GFS 2012 Kick Off Meeting Feb 2012. 2011 PERFORMANCE SUMMARY By Region, By Engineering, By Factory...
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Transcript of GFS 2012 Kick Off Meeting Feb 2012. 2011 PERFORMANCE SUMMARY By Region, By Engineering, By Factory...
2011 PERFORMANCE SUMMARY
By Region, By Engineering, By Factory
80%
15%Novec
Pre-Eng
FM200
($ millions)
5%
Taiwan HK/Macau China Totals
KFS 2.4 0.5 1.1 4.0
CFS 0.6 1.5 0 2.1
Sub-Total
3.0 2.0 1.1 6.1
Taiwan HK/Macau China0
1
2
3
4
CFS
KFS
3
2011 PERFORMANCE By Account
0.7
0.4
0.6
0.6
1.5
2.3
Kidde China
Acorp (Guangdong)
Beijing Jovian
Cheng An (Taiwan)
Chubb (HKG)
Sensor (Taiwan)
Kidde Fire Systems
Chemetron
US$ ‘M
4
2012 PLAN Overview
TAIWAN HK/MACAU CHINA TOTALS
KFS 2.6 0.6 1.2 4.4
CFS 0.6 1.5 0 2.1
SUB-TOTAL 3.2 2.1 1.2 6.5
($ millions)
2.4
1.5
0.6 0.6 0.5 0.5 0.40
0.5
1
1.5
2
2.5
Sensor Chubb Cheng An Jovian Acorp Pacific Sense
Kidde China
2012 Plan - By Key Accounts
2012 Plan Growth
5
2012 PLAN BREAKDOWN Key Accounts Only
($ millions)
Business Unit 2011 Actual 2012 Plan
Sensor $2.3 $2.4
Chubb $1.5 $1.5
Pacific Sense $0.3 $0.5
Acorp $0.4 $0.5
Jovian $0.6 $0.6
Sensor TMRT ShongShan Line Novec1230 $0.4M TPC GinMao Substation FM200 $0.5M East United Chemical FM200 $0.2M Chang Gung Hospital FM200 $0.5M Bao Ai Military FM200 $2.2M
Chubb HSBC ShekMun Novec1230 $1.5M RXL Terminal Novec/FM200 $1.6M PCCW Novec1230 $0.2M
Pacific Sense Macau Light Rail FM200 $0.3M New Macau University FM200 $0.3M HKG Colo Data Center Novec1230 $0.2M
Acorp CCB Wuhan data centre FM200 $4.0M XinChiang Power Plant FM200 $0.2M XiaoGuang Thermo Power FM200 $0.3M
Jovain Beijing Soho FM200 $0.4M National Library FM200 $0.3M
6
Growth Initiatives
Growth Initiatives Revenue
China Mega project(CCB WuHan, BOC Beijing)
$4M
Taiwan Chemetron Sales Expansion – Appoint Secom
$0.5M
Re-launch KF suppression to HKG/Macau (Pacific Sense & PTI)
$0.6M
Novec Opportunity(Taiwan MRT & HSBC IG-541 Replacement)
$0.4M
($ million)
6
2012P Opportunity
$6.5M
$5.5M
Challenge Problem Required Actions Initiatives
How to achievegrowth in Taiwan
• Lack of exposure in commercial market segment
• Demand has soften from Industry market segment due to SEMI-CONDUCTOR factory relocate to China
• Continue ADS spec-in• Maintain good relationship with big 3 telecom
company• New CFS distributor – Secom• Use Secom to penetrate new market segment
(Commercial & Bank)
• Maintain suppression business in Taiwan
• CFS sales expansion• Vertical Distributor –
marine & Wet Chem• Vertical market segment
sales forecast
Why not success in China
• Key products - FM200, Novec, Co2 , Argonite, wet chemical. All lines do not meet codes in China
• Tyco dominant UL/FM market for years
• Sales number too low in China as distribution network not well developed. Only one distributor “Acorp”
• Continue to loose market share• Local manufacture competition• Shanghai team – simply no good
• Dedicate resource to China• Recruit new people • Renew ADS approval • Localize key lines • Continue to work with UTC but need to
develop new distribution channel by our own sales force
• Provide training to Shanghai team and new distributor
• Weekly sales review call with distributor and Shanghai team
• At least 2 Seminars
• Localize Argonite system.• Localize FM200 ADS
system.• Add resources to drive
sales channel development
• Target Mega project CCB Wuhan $4m Bank of China $1m
How to growth Kidde Fenwal suppression business in HKG & Macau
• KF suppression is not performing well in HKG & Macau
• Sales number is too low as HLK is too old and not interested
• Loss of market share to Tyco
• Find new distributors for HKG and Macau• Training and tech back-up • Use Chubb TEC to do product Spec-in • Weekly review to enforce distribution
management
• KF Sales expansion for HKG & Macau
• Recapture market share from Tyco
How to achieve sales growth for Novec1230
• Too rely on FM200• Customer resist to change • FM200 price is still uncertain
• Hard push Novec for small/medium job• Chubb focus Novec for mega project in HK • Pursue local banking segment in Taiwan
• Novec1230 conversion and promotion
2012 PLAN CHALLENGE
Key Opportunity – China
CCB Wu Han Data Center
Bank of China Shao guan Power Plan
Beijing SOHO
SMIC Shanghai
FM200
$ 0.3MFM200
$ 0.3M
FM200
$ 4M FM200
$0.4M
CO2
$ 0.5M
($ millions)
Key Opportunity – Taiwan
TMRT Shong Shan Line
Far Easton TelecomBoi Ai Muilitary Building
TPC GinMao FM200
Chung Hwa Telecom E-IDC
Chang Gung Memorial Hospital
Novec 1230
$0.6M
FM200
$2.2M
FM200 $0.6M
FM200 ‘ $0.5M
FM200
$0.5M FM200
$0.5M
($ millions)
Key Opportunity – HKG & Macau
HSBC TKO Data Center Novec
Novec1230 - $1.5M
Express Rail Link
Novec1230/FM-200 – $1.6M
Macau Light Rail
Novec1230 - $0.2M
HKCOLO Data Centre
FM200 - $1MMacau University
FM200 - $0.3M
MTR Ventilation Building
FM200 - $0.5M
($ millions)
Key Issue - China
BillGoldstucker
Alvin Lee
New Salesman New Salesman
Jovian
Acorp
Acorp South
UTC Shanghai
China Approvals Renew
Sales Channel Development New Sales Force
Weekly Review/Business Forecast
Sales material update
(Chinese version)
Product Training
Marketing Event/
Seminar/ Advertisement
Reinforce Distribution
Management
Key Issue – HKG & MacauNew Distributor for Kidde-Fenwal
CHUBB
1. Chubb HKG office manage North East Asia market (include Korea & Japan)
2. NEA Sales conference in Feb
3. Master Trainer
12
Use Chubb TEC to Specify Project
• Work with “Chubb Techincal Engineering Centre” to do product specification work
• Regular seminar and marketing activity
• Use TEC to push Novec. Target Customer Government, Telecom & Data Center
• Ashland to provide training to TEC
• TEC to support NEA Region