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RepresentativeNews
February 2017 Edition:
Marketing Updates.........................pg. 2 The Industrial Corner................pg. 5Service Updates...............................pg. 7
www.uecorp.com
www.starlinepower.com www.ussafetytrolley.com
From the Executive TeamAnother Record-Breaking Year2016 was another year of outstanding performance for Universal Electric. In fact, it was astonishing! There were many areas of amazing performance. With record sales come a number of resulting records, including:
• Sales• New Order bookings• Production output, in a single month, and for the full year • Total number of employees• Number of new positions added in a single year• Highest number of engineered drawings• Sales of newly introduced products• Record international sales• The most trade shows and industry events participation• Highest accounts receivable & payable and cash flow• Productivity gains and Kaizen events conducted• Many departments set records within their areas• Record number of competitors and competitive pressures
Obtaining the orders from the marketplace is arguably the most critical step to the life of the company. It is the beginning point of the order fulfillment process. It is the source of new cash flow. It builds the reputation and size of the installed base of the company’s products.
YOU are the critical front-line champions of generating orders for the company. Without a top caliber sales network, the company’s success would be diminished.
YOU are the go-to people when customers have questions, requests and needs. In a year when the company was busy expanding our output capacity in order to keep up increasing demand, YOU had to field customers who were anxious to receive their orders, or whose orders did not ship on time. We sincerely thank you for your continual efforts to provide the best possible customer experience to all of your customers in those conditions.
2017 is off to a strong start, and we look forward to another great year ahead. Production has already reached another record output in February. Competitive pressures abound, and some customer relationships will need to be shored up. But opportunites are also plentiful and are waiting for us. We are confident that our team, YOU and Universal Electric, are up for the task. Onward!
2 Starline Representative News: February 2017
Marketing Updates
Announcing the Brand New Rep Portal!
You’re working a job that requires a special installation, and you need a photo showing what it would look like. An engineering firm needs the latest Track Busway spec. You have a lunch & learn scheduled for next week, and need the latest PowerPoint presentation. Say goodbye to emailing & waiting.
The brand new Rep Portal is an online site that contains all of the essential selling materials that you need, such as:
• Application Engineering (tech briefs, O&M manuals, short circuit ratings, specs)• Customer Service (forms, instructions, applications & general company info)• Marketing (photos, videos, literature, presentations & logos)• Training (instructions, videos)
Need Literature? We’ve got a new portal for that, too.
In the past, when you needed printed literature you would send an email, or fill out an order form and your CSS would then enter an order for you.
Moving forward, you will be able to enter an order for printed literature via our new online literature portal, found HERE.
Each firm has their own account. You should all receive an email with your login details this week.
You will all receive an email this week with your login details for the Rep Portal. If you already have an account with our online document library, your username and password credentials should be the same.
ACCESS REP PORTAL HERE
Webinar SeriesUEC is starting a new series of webinars that will take place quarterly- every month after the newsletter is sent. These will be used to inform you of the latest developments with our company’s strategic initiatives; including our expansion into the industrial market,
development of a service offering, latest updates with the Plug-In Raceway product, and also critical marketing tools/news. The first of these will take place next month (email invite to follow).
TOPIC: Rep Portal/Literature Portal Training WHEN: March 2017 (specific date TBD; email with login details to follow)
UEC’s Rep Portal
One-stop shop for all UEC marketing, customer service,
application engineering & training materials.
UEC’s Literature Portal
You can now order all UEC literature online, within seconds and a few clicks of the mouse.
Upcoming 2017 Trade Shows:
MarchBe-TECH Mission Critical Show: Dublin, Ireland March 3 NFMT: Baltimore, MD March 7Open Compute Summit: Santa Clara, CA March 8RestaurantPoint: San Antonio, TX March 12DataCenter 360: Lima, Peru March 14DCD: New York, NY March 14Data Centre World: London, England March 15Build Expo: Dallas, TX March 15Central Valley Facilities Expo: Modesto, CA March 15Datacenter Solutions Management Expo: Paris, France March 22Nordic Datacenter Forum: Oslo, Norway March 27
AprilIFMA- Facility Fusion: Las Vegas, NV April 4Data Center World AFCOM: Los Angeles, CA April 5DCD: Madrid, Spain April 5DCD: Jakarta, Indonesia April 6Northwest Facilities Expo: Portland, OR April 12Southern CA Facilities Expo: Anaheim, CA April 19Laboratory Design Conference: Raleigh, NC April 24NAB show: Las Vegas, NV April 24Datacenter 360: Guatemala City, Guatemala April 25Forum Events Edu & Healthcare Facilities: Atlanta, GA April 25DCD: Buenos Aires, Argentina April 25
MayDCD: Dubai, UAE May 9Nordic Datacenter Forum: Helsinki, Finland May 9BICSI: Vancouver, BC May 9AMCON: Overland Park, KS May 17High Performance Buildings & Workplaces: Arlington, TX May 17Data Centre World: Hong Kong, China May 24
Marketing Updates (cont’d)
The 2017 trade show season is in full swing, and UEC expects to attend a number promising events in the coming spring months. We’re excited to announce our participation in a great deal of shows concentrated outside of the data center market, with events focused around healthcare, restaurant and retail facilities, media production technology, laboratory design and industrial facilities. For more information, download the full trade show calendar on the UEC Rep Portal.
Updates to the T5 XL sample case: A 3 inch piece of 1200 Amp busway has been added to the kit. In order to make room, the E92 Plug-In Unit with M41 metered display was removed. A full sized housing coupler has also been added to the case. The T5 XL case (F0900019) is in stock and available for order. To do so, please contact your regional customer service specialist.
Updates to the Starline trade show case (large, coffin-like case):Like the T5 XL case, a 3 inch piece of 1200 Amp busway has been added to the set. The 4 ft. section of Plug-In Raceway backplane has been fully assembled with modules and power cover pieces. The system was most recently updated with a black P22 module, C19D plug receptacle. As a reminder, these cases are only circulated at trade shows, and are not available for order. Please continue to point out any missing or damaged components of these cases as you notice them. Contact Ben Kushner at [email protected].
3 Starline Representative News: February 2017
Trade Show & Sample Case Updates
1200 amp
4 Starline Representative News: February 2017
Marketing Updates (cont’d)
Starline Plug-In Raceway: Off to a ‘Quick’ Start in 2017!
It has been a great start to 2017 for our raceway product. From your efforts in late 2016, we have been closing more and more opportunities into sales recently. We have recently completed orders and installations for Chrysler, NASA, Lockheed Martin and the FAA, among others. From your efforts, we are continuing to educate and build confidence and traction with our consultants and end users, on the values of Starline Plug-In Raceway.
With raceway being a commodity, we recognize we must be ‘quick’ to meet and exceed the market’s request for short lead times. To improve our deliveries, we have taken 2 steps recently. We have added a raceway specific cell in our plant (see image above). We also plan to launch a ‘Raceway Quick Ship’ program in the 2nd quarter.
Here are the highlights of that Quick Ship Program:• 1 week lead times• For Power and Power and Data standard system components• Silver Color only• Top 5 – 7 system Plug-in Modules
This will be a great selling feature as we look to increase our market share and diversify ourselves in new segments. So stay tuned…
Finally, several more marketing tools have been created and distributed to you to assist you on your sales calls and trainings. These include:
• Starline Retail Brochure updates - December 2016• Starline Plug-in Raceway vs. Wiremold – Cost Comparison –
Please contact Jeremy Schmidt, Senior Product Manager, at [email protected] for more information or to provide feedback about our Starline Plug-In Raceway product and opportunities.
January 2017
February 2017
Starline Retail Brochure (F0000490)
Starline Plug-In Raceway vs. Wiremold (F0900040)
Princeton Plasma Physics Laboratory Case Study
• Case Study at Princeton Plasma Physics Laboratory –
5 Starline Representative News: February 2017
Marketing Updates (The Industrial Corner)
U-S Safety Trolley spins strong at amusement park trade show
Orlando, Florida set the stage for the 2016 International Association of Amusement Parks and Attractions (IAAPA) annual trade show. Representing members and suppliers from 99 different countries, IAPPA is the largest international trade association for amusement facilities worldwide. US-Safety Trolley made a strong presence at the trade show by exhibiting a moving Tri-Bar booth display demo. Left to Right, Back Row: Vaughn Simonelli, Ed Schultz, Tommy Demko, Bob Bankert, Dennis Hawk,
Gil Kokowski, Tim Bowe, Front Row: Alvin Wright, Tyler Kohut, Ben Kushner, Mark Swift, Brett Keller, Rachel Wilkin, Steve Wright, Pat Wilson, Joe Assad, Adrian Sanchez. Not shown: Michelle Dunseath, Nick Howland, John Filby, and Rick Sauers.
Thanks to the enthusiastic collaboration of UEC team members from multiple departments, the design and construction of the moving demo was completed in-house and on schedule. Most importantly, the closed-loop design
effectively showcased the unique features and benefits of our TriBar/FourBar continuous conductor system, capturing the interest of attendees and representatives from Disney®, Universal Studios®, among others. Great teamwork!
CASE STUDY: Winar Connection selects Starline Track Busway as electrical distribution system for its new facility
UEC has released a Track Busway, industrial-focused case study in both video and digital pdf formats.For the video, click the image above; download the PDF version HERE.
Please watch the video, and ‘like’ or comment on it!
6 Starline Representative News: February 2017
Starline’s contribution to the Bio-Technology industrial segment
From infectious disease to heart valve technology, Starline is contributing to today’s ever-changing bio-technology industrial segment.
Our customizable solutions allow a safe, fast and reliable power distribution re-arrangement of manufacturing clean rooms, testing labs, etc. while meeting strict regulations with the integration of dust-resistant and anti-microbial components into our plug-in units. Leading bio-technology manufacturers like Edwards Lifesciences and BioFire Diagnostics LLC, among others have already adopted Track Busway and Plug-in-Raceway as their power distribution system of choice, and are planning to continue to do so for future projects.
If you have an industrial opportunity in the Bio-technology sector, contact your Regional Sales Manager or Adrian Sanchez at (412) 979-8793 or [email protected].
The Industrial Corner (cont’d)
Track Busway featured in Automotive Manufacturing Solutions (AMS) magazine
Today, Starline Track Busway distributes flexible power to most automakers assembly plants and manufacturing facilities globally. General Motors, BMW, Toyota, Ford, and many more automakers, as well as Tier 1 auto suppliers, are already taking advantage of our flexible power solutions.
To continue the successful penetration of this market, Track Busway was featured in two more AMS articles this year. You can access these at the below links:
Automotive Tier 1 Supplier Suplement- January 2017
AMS Directory 2017 - January 2017
7 Starline Representative News: February 2017
Service Updates
Arc Flash StudiesAttend our free webinar hosted by RJS
Engineering at 11 a.m. EST on March 22nd. Learn how you can begin to sell code-required
Arc Flash and Coordination Studies to your customers.
ATTEND WEBINAR
Target Markets for Services(customers whose core competency is not data
center management)
• Banks: Startup & Commissioning• Universities: BMS Integration • Government Agencies: Meter Programming• Hospitals: Ongoing Support Plans
Service Silver Gold1 trip per year X
2 trips per year X
Comprehensive visual inspection of entire Busway system X X
Findings report submitted to end-user X X
Immediate repair/replacement of needed components X X
Thermal imaging of all Busway joints X X
Thermal imaging of all End Feed lugs X X
Thermal imaging of all plug-in units (does not open box) X X
Fully executed thermography report X X
Extends warranty throughout life of contract X X
Covers parts and freight on all warranty claims X X
Update firmware on all Starline CPM devices (where applicable) X X
24/7 emergency response hotline X X
Ongoing Support PlansThe full release of Ongoing Support Plans to the U.S. market has arrived! This provides an opportunity to knock on old doors and drum up business!
Quoting & Channel SalesAll standard services are ready to
be quoted in Channel Sales. Please contact Sheri Klein for service-
related questions or sales support.
Questions/InquiriesPlease direct all questions and
inquiries about Field Services to Chris Myer or Sheri Klein.
[email protected]: (724) 597-7745
[email protected]: (724) 597-7317
REMINDER: Quote Services on Every Order!
Many customers have already budgeted to pay for it!
