All Blagdon
Distributor Offerings
Blagdon Genuine Parts
Kit Opportunities To Grow Your Top Line
Blagdon Attendees - Total Parts Category Sales
$500,000
60.0%
$400,000
50.0%
40.0%
$300,000
30.0%
$200,000
20.0%
$100,000
10.0%
Revenue $
% to Total
0.0%
$0
DIAPHRAGMS
KIT, WET
CHECK BALLS
OTHER
SLEEVE &
SPOOL, VAVLE
BODY ASSY,
SEATS
Blagdon Attendees – Kit Focused Category Sales
40.0%
$60,000
35.0%
$50,000
30.0%
$40,000
25.0%
$30,000
20.0%
15.0%
$20,000
10.0%
$10,000
5.0%
$0
0.0%
KIT, WET
DIAPHRAGMS
KIT, AIR
SEATS
CHECK BALLS
Revenue $
% to Total
Blagdon Parts & Service Program
Next Steps and What We Need from Distributor Partners
Blagdon Parts
• New parts
• New kit configurations
Service Support
Pumper Parts
•
•
•
•
•
•
•
•
Broader competitive offering
Other product offerings
New parts
New kit configurations
Accessories
• Added product offering
• Installation support
Parts breakdowns
Part selection tools
Repair videos
Competitive displacement programs
Pumper Parts Introduction
Tim Caldwell
Product Manager
Pumper Parts - Products
What product does Pumper Parts offer today?
• Repair parts and kits for the #1 AODD pump
brand globally - Wilden
• Repair parts and kits for the #3 AODD pump
brand in North America – ARO (IR)
• Repair parts and kits for #1 Japanese AODD
pump brand - Yamada
Wilden®
ARO®
Yamada®
Pumper Parts Product Breadth
Wilden
• 350+ Active Kits (Air end / Wet end)
• 477+ Active individual parts including (diaphragms,
balls, seats, shafts, seals, and some castings)
ARO
• 80+ Active Kits (Air end / Wet end)
• 218 Active individual parts including (diaphragms,
balls, seats, shafts, and seals)
Yamada
• 98 Active Kits (Wet end)
• 150 Active individual parts including (diaphragms,
balls, seats, shafts, and seals)
Pumper Parts – Value
• Quality - Pumper Parts backed 45+ years of Warren Rupp, Inc. expertise in
the AODD industry
• Use Pumper Parts as a bridge while converting accounts to Blagdon
• Provide kits that the OEMs do not offer, for a lower cost rebuild option
• New quality skin packaging for easy stocking and parts cleanliness
• Experience the value of using kits over individual components
• Pumper Parts list price is 20% below OEM list
• Target 24 Hour lead times on all non-consolidated orders (No expedite fees)
Pumper Parts – Sales Strategy
•
An excellent tool to convert users of competitive brands to Blagdon
(Allow you to better service and control accounts)
•
User friendly part number system – “PP” in front of OEM number
eliminates need to cross reference
$
$$
$$$
Pumper Parts – Value of kits
• Reduce frequency of repairs
• Save time and money
• Increase pump uptime
• All the parts you need in one place
• Only one purchase order
Pump Box Stuffer Example:
Pumper Parts – Tag and Release
What is the Tag and Release Program?
• Free program where tags are provided to
mark competitive pump units for future
Pumper Parts sales
Brand reinforcement
xx-xxxx-xx
xx-xxxx-xx
Kit information
Distributor contact information on
reverse side
Future online web form
Pumper Parts - Website
• Learn about new
programs and promotions
• Find the part you
are looking for
• Adding tools to drive
traffic
Technical Support
Barry McMahon
Senior Applications Engineer
Customer Contact Points
Customer
Business
Development
Order
Attainment
Order
Fulfillment
Understanding Needs
Customer
Delivering Value
Customer Support &
Contact Points
After Sales Support
•
•
•
•
•
•
Technical Questions
Pump Selection
Customer Visits
Distributor/Customer Training
Customer Service
•
•
•
•
•
•
Order Entry
Expediting
• Warranty
Application Engineering Team
IDEX Pump Technologies (Ireland) Ltd.
Application Engineering Team
Position
Years of Experience
Barry McMahon
Senior Applications Engineer
13
Adrian Joyce
Applications Engineer
3
Donal Kennedy
1
Mark McKeogh
New Hire 17th April - 2012
Applications Engineering in Shannon also has close links to our
counterparts in Mansfield – 100+ years of combined AODD Pump Experience
Application Engineering Goal:
Accurate and Timely Application Assistance
We will soon move to a ‘Central’ Application/Technical Inquiry mailbox for both
Blagdon & Viking Application/Technical Inquiries. We hope to have this in place in
before the end Quarter 2.
A central e-mail address - (for example [email protected]) will allow the
Applications Engineering Department to better manage the flow of inquiries for both
Product Lines. Response time will be tracked as a Key Process Indicator, with the goal to
have inquiries acknowledged/addressed and/or resolved within an 8 hour business day.
Online Tools
at http://blagdonpump.com
Blagdon Pump : Pump Selector
Click Here!
Blagdon Pump: Pump Selector
Blagdon Pump: Kit Selector
Click Here!
Blagdon Pump: Kit Selector
Blagdon Pump: Chemical
Compatability Guide
Click Here!
Blagdon Pump: Chemical
Compatability Guide
Shannon Customer Service
Ann O’Gorman / David Brown
Orders Administrator / Operations Manager
Customer Service
Customer Contact Points
Customer
Business
Development
Order
Attainment
Order
Fulfillment
Innovation
Understanding Needs
Voice Of
Customer
Delivering Value
Products
Value
Selling
SIOP
Programs
CFS
Commercialization
After Sales Support
Marketing Services
Customer Support &
Contact Points
Customer
•
•
•
•
•
•
Technical Questions
Trial Pump Program
Competitive Discount Pricing
Competitive Questions
Customer Service
•
•
•
•
•
•
•
Competitive
Order Placement
Expediting
• Warranty
Every Employee is “Customer” Service
The Customer Facing Team
Customer Services, Order Management
• Claire O’Connell
2005
• Anna Marie Killeen
2011
• Ann O Gorman (Lead)
2000
• Carmel O’Callaghan
2007
Engineering
• Barry McMahon ( Lead)
• Adrian Joyce
• Donal Kennedy
• Mark McKeogh
• Stephen Lyons
1999
2009
2011
2012
1998
Behind the scenes
Logistics, Billings Shipping
• Ursula Sheehan
• Edward Considine
2005
2009
Material Procurement & Planning
• Clare McNelis
1995
• Catherine O’Malley
2010
Management Support
• Des Monaghan
• David Brown
1987
1987
Some Blagdon Statistics
Customer Countries
56
No of Pumps shipped in 2011
>6000
Largest single pump order (shipped)
111
No of pump variations
>1400
General Lead-Times
Non-metallic
06 –B50
B75
1 week
3 weeks
Metallic
06 – 50
X75
1 week
3 weeks
High Pressure 2:1
Ali & Sst
2 weeks
Urgent Orders
•
•
•
•
•
Can ship same day
Customer selects freight mode
CS Team enters all orders, prepares paperwork
Liaises with materials, shipping, invoicing
Ensures goods are shipped
General Terms & Conditions
• Blagdon is EXW supplier
• Will assist and arrange freight – still EXW
– various freight companies – competitive
• Abide by Incoterms 2010
• T&C printed on each Acknowledgment ,
Invoice, Credit
Export Compliance
•
•
•
•
•
•
•
•
Regulated by USA, EU, Ireland Export Controls
Kynar ( PVDF) with Teflon, PTFE wetted parts
On-line application to Ireland export control
End User Form in all cases
License approvals can be 1 to 4 weeks
Err on side of Caution
Harsh penalties
IDEX - All Employees to be trained
Exhibition & Trade Shows
•
•
•
•
B06 PP + SS
B25 AA
B25 Kynar
B50 AA
B15 PP + AA
B25 Hygienic
AP50
– Blagdon pays freight to you
– You look after return freight
– Can provide graphics for posters
– Some basic giveaways
B25 Full Flow 2:1
Special Pricing
•
•
•
•
•
•
•
•
We support where we can
Trust between us – honest data
Be reasonable
Not sell on price alone – Value Selling
Complete the SPR fully
Must know your selling price
Who is the competition
Proper approval with Validity date.
General Manager
Fenton Challgren
Shannon Organisation
Operations Manager
David Brown
Production Manager
Des Monaghan
Accounting
Joyce Egan - Accountant
Sharon Robert - Accounts Asst.
Caroline O'Connor - Acc.Asst.(Temp)*
Engineering
Stephen Lyons - Eng. / Sys Admin.
Barry McMahon - Applications
William Sheahan - Applications
Adrian Joyce - Applications
Donal Kennedy - Applications
Customer Services
Ann O'Gorman - Sales Ord.Admin.
Quality
Oliver McPadden - Pump Test
Customer Services
Claire O'Connell - Cust. Ser. (On leave)
Carmel O'Callaghan - Cust. Ser.
Mary McMahon - Cust. Ser. (Temp)**
Anna-Marie Killeen - Cust. Ser. (Temp)**
Clerical & Admin. Asst.
Shipping
Brendan Walsh - Supervisor
Feargal Duff - Paint and Packing
Pat O'Halloran - Shipping
Manufacturing Services
Clare McNelis - Matl & Prodn. Control
Nicola Mulqueen - Assist. Matl & Prodn. Control
Catherine O'Malley - Purchasing
Ursula Sheehan - Prodn Assist./Inv.
Dawn Heffernan (Temp)*
Component Stores
Sam Higgins
Edward Considine
Machine Shop
Timothy Frawley - Machinist
Pump Assembly
Arther Martin - Assem / Fabrication
James Hannon - Assembler
Daniel Gregan - Assembler
Pat O' Callaghan - Assembler
Andy McNamara - Assembler
Sean Kelleher - Assembler
Conor Whelan - Assembler
IPTI Ltd Team 2011
Shannon Operations
Des Monaghan
Production and Technical Manager
Operations
Operations Structure
• All manufacturing
• Machine Shop
• Assembly
Clare McNelis
Materials & Production Control
• Shipping
• Receiving
Nicola Mulqueen
Assistant
Materials & Prod. Control
• Parts and Service
• Inventory and Supply
Catherine O'Malley
Chain
Purchasing
• Warehouse
• Production Scheduling
• Sales, Inventory & Operations
Planning (SIOP)
Production & Technical Manager
Des Monaghan
Engineering
Barry McMahon
Head of Applications
Assembly
Engineering
Adrian Joyce
Shipping
/ Receiving
Engineering
Donal Kennedy
Pump Test
Engineering
Mark McKeogh
Shipping /
Administration
Engineering
Stephen Lyons
Production Engineer
Operations
Blagdon On Time Delivery ytd
Pumps
102
100
98
Percentage
Our focus
• Ensuring Supply
meets Demand.
• Reduce lead time by
developing the
correct inventory.
• Increase confidence
level to buy material.
• Building forecast
confidence with our
Vendors
96
94
92
90
88
Series1
SIOP Overview
Sales, Inventory, & Operations Planning
Operational Excellence Progression
Improve
Process
Performance
Six Sigma
2001
X
X
Reduce Waste
& Time
Mixed Model Lean
2006
X
Enhance
Coordination
Sales, Inventory, & Operations
Planning
2011
Sales, Inventory, and Operations
Planning (SIOP)
• Why SIOP
• What is SIOP
Execution
&
Analysis
Create
Detailed
Oder Plan
Translate
to Sales
Plan
Capacity
Planning
• How the Process Works
Inventory
Planning
Why SIOP?
Current process does not link planning to execution:
Strategic Plan
Disconnect between functions(Sales, Eng, Ops, Fin)
•
•
•
•
•
Lack of shared goals and measurements
Order forecasts not tied to operational planning
New Product Phase In/Out not coordinated
Slow and/or ineffective material planning processes
Wrong product/wrong place (Finished Goods, BTO)
Impact felt in:
•
•
•
•
•
Lost sales
Lower margins
Working Capital (higher inventory, longer cash cycle)
Increased EOZ
Extended lead times
Annual Operating
Plan
Disconnect!!!
Demand Planning
Supply Plan
Execution
What is SIOP? - Sales, Inventory
and Operations Planning
• Management’s steps to coordinate Sales, Inventory, Operations and Finance
through a set of decision-making processes that aligns demand and supply,
through integrated inventory and capacity planning feeding our financial
forecasting model.
• Common misconception is that SIOP is better Order forecasting
5 - Exec
Meeting
4 - PreMeeting
1 - Data
Gathering
5-Step
Process
2 - Demand
Planning
3 - Supply
Planning
Set of business processes that enable the enterprise to
respond effectively to demand and supply variability
SIOP - 5,000 Foot View
Sales/Marketing
(Units/$$$ by Family)
Cost of goods sold
(Our operations values)
Shared view
Teamwork
SIOP
A process to reconcile, agree upon,
“Centripetal”
and communicate the
company game plan --
Operations
(Units- Material, Hours)
Inventory plan +/(By Planning Family)
Export Compliance & Foreign
Corrupt Practices Act
John Carter
General Manager, Warren Rupp, Inc.
Export Compliance
Definitions
Export
• A shipment out of the United States (US)
• An electronic transmission out of the US
• The release of technology or software subject to the Export
Administration Regulations (EAR) to a foreign national in the US
Re-export
• An actual shipment or transmission of items subject to the EAR from
one foreign country to another foreign country
Export Compliance
Who Must Comply
Any person or company who exports or re-exports:
•
Products of US origin
• Defined as products with more than 10% US content
• If there is a US citizen involved in the transaction
• Applies to non-US companies who may be re-exporting product if the
criteria above apply
All parties to US export transactions must ensure their exports fully comply with all
statutory and regulatory requirements. Compliance not only involves controlled goods
and technologies, but also restrictions on shipping to certain countries, companies,
organizations, and/or individuals
Export Compliance
Licensable Products
Top Exports
•
•
•
•
•
6A003:
2B350:
1C351:
0A984:
0A987:
Thermal imaging and light intensifying cameras
Chemical manufacturing facilities and equipment
Human pathogens, toxins
Shotguns
Optical sighting devices
All pumps made of PTFE (Teflon®), PVDF (Kynar) or Hastelloy C fitted with
PTFE (Teflon®) or FKM (Viton®) elastomers
Export Compliance
How Blagdon ensures Compliance
• Trax – utilization of export compliance software
• Audits – internal and external
• Monthly IDEX compliance teleconferences to stay up-to-date
• Personnel training
• BIS seminars
• Internal training
• Establishment of Export Compliance Specialist
• Utilization of corporate compliance resources
• IDEX Export Compliance Specialists - Ray Teti and Janice Simons
• Legal Counsel – Kelley, Drye, Collier, Shannon, LLC
Export Compliance
How Blagdon ensures Compliance
Export Compliance
Resources
When faced with export compliance questions seek help from:
Bureau of Industry and Security (BIS)
Office of Export Enforcement
14th Street and Constitution Avenue, NW
U.S. Department of Commerce
Washington DC 20230
Tel. 202-482-1208
Fax 202-482-5889
OR
Contact an attorney

Sales Team - Blagdon Pump

Transcription

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