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© ABBSlide 1September 30, 2014
Fabio Castagna, Regional OEM Business Development Manager MED and Dominik Cybulski, Global OEM Concept ManagerSeptember 25-26, 2014 – Dalmine, Italy
ABB OEM Days 2014OEM Cooperation Program – more than products
© ABBSlide 2September 30, 2014
OEM Cooperation Program
§ Introduction
§ Multichannel strategy
§ Flexible value chain and cooperation needs
§ Cooperation concept set-up
§ Cooperation program advantages
§ Summary
§ Showroom – presentation of different concepts
§ Q and A session
Contents
30 min.
30 min.
© ABBSlide 3September 30, 2014
OEM Cooperation ProgramMulti-Channel Strategy
© ABBSlide 4September 30, 2014
§ Business has grown 338% in 13 years
§ Geographical coverage, value addedenlarged
§ More successes, more partners allaround the world
OEM Cooperation ProgramOEM channel growth for power products
+338%
[%] Order trends
© ABBSlide 5September 30, 2014
OEM Cooperation ProgramFlexible value chain
ABB scope
OEM scope
© ABBSlide 6September 30, 2014
OEM Cooperation ProgramCooperation needs
Marketpenetration
Productdevelopment
Marketdevelopment Diversification
Existing New
ProductsM
arke
tE
xist
ing
New
§ Market analysis
§ Design
§ Test
§ Production
§ Market launch
© ABBSlide 7September 30, 2014
OEM Cooperation ProgramCooperation needs
Marketpenetration
Productdevelopment
Marketdevelopment Diversification
Existing New
ProductsM
arke
tE
xist
ing
New
§ Market analysis
§ Design and Test
§ Production
§ Market launch
§ Promotion
§ Portfolio management
© ABBSlide 8September 30, 2014
OEM Cooperation ProgramCooperation needs
Marketpenetration
Productdevelopment
Marketdevelopment Diversification
Existing New
ProductsM
arke
tE
xist
ing
New
§ Market research
§ Promotion
§ Sales
§ Portfolio management
© ABBSlide 9September 30, 2014
OEM Cooperation ProgramOEM cooperation concept set-up
§ 4 elements of a strategic partnership
§ Cooperation based on a modular concept
§ Results
§ Capture more business opportunities
§ Penetrate more markets
FINAL PRODUCT Three main types of agreements:
§ Commercial
§ Trademark
§ Technology
© ABBSlide 10September 30, 2014
§ Reduced R&D expenses
§ Use of existing designs
§ Safe on type tests costs
§ Use of technicaldocumentation and tools
§ R&D support
OEM Cooperation ProgramTake advantage
Lower investment
© ABBSlide 11September 30, 2014
OEM Cooperation ProgramTake advantage
Lower investment§ Reduced R&D expenses
§ Reduced manufacturing costs
§ Drawings for direct loadinginto CNC machines, etc.
§ Manufacturing documentation
§ Production instructions
© ABBSlide 12September 30, 2014
OEM Cooperation ProgramTake advantage
Lower investment§ Reduced R&D expenses
§ Reduced manufacturing costs
§ Reduced marketing and supportexpenses
§ Marketing and promotionmaterials
§ Training and support materials
§ Co-promotional / marketingevents / activities
§ Tools and documentation
© ABBSlide 13September 30, 2014
OEM Cooperation ProgramTake advantage
Lower investment§ Reduced R&D expenses
§ Reduced manufacturing costs
§ Reduced marketing and supportexpenses
§ Reduced engineering costs
§ Simulation and calculationtools
§ Project management support
© ABBSlide 14September 30, 2014
§ Time to marketdecreased up to 75% (!)
§ Example: new switchgearcan be developed within2 months
OEM Cooperation ProgramTake advantage
Lower investment
Short time to market (speed)
© ABBSlide 15September 30, 2014
§ Comprehensive and state-of-the art product portfolio
§ OEM products based onstandard ABB solutions
§ Latest innovationsembedded in partnerprograms
§ Technology and marketleader
§ ABB brand
§ Offering of brandingconcepts
Ultra Fast Earthing Switch type UFES
OEM Cooperation ProgramTake advantage
Lower investment
Short time to market (speed)
ABB technology and brand
© ABBSlide 16September 30, 2014
§ Well-proven, acceptedproducts and technology
§ Large installed base
§ Wide partner network
§ Type-tested products andsolutions
OEM Cooperation ProgramTake advantage
Lower investment
Short time to market (speed)
ABB technology and brand
Risks limitations
© ABBSlide 17September 30, 2014
Solutions for every need§ Wide range of applications§ Applicable for different standards§ Designed for different customers types
OEM Cooperation ProgramEven more benefits
© ABBSlide 18September 30, 2014
Solutions for every need
Solutions for:§ Every market segment
§ Any market
§ Different standards and homologations
Three main types of agreements:
§ Commercial
§ Trademark
§ Technology
OEM Cooperation Program
© ABBSlide 19September 30, 2014
Solutions for every need
One stop shop
§ Wide range of applications§ Applicable for different standards§ Designed for different customers types
§ Comprehensive and complete power products portfolio
OEM Cooperation ProgramEven more benefits
© ABBSlide 20September 30, 2014
TransformersHigh Voltage Products Medium Voltage Products
Generation
Generation
Generation
Generation
TransmissionTransmission
Transmission
Transmission
Distribution
Distribution
Distribution
Distribution
OEM Cooperation ProgramComplete Power Product Portfolio
Low Voltage Products
© ABBSlide 21September 30, 2014
Solutions for every need
Knowledge
One stop shop
§ Wide range of applications§ Applicable for different standards§ Designed for different customers types
§ Product, market and application expertise§ Support programs§ Training§ Tools and documentation
§ Comprehensive and complete power products portfolio
OEM Cooperation ProgramEven more benefits
© ABBSlide 22September 30, 2014
§ Training programs
§ On-site support
§ Access to certified laboratorieswith ABB experts
§ Production layout and operationprocesses support
§ Type tests, configurators,simulation tools, marketingmaterials
§ Factory visits showcastingoperational excellence
§ Partner events
OEM Cooperation ProgramKnowledge
© ABBSlide 23September 30, 2014
Solutions for every need
Knowledge
One stop shop
Network§ Global availability§ Partnership network
§ Wide range of applications§ Applicable for different standards§ Designed for different customers types
§ Product, market and application expertise§ Support programs§ Training§ Tools and documentation
§ Comprehensive and complete power products portfolio
OEM Cooperation ProgramEven more benefits
© ABBSlide 24September 30, 2014
~145,000employees
Presentin
countries+100
Business growthin the last 13 years
338%
OEM Cooperation ProgramGlobal availability
Technical CooperationPartners
>80
Products CooperationConcepts
9
Global network ofOEM customers
+3000
© ABBSlide 25September 30, 2014
§ Leading technology§ Comprehensive products, services and solutions§ Continuous innovation with ABB brand quality§ Customized products per OEM demands
• Excellent performance• Engineered for safety and reliability• Sustainable and energy efficient solutions
Safety and reliability
§ Extensive experience§ Dedicated organization§ Global availability – close to you!§ Flexible and modular offerings§ Quick market entrance§ Competitive edge
Technology and innovation
Partner programs
OEM Cooperation ProgramBuilding the best… together!