Capitalize on market changes to increase market share rod smith
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Compressed Air BEST PRACTICES Magazine. CAPITALIZE ON MARKET CHANGES TO INCREASE MARKET SHARE Rod Smith. We are kicking #!%! No need for change. 5 Stages of Decline Hubris Born of Success Undisciplined Pursuit of More Denial of Risk & Peril Grasping for Salvation

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CAPITALIZE ON MARKET CHANGES TO INCREASE MARKET SHARE Rod Smith

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Capitalize on market changes to increase market share rod smith

Compressed AirBEST PRACTICESMagazine

CAPITALIZE ON MARKET CHANGES

TO INCREASE MARKET SHARE

Rod Smith


How the mighty fall new book by jim collins

We are kicking #!%!

No need for change

5 Stages of Decline

Hubris Born of Success

Undisciplined Pursuit of More

Denial of Risk & Peril

Grasping for Salvation

Capitulation to Irrelevance

How the Mighty Fall

New Book by

Jim Collins

The Best Leaders Worry Incessantly About How to be Stronger and Better-Positioned

- Jim Collins


Capitalize on market changes to increase market share rod smith

We are busy and with the MARKET CONTRACTION - there isnt cash growing on trees for new ideas

  • People Make Mistakes which are Magnified in Market Contractions:

  • Analyze your Competitors

  • Are they mistreating a customer?

  • Are they neglecting a geography?

  • Are you close enough to your market to hear the rumblings of discontent?

Choose 1 New Idea and throw your Companys talents at it.


Capitalize on market changes to increase market share rod smith

Two Strategic Market Changes

2. The Emergence of SUSTAINABLE MANUFACTURING

This is the focus of this presentation. Is your firm positioned to capitalize on this change?

The Down-Sizing of U.S. Industry and the Growth of Population-driven Industries

Bill Scales Presentation at AICD in New York City

New customers: hospitals, dry cleaners, automotive, HVAC, universities


Sustainability reducing the enviromental footprint

Sustainability = Reducing the

Enviromental Footprint


Sustainability at pepsico focus is on the consumption of water electricity fuels

Sustainability at PEPSICO

Focus is on the Consumption of:

Water

Electricity

Fuels


Capitalize on market changes to increase market share rod smith

Sustainable Manufacturing at Coca Cola

Energy is consumed by our system's nearly 850 plants in the manufacturing process to provide the power for equipment such as boilers, chillers and air compressors.


Do sustainability program managers tree huggers birkenstock people and greenpeace soldiers

CHALLENGE: TRUST

There are Distributors TRULY Committed to Sustainability and Customers TRUST THEM

Do Sustainability Program

Managers = Tree Huggers, Birkenstock-People, and Greenpeace Soldiers?

I have found that they balance the environment with profits evenly. What is your company culture? Is green uncool in the machinery world?


Sustainability receives investment today because it is a win win

Sustainability Receives Investment TODAY because it is a Win/Win

ROIs are Compelling

PR is Great - for small companies too

Threat of Carbon Credit Legislation


Is your firm the gatekeeper to rebate s

  • The American Recovery & Reinvestment Act of 2009- $61.8 B

  • DOE EERE (Energy Efficiency and Renewable Energy) $16.8 B (last year was $1.7 B)

  • EECBG (Energy Efficiency Conservation Block Grants) $3.2 B

  • SEP (State Energy Programs) $3.1 B

Is your firm the gatekeeper to Rebate $s ?


Focus on energy awareness

Energy Awareness is similar to where Plant Safety was years ago.

Plant Safety has gone through generations of change and evolution. Now most operations begin every meeting with a Safety Minute. Safety is measurable and visible to every employee.

We predict the same evolution will happen with Energy Awareness.

Mike Roberts

Program Manager

Energy & Sustainability

SKF

FOCUS on

Energy

Awareness

Marketing Opportunity: How Can Your Firm Help Customers with Energy Awareness?

SKF Factories

110 globally, 19 in the U.S.


Capitalize on market changes to increase market share rod smith

Tools Required

Flow Meters

Power Meters

Leak Detectors

Posters and banners without substance are not enough. You must give plant personnel measurement data.

Mike Roberts

Program Manager

Energy & Sustainability

SKF

How Can Your Firm Help Customers with Energy Awareness?

How good is your firm at measurement for all customers?


Can you help build energy awareness

  • Selling and Deploying Measurement Devices

    • Flow, temperature, pressure, kW, dewpoint, oil measurement

    • Data logging

Sell software to get the data to the computer screen of the customer so he can manage it.

Can you help build energy awareness ?


Capitalize on market changes to increase market share rod smith

Posters and banners are a start. Shop floor awareness cards are effective for us when we hold Energy Minutes on the floor.

Mike Roberts

Program Manager

Energy & Sustainability

SKF

How Can Your Firm Help Customers with Energy Awareness?

  • Market Your Companies Brand Name with Energy Awareness Promotional Items

  • Leak Tag Boards

  • Shop Floor Cards/Posters with Measured Energy Data

How good is your firm at making energy data visible?


Growth in demand side projects

Production

Nonproductive

Air compressors are generally our largest horsepower electric motors on-site, and the overall efficiency of a typical compressed air system can be as low as 10-15%.

Paul Lukitsch

Regional Facilities Manager

Millipore

Growth in

Demand-side

Projects


Growth in demand side projects1

World Wide View

Total ~ 2000 HP

Or

13,000,000 KWH/yr

Or ~ $ 2 Mil/yr

Jaffrey NH

4= 600 HP Reciprocating

Cork Ireland

8= 550 HP Rotary Screw

Bedford MA

3=350 HP RotaryScrew

Molsheim France

7= 400 HP RotaryScrew

After two years of demand-side projects, we have reduced the energy consumption of the compressed air systems by 2 million KWH and saved over $270,000.

Paul Lukitsch

Regional Facilities Manager

Millipore

GROWTH in

demand-side

projects


Trend energy recovery 20 30 of rotaries sold in europe are sold with heat recovery systems

Trend: Energy Managers need help with compressed air, lighting, steam, boilers, water, vacuum

Trend: ENERGY RECOVERY

20-30% of rotaries sold in Europe are sold with heat recovery systems

Heat recovery systems are 74% efficient. They heat water for other processes.


Capitalize on market changes to increase market share rod smith

Trend: Energy Managers need help with compressed air, lighting, steam, boilers, water, vacuum, HVAC

Trend:

There are auditors out there who gain 85% expertise in multiple industrial processesand do very well.

Can your firm help your customer save energy in another process besides compressed air?

This is a growth opportunity.


Capitalize on market changes to increase market share rod smith

Trend: Customers want tailored solutions for their industry.and some are starting to receive them ! Those offering one size fits all are in trouble.

THIS GROUP DOES NOT HAVE BIG MARKETING DOLLARS FOCUSING ON VERTICAL MARKETS (other brands do and its working).

Auditors do this. Vacuum and Pneumatics Industries do this..you are on your own on this one.

Trend: VERTICAL MARKET FOCUS

There are auditors and firms gaining system efficiency expertise in specific industries.and doing very well.

MARKETING:

Can your firm bring all your plastic molding customers together to discuss Best Practices? Can you bring some non-customers in plastics together with your happy customers?

This is a growth opportunity.


Thank you

Thank You.


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