Upload
others
View
1
Download
0
Embed Size (px)
Citation preview
2013 Micronel AG
Welcome to the 5th Agent Meeting at
Micronel
Target
- Understanding of product, performance, application and facts
- How we can convince customer
2013 Micronel AG
Agenda Wendnesday, 09.04.2014 Thursday, 10.04.2014
08:30 - 09:00 Shuttle Hotel Allegra - Micronel 08:00 - 08:30 Shuttle Hotel Allegra - Micronel
09:00 - 09:30 Arrival of Agents 08:30 - 10:00 Training course 3
09:30 - 11: 30
Welcome, information Micronel; business development, strategy, marketing, schedule instruction , meeting 2011 reporting
10:00 - 12:00 Start Agents market overview, Position 1.
12:00 - 13:00 Lunch at Micronel
13:00 - 15:00 Agents according to preparation, Position 2. - 5.
11:30 - 12:30 Lunch at Micronel
12:30 - 13:30 Training course 1; Basics F & B 15:00 - 16:00 Departure for event
13:30 - 15:30 Company tour 16:00 - 18:30 Event
15:30 – 16:00 Break 18:30 - 22:00 Dinner
16:00 - 17:00 Training course 2; F & B in use open Transfer back to Hotel Allegra
17:00 - 18:00 Shuttle Micronel - Hotel Allegra
18:00 - 19:00 Ride on to Zurich City by public transport
19:00 - 23:00 Event / Dinner
2013 Micronel AG
2013 Micronel AG
mission possible
2013 Micronel AG
Fun
ctio
ns
/ G
rou
ps
SD
PE dpty GT
KA
MB dpty GT
MSS
GT dpty MB
SR
PE dpty GT
CC
MB dpty Es
SP
Bö dpty HT
PC
HT dpty Bö
PO
*) SZ u. TG
SA
PP dpty Pm
Finance &
Human FH
evm dpty Mp
Purchasing &
Production PP
Bö dpty HT/*)
FC
evm dpty Mp
BOD
Mep, FS, HB, Mp
General Management
CEO Mp dpty Es, evmSecretary SE
sg dpty evm
AC
evm dpty Mp
HR
evm dpty sg
Patents & Consulting
Es PE dpty Mp
IT
Mp dpty Es
AP
pm dpty evm
Product
Management PM
Es dpty Mp
Sales & Marketing
SM
MB dpty GT
PR
MB dpty Mp
ST
CG dpty MB
Legend
Mep: Peter Meier sen. Mp: Peter Meier
FS: Felix Speerli HB: Johannes Bühner
MB: Marcel Buff Es: Ernst Scherrer
Bö: Roland Bösiger evm: Eveline Vetsch Meier
JB: Jovan Bogdanovic SC: Segundo Crespo
sg: Sonja Gilgen GT: Gian-Pietro Trenti
PE: Peter Eibl PP: Panagiotis Papadimas
RA: Rashad Abdul DH: Daniel Hilpert
HT: Hugo Thode MH: Markus Herzog
RJa: Rudolf Jakob KR: Rolf Kugler
SK: Sasa Krezevic SZ: Samuel Zahnd
TG: Gürdal Tunçer ChP: Christoph Poltera
CG: Cyrill Gloor EHa: Erich Haas
pm: Patricia Müller
Departments
RD
Es dpty Mp
PT
DH dpty ...
CP
DH dpty Es
TS
Es dpty ...
RT
KR dpty ...
MS
SZ dpty EHa
FM
HT dpty Bö
EL
Vac. dpty Es
AV
RA dpty ..
AT
DH dpty ...
PF
EHa dpty ...
TI
Bö dpty PL
Quality Mgm.
QM
JB dpty SC
MHB
SC dpty JB
QP
SK dpty JB
QA
SC dpty JB
QS
JB dpty SK
QE
JB dpty SC
CL
JB dpty SC
Re-organziation MAG
2013 Micronel AG
Facts & Figures - Family owned company – 90% by Meier family
- Building size: 2’700 m2
- Turnover 2013: CHF 14`401`779
- Turnover 2014: CHF 15`344`000 + 6.5%
after Q1 on track
- Employees 53
- Subsidiary 2 and Agents 13
- Workload till end of Q2: 90%
Production year 2013
Fans and Blowers (CH) 208’928
PAPR 5’413
(Products VN, CN) 306‘676
2013 Micronel AG
Turnover
8'3
71
'00
0
8'8
73
'00
0
8'5
66
'00
0
9'1
02
'00
0
11
'42
3'0
00
13
'58
3'0
00
16
'37
8'0
00
15
'89
6'0
00
9'9
68
'00
0
12
'93
2'7
98
13
'31
8'5
52
13
'24
9'2
78
14
'40
1'7
79
0
2'000'000
4'000'000
6'000'000
8'000'000
10'000'000
12'000'000
14'000'000
16'000'000
2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013
2013 Micronel AG
Turnover Countries
CH; 3'387'391; 24%
UK; 1'557'651; 11%
USA/CA; 812'492; 6%
IL; 304'868; 2%
SE; 1'078'538; 8%
DE; 4'574'869; 32%
FR; 511'009; 4% IT; 284'073; 2%
AS; 107'314; 1% NL; 414'698; 3%
KR; 184'509; 1%
FI; 902'544; 6%
DK; 29'047; 0.2%
JP; 5'666; 0.04%
ES; 4'542; 0.03%
IN/CN; 146'587; 1%
2013 Micronel AG
Turnover by Comparison
Total Swiss-Market;
3'387'391; 23%
Subsidiary; 1'954'696;
13%
Total Agenten; 3'007'501;
21%
Total Key Customer; 6'200'303;
43%
2013 Micronel AG
Product lines
0
2000000
4000000
6000000
8000000
10000000
12000000
14000000
16000000
2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013
AC-Line
DC-Line
F CH Prod.
F trading
U-Line
C-Components.
other products
Part's
Spec.-Prod./Div.
2013 Micronel AG
Markets
0
2'000'000
4'000'000
6'000'000
8'000'000
10'000'000
12'000'000
14'000'000
16'000'000
2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013
INDUSTRY
AEROSPACE
PERS. PROTECTION
AUTOMOTIVE
MEDICAL
2013 Micronel AG
Markets
MEDICAL; 7'541'784; 52%
AUTOMOTIVE; 356'432; 2%
PERS. PROTECTION; 1'955'174; 14%
AEROSPACE; 361'238; 3%
INDUSTRY; 4'187'152; 29%
2013 Micronel AG
Market Details
6'329'682
896'259
315'842
356'432
1'955'174
361'238 271'770
431'264
559'895 509'702 57'186
62'952
731'479
118'496
145'926
259'466
98'063
940'954
MEDICAL Breathing
MEDICAL Non Breathing
MEDICAL Dental
AUTOMOTIVE
PERS. PROTECTION
AEROSPACE
Dish Wash
Packaging
Toilet Ventilation
Vacuum
EEx / IP Protection
Air Conditioning
Electronic Cooling
Laser
InkJet Printing
Military / Defense
Distributors
Diverse
2013 Micronel AG
Niche market Application
Respiratory for patient (Medical) to grow
Anesthesia
Dish washing / desinfection for Medical Instrument
Packaging machine all over air is needed Toilet ventilation (luxary, professional)
Vacuum / Airsampling
Smoke detection Beauty and Lifestyle
Ventilation systems and application
EX – intrinsicaly safe Air conditioning (Exchangers) Electronic Cooling (zB. Telecom, Smal-, Analysis-
Apparatus, for medical too) breathing apparatus for hardworker (PAPS)
Laser application such as welding (metall or Eye etc.)
big Inkjet printing
Customer
Weinmann, Hamilton, GE, etc.
Techpripor
Getingen, Meiko, Medisafe Ideepack, FP, VDL, Hans Lörsch Geberit, Noventa, Tece
Schmalz, Kuka, MBV, Sartorius Xtralis, NSKWT, Berchtold, Unitronic
Linde, Kuka Jungheinrich, OC-Oerlikon Halmburger, Meltem
Technisat, Roche, Tecan, Stratec Scott, NBC, Optrel, MSAF div.
Trumpf, Konika, OCE,
Requirements / features Blower, Acoustic, Electronic, Dynamic,
Reliability, reversible, pressure …
using other Material Anesth.Gas resistance
IP Protection, Temperature, …
Pressure and Volume, … Acoustic, Radiax, … Air, Negative Pressure, Acoustics, Electronic…
Attention: pressure balance needed Price Air, Negative Pressure, Acustic, Electronic… Tightness, Conductivity, Electronic integrated,
… Price Acoustic, Lifetime, …
Air, Negative Pressure, Acoustic PAPR, Efficiency, ...
Tightness, …
Temperature, …
2013 Micronel AG
2013 Micronel AG
Sales strategy
- Productselection (What)
Prio A U-line U-line medical Prio B D-line Prio C F-line & tradeparts - Customerselection (Who)
homogeneous market Medical (Breathing, Non Breathing, Dental) heterogeneous market Industrial solutions, Electronic cooling, Clima comfort / fresh air, Personal protection components
2013 Micronel AG
- Field focus (Where)
Worldwide Medical (Breathing, Non Breathing, Dental), PPC DACH, Europe Industrial solutions, Electronic cooling, Clima comfort / fresh air PPC Products: - NAFTA & Rest of the World components & systems : MAG Safety, USA - Europe components & systems : NBC Sys, France - Europe components for key customer: MAG AG, Swiss - Salescontact (How)
A- & B-Customer : continious face-to-face visits every 3 months C-Customer: as needed
Sales strategy
2013 Micronel AG
- Public relations
- fairs 2014: - MD&M Anaheim, USA (February) - electronica Munic, D (November) - Compamed Düsseldorf, D (November) - Advertisement in technical magazine with new products spring 2014 - MAG new booklet with applications since fall2013 - MAG new Homepage since winter 2012 - MAG new Showcase for fairs since fall 2012 - MAG new booth since fall 2012 (see pics at the poster) - MAG new Cooperate identity since fall 2012 - Sales equipment
- new sample case with motor interface, fokus U-line - new products U-linew with integreated electronic for industrial applications
Marketing
2013 Micronel AG
- Product portfolio: - Low cost solutions U / D-line with Eco Power motor - more powerful 2 Stage blower (U51 / 65 / 71 & U85(1 Stage) - with controller U-line U51 / 71 / 85 / 97 with integreated elo (-4)
- Prospectus: - old style new booklet since fall 2012
- Marketing: - more information login in area at the homepage for agents, mail - more product informations new homepage, factsheet`s - more activity … we work on it …
- Generally: - prompt answers please see sales support - faster delivery bigger stock at MAG - more samples new sample case with motor interface
- Sales support: - prompt answers sales inhouse: + 1 employee
sales outside: + 2 employees technic: + 1 employee quality: + 1 employee
Meeting report 2011
2013 Micronel AG
- Login area for news and documents for sales & marketing
- Checklist fan clarification; FAQ Medical
- Best product for Medical (Breathing, Non Breathing) worldwide
- Swiss quality in U / D-line
- more than 40 years expirience fan & blower
Agent for MAG
2013 Micronel AG
Checklist fan clarification; FAQ Medical FAQ Medical
Dear Agents, Dear Distribution Partners Thank you for the interest in our products and services. To understand the application the best way and to be able to give you the outmost possible support, please answer as many questions as possible:
1. what is the exact application? 2. for what will the blower be used? 3. what is the maximum pressure needed? 4. what is the max. airflow needed? 5. what is the average working point (pressure-airflow ratio) at most of the time? 6. what are the requirements regarding dynamic response of the blower? 7. what is the environment of the application (temperature, humidity, dust a.s.o.)? 8. Is there any influence of particular gas as oxygen, ozon, hydrogen or similar? If yes, is it
inflated before or after the blower? 9. what is the expected lifetime of the application (in working hours)? 10. What is the voltage? 11. what is the max. requested power consumption? 12. is this an existing Project or a prototype (if existing Project, do you have info’s about it that you
can share)? 13. do you work already with a high pressure blower, if yes, which one and what is your
experience? 14. what are the estimate production number? 15. were will be the production? 16. what is the target price of the blower? 17. what is the production schedule or milestones?
Should you require any further assist, please do not hesitate to contact us. This paper is a addition to the exist checklist.
2013 Micronel AG
Let`s go for it…