Profiting from Large Companies

Martin JonesFormer Director of Technology & Innovation, Smiths Group plc

Times today are tough for us all

Times today are tough for us all

But recovery wil l be led by our big corporations

Let’s take a look inside one……..

Smiths Group plc

Annual Sales £3500 mil l ion

35,000 people

International business

Smiths MedicalSpecialised devices and equipment forcritical and intensive care

Specialised healthcare equipment - infusion, blood warming and monitoring

Safe needle closure

preventing needlestick

injuries

Single-use devices - an essential part of new procedures

Ambulatory insulin pump

helping diabetics

� in a dynamic market� Market leader with premium products � Medical technology innovator� Organic and acquisitive growth

Temperature management

Airway management

Women’s healthcare

Pain managementNeedle protection

Critical care

Vascular access

Ambulatory infusion

Hospital infusion

Innovation is the key to growth

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Smiths AerospaceOne of the world’s leading aerospace equipment suppliers

� Top t ier supplier� Systems integrator� Commitment to R&D� 60% of business in

high growth markets

Defence50%

Detection etc.15%

CivilAerospace

35%

(sales)

Smiths IndustrialElectronic interconnect; instrumentation

Principal activity: Interconnect - the connection and protection of safety-critical electronic circuits

� Multi-pin connectors� Microwave cable

assemblies� Microwave components� Surge suppression� Lightning strike protection

� Aerospace & defence� Medical electronics� Railroad signall ing� Cellphone infrastructure

for

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Smiths Detection A major new market opportunity

� Equipment for detecting chemical, biological, nuclear, explosive and narcotic threats

� Well established military business in battlefield systems

� Substantial requirement for airport security worldwide - meeting increased threat from terrorism post 9/11

� Additional opportunities in public buildings � Smiths is investing heavily

in a growing market

Applications in both mili tary and commercial sectors

$4.5bn

$1.1bn

$2bnFacilit ies protection -agencies

Military

Transportation security

Total market size

Detection systems - next ten years

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Types of large company

• Centralised?

• Decentral ised?

• Where are the decisions made?

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Some companies within Smiths Group plc

        

                       

New product development

A key driver of business growth

Innovation is rarely straightforward

Suppliers participate in the ups and downs…….

…….and must be part of the team

An innovative business needs:

• The right culture for teamworking

• Capable people

• The knowledge

• Effective networking

Product innovation involves suppliers from the start

• Product specification

• Design studies

• Innovative thinking

• New processes

• Logistics

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The ideal supplier…..

……brings solutions and not problems

Quality Management Systems

• Visibility of how well you do things

• ISO 9001 - Management

• ISO 14001 - Environmental

• Certification must be accredited (UKAS)

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Always on the lookout for new suppliers

• Increased outsourcing

• New technology

• Better quality

• Improved service standards

• Lean approach

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Design Innovation – A UK strength

                

Design consultants are influential decision makers –

A potential link to major customers