Upload
lexuyen
View
223
Download
0
Embed Size (px)
Citation preview
Tools & General
Maintenance
Philippe Hervieux,
Brammer plc,
European Tools & General
Maintenance Director
Intellectual Property Notice
The trademarks, logos and other registered marks of BRAMMER including,
but not limited to, the “BRAMMER” “INSITE” and “GENIE” trademarks and
logos, are the exclusive property of BRAMMER, and may not be used or
reproduced without BRAMMER’S prior written consent.
Tools & General Maintenance
1. Range Definition
2. Market Opportunity
3. Why Tools & General Maintenance
4. The UK Experience
5. Buck & Hickman
6. Tools & General Maintenance Product Division
7. Sales Development Plan
8. 2012 Q1 Activities
Growth Objective The Market Opportunity
Bearings 2.0 bn
MPT 5.0 bn
Fluid Power 10.0 bn T&GM+PPE
25.0 bn
> €40 bn
The Market Opportunity
EUROPEAN MARKET € Billions
HAND TOOLS 5.0
POWER TOOLS 7.0
SAFETY 7.5
OTHER 5.5
Largest Growth Opportunity
• Size of the market = € 25 bn
Why Tools & Maintenance?
Why Tools & Maintenance?
Largest Growth Opportunity
• Size of the market = € 25 bn
Same customers
• Over 250,000 potential contacts
Why Tools & Maintenance?
Why Tools & Maintenance?
Largest Growth Opportunity
• Size of the market = € 25 bn
Same customers
• Over 250,000 potential contacts
Key Account request
• 1/3 of our customer quote « vendor
reduction » as a key focus area
Why Tools & Maintenance?
Opportunity = Cross Selling
Brammer
Share = 12%
1/3 Loyal
2/3 Promiscuous
4%
24%
7 bn €
28%
Customers
Vendor Reduction
Sales Force
Network
Opportunity = Cross Selling
3 Customer segments:
• Key Accounts
• Focus on tenders
• Engagement with Key Account teams
• Insites
• Supplier rationalisation
• Innovation introduction
• Regional Accounts
• Catalogue
UK Development
Sales strategy
• Right Products
• Right Price
• Right Availabity
UK Development
• Established for over 180 years
• The first major tools distributor in the UK
• Still the UK’s leading distributor of Tools,
Maintenance and Health & Safety products
• 2,100 page catalogue regarded as the
‘Industry Bible’
Buck & Hickman Overview
Our customer proposition is based around
delivering excellence in four key areas:
• Products – the definitive source for all your
Tools, Maintenance and Health & Safety
needs
• Service – a team that can be trusted to
deliver the goods
• Relationships – giving service a human face
• Solutions – taking cost out of customers
supply-chain
Buck & Hickman Overview cont..
• £105 million sales in 2011
• 540 FTE employees
• 28 branches
• 100,000 sq ft warehousing and storage in
Coventry NDC
Buck & Hickman Overview cont..
Mission:
Position Brammer as a specialist in Tools,
General Maintenance and Health & Safety in
Europe
Deliver improved customer satisfaction and
revenue growth
The European Product Division
Product Division Structure & Mission
CATEGORY MANAGEMENT
SALES SUPPORT
MARKETING
SUPPLIER DEVELOPMENT
Product Division Structure & Mission
CATEGORY MANAGEMENT
• Range definition
• Products
• Brands
• Supplier negotiations
• Supply chain coordination
• Life cycle management
• Technical support
Product Division Structure & Mission
SALES SUPPORT
• Sales plan definition and support
• Value proposition adaptation
• Customer facing activities
• Key Accounts
• Regional Accounts
• Tender response handling
• Contract implementation
Product Division Structure & Mission
MARKETING
• Catalogue publication
• Marketing plans
• Public relation
• Private label strategy
• Sales campaigns
• Web content
Product Division Structure & Mission
SUPPLIER DEVELOPMENT
• Supplier rationalisation
• Margin improvement programs
• Training
• National field based joint activities
2012 Q1 Activities
Product Division Team
• 11 persons recruited
Range Creation
• Supplier conference held in March.
100 persons from 62 brands.
• 50 supplier negotiations underway.
• 13 supplier agreements concluded.
2012 Q1 Activities
Catalogue
• 70 000 copies in 10 languages
• Range definition progressing alongside
supplier negotiations
Added Value Services
• Proposition definition underway
2012 Q1 Activities
Key Accounts
• Engagement started with Key Accounts
Team.
• Some customer negotiations underway
(Alcoa, PepsiCo …)
Tools & General Maintenance
1. Range Definition
2. Market Opportunity
3. Why Tools & General Maintenance
4. The UK Experience
5. Buck & Hickman
6. Tools & General Maintenance Product Division
7. Sales Development Plan
8. 2012 Q1 Activities
Tools & General Maintenance
Thank You