MCQUAY GLOBAL DISTRIBUTOR MEETING & DEALERS TRIP 2009

McQuay Global Distributor Meeting

Sum Chee ChoongOperating Manager

Global UP Sales & Distribution


1. Customer Survey Results2. Performance Review3. Market Quality Situation4. Supply Chain Management5. Trainings6. Sales and Market Focus


Customer Survey Results


2009 Survey Result 2009 2008

Overall Performance 3.5 3.0

Each Product Group Quality rate a. Residential 3.5 2.7b. Light Commercial 3.3 3.1c. Commercial (Ducted) 3.5 3.3d. Packaged Unit 3.4 3.0e. FCU 3.9 3.7f. Mini Chiller 1.7 2.8 Others Quality Rate a. Piping/Joint/Brazing 3.1 2.9b. Coil/Fin Surface 3.2 2.9c. Paint Work 3.3 3.0d. Capillary/Distributor/TXV 3.4 2.5e. Vacuum/Contamination/Charge Level 2.9 2.7f. Controller/Handset/Wiring 2.9 2.5g. Plastic casing finishing / Gap 3.3 2.8h. Motor/Fan Balancing & noise 2.8 2.6I. Packaging/labeling 3.8 2.9QUALITY 3.2 2.9

Product range coverage 3.4 3.5Acceptability 3.2 3.3New Product Development Speed 2.4 1.6Innovative 2.5 1.9PRODUCT 2.9 2.6


2009 Survey Result 2009 2008Overall Customer Service Performance 3.0 2.7Speed of response 2.9 2.5Proactive in proposing service 2.1 2.5CUSTOMER SERVICE 2.7 2.6Overall Technical Support Performance 2.9 2.8Accessibility 3.0 2.8Knowledgeable & Skill 3.2 3.3Speed of response 2.8 2.6Effectiveness of the solution provided 3.1 3.2TECHINICAL SUPPORT 3.0 3.0Delivery Delivery Performance a. Finish Goods 2.8 2.3b. Spare Parts 1.9 1.9c. Shipping Documents 3.6 2.9 Logistics Performance a. Packaging Quality 3.6 3.0b. Product Stacking in Container 3.4 3.1c. Container Space Optimization 3.3 3.0d. Accuracy of Loading 3.6 3.5DELIVERY 3.5 3.2Overall Cost and Value Rate 2.6 2.5Price competitiveness a. Residential 1.8 2.0b. Light Commercial 2.2 2.5c. Commercial (Ducted) 2.6 2.4d. Chilled Water System 2.6 3.0 Advertising & Promotional Material Support 1.2 1.8COST & VALUE 2.2 2.4


Performance Review CY2008/09


MARKET QUALITY SITUATION


~ Aug 09

Claim Qty 8,400

Sales Qty 698,104

000 ~ Aug 09

Claim Qty 8,400

Sales Qty 698,104

Improve from 2.14% to 1.20%


~ Aug 09

Claim Qty 426

Sales Qty 158,350

0.3% Market Claim


~ Aug 09

Claim Qty 46

Sales Qty 18,823

0.24% Market Claim


Supply Chain Management

1.Rolling Forecast2.Project Tracking


Sales Planning Manager

Forecast Operation Team

Regional Sales Manager (4) Sales Planning Executive (2) Customers Service (6)

SCM Committees

1. Supply Chain Management(Forecast)


Supply Chain ManagementObjective

1. Master Plan Yearly master plan for factory capacity and material planning

2. Improve Lead Time To improve delivery and project lead time up to 4-5 weeks.

3. Enhance Inventory To improve customers & factory inventory turnover.

4. Factory Enhancement To enhance factory capacity & shift planning. Suppliers able to plan in advance.


Products Analysis:1. Implement monthly forecast update template as below:

2. Step 1: yearly target forecast quantity/customer master plan

3. Step 2: 5 months rolling forecast

4. Step 3: 2 months confirmed forecast and 4-5 weeks PO receive (RA and LCU) with 80% commitment

ID ODForecast

Jan Feb Mar Apr

MWM007G MLC009C

MWM007GR MLC009CR

MWM010G MLC010C

MWM010GR MLC010CR

MWM015G MLC015C

MWM015GR MLC015CR

Supply Chain Management -Forecast


Sales Trend Analysis:1. Purchase, Sales, and Inventory (PSI)2. Latest info for factory material planning, and easy to monitoring

customer’s forecast accuracy. 3. Future shipment plans to avoid any shipment cancellation/ delay issues to

occur.

4. Info received will act as private & confidential for OYLM

Jan Feb Mar2009 Monthly Closing Stock (USD)

2008 Actual Sales Value (USD)

2009 Actual Sales Value (USD)

CY09 Forecast Sales Value (USD)

2008 Actual Purchase Value (USD)

2009 Actual Purchase Value (USD)

2009 Forecast Purchase Value (USD)

Supply Chain Management- Forecast


2. Project Tracking WorkflowProject Management

Sheet(From Customer)

Project Management Sheet

(From Customer)

Checked By Sales and Customer

Service

Checked By Sales and Customer

Service

Feedback to Customer

Feedback to Customer

Internal Project Tracking Sheet

Internal Project Tracking Sheet

Forecast UploadForecast Upload Material PreparationMaterial Preparation

Clarification


Project Tracking Sheet


Those that can provide1. Monthly Rolling Forecast

2. Project Tracking List

5 weeks lead time!


OperationUpdates


Strengthen on Workplace – Storage racking system

• Fully implemented racking system for parts storage.

• Implemented racking labeling & stock card system by items. • Reduce mistake and speed up packing process.

• Fully implemented racking system for parts storage.

• Implemented racking labeling & stock card system by items. • Reduce mistake and speed up packing process.


Build up stock for major components across modelsStock up starts from March 2009Stock up starts from March 2009

• Compressor• Fan motor• PCB • Handset• Propeller fan• BPHE• Water pump• Pressure switch• etc

• Compressor• Fan motor• PCB • Handset• Propeller fan• BPHE• Water pump• Pressure switch• etc

Our stock valueOur stock value

USD 0.43 MillionMonthly average 2008

USD 0.43 MillionMonthly average 2008

USD 0.55 MillionMarch 2009

USD 0.55 MillionMarch 2009

Increase 28%Increase 28%


Customized Technical Training

Venue Europe

Topic 1. Multi Digital Scroll



Venue Asia

Topic 1. Multi Digital Scroll2. Ducted Split3. Inverter Split Y-Series

4. Mini Chiller5. Residential Product



Venue Middle East

Topic 1. Product Introduction2. e-Distributors3. Software

4. Multi Digital Scroll


Commissioning Support

Venue Europe

Date Jan’09

Product Multi Digital Scroll


Commissioning Support

Venue Africa

Date Sept’09

Product Multi Digital Scroll


Training PlanAnnual Technical Training

•December 2009•Location : OYLM, Malaysia

Venue OYLM, Malaysia

Date December 2009

Training Topics 1. Introduction to New Product2. Single Split Inverter-Y Series3. R410A Rooftop


Reaching out to you…………………

Visits to your regions and country toUnderstand more your needs and

Requirements

Assistance provided by• Product engineers• Service Engineers

• Regional Sales


2009 Customer Visit Chart

YTD: 31 trips (59 persons)


Our Focus

Target Segment&

Product Strategy


2 years ago in our presentation……Target Segment


Target Market Zone in develop countriesTarget Market Zone in develop countries

Grade

Residential CommercialMarket Size(x1,000units) Market Size(x1,000units)

Product/Main Brand Product/Main Brand

High

Middle

High

Middle

Low

Low

1,525

798

1,462

720

RA

High Spec. Inv.DAIKINMELCO

TOSHIBAHitachi

Standard Inv.Fujitsu

LGSamsung

Non inv.Carrier

McQuayAcson

Non inv.GreeHaierMidea

LCU VRV(MDS) PA

277

44

48 65

7 87

Inv. LCUJapanese VRV

DAIKINMELCO

TOSHIBAHitachiFujitsu

Non inv. LCUOther VRV

AcsonCarrierMcQay

LGGree

Projection of market growth :

upkeepdownDaikin McQuay/Acson

(Source: Global Operation Divisions (made this data to study own production capacity)


Target Market Zone in developing countriesTarget Market Zone in developing countries

Grade

Residential CommercialMarket Size(x1,000units) Market Size(x1,000units)

Main Brand Product/Main Brand

High

Middle

High

Middle

Low

Low

415

40

RA

DAIKINMELCO

PanasonicFujitsu

LGSamsungMcQuay

Acson

LCU VRV(MDS) PA

87

37

3

51

CentralizedDAIKINMELCOCarrierTRANEYORK

Basic featureFujitsuMcQay

LGAcson

Al-Zamil

Daikin McQuay/Acson

(Source: Global Operation Divisions (made this data to study own production capacity)

22

Projection of market growth : upkeepdown


Last Year our product direction……..


With ever increasing high cost of energy

Increasing standards of Energy Efficiency Regulation. EUP, MEPS, China Regulation etc.

Leading to environmental consideration of promoting inverter technology of energy saving products


OYLM is moving towards developing cost competitive and energy efficient products

Changing the non-inverter Low cost to Inverter Low cost productsHow?

Daikin Industries R&D engineers dispatched to OYLM

OYLM dispatched Malaysian engineers to Japan for training

OYLM join Co-development with Daikin


What is happening?United State

•SEER 13

Europe• Energy labeling

• Restriction of using HCFC

China• Energy Rating

Hong Kong• Restriction of

using HCFC• Energy Labeling

Singapore• Energy Labeling

Austraia• Minimum Energy

Performance Scheme

Malaysia• Energy Labeling

• Tax exemption for high efficient product

Why is this happening?• Montreal Protocol

• High Crude Oil Price

Why is this happening?• Montreal Protocol

• High Crude Oil Price


Where is OYLM Going?

• To provide full range of Green Products using Zero Ozone Depletion Refrigerant (0-ODP)

• To provide better energy efficiency product (Utilizing the Inverter technology from Daikin)


R22

RA Range LC Range PA Range

Inverter Series

- NA -

What do we have?0-DOP

Refrigerant

R410A

R410A

R410A & R407C


Sales and Market Focus

What we expect you to do……


e.g.Market Structure of Malaysia UPe.g.Market Structure of Malaysia UP

Sales ChannelApplication

Residential 60% Commer

cial 40%

Whole Sale(88)31%

22%9%

Retail (77)27% 14% 13%

Electrical (28)10% 8% 2%

Project

Private (71)25% 13% 12%

Goverment

(19)7% 3% 4%

(Market Size : MUS$)Total UP Market size : 283MUS$

63 25

40 37

37 34

22 6

118

OYL Strong pointOYL Strong point1)Wide Sales Network2) Service


A. Building Sales Distribution Network

1. Professional sales – project sales , consultants2. Distribution network – dealer sales, wholesalers, retail,

installers


B. McQuay as key supplier and potential sole supplier

1. We build the business together with full commitment from both parties

2. If we commit , you must commit!!! Yearly Sales Target


C. Building a business plan and model together

1. Require financial investment and local stocking2. Investment of stronger sales force


Sales and Market Focus

What we will do……


A. Intensive Sales Approach1. Increase sales force to concentrate on developing

distributors. 2. Knowing in/out of your business3. Tracking all sales activities and assistance to expand


B. Product Marketing Team 1. Study price positioning of each country against competitors2. Regional/ Country requirements3. Product Specification (benchmarking)4. Marketing requirements(exhibitions, literatures etc)


C. Sales Support Team1. Application and product selection assistance2. Trainings3. Commissioning4. Troubleshooting


What we will deliver for 2010!!!!!!!!!


New Residential Product range< >


RA Product① High Performance & Energy Efficiency① High Performance & Energy Efficiency

② Improved Product Quality & Reliability② Improved Product Quality & Reliability

New Y-series InverterNew Y-series Inverter Daikin Inverter Controls & Protections Protocol Daikin Inverter Controls & Protections Protocol

New D-series Outdoor Chassis M5LCY-DR• High Performance (Panasonic DC1P Inverter Compressor)

• High Energy Efficiency (Electronic Expansion Valve)

• Lower Sound Level (Daikin Design Propeller Fan)

New D-series Outdoor Chassis M5LCY-DR• High Performance (Panasonic DC1P Inverter Compressor)

• High Energy Efficiency (Electronic Expansion Valve)

• Lower Sound Level (Daikin Design Propeller Fan)

New J-series Indoor Chassis M5WMY-JR• Superior EER/COP (exceeds Euro Energy Label A/A)

• Lower Sound Level (Daikin Design Blower)

• Japanese quality and build level (Daikin-McQuay Joint Development Model)

New J-series Indoor Chassis M5WMY-JR• Superior EER/COP (exceeds Euro Energy Label A/A)

• Lower Sound Level (Daikin Design Blower)

• Japanese quality and build level (Daikin-McQuay Joint Development Model)

2.5, 3.5, 5.0, 6.0 kW2.5, 3.5, 5.0, 6.0 kW


RA Product (Size 2.5 & 3.5kW)

New K-series Indoor Chassis

M5WMY-KR• High EER/COP (exceeds Euro Energy Label A/A)

• Daikin Indoor Inverter Model

• Lower Sound Level

New K-series Indoor Chassis

M5WMY-KR• High EER/COP (exceeds Euro Energy Label A/A)

• Daikin Indoor Inverter Model

• Lower Sound Level

2.5, 3.5 kW2.5, 3.5 kW

New E-series Outdoor Chassis M5LCY-ER• High Performance (Daikin Inverter Compressor)

• Daikin Outdoor Inverter Model)

New E-series Outdoor Chassis M5LCY-ER• High Performance (Daikin Inverter Compressor)

• Daikin Outdoor Inverter Model)

New K-series InverterNew K-series Inverter Daikin Inverter Controls & Protections Protocol Daikin Inverter Controls & Protections Protocol

Cost competitiveCost competitive


2010 FOB Price Positioning2.5 KW 3.5kW

120120

130130

140140

100100

110110

9090

CapacityCapacity

Pric

e In

dex

Pric

e In

dex

MWM-JRMWM-JR MWM-JRMWM-JR

150150

160160

170170

MWM-GRMWM-GR MWM-GRMWM-GR9696

M5WM-JR/GRM5WM-JR/GR 106106

5MWMY-KR(G2)5MWMY-KR(G2) 132132

M5WMY-JRM5WMY-JR 162162

9797

M5WM-JR/GRM5WM-JR/GR 101101

M5WMY-KR(G2)M5WMY-KR(G2) 132132

M5WMY-JRM5WMY-JR 157157

AvailableAvailable

Coming SoonComing Soon


New Y-series Inverter-MultiNew Y-series Inverter-Multi Daikin Inverter Controls & Protections Protocol Daikin Inverter Controls & Protections ProtocolSystem 1-to-2, System 1-to-3, System 1-o-4System 1-to-2, System 1-to-3, System 1-o-4

New B-series Outdoor Chassis M5MSY-BR• High EER/COP (exceeds Euro Energy Label A/A)

• Daikin High Efficiency Inverter Compressor

• Daikin Inverter Control Board

• Daikin Propeller Fan & Fan Motor

New B-series Outdoor Chassis M5MSY-BR• High EER/COP (exceeds Euro Energy Label A/A)

• Daikin High Efficiency Inverter Compressor

• Daikin Inverter Control Board

• Daikin Propeller Fan & Fan Motor

RA Product (Multisplit)

Complete Y- series Inverter Indoors • J-SERIES WALL-MOUNTED M5WMY010/015/020JR

• C-SERIES CEILING-CONCEALED M5CCY010/015/020CR

• C-SERIES CEILING-CASSETTE M5CKY010/015/020CR

• E-SERIES CEILING-CONVERTIBLE M5CEY015/020ER

Complete Y- series Inverter Indoors • J-SERIES WALL-MOUNTED M5WMY010/015/020JR

• C-SERIES CEILING-CONCEALED M5CCY010/015/020CR

• C-SERIES CEILING-CASSETTE M5CKY010/015/020CR

• E-SERIES CEILING-CONVERTIBLE M5CEY015/020ER


New Light Commercial Product Range< >


New Y-Series InverterNew Y-Series InverterDaikin Inverter Controls & Protections ProtocolDaikin Inverter Controls & Protections Protocol

2.5, 3.5, 5.0, 6.0, 7.1, 10.0, 12.5 & 14.0 kW2.5, 3.5, 5.0, 6.0, 7.1, 10.0, 12.5 & 14.0 kW

① High Performance & Energy Efficiency① High Performance & Energy Efficiency


Complete Range of Light Commercial Indoor Model• Using existing McQuay Indoor Design

• Utilizing Daikin Control Algorithm & Communication Protocol

• Superior EER/COP

Complete Range of Light Commercial Indoor Model• Using existing McQuay Indoor Design

• Utilizing Daikin Control Algorithm & Communication Protocol

• Superior EER/COP

New E-series Outdoor Chassis M5LCY-ER• High Performance (Daikin Inverter Compressor & Control)

• Daikin Outdoor Inverter Model

New E-series Outdoor Chassis M5LCY-ER• High Performance (Daikin Inverter Compressor & Control)

• Daikin Outdoor Inverter Model


Model Name 10 15 20 25 30 40 50 60

Capacity Index 2.5 3.5 5.0 6.0 7.1 10.0 12.5 14.0

M5CKY010/015/020CRM5CKY010/015/020CR

M5CKY020/025/028/040/050ERM5CKY020/025/028/040/050ER

M5CCY010/015/020/025/028/038/050/060CRM5CCY010/015/020/025/028/038/050/060CR

M5CMY015/020/025/028/040/050ERM5CMY015/020/025/028/040/050ER

M5CMY062CRM5CMY062CR

Ceiling Cassette C SeriesCeiling Cassette C Series

Ceiling Cassette E SeriesCeiling Cassette E Series

Ceiling Concealed C SeriesCeiling Concealed C Series

Ceiling Convertible / Exposed

Ceiling Convertible / Exposed

New Inverter Y Series – LC Range


Variable Refrigerant Flow Product Range

(Multi Digital Scroll)< >


2010 Product LineupSIZE 2008 2009 2010

Outdoor(R410A)

Indoor

Controller

MASS PRO MONTHMASS PRO MONTHMASS PRO MONTHMASS PRO MONTH

JanJanJanJan

Ceiling Cassette

Ceiling Concealed

Ceiling Convertible

Wall Mounted

JanJanJanJan

Wired Central Controller

Smart Commander

JanJanJanJan


New Package Product Range< >


PA Product (Roof Top) ① High Performance & Energy Efficiency① High Performance & Energy Efficiency


New R410A High Efficiency High Efficiency RooftopNew R410A High Efficiency High Efficiency Rooftop

Highlight:• R410A Product

• Superior EER & Cooling Capacity

(exceed Australia MEPS)

• Lower Sound Level (Daikin outdoor Propeller)

• Operate up to 52⁰C and down to -15⁰C

• 3rd party thermostat connection ready at std PCB

• Dry contact for Basic BMS as standard

• Economizer & Free Cooling *

• Dirty Filter indication

Highlight:• R410A Product

• Superior EER & Cooling Capacity

(exceed Australia MEPS)

• Lower Sound Level (Daikin outdoor Propeller)

• Operate up to 52⁰C and down to -15⁰C

• 3rd party thermostat connection ready at std PCB

• Dry contact for Basic BMS as standard

• Economizer & Free Cooling *

• Dirty Filter indication

30/35/45/55/65/75 kW30/35/45/55/65/75 kW

Note: * launching economizer is later than launching of basic unit.Note: * launching economizer is later than launching of basic unit.


2010 Rooftop Product Lineup

Product 2008 2009 2010

R22 & R407CRooftop – A

R410A rooftop(25,35,45,55kW)

R410A rooftop(65,75kW)

MASS PRO MONTHMASS PRO MONTHMASS PRO MONTHMASS PRO MONTH

JanJanJanJan

DecDecDecDec

AprAprAprApr


R220-DOP

RefrigerantInverter Series

RA Range R410A LC Range R410A PA Range R410A &

R407C- NA -

OYLM Products are Ready!


Y-series InverterJ-series ON/OFF

OYL-Daikin InverterY-series Multisplit Inverter

OYL-Daikin LCU InverterR22/R410A MDS SystemR410A RT

Inverter and Energy Efficient Series

RA Range New Y,K and Multi Series

LC Range New Y

PA RangeNew R410 with BMS and

Economisers

VRF MDS R410A


Our 2010 TargetDouble

McQuay Export Sales!


Thank You

- END-

MCQUAY GLOBAL DISTRIBUTOR MEETING & DEALERS TRIP 2009

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Transcript of MCQUAY GLOBAL DISTRIBUTOR MEETING & DEALERS TRIP 2009