Rexroth Pneumatics Sales Partnership Strategy KH Choong · 2013, Jan 28th -9 30th | Timo Janizki |...
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1 DC/SAZ | 22.10.2010 | Abteilung | Bosch Rexroth Pte Ltd | © Bosch Rexroth AG 2010. Alle Rechte vorbehalten, auch bzgl. jeder Verfügung, Verwertung, Reproduktion, Bearbeitung, Weitergabe sowie für den Fall von Schutzrechtsanmeldungen. Rexroth Pneumatics Sales Partnership Strategy Rexroth Pneumatics Sales Partnership Strategy KH Choong July 2013 Power. Know-how. Future. This is us.
Transcript of Rexroth Pneumatics Sales Partnership Strategy KH Choong · 2013, Jan 28th -9 30th | Timo Janizki |...
1 DC/SAZ | 22.10.2010 | Abteilung | Bosch Rexroth Pte Ltd | © Bosch Rexroth AG 2010. Alle Rechte vorbehalten, auch bzgl. jeder Verfügung, Verwertung,
Reproduktion, Bearbeitung, Weitergabe sowie für den Fall von Schutzrechtsanmeldungen.
Rexroth Pneumatics Sales Partnership Strategy
Rexroth Pneumatics
Sales Partnership Strategy
KH Choong July 2013
Power. Know-how. Future. This is us.
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DC/SAZ | 22.10.2010 | Abteilung | Bosch Rexroth Pte Ltd | © Bosch Rexroth AG 2010. Alle Rechte vorbehalten, auch bzgl. jeder Verfügung, Verwertung, Reproduktion, Bearbeitung,
Weitergabe sowie für den Fall von Schutzrechtsanmeldungen.
Messages to Rexroth Pneumatics User!
Our target is to create a stronger, more innovative, more
customer-focused pneumatic business together with Sales
Partner!
We assure you will be enjoying more added value services
provided by our authorized Sales Partner in your region.
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DC/SAZ | 22.10.2010 | Abteilung | Bosch Rexroth Pte Ltd | © Bosch Rexroth AG 2010. Alle Rechte vorbehalten, auch bzgl. jeder Verfügung, Verwertung, Reproduktion, Bearbeitung,
Weitergabe sowie für den Fall von Schutzrechtsanmeldungen.
The Introduction of Bosch Rexroth Pneumatics !
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DC/SAZ | 22.10.2010 | Abteilung | Bosch Rexroth Pte Ltd | © Bosch Rexroth AG 2010. Alle Rechte vorbehalten, auch bzgl. jeder Verfügung, Verwertung, Reproduktion, Bearbeitung,
Weitergabe sowie für den Fall von Schutzrechtsanmeldungen.
The Introduction of Bosch Rexroth Pneumatics !
Head-Quarters in Laatzen, Germany.
| DC-IAP/SAL | November 2012 | © Bosch Rexroth AG 2010. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as
well as in the event of applications for industrial property rights.
The Introduction of Bosch Rexroth Pneumatics
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Optimized for even shorter response times:
The European central warehouse for standard
components is in Laatzen, Germany – for
efficient packaging and delivery
Short delivery times
(24h service from the warehouse; 5 days for
configured products)
Internal | 11/09/2012 | DC-IAP/SA | © Bosch Rexroth AG 2012. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as
well as in the event of applications for industrial property rights.
Rexroth Pneumatics – group overview
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Conveyor
tasks
Drive
solutions
Marine Tooth chain
Transmission
controls
Engine
controls
Truck
Engine
pneumatics
Electronics
for propulsion
control Standard
Customer
specific
Industrial pneumatics
1
4 5 3
Se
lec
ted
pro
du
cts
D
es
cri
pti
on
Approx.
80% of
sales
E/P pressure
regulator valves
Mechanically
operated
3/2-way valves
Manoeuvring /
controlair valves
Cylinder and cylinder-valve units
Cylinders and
positioners Container glass
conveyors Gearboxes for
special vehicles
Automotive
assembly line
Dobby drives
Rexroth Pneumatics organizes its business through four segments: Industrial pneumatics,
Truck, Marine and Tooth chain
Cylinders and Drives Valve Systems
Air Line Equipment
Remote controls
Alarm, monitoring
controls
2
Approx.
10% of
sales
Approx. 7%
of sales Approx. 3%
of sales
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Bosch Rexroth Malaysia.
7 | 2011-05-12 | DC/MKT | © Bosch Rexroth AG 2011. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as well as in
the event of applications for industrial property rights.
Head Office:
Location: Shah Alam
Activities: Sales
Warehouse
Customizing
Service
Branch Office:
Location: Prai
Activities: Sales
Warehouse
Service
Rexroth Pneumatics
today?
Internal | 6/25/2012 | DC-IAP/MKT | © Bosch Rexroth AG 2012. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as
well as in the event of applications for industrial property rights.
Startegic Sales Partnership.
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2013, Jan 28th - 30th | Timo Janizki | © Bosch Rexroth AG 2012. Alle Rechte vorbehalten, auch bzgl. jeder Verfügung, Verwertung, Reproduktion, Bearbeitung,
Weitergabe sowie für den Fall von Schutzrechtsanmeldungen.
Startegic Sales Partnership.
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Why Rexroth implementing
Sales Partnership Strategy?
1. Optimizing sales force with minimal overheads and resources
2. Enhancing coverage areas and quick response to the end-users
3. Develop reliable; long term relations for Rexroth’s end-user together with
sales partners.
4. Deliver quality products and added value after sales services.
2013, Jan 28th - 30th | Timo Janizki | © Bosch Rexroth AG 2012. Alle Rechte vorbehalten, auch bzgl. jeder Verfügung, Verwertung, Reproduktion, Bearbeitung,
Weitergabe sowie für den Fall von Schutzrechtsanmeldungen.
Startegic Sales Partnership.
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How does IAP Sales partnership work?
DC/SAZ | 22.10.2010 | Abteilung | Bosch Rexroth Pte Ltd | © Bosch Rexroth AG 2010. Alle Rechte vorbehalten, auch bzgl. jeder Verfügung, Verwertung,
Reproduktion, Bearbeitung, Weitergabe sowie für den Fall von Schutzrechtsanmeldungen.
Startegic Sales Partnership.
11
Key
Accounts
End Users
Small OEMs
Medium OEMs
Large
OEMs
Direct Accounts • Expand to all focus application areas
• Covered by DCMY / IAP
Focus Application & work with Sales
Partners • Expand local value-add capabilities
• Selling systems and technology instead of spare part.
• Fully supported by DCMY / IAP
Plant
Acceptance
OEM
Projects
Optimized Sales Partnership Strategy • Provide strong and reliable after sales support.
• Flexible pricing policy for small value orders
• Add value services provided by Sales Partner
• increase market share with Sales Partners. End-Users
Application Focus + Sales Partners “Mindshare“ = Growth !!!
2013, Jan 28th - 30th | Timo Janizki | © Bosch Rexroth AG 2012. Alle Rechte vorbehalten, auch bzgl. jeder Verfügung, Verwertung, Reproduktion, Bearbeitung,
Weitergabe sowie für den Fall von Schutzrechtsanmeldungen.
Startegic Sales Partnership.
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How does IAP Sales Partner performs as a
reliable supplier to the end-user?
1. Provide excellent after sales support to the end-users
2. Flexible pricing policy (offers same / lower price compare to Rexroth)
3. Carrying common stock for emergency needs
4. Quick response / action when it’s on demand
5. Well trained on Rexroth product knowledge's and pneumatics system
6. Time to time product and information update to end-users.
7. Not only selling spare part, they are also a solution provider!
| DC-IAP/SAL | November 2012 | © Bosch Rexroth AG 2010. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as
well as in the event of applications for industrial property rights.
DCMY / IAP Contact Person
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Mei Ling. Siow (Central region)
Internal Sales
Office Direct Line: +603 7844 8027
Vacant (Central Region)
Sales & Application Engineer
MY Mobile:
Lawrence. Kean Chin Siang (Northern Region)
Sales & Application Engineer
MY Mobile: +6016 411 0722
Kok Hon. Choong Product Manager MY Mobile: +6012 483 3903
We welcome your favorable feedbacks and comments.
Internal | 6/25/2012 | DC-IAP/MKT | © Bosch Rexroth AG 2012. All rights reserved, also regarding any disposal, exploitation, reproduction, editing, distribution, as
well as in the event of applications for industrial property rights.
Startegic Sales Partnership
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.
We assure no any reduction in level of support and service provided
by our Sales Partner compare with direct support from DCMY / IAP
We thanks for your support in making the
IAP Sales Partnership Strategy a success!
