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The Power Of Teamwork Rev 1

Published on Nov 18, 2015

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PRESENTATION OUTLINE

1.

WL LOW VOLTAGE SWITCHGEAR

The Power of Teamwork
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2.

WL LVS LAUNCHED JANUARY, 2004

Market Leadership Was Expected by 2009
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3.

PRODUCT LAUNCH GOALS - 2004

Achieve 30+% Market Share & 15+% Profitability
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4.

REALITY HIT IN 2009

Market share actually dropped from 16.7% to 15.6% by 2009.
Photo by Nick White
5.

LVS TEAM CONDUCTED POST LAUNCH AUDIT

Obstacles to Goal Achievement Were Identified
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6.

Primary obstacles identified in 2009 were manufacturing quality and product cost. Post-sales support and pre-sales support were also identified as serious issues.

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7.

Focus Teams Were Established to Attack Obstacles

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8.

FOCUS TEAM ACHIEVEMENTS

As of FY14 we have a 22% market share and 18% profitability.
9.

WE HAVE A UNIQUE OPPORTUNITY

We can achieve all of our LVS goals if we focus and work as a team.
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10.

Primary obstacles as of 2014 are post-sales and pre-sales support. Manufacturing quality and product cost have been mitigated by focus teams.

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11.

To retain existing customers and gain new customers we must resolve our post-sales and pre-sales support issues ASAP.

Photo by James Marvin Phelps
12.

PRODUCT GOALS - 2014

30+% Market Share & 20+% Profitability by 2017
Photo by Nick Kenrick. poor internet. soon will comment etc
13.

MANUFACTURING DELIVERABLES

  • World Class Quality
  • On-Time Shipments
  • Minimize Product Cost
  • Establish Post-Sales Support Team
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14.

POST-SALES SUPPORT TEAM

  • Customer technical support
  • Warranty
  • Spare parts
  • Replacement parts
  • Additions to existing equipment
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15.

POST-SALES SUPPORT TEAM

  • Start-up and commissioning
  • Customer product training
  • Integrated CRM system
  • Activity reporting
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16.

APPLICATION ENGINEERING DELIVERABLES

  • SalesForce.com activity and hit rate report
  • SalesForce.com project drill down capability
  • Updated IIR report by market segment
  • Value proposition proposal
  • RFQ strategic profile
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17.

RFQ STRATEGIC PROFILE

  • What is the market segment?
  • Who is basis of specification?
  • Who is the primary competition?
  • Who has the installed base?
  • What is our proposal strategy?
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Allan Worthy