Better. Together. A powerful alliance System pro E partner

Transcription

1 Gary Scardifield, 2016 Better. Together. A powerful alliance System pro E partner Slide 1

2 System pro E partner The idea behind the concept The right ABB components + Panel Builder s added value = Best performance Slide 2

3 Better. Together. 10 reasons to become an ABB System pro E partner Slide 3

4 Your benefits 10 reasons to become an ABB System pro E partner 1. Strong ABB brand recognition 2. The most comprehensive product portfolio 3. Quality ABB products for quality solutions 4. Pre-tested panel configurations 5. Extensive Industry and application knowledge 6. Local and global support for your business 7. Dedicated training based on business needs 8. Loyalty and openness in dealing with partners Supporting Information Benefit 9. Focus on integrity and responsibility 10. Develop your business network together with ABB Slide 4

5 1. Strong ABB brand recognition ABB is recognised worldwide (1/3) ~42,000 employees $ 10.6 #1-3 billion In revenue (2014) Market leader worldwide Present in +100 countries Manufacturing Sites +100 Delivering more than 1.5 million products a day 90,000+ Products Slide 5

6 1. Strong ABB brand recognition A recognised brand (2/3) Slide 6

7 1. Strong ABB brand recognition Preferred vendor for many end-customers (2/3) Global and local frame agreements with both global end customers and OEMs Slide 7

8 Partner benefit 1. Strong ABB brand recognition Proud of being associated with the ABB brand Less time for persuading, more time for business development When I call a customer, they always have time to listen to my ABB offering half of the selling job is done already Slide 8

9 2. The most comprehensive product portfolio ABB total product portfolio (1/5) ABB Group Electrification Products Discrete Automation and Motion Process Automation Power Grids Slide 9

10 2. The most comprehensive product portfolio A complete portfolio for panel building (2/5) Low voltage products Electrical installation Electrical distribution Control & protection Building automation Residential products Slide 10

11 2. The most comprehensive product portfolio Typical product lines for panel builders (3/5) Main Distribution Sub Distribution Air & Moulded Case Circuit Breakers Fusegear Miniature Circuit Breakers Residual Current Devices Surge Protection Devices Meters Pluggable Systems and more Slide 11

12 2. The most comprehensive product portfolio Engineered installation products for panel builders (4/5) Cable ties & tools Wiring duct Heatshrink Wire terminals & tools Compression connectors Connector for magnet wires Flexible conduit & fittings Liquidtight fittings Slide 12

13 2. The most comprehensive product portfolio A complete range for your needs on abb.com (5/5) Slide 13

14 Partner benefit 2. The most comprehensive product portfolio Saves time and purchasing costs a one stop shop The broadest portfolio of globally available low- and medium-voltage products meeting all panel builder s needs The total range of ABB products and systems across all 4 divisions Becoming the supplier of choice Slide 14

15 3. Quality products for quality solutions Fulfills specification requirements (1/2) ABB Stotz Kontakt, Heidelberg. The quality assurance system, which fulfills the demands of the DIN EN ISO 9001 and as well as ISO as the first company in Germany to receive this accreditation. Annual monitoring audits guarantee the continuous further development and adaption of the quality assurance system. ABB employees work with this system with great engagement, bringing it to life and ensuring quality and reliability. Slide 15

16 3. Quality products for quality solutions World class quality management (2/2) ISO 10002:2014 addresses the following aspects of complaints handling: enhancing customer satisfaction by creating a customer-focused environment that is open to feedback top management involvement and commitment providing complainants with an open, effective, and easy-to-use complaints process; reviewing the effectiveness and efficiency of the complaints-handling process. Slide 16

17 Partner benefit 3. Quality products for quality solutions Tested according to world wide standards Top class quality control procedures When you use ABB products and enclosures you can trust you have a quality solution Slide 17

18 4. Pre-tested panel configurations From consumer units to switchgear cabinets (1/2) ABB has a vast range of enclosures and enclosure systems Pre-tested solutions for energy distribution and specific industry applications ABB fulfils customer expectations of safety and reliability. Slide 18

19 4. Pre-tested panel configurations Verification of panels according to IEC (2/2) ABB System pro E enclosure ranges are tested according to IEC /3. Ensures the safety aand reliability of the system whilst optimising the performance Only the routine test has to be done. No further type tests are required. Slide 19

20 Partner benefit 4. Pre-tested panel configurations Pre-tested solutions save the extra cost of type testing of panel solutions The performance of switchgear systems is optimised whilst ensuring safety and reliability of the panel. Simplified manufacturing and routine testing reduce throughput time and costs Becoming the supplier of choice Slide 20

21 5. Extensive industry and application knowledge Solutions for all commercial and public building types (1/6) Office buildings Hotels Industrial facilities Exhibition centers Sport stadiums Theatres / Museums / Churches Schools / Universities Banks Hospitals Airports Shopping centers Slide 21

22 5. Extensive industry and application knowledge Huge numbers of references and experience (2/6) Music Hall, Helsinki Yas Marinas Hotel, Abu Dhabi CK06 (Chapuis Katz) Paris International Airport Beijing Slide 22

23 5. Extensive industry and application knowledge Industrial applications and solutions (3/6) Datacenter Example. Pre-configured remote power panel Tested to IEC Ensures continuous power to critical applications Applications handbook covering many products and systems Slide 23

24 5. Extensive industry and application knowledge Industrial applications and solutions (4/6) Solar Applications Example: Plug and play combiner boxes IP66 Gemini enclosure Comprehensive hand book of solutions for solar energy Slide 24

25 5. Extensive industry and application knowledge Industrial applications and solutions (5/6) Solutions for hospitals Example: H+Line energy distribution to EN Group 2 medical locations Comprehensive Literature Slide 25

26 5. Extensive industry and application knowledge Wind power product applications (6/6) Yaw and Pitch control Heating, cooling and Lubrification System Breakers, short-circuit limiter, Plug-in systems, Motor starter Auxiliary Circuit (lifts, cranes, ) Main circuit / slectrical drivetrain Air circuit breakers, Large contactors, arc guard system, surge protection devices Control and communication systems Power supply, signal converters, terminal blocks, EPR, safety relays and safety controllers, machine safety Motor starter and short-circuit limiter, pilot devices, softstarters, timers, monitoring relays Switches, contactors, MCBs, RCDs, enclosures Slide 26

27 Partner benefit 5. Extensive industry and application knowledge Opportunity to deepen your knowledge in your focused business area Time and money saved by having an easy access to ready made support material Confidence in presenting already proven solutions to customers Ability to pursue more business opportunities Slide 27

28 6. Local and global support for your business Added value support and services (1/8) Support & Services Technical support Software tools Marketing support Training Service Slide 28

29 6. Local and global support for your business Technical support (2/8) Technical support is provided for panel builders and designers. This can range from simple technical questions through planning support, questions of design verification, material selection, or more complicated interpretations of the norms and standards. Partners receive complete technical documentation and mounting instructions for the energy distribution enclosure systems. Additionally technical documentation, white papers, mounting instructions, FAQ s and solution information are available on Business support through targeted marketing actions aimed at project procurement and enhancing the business network Slide 29

30 6. Local and global support for your business abb.com (3/8) Slide 30

31 6. Local and global support for your business Technical partner portal (4/8) The internet is often the first port of call for Panel Builders interested in working closely with ABB The panel builder partner portal (in preparation) on abb.com is a way to provide specific support to partners We provide partners with, news, success stories, applications, latest product information, trainings etc. Examples of content for Panel Builders Information & Tools concerning IEC 61439; design verification, etc. Frequently asked questions; knowledge database Product Information; Solutions from 100A to 6300A Software; link to the e-design suite Training; details and registration for Panel Builder Training Slide 31

32 6. Local and global support for your business Software tools (5/8) flexibility 4 interconnected modules accessible during all stages of the project. Project reusable by all the professionals involved in its creation. velocity Ability to save, duplicate and edit product and switchboard configurations. Calculation of single-line diagram and automatic dimensioning of conductors and control and protection equipment. simplicity Drawing of single-line diagram using predefined macros. Guided configuration of switchboards and products. Slide 32

33 6. Local and global support for your business Software tools (6/8) Product & Accessories Selection EDS PDC Electrical Engeneering Switchboard Configuration Switchboard Engineering Quotation Slide 33

34 6. Local and global support for your business Marketing support (7/8) Slide 34

35 6. Local and global support for your business Global support (8/8) ABB is present in +100 countries worldwide Slide 35

36 Partner benefit 6. Local and global support for your business Local support in your own language in the same time zone Software tools and marketing support increase productivity and help create new business opportunities Trust in a reliable partner gives you peace of mind Slide 36

37 7. Dedicated training based on business needs Comprehensive training offer (1/2) All partners receive dedicated training on the application and use of ABB System pro E products and enclosures You have access to training on the e-design software suite of programs designed for panel builder business needs Hands on training shows how to assemble energy distribution and automation panels Your specific training program is defined together with your local sales representative. Slide 37

38 7. Dedicated training based on business needs Dedicated IEC training (2/2) The new norm IEC came into force from New, clear responsibilities with the IEC61439 Verification by testing or calculation is required. Partially verified solutions are forbidden ABB provides the support needed to provide a professional solution according to the standard as part of a partnership concept Slide 38

39 Partner benefit 7. Dedicated training based on business needs Improved competence and productivity through hands on product training Increased awareness of ABB offer and solutions Professional solutions according to IEC Slide 39

40 8. Loyalty and openness in dealing with partners Transparent partner program (1/1) Long term partnership focus Market development together with partners Open for feedback on improvement potential Slide 40

41 Partner benefit 8. Loyalty and openness in dealing with partners Reliable long term partnership Trust ABB is not limiting your business strategies Slide 41

42 9. Focus on integrity and responsibility ABB s commitment (1/2) Code of conduct; How we help our customers to succeed ABB s business principles: Responsibility Respect Determination ABB trains every employee at every location around the world continuously At ABB performance is measured not only by the results achieved, but also how these results were achieved. This is why our stakeholders can rely on the fact that our services, operations and daily business are based on ethical behavior. CEO Ulrich Spiesshofer in ABB s Code of Conduct Slide 42

43 9. Focus on integrity and responsibility External recognitions (2/2) Slide 43

44 Partner benefit 9. Focus on integrity and responsibility Confidence in doing business with a reliable partner Working according to ABB s code of conduct guarantees the integrity of the business Slide 44

45 10. Develop your business network with ABB All participants in the project value chain (1/2) Investors (Client) Start of the Partnership Consultant Project Value Chain Installer Panel Builder Slide 45

46 10. Develop your business network with ABB All this creates more business for you (2/2) when customers know that you are in a partnership with ABB: It makes it easier for you to arrange a meeting with a new potential customer You can be confident that you have the backing of a strong team Slide 46

47 10. Partner benefit Join us as a System pro E partner We work closely with our network of ABB System pro E panel builder partners Our shared goal is to deliver maximum benefit to our joint end customers Join us in a partnership for growth and success Better. Together. Slide 47

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