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MCQUAY GLOBAL DISTRIBUTOR MEETING & DEALERS TRIP 2009

MCQUAY GLOBAL DISTRIBUTOR MEETING & DEALERS TRIP 2009. McQuay Distributor Meeting & Dealers Trip 2009. Sales & developement. C. HANGE. C. C. REATIVE. REATIVE. C. C. HALLENGE. HALLENGE. C. HANGE. Sum Chee Choong Operating Manager Global UP Sales & Distribution.

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MCQUAY GLOBAL DISTRIBUTOR MEETING & DEALERS TRIP 2009

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  1. MCQUAY GLOBAL DISTRIBUTOR MEETING & DEALERS TRIP 2009 McQuay Distributor Meeting & Dealers Trip 2009 Sales & developement C HANGE C C REATIVE REATIVE C C HALLENGE HALLENGE C HANGE Sum Chee Choong Operating Manager Global UP Sales & Distribution Sum Chee Choong Operating Manager Global UP Sales & Distribution

  2. Customer Survey Results • Performance Review • Market Quality Situation • Supply Chain Management • Trainings • Sales and Market Focus

  3. Customer Survey Results

  4. Performance Review CY2008/09

  5. MARKET QUALITY SITUATION

  6. Improve from 2.14% to 1.20%

  7. 0.3% Market Claim

  8. 0.24% Market Claim

  9. Supply Chain Management • Rolling Forecast • Project Tracking

  10. 1. Supply Chain Management(Forecast) Forecast Operation Team Sales Planning Manager Regional Sales Manager (4) Customers Service (6) Sales Planning Executive (2) SCM Committees

  11. Supply Chain Management • Objective • 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.

  12. Supply Chain Management -Forecast • Products Analysis: • Implement monthly forecast update template as below: • Step 1: yearly target forecast quantity/customer master plan • 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

  13. Supply Chain Management- Forecast • Sales Trend Analysis: • Purchase, Sales, and Inventory (PSI) • Latest info for factory material planning, and easy to monitoring customer’s forecast accuracy. • Future shipment plans to avoid any shipment cancellation/ delay issues to occur. • Info received will act as private & confidential for OYLM

  14. 2. Project Tracking Workflow Project Management Sheet (From Customer) Checked By Sales and Customer Service Clarification Feedback to Customer Internal Project Tracking Sheet Material Preparation Forecast Upload

  15. Project Tracking Sheet

  16. Those that can provide 1. Monthly Rolling Forecast 2. Project Tracking List 5 weeks lead time!

  17. Operation Updates

  18. 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.

  19. Build up stock for major components across models Stock up starts from March 2009 Our stock value • Compressor • Fan motor • PCB • Handset • Propeller fan • BPHE • Water pump • Pressure switch • etc USD 0.43 Million Monthly average 2008 Increase 28% USD 0.55 Million March 2009

  20. Customized Technical Training

  21. Customized Technical Training

  22. Customized Technical Training

  23. Commissioning Support

  24. Commissioning Support

  25. Training Plan • Annual Technical Training • December 2009 • Location : OYLM, Malaysia

  26. Reaching out to you………………… • Visits to your regions and country to • Understand more your needs and • Requirements • Assistance provided by • Product engineers • Service Engineers • Regional Sales What we promised to do in 2008

  27. 2009 Customer Visit Chart YTD: 31 trips (59 persons)

  28. Our Focus Target Segment & Product Strategy

  29. 2 years ago in our presentation…… Target Segment

  30. Target Market Zone in develop countries up keep down Daikin McQuay/Acson Projection of market growth : RA LCU VRV(MDS) PA 1,462 High Spec. Inv. DAIKIN MELCO TOSHIBA Hitachi Inv. LCU Japanese VRV DAIKIN MELCO TOSHIBA Hitachi Fujitsu 65 48 Standard Inv. Fujitsu LG Samsung 798 44 1,525 Non inv. Carrier McQuay Acson Non inv. LCU Other VRV Acson Carrier McQay LG Gree 277 87 7 Non inv. Gree Haier Midea 720 • (Source: Global Operation Divisions (made this data to study own production capacity)

  31. Target Market Zone in developing countries up keep down Projection of market growth : Daikin McQuay/Acson RA LCU VRV(MDS) PA 3 Centralized DAIKIN MELCO Carrier TRANE YORK DAIKIN MELCO 40 37 22 415 Panasonic Fujitsu LG Samsung McQuay Acson Basic feature Fujitsu McQay LG Acson Al-Zamil 87 51 • (Source: Global Operation Divisions (made this data to study own production capacity)

  32. Last Year our product direction……..

  33. 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

  34. OYLM is moving towards developing cost competitive and energy efficient products • Changing the non-inverter Low cost to Inverter Low cost products How? • Daikin Industries R&D engineers dispatched to OYLM • OYLM dispatched Malaysian engineers to Japan for training • OYLM join Co-development with Daikin

  35. United State • SEER 13 • Europe • Energy labeling • Restriction of using HCFC • China • Energy Rating • Hong Kong • Restriction of using HCFC • Energy Labeling • Malaysia • Energy Labeling • Tax exemption for high efficient product • Singapore • Energy Labeling • Austraia • Minimum Energy Performance Scheme What is happening? • Why is this happening? • Montreal Protocol • High Crude Oil Price

  36. 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)

  37. What do we have?

  38. Sales and Market Focus What we expect you to do……

  39. OYL Strong point 1)Wide Sales Network 2) Service e.g.Market Structure of Malaysia UP Total UP Market size : 283MUS$ (Market Size : MUS$) 63 25 40 37 22 6 37 34 11 8

  40. A. Building Sales Distribution Network 1. Professional sales – project sales , consultants 2. Distribution network – dealer sales, wholesalers, retail, installers

  41. B. McQuayas 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

  42. C. Building a business plan and model together 1. Require financial investment and local stocking 2. Investment of stronger sales force

  43. Sales and Market Focus What we will do……

  44. A. Intensive Sales Approach Increase sales force to concentrate on developing distributors. Knowing in/out of your business Tracking all sales activities and assistance to expand

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

  46. C. Sales Support Team Application and product selection assistance Trainings Commissioning Troubleshooting

  47. What we will deliver for 2010!!!!!!!!!

  48. < > New Residential Product range

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