Folie 1 - Zumtobel Group

Zumtobel Group – Lighting Segment:
Combined Sales Approach of Zumtobel & Thorn
Reinhardt Wurzer, EVP Global Sales
Capital Markets Day 2014
April 2, 2014 - Frankfurt am Main, Germany
April 2, 2014
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Thorn and Zumtobel stand for unique and strongly differentiated brand identities
Positioning of Lighting brands
Key
Premium Segment
Zumtobel
Z
Thorn
Managing overlap in
product portfolio through
platform strategy
Performance Segment
T
Budget Segment
Indoor
April 2, 2014
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Outdoor
2
Global Sales – keeping a brand specific dedicated sales force
Lighting Segment: Business channel approach
Outdoor Public
Lighting
End User
Trade
Target Customers
Target Customers
Target Customers
Target Customers
- Road Authorities
- Municipalities
- Architects
- Lighting Designers
- M&E consultants/
engineers
- Retail
- Healthcare
- Industry, etc.
- Wholesalers/ (OTC)
- Contractors
- Distributors
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Specification
3
Regional entrepreneurship
Lighting Segment: Global Sales Structure
Global Sales Lighting Segment
Regional perspective
DACH
Benelux &
CEE
Northern
Europe
Southern Europe
& Latin America
APAC
MEIACAT
Northern
America
International Projects
Global Key Account Management
Global
perspective
Central Sales
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Business Division
Business Division
Business Division
Thorn
Zumtobel
OEM / Traded goods
4
Global Sales is organized in 7 sales regions
Sales regions of the lighting segment
Key
N Europe
S Europe & L America
D-A-CH
Benelux, CEE & Russia
MEIACAT
APAC
N America
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Central Sales provides standardised sales processes, methods and
tools, and thereby defines the framework for all sales activities
Central Sales
Sales Administration &
Business Development
Market Research & Analysis
 Credit management
 Market potential & trend analysis
 Central development of future business
activities (e.g. e-commerce)
 Macro-Economics (from economy to
construction to lighting)
 Customer Surveys
Sales Process Management &
Portfolio Coordination
 Specification, rollout and ongoing
development of sales processes and
corresponding tools
Sales Training
 Definition of internal training courses
 Organisation and implementation of trainings
in collaboration with Corporate HR
 Portfolio coordination: optimising the global
multi brand offering for global sales-team
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International Projects support functions for all sales regions
International Projects
 Global VIP architects and consultants network-support targeting innovative projects and solutions
 Strategic project-management jointly with all Sales regions
 Connecting link between the local Sales-Points in “Sender”- and “Receiver”-Countries (Strategic Global Networks)
 Focus on innovative project-solutions with high potential of future products (Future Lighting Solutions)
 Generator of lighting design tools such as Ecocalc and Vivaldi
 Technological spearhead in terms of methodology and tools for the simulation,
design and visualization of lighting solutions (Lighting Solutions Support)
 New Lighting Brands business model push like NOW! in specific countries (Services and Contracting)
4 strong teams
Lighting Solutions Support
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Future Lighting Solutions
Strategic Global Networks
Services and Contracting
7
Our network of inspiration – architecture, design, art and culture
International Projects
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Flagship projects around the world – a selection
International Projects
13/14
outlook 14/15
Tate Modern, London
Kuwait University
Hilti Innovationszentrum, Liechtenstein
Swiss Re
Bahrein F1 racetrack landscape lighting
Heart of Doha
Jaber Al Ahmed Hospital Kuwait
Erste Bank
Jumexx Galery, Mexico City
BASF
KAIA – new Jeddah Airport
BBVA
Airport Schiphol
Qatar Petrol
Haramain Railway stations
Marriott Hotels
Dubai Police HQ
various Embassies
Muscat Airport
ADIB
DLR research centre, Cologne
BNY Mellon
TU Vienna
KAFD various parcels
Rheinenergie HQ
DMG Mori
Bank of New York Mellon
Omicron
EKZ Fischapark
AJIB Bank
HBTF Amman
Roche Diagnostic and Training Center, Indianapolis
DSG HQ, Noida India
Heritage House, Qatar
April 2, 2014
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Some References
International Projects
Art Historic Museum, Vienna | AT
April 2, 2014
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10
Some References
International Projects
27
Art Historic Museum, Vienna | AT
April 2, 2014
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11
Some References
International Projects
Städel Museum, Frankfurt | DE
April 2, 2014
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12
Some References
International Projects
Städel Museum, Frankfurt | DE
April 2, 2014
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13
Some References
International Projects
New Fair, Basel | CH
April 2, 2014
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14
Some References
International Projects
Museo Jumex , Mexico City | MEX
April 2, 2014
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15
Some References
International Projects
Al Bahar Towers, Abu Dhabi | UAE
April 2, 2014
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Formula 1 Race Circuit BIC | BAHRAIN
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Global KAM concentrates on its role as a proactive driver of internationally
replicable lighting solutions
Global Key Account Management
 Global Key Account Management deals with clients that operate in more than 3 countries and
present Zumtobel an overall potential with professional lighting of more than 1 Mio € per year.
 Global KAM concentrates on its role as a proactive driver of internationally replicable lighting
solutions with a strong focus on “End users” in Retail (e.g. Shops & Stores, Supermarkets, Car
Showrooms), in Industry (e.g. Automotive, Distribution Centers), in Office (e.g. Bank- outlets)
but also “Specification” (e.g. Consultants, Designers and Architects).
 Being “Eye to Eye” with the clients, Global KAM aims to exceed their expectations for
professional lighting solutions, such as being
- Creative with designing innovative concepts for flagships and brand-stores.
- Global with on-time delivery on all 5 continents.
- Adaptable with opening surfaces of formats up to 20.000 sqm and larger.
- Fast with up to 450 store openings within 5 months or up to 12 stores a week.
 Drives the development of the global portfolio and the competence of global roll-out
processes.
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Some References
Global KAM
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SPAR, Austria
SPAR, International
MAXI
EDEKA, Germany
C1000, The Netherlands
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Some References
Global KAM
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FERRARI,
Sydney
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ROLLS ROYCE, Frankfurt
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Some References
Global KAM
Dior, Paris
April 2, 2014
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Patek Philippe Taipei
20
Some References
Global KAM
Levi´s Brussels
April 2, 2014
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Levi´s Champs Elysee
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