All data and company are fictitious. Just for acedmic propose

1. TelTech Markets
Central Europe
LOGO
D. Caroline D. Hélène D. Adriana
D. Sophie D. Stefania
L. Charlotte

2. Agenda
1
Introduction – Industry overview
2
Key Account Status and Perspectives
3
Business Strategy
4
20 Selected Opportunities
5
2012 Sales Forecast
6
What’s next?
7
Conclusion

3. Agenda
1
Introduction – Industry overview
2
Key Account Status and Perspectives
3
Business Strategy
4
20 Selected Opportunities
5
2012 Sales Forecast
6
What’s next?
7
Conclusion

4. Introduction
Based on data provided, our current and potential customers –
Key, A and B accounts occupy 60% in our business.
Siemens achieve 5026 K€ in our 2012 potential business and
inquiries
3 Main Accounts
Key (Siemens) 5026 K€
Key
A
B
• Key (Alcatel)
• A (EADS)
• A (Rohde)
• B (25 co.)
64.85%
14.34%
504 K€
398 K€
980 K€
3404 K€
8.55%
12.25%
Sub-Contractor
Prospect
• BMW
92 K€
• Mercedes Benz 1089 K€
• Volkswagen
1100 K€
C Account
• Elti
• Interkont
• Keller
1388 K€
210 K€
350 K€
Solectron Rumania (Ericsson) 1360 K€

5. Industrial perspectives in CEE
Space Industry Europe
Telecom infrastructure industry 2011
5%
Growth of the medical sector per
annum in Central Europe
EU is the world's largest producer of motor vehicles
The automotive industry is the largest industry sector in Germany.
In 2011, the auto sector recorded turnover of EUR 351 billion –
around 20 % of total German industry revenue.

6. Agenda
1
Introduction – Industry overview
2
Key Account Status and Perspectives
3
Business Strategy
4
20 Selected Opportunities
5
2012 Sales Forecast
6
What’s next?
7
Conclusion

7. Key Account Status - Siemens




Founded in 1847
Leading player all over the world
Sales in FY 2012: 78 M € (+7%)
Number of employees:370 000 (32% in Germany)
Revenue by Sector
35%
Revenue by Region
Germany
17%
22%
26%
Healthcare
37%
14%
20%
Infrastructure
Industry
Energy
29%
Asia, Australia
Americas
Europe, CIS, Africa, Mi
ddle East (excl.
Germany)

8. Key Account Status - Siemens
3 main strategic objectives for Siemens:
• Cut costs
• Boos competitiveness
• Become less bureaucratic
Upcoming projects:
• Electric hybrid drive systems
• New hearing aids
• Acquire Invensys Rail (the rail automation business of Invensys)

9. Key Account Status - Siemens
- Trust & Proximity
- Strong financial basis
- Benefit from the expertise of Siemens
- Siemens is focusing its future growth on the medical
sector
- New projects opportunities
- Covers a big share of TelTech’s clients which leads
to a lack of diversity
- Intends to cut costs and will ask for
lower prices

10. Agenda
1
Introduction – Industry overview
2
Key Account Status and Perspectives
3
Business Strategy
4
20 Selected Opportunities
5
2012 Sales Forecast
6
What’s next?
7
Conclusion

11. 20 Options
3
2
2
1
1
1 1
2
2
1
1
1
1
80 options we had
received covering 11
activities.
20 options would be
focusing in 2012 business

12. Our Strategy
Business Objective
Based 3B concept, the
business strategy will
be focusing on 3 main
area
Diversification of
activities and clients
- More balanced portfolio
- Opportunities of growth
in a mature market by
cross selling and
developing our expertise
on promising activities
Business Market
Restore Profitability
Profitability
• Enhancing our customer base
with cross-selling thanks to our
diversification
• Economies of Scale
TelTech
3 Objectives
Diversify
Customer
Centric
Develop Customer
Centric Culture
- Customized offer
- Adaptation to their new
projects and
deployment of sector of
activities
Business Resource

13. Agenda
1
Introduction – Industry overview
2
Key Account Status and Perspectives
3
Business Strategy
4
20 Selected Opportunities
5
2012 Sales Forecast
6
What’s next?
7
Conclusion

14. Targeted Segment Activities
• Telecom infrastructure: Alcatel- Lucent (124) Siemens
communication (143,145)
Traditional
• Space: Austrian Aerospace (150), EADS Germany
(155), Skytronic (200)
• Subcontractor: Solectron Rumania/Ericsson (184)
New Strategic
• Automotive: Siemens VDO (147,148), Mercedes Benz
(182), Volkswagen (183)
• Automation: Siemens building (132,136,137), Plisch (196)
New
Diversification
• Broadcast: Rohde&Schwarz (169), Temex Time (175), Globes
(191)
• Medical: SHE (171), Tyco electronics (179)

15. Which opportunities and why?
Traditional Segment
Telecom
Infrastructures
Source of « safe » revenues thanks to our
expertise in these activities
Subcontractor
To satisfy our current and potential customers
with an improved offer
Long term relationship strategy
Space
Space: Forecast of significant growth in 2012
(AIA 2011)

16. Telecom Infrastructures
#
Customer
143
Siemens
Communication
145
Siemens
Communication
124
Alcatel Lucent
Part
OSC300-PR
OSC300-PR
SAW400-PR
Class
K
K
K
% Margin
40%
40%
40%
% TAM
Interest
WHY
19%
Second
Source
• Key account and Siemens
communication
• Strategy to diversify our
activities
• 40% margin
• Economy of scale with 145
20%
New
Technology
• Key account and Siemens
• New technology
• 40% margin
20%
New
Technology
•
•
•
•
Key account
Economy of scale
40% margin
New technology

17. Subcontractor
#
184
Customer
Solectron
Rumania
Part
OSC300-PR
Class
S
% Margin
40%
% TAM
23%
Interest
Cost
Reduction
WHY
•
•
•
•
145 000 KU
Traditional sector
Economy of scale
Web campaign to diversify
image and Tel Tech business
• 40% margin

18. Space
#
200
150
155
Customer
Skytronic
Austrian
Aerospace
EADS
Part
SAW300-RF
OSC400-HR
OSC400-HR
Class
Lead
B
A
% Margin
53%
67%
67%
% TAM
%
27%
47%
Interest
WHY
R&D Meeting
• Lead in a traditional sector
• Safe contact (VP): Joachim
Schwarz is a good friend
• Web campaign
• 53% margin
New project
•
•
•
•
•
Galileo
Program
B account
Economy of scale with 155
67% margin
Space: traditional sector
New project
• A account
• Economy of scale with 150
• EADS is a big company we
trust
• 67% margin

19. Which opportunities and why?
New Strategic Segment
Automotive
One of the largest industry sectors in Europe and
especially in Germany
Siemens new projects in this sector such as the
hybrid driving system
LOGO

20. Automotive
#
Customer
147
Siemens
VDO
148
Siemens
VDO
182
Mercedes
Benz
183
Volkswagen
Part
SAW100-GP
SAW100-GP
SAW100-GP
SAW100-GP
Class
K
K
P
P
% Margin
22%
22%
22%
22%
% TAM
Interest
6%
Upgrade
Program
• K account Siemens
• New strategic segment
• Economy of scale
8%
Upgrade
Program
•
•
•
•
K account Siemens
New strategic segment
Economy of scale
1 251 000 units
54%
Management
Meeting
•
•
•
•
Mercedes good reputation
6 millions units
Prospect
Economy of scale
Management
Meeting
• German company with good
reputation
• 6 millions units
• Economy of scale
• Prospect
37%
WHY

21. Which opportunities and why?
New Diversification Segment
Automation
Diversification strategy with developing sectors
of activities in Europe
Broadcast
Siemens is the world’s leader of automation
technology
Medical
New opportunities with today’s challenges of the
broadcast industry in Europe: digital services,
mobile TV services, etc

22. Automation
#
132
136
137
196
Customer
Siemens
Building
Siemens
Building
Siemens
Building
Plisch
Part
OCS100-GP
SAW400-PR
SAW400-PR
OSC100-GP
Class
K
K
K
Lead
% Margin
38%
50%
50%
44%
% TAM
19%
16%
14%
Interest
WHY
Cost
Reduction
• Key account : one of our main
client
• Important KU (310 000)
• Important margin
• Automation: traditional
segment where we are good at
• Economy of scale
New Project
•
•
•
•
•
New
Technology
• Key account
• Contact with the manager
• Economy of scale (with 7
companies)
• Margin of 50%
• New technology
Application
Note
• Lead in our traditional
segment
• Economy of scale with the part
• Web campaign to diversify
image and Tel Tech business
Key account
Important KU (201 000)
Contact with the manager
Economy of scale
A 50% margin

23. Broadcast
#
169
175
191
Customer
Rohde &
Schwarz
Temex Time
Globes
Part
OSC300-PR
SAW400-PR
SAW400-PR
Class
A
B
Lead
% Margin
57%
57%
59%
% TAM
%
Interest
RFQ
WHY
• A account
• Strategy to diversify our
activities
• 57% margin
• Economy of scale
36%
New
Technology
•
•
•
•
%
Price
Information
• Lead in the diversification
sector
• 59% of margin expected
• Economy of scale with 175
B account
Contact: VP
Economy of scale
Strategy of diversification

24. Medical
#
171
179
Customer
SEH
Tyco
Electronics
Part
OSC100-GP
OSC100-GP
Class
B
B
% Margin
42%
42%
% TAM
52%
41%
Interest
RFQ
On going
Program
Upside
WHY
• B account
• Economy of scale
• Siemens is also working on the
medical field so it could be
new products for them
• RFQ
• Web- campaign
• B account
• Economy of scale
• Siemens is also working on
the medical field so it could
be new products for them
• RFQ
• Web- campaign

25. 20 options - Probabilities
Segments
Automation
196
147 148
132
132
137
Automative
136 145
191 169
169
Broadcast
• RFQ
• Competitors
175
Medical
171
179
Space
200
182 183
150
150
• K account
• Director contact
• Cost reduction
155
• New Project
• Appointment with
manager next week
Subcontractor
Telco Infra
184
143
124
Negotiation
Proposal
made
30%
Prototype
provided
Technical
comment
50%
Pre-series
product
70%
90%
100%

26. Agenda
1
Introduction – Industry overview
2
Key Account Status and Perspectives
3
Business Strategy
4
20 Selected Opportunities
5
2012 Sales Forecast
6
What’s next?
7
Conclusion

27. 2012 Sales Forecast
20 Opportunities
K Units
200 173 Kunits
263 513 K€
2011
2013

28. 2012 Sales Forecast
• Diversification
• Profitability in value
and volume
• 88% of our profit
comes from the safest
opportunities

29. Agenda
1
Introduction – Industry overview
2
Key Account Status and Perspectives
3
Business Strategy
4
20 Selected Opportunities
5
2012 Sales Forecast
6
What’s next?
7
Conclusion

30. WCube
#
143
145
124
184
150
200
155
147
148
182
183
132
136
137
196
WHAT
Second source ?
Refine the new product to test its final version
Phrase 1
Phrase 2
Refine the new product to test its final version
Adjust the production costs
Define the characteristics of the new project
Define the technical attributes of the new product
Meet regularly with the Galileo program teams
Design an improved product to enhance the entire project
Design an improved product to enhance the entire project
Specify the customer's needs
Specify the customer's needs
Adjust the production costs
Define the characteristics of the new project
Refine the new product to test its final version
Application note ?
WHEN
WHO
?
3 months
3 months
2 weeks
3 weeks
2 weeks
3 months
2 months
2 months
2 weeks
2 weeks
2 weeks
3 weeks
3 months
?
?
R&D team
Phrase 3
R&D team
Production managers
KAM + production managers + VP
R & D team + KAM
R&D team + KAM
VP + R&D + Production managers
VP + R&D + Production managers
Management team
Management team
Production managers
KAM + production managers + VP
R&D team
?
KAM + production managers + finance
manager
R&D team
Production managers + KAM
KAM + production managers + finance
manager
?
169
Analyze the customer's RFQ and adjust the costs according to the RFQ
2 weeks
175
191
Refine the new product to test its final version
Determine the production costs and our price strategy
3 months
1 week
171
Analyze the customer's RFQ and adjust the costs according to the RFQ
2 weeks
179
On going program upside ?
?

31. What’s next?
EXISTING CRM STRATEGY
NEW CRM STRATEGY
New CRM Services deliver a differentiated and highly competitive customer experience cost
MRP Logistics Forecast
effectively is critically important and increasingly challenging as your organization interacts with
potential customers through more communication channels than ever

32. Agenda
1
Introduction – Industry overview
2
Key Account Status and Perspectives
3
Business Strategy
4
20 Selected Opportunities
5
2012 Sales Forecast
6
What’s next?
7
Conclusion

33. Summary
Strategy of diversification for TelTech
thanks to its K accounts.
Central Europe is a strategic zone that we
need to focus on.
Long term partnerships thanks to a new
CRM.

34. LOGO

35. Appendix
#
Type
Status
Class
Contact
Activity
124
132
136
137
143
145
147
148
150
155
169
171
175
179
182
183
CUST
CUST
CUST
CUST
CUST
CUST
WEB
WEB
SHOW
SHOW
WEB
WEB
WEB
WEB
SHOW
SHOW
Opp.
Opp.
Opp.
Opp.
Opp.
Opp.
Opp.
Opp.
Opp.
Opp.
Opp.
Opp.
Opp.
Opp.
Opp.
Opp.
K
K
K
K
K
K
K
K
B
A
A
B
B
B
P
P
Alcatel-Lucent
Siemens Building
Siemens Building
Siemens Building
Siemens Communication
Siemens Communication
Siemens VDO
Siemens VDO
Austrian Aerospace
EADS Germany
Rohde & Schwarz
SEH
Temex Time
Tyco Electronics
Mercedes Bentz
Wolkswagen
Telco-Infra
Automation
Automation
Automation
Telco-Infra
Telco-Infra
Automotive
Automotive
Space
Space
Broadcast
Medical
Broadcast
Medical
Automotive
Automotive
184
WEB
Opp.
S
Solectron Rumania (Ericsson)
Sub-contractor
191
196
200
SHOW
WEB
WEB
Lead
Lead
Lead
L
L
L
Globes
Plisch
Skytronic
Broadcast
Automation
Space

36. Appendix
Activity
K€1
K€2
K€3
K€4
Total K€
Total Automation
14
170
480
600
1 265
Total Automotive
11
199
765
1 566
2 541
Total Broadcast
3
14
28
84
129
Total Medical
26
13
13
39
91
Total Space
83
75
Sub-contractor
40
240
75
320
150
560
383
1 160
Total Telco-Infra
5
181
55
766
130
1 811
255
3 254
445
6 013
K€1
K€2
K€3
K€4
Total K€
Total Automation
14
170
480
600
1 265
Total Automotive
11
198
Total Space
8
0
720
75
1 260
150
2 189
233
Sub-contractor
40
240
320
560
1 160
Total Telco-Infra
5
77
55
663
130
1 725
255
2 825
445
5 291
Total
Activity
Total