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Transcript of 2014 q4
InFocus Q4
Happy
Holidays!
2014 | 4th Quarter
Welcome to the Team
EMAX2 Launch
You’re Invited
Fluor/WESCO
Tradeshow
In Our Region
Must-Win Projects
In This Issue
3
6
8-9
4
10-11
7
Brandon Stewart
We are pleased to announce the appointment
of Brandon Stewart as Product Application Specialist –
Control Products, within the Low Voltage Products
group, effective October 13, 2014.
Brandon comes to ABB USA from Tecumseh Products
Company where he held the position of Sales Engineer
for hermetic compressors and refrigeration products. He
will help support the growth of the controls and protec-
tion product business in the southeast region.
He holds a degree in Mechanical Engineering from the
Georgia Institute of Technology in Atlanta, GA. He will
be based in Atlanta, GA and will report to Al Tiano.
Lauren Hammond is the new Regional Coordinator
based out of the Nashville office effective on December
8th. She will help support the Southern Region’s sales,
marketing, financial reporting, and administrative
activities.
She has a bachelors degree in Marketing from the Uni-
versity of Missouri– Columbia and loves to spend her
time running, volunteering, and watching SEC football.
EMAX2 launch: Atlanta, GA
- a note from Al Tiano
Thank you all very much for all the time and effort you devoted in
making the Emax2 launch memorable for our customers. We
reached out to over 750 customers and had 110 customers in
attendance with 17 walk ups! I also continue to get emails from
several large customers that registered and could not attend.
This was by far the largest customer touching event ever for LPBS
and we all created a BIG BUZZ in the market about ABB breakers and the ABB
brand.
Now comes the most important part of the EMAX2 Launch: The Follow-Up!
I asked that everyone please meet with customers that attended the next 2-3 weeks and
discuss opportunities and next activities. Michele and his team have committed to
support us in our efforts and I can help you coordinate.
Thank You,
Al
The Southern
Region received
the first order for
the Emax2 in the
US!
Let’s keep the
momentum
going!
Want more information about the EMAX2? Check out www.abb.com/emax for catalogs, documenta-
tion, drawings, certifications, and MORE!
It was a great turnout at the Fluor/WESCO Trade show this past October!
Here are a few highlights from the event:
F l u o r / W E S C O T r a d e S h o w
Team spoke with Steve DeVita in
length regarding their business and
how it's not only picking up but also
diversifying. Power now represents
less than 25% of his office's work
Amy Drewery presents the unique safety features of the new ABB Safety Switch
for Fluor Electric Engineer
October 14, 2014 Greenville, SC
Thank you Amy Drewery,
Jeff Rocker, and Tripp Tay-
lor for making this event a
SUCCESS!
Many Westinghouse Breaker
Retrofit opportunities
Built relationships with Fluor
employees John Londise, Vince
Vo, and Lead Electrical Engineer
for Frito Lay, Kaiser
Alimohammad
ABB Automation & Power World
Harnessing the Power of Change
March 2-5, 2015
You’re going to Houston for the BIGGEST sales call of the year!
APW is approaching and we are so excited for you to be a part of it! The event couldn’t be at
a better time with our new unified LP Strategy with ABB and Thomas & Betts. It is going to be
a great opportunity for you learn and take relationships with your customers to the next level
so be sure to take advantage of everything APW has to offer. Make sure to:
Take advantage of the Promotion in a Box resource as you prepare: http://new.abb.com/apw/promotion-in-a-box
Witness Keynote Speakers with Customers:
- Former President & CEO of Ford Motor Company, Alan Mulally
- Retired Pilot who successfully landed commercial flight in the Hudston River, Sully Sullen-
berger
Attend the FIRST EVER Low Voltage Distributor Day which includes: - private lunch - Keynote speaker Greg Scheu - distributor-focused audio tour - dedicated distributor lounge For a better idea on what to expect click the link below to see highlights from previous APW events: https://www.youtube.com/watch?v=1azmiZMcZBw Think it’s all about product? It’s not. If you want to find out…you need to be there!
Big Interest Items:
-MLD's were huge
-ABK Keeper Series for transformers
-BAT-22
-Belled-End lugs
-Narrow Tongue Lugs
- Both Jason and Mahmoud offered to
champion a meeting with Ali and lend
support for specifying the MLD's &
Keeper Series
Bill Mauriello talks BAT-22 with Electrical
Engineers from Fluor
"Bill and Kevin engage with Fluor engineers on tooling, compression grounding and MLD's as Construction Site
MOBILE SOLUTIONS
TRUCK EVENT:
November 4, 2014
- a power plan project for Dominion Power in
Lawrenceville, VA -
Key Players: Jason Law Rick Kerr Doug Pugh Steve Grady
Alan Amidon demonstrates the Motor Lead
Disconnects to Jason Law-Lead EE and Doug
Pugh-Site Manager for Fluor
Bill Mauriello talks BAT-22 with Electrical
Engineers from Fluor
Bill and Kevin engage with Fluor engineers on tooling, compression grounding and MLD's as Construction Site Manager from Fluor, Doug Pugh surveys the T&B table
Coresential was successful this December in the conversion of Blackburn
and Homac Color Keyed Connectors for 18 Locations in Florida.
A rep for Coresential and ,Jim Vinciguerra developed a plan more than
two years ago for this conversion to replace Burndy at each location. The
initial order for each of these locations was $15,000 with $35,000 going to
the Distribution Center in Orlando.
The real work began after the initial order when they replaced Bundy with
over $1 million in sales across the state of Florida.
Coresential has utilized Signature Service and continues to sell this to the
end users in Florida. It is all about gaining market share and supporting
distributors who will be successful in moving the product to end users..
Thank you to everyone who was involved in the important T&B
conversion!
Connectivity conversion
Do you have Seven Million in Spare Change for a
Condo in Miami?
The Porsche Tower in Miami will be the only condo in the world where
you can drive multiple vehicles to your own individual residence.
The project, projected to be completed in the 4th Quarter of 2016, has
named T&B and United Electric the preferred manufacturer and
electronic contractor respectively.
Coresential and the T&B team have worked on the design phase for two
years and have been successful specifying Color-Keyed, Steel City, and
Carlon products for the project.
The right timing and the right mobile marketing tools helped T&B Dis-
trict Manager Scott Dunnington and Coresential win the project. They
have just touched the surface of the project writing $75,000 while poten-
tial business is estimated around $500,000.
To understand the potential for T&B products, take a look at this
exciting video to see how the rich and famous live.
http://www.youtube.com/watch?v=5XcQIVf78NE
TOP Must Win Projects
Vertical Market Project Name Rep/MDM Total T&B Goal
$
T&B $ to-date Product (Groups)
Utility FPL ATS Eng Sales/
Perez
$1M $110K 125 switchgear
Utility Next Era Eng Sales $800K $400K 600 amp
arresters
Utility Distran
Segrato
Shipyard
Subst
Ruffin/
Gaines
$150K - 266 Subst
Utility ABB Lake
Mary Google
Project
Powell/Herst $5M - Elastimold
Utility JEA
Loopscheme
Eng Sales $1M - 201 Reclosers
Vertical Market Project Name Rep/MDM Total T&B Goal $ T&B $ to-date Product (Groups)
ABB WEG Kythas/Zayas $300k - Breakers &
Contractors
ABB Danaher Kythas/Zayas $250K - Jokab
ABB Colo Sugar Mill/
TAW
Zayas $711K - 529– Emax Link
ABB Annual Supply
of LVP
Wilson $500K - 502—Proline
ABB Redesign of
drive panel
Camera $500K - 520– MCCBs
Utility
ABB
“What you get from achieving your goals is not as important as who you
become by achieving your goals” -Zig Zigler
Low Voltage
Vertical Market Project Name Rep/MDM Total T&B Goal
$
T&B $ to-
date
Product (Groups)
Pulp & Paper Project
Phoenix-
McArthur $300K $35K Ty-Rap, cable tray, Blackburn,
terminals, star teck, liquidtight,
cord
Data Center Project Floun-
der
Collins/
Jaegers
$750K - Tray, Strut, Lugs, Grounding
Chemical Baxter
Pharmaceutical
Collins/
Jaegers
$800K $500K Boxes, Rigid Fittings, Cord
Fittings, Strut, Hangers, Red Dot
Construction Atlanta Falcons
Stadium
Collins/
Archer
$1M - Boxes, Rigid Fittings, Cord
Fittings, Strut, Hangers, Red Dot
Commercial Atlanta Braves
Stadium &
Mixed Use
Development
Collins/
Jaegers/
Phelan
$10M - Tray, Lugs, Strut, Boxes, Steel
City Efab, Floor Boxes, Red Dot,
Blackburn, TNB Fittings, TyRaps
Commercial State Farm
Headquarters
Phelan/
Jaegers/
Collins
$3M - Tray, Lugs, Strut, Boxes, Steel
City Efab, Floor Boxes, Red Dot,
Blackburn, TNB Fittings, TyRaps
Commercial Porsche
Tower
Marschke $300K $100K Carlon, Steel City, TyRaps, Pre-
Fab, Industrial Fittings, Color-
Keyed
Power PPI Phelan @200K - Sta-Kon lugs and splices,
TyRaps and tooling potential
Data Centers Google
**new phase**
Marcella/
Sterlace
$600K $175K Lugs, strut, boxes, fittings, cable
tray
Power
Generation
VC Summer
Nuclear
Taylor $3M - Bidding Process
Data Centers Microsoft Data
Centera Phase 5
Young,
Griffin
$600K $110K Bidding Process
OEM Baldor Kings
Mountain
Patrick/ J.
Woodward
$325K $75K Lugs, Stakons, tooling, TyRaps
OEM Eaton Gree-
wood, SC
Crocker/
Patrick
$400K $175K Tooling, compression, lugs,
tyraps & stakons
Power
Generation
Plant Vogtle Crocker/
Amidon
$3M 100K Bid process, liquid tights, cord
connectors, Stakons, TyRaps,.
Industrial New Belguim
Brewery
Marcella/
Barr
$350K $75K Cable tray, fittings, boes, stain-
less package, Ocal, TyRaps
If you want to be a part of the
next edition please contact:
Lauren Hammond
615-651-8200
Thank you to everyone who contributed to
this edition of InFocus. Your participation is
very much appreciated.