Becoming a market leader and staying there building partnerships at home and in markets
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Pioneer to Global Leader. Becoming a market leader ... And staying there Building Partnerships, at home and in markets Building a global business. About the Gallagher Group. Started in 1938 .. 2008 Birthday year !! Products in over 150 countries through subsidiaries and distributors

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Becoming a market leader ... And staying there Building Partnerships, at home and in markets

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Becoming a market leader and staying there building partnerships at home and in markets

Pioneer to Global Leader

  • Becoming a market leader ... And staying there

  • Building Partnerships, at home and in markets

  • Building a global business


Becoming a market leader and staying there building partnerships at home and in markets

About the Gallagher Group

  • Started in 1938 .. 2008 Birthday year !!

  • Products in over 150 countries through subsidiaries and distributors

  • Employs 650 staff in NZ

  • Employs 400 staff through network of subsidiaries companies outside NZ


Business

Business

Delivering technology solutions into the global animal management and security management markets.


Core objective

Core Objective

To position the Gallagher company brands as global product leaders.


Becoming a market leader and staying there building partnerships at home and in markets

Skill Sets

World class marketing material


Purpose our culture

Purpose - Our culture

  • Driven by our guiding principles

  • All our decisions are made in terms of Gallagher groups desires

  • There is a sense of community & family driven by two generations of hands-on family management

  • Our culture is open and transparent, setting high standards and uncompromising detail to quality

  • Flat management / decision structure


What drives us

What drives us ?

  • As a company and as individuals we will also be judged by our commitment to our key driving principles

    • Continuous innovation

    • Outstanding quality

    • Uncompromising business integrity

  • Expansion of our distribution footprint


People

People

  • Our most important asset .....

    • People are recruited for their skills

    • They are valued for their contribution

    • People are given clear expectations

    • People understand the company and know the challenges

    • Communication is open and valued

    • To always professionally represent the Company and be proud of it

    • People are respected

    • Expected to live up to our guiding principles & values


Becoming a market leader and staying there building partnerships at home and in markets

Companies & Divisions

Other Businesses


Customers gallagher cardax

Customers : Gallagher Cardax

  • NZ Telecom

  • Malaysian Telecom

  • Reliance Telecom

  • London Underground

  • Motorola Brazil

  • ABSA Bank SA

  • Jakarta Stock Exchange

  • Shell Australia

  • Indian Oil

  • Sydney University

  • UNSW

  • ANU

  • Waikato University

  • Lucas Height Nuclear Reactor


Becoming a market leader and staying there building partnerships at home and in markets

Gallagher Security Power Fence

  • Superior perimeter security

  • Cost effective, robust,

    low/no false alarm rate

  • Detects and deters

  • Strength in Utilities (UK), Corrections (USA),Telecommunications (S Africa)


Becoming a market leader and staying there building partnerships at home and in markets

  • Established in 1939

  • A leading regional manufacturer of Fuel Pumps

  • 90% NZ market share.

  • 80% Australia market share.

  • 130 people in Marton, NZ


Animal management systems

Animal Management Systems

  • Electric Fencing Products

  • Animal Weighing

  • EID Readers


Finding distributors

Finding Distributors

  • NZTE are fantastic resource and under utilised

    • Setting up a JV in Chile that without NZTE guidance would have cost us a lot more

    • Also assisted us in other South American markets

  • Attending Shows and Fairs

  • “Sniffing” around in markets .. Looking at competitors and their arrangements


Distribution agreements

Distribution Agreements

  • Foundation building block of our business

    • Mutually Exclusive

    • Defines region or country

    • Selling / Payment Terms

    • Warranty

    • Other suppliers

    • Shareholding opportunities

    • Minimum expectations of each other (Purchase Value, Company Name etc)

  • Over time, exit strategy needs to be agreed

    • This has resulted in NZ purchasing some international markets


Market management

Market Management

  • Critical to visit regularly the understand the opportunities

  • Attending relevant “shows” ensures you know whats happening

  • Important to hold conferences to “Share” learning and experiences

  • Where your product is one of many that the marketer handles, important to get yours elevated (up their priority / action list)


Brand management

Brand Management

  • Brand is a powerful concept, but is often a misunderstood term ... It is not a logo or a name ... It is how your market defines you

  • It is how your prospects and customers describe you

  • Sales people are brand ambassadors. They help advocate and educate customers on how our products and services solve problems


Competitive advantage

Competitive Advantage

  • Your product must have a competitive advantage.

    Michael Porter says

  • “if you don’t have a competitive advantage, don’t compete”

  • “a sustainable competitive advantage is a unique, self supporting set of complimentary activitieswhich are difficult to copy”.


Gallagher competitive advantage

Gallagher Competitive Advantage

  • Competitive advantage is a set of attributes;

    • Brand recognition - quality and innovation

    • End user support - on farm reps, product pull through for dealers

    • Complete solution providers - not just product

    • Low cost manufacturing and sourcing

    • Strong product development and marketing team supporting brand reinforcement


Becoming a market leader and staying there building partnerships at home and in markets

Weekend Herald (25th October)

  • On the global recession .....The recovery will have to be export based because NZ cannot continue on its “borrow and spend” approach to economic growth


Position our brand

Position - Our brand

  • A brand that is worldwide and recognised to support key values of

    • Trust

    • Quality

    • Integrity

    • Innovation

  • Premium products, well built and manufactured for the end user


A premium position means

A Premium Position Means….

Strong

Branding

Superior

Product

Features

High level

End User

Info

Market

Development

Never

lowest

price!!!

High

Customer

Service

Premium

Pricing

Wide

Manufacturing

Capability

High level

Dealer

Support

Superior

Reliability

Complete

Energizer

Range

Total

Marketing

System

Superior TM/

Capability

On Site

Support

Complete

System

Multi-

Skilled

Teams

Leading

Technology

Complete

Accessory

Range

High R&D

Investment

Innovative

Products

Premium

Solution

High

Performance

Accessory

Products

Premium

Energizer

Range

Proprietary

Products

Allison

Lab


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