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Eric Wickberg Director – Display Solutions Sales

Eric Wickberg Director – Display Solutions Sales






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    Eric Wickberg Director – Display Solutions Sales Eric Wickberg Director – Display Solutions Sales Presentation Transcript

    • Eric Wickberg Director – Display Solutions Sales 2009
      • Custom Solutions Process
      • Video Conferencing / Telepresence
      • Examples of OEM Projects
      • Display / Projector Manufacturer Relationships
    • Chief Custom Capabilities Custom designed product and service solutions
      • Design Process for Custom or Modified Product:
      • Project Review
      • Proposal/Project Timetable
      • Design & Collaboration
      • Design Review
      • Prototype Delivery / Modify Design
      • First Article Approval Process
      • Packaging / Staging / Documentation
      • Training / Marketing
      • Production
      • Forecasting / Managed Inventory
      • Quarterly Business Reviews (monitor success)
    • Custom Solutions Process
      • Project Initiation Form (PIF)
        • Basics to start a project and define project scope
          • Overall needs/description of the project
          • Timing
          • Budget, costs, projected revenue and margin
        • Helps with project prioritization and using Chief resources wisely
        • Projects with clearly defined budget/margin/sales expectations typically take precedence over “speculative/strategic projects”
      • A project is “active” when resources are allocated to the project with defined milestones and deliverable
    • Custom Solutions Process 2009
        • Even “easy” projects touch many, many people...
    • Video Conferencing Market
      • Market Overview
        • Tandberg and Polycom >70% combined market share
        • Hewlett-Packard and Cisco have remaining share, targeted at high-end videoconferencing systems
        • Global videoconferencing systems and services market estimated at $4.2B in 2012 up from $1.6B in 2007,
      • CHIEF is the leader in video-conferencing mounting solutions!
        • Established formal relationships with Cisco, Tandberg, and Polycom; and developing HP relationship .
        • Fusion mount and accessories provide a superior solution
      Source: Business Week
    • Video Conferencing & Telepresence
      • CHIEF Product Solutions for Tandberg Video Conferencing Equipment
      • Standard CHIEF sku’s sold via PRO AV Dealers
      • Tandberg Set Top Box (integrated camera/codec)
      • Tandberg Edge (HD camera + codec)
      • Tandberg Codec’s
      • Co-Branded Website ……. Launching soon! www.tandberg.chiefmfg.com
    • Video Conferencing & Telepresence
      • New Fusion Wall Mount “Kits”
      • Single Screen Solution
      • Dual Screen Solution
      • Triple Screen Solution
      • Packaged with Camera Shelf, Extensions, and Shelves
      • Sold via Polycom as Accessories
      • Articulating Arm Solution
      • Custom PNR with codec holder/camera accessory -- MSP-POL2
      CHIEF OEM Solutions for
    • Cisco TelePresence
      • Custom solutions for freestanding, wall, table mounts
      • Executive solutions, multi purpose conference rooms...expanding to entry level solutions.
      • First year of production will generate more than $1M in revenue
      • Work with the OEM, contract manufacture, and global logistics m
      • Highly involved from design through delivery
      • Program success and corporate involvement is driving opportunities in other divisions with standard products
    • Professional/Commercial Retail
      • Overview
        • Direct Sales via SONY Electronics USA
        • Drop Ship and Stocking Business
      • Relationship Management
        • Direct Interface with SONY Senior Product Management & Marketing Teams (CA & NJ)
        • Regional Sales Reps (by Territory)
        • Primary Business coming from Hospitality Projects
        • Custom Product Development on Request
      • Product Assortment
        • 15 MSP Part #’s active
          • Standard Chief “U” product but includes Sony “Universal” interface instead of MSBU/PSBU.
        • Custom Wall Mount for SONY 65” TV – Only Mount available for this display due to weight.
        • Compatibility/Parts/Resources available at www.sony.chiefmfg.com
      • Overview
        • Direct Sales via SONY Retail Consumer
        • 56 Retail Stores (sony style)
        • 8 Outlet Stores
        • 3 Family Center Stores
        • Online (sonystyle.com)
      • Relationship Management
        • Direct Interface with Consumer Direct Business Manager, Merchandising Team, and Online Marketing Team.
        • Primary Business coming from Consumer Sales via Sony Retail stores/online.
      • Product Assortment
        • Chief “Professional” Products (MTRU)
        • iC by Chief Products
        • Sanus Mounts
        • Sanus Furniture
    • Display Manufacturers
      • NEC
    • Display Manufacturers 2009 Display Manufacturer OEM/Sell/ Recommend Partner % Share Chief Share Account Manager Notes SONY Sell/Recommend CHIEF 17% 75%+ EK Retail, on-line, and Professional business won in 2008. Samsung Recommend Peerless/ CHIEF 23% 25% EK Hospitality / D. Signage business won via Pro AV channel. Hospitality – Hotel Solutions. Long standing strategy of not offering mounts unless “by” Samsung. LG Recommend Peerless/CHIEF 10 % 0% PR Continue to pursue Hospitality & Commercial Rep relationships  Sharp OEM Peerless 11 % 0% EK Peerless commission arrangement – similar to LG Philips Recommend Peerless 8% 0% PR Peerless configurator... VIZIO OEM 4% 0% EK Price Conscious Solutions … are they an ideal candidate? Remains of interest due to significant success in 2008 . PDP continues to gain momentum. NEC OEM Sell/Recommend Chief/Peerless - 50% PR NEC OEM solution 2x2. KFC/Zales – Menu Board/Video Wall Solutions Panasonic Sell/Recommend Chief/Peerless - 25% DA Solutions group – Edu., Entertainment Hospitality – refer business. Sunbrite Sell/Recommend Chief - 100% PR Limited 2009 sales depleting inventory
    • Display Manufacturers 2009 Projector Manufacturer OEM/Sell/ Recommend Partnership % Share Account Manager Notes Epson OEM Peerless/ Premier 21% EK Short throw opportunity... NEC OEM Peerless 6% PR $45 Peerless projector Optoma Sell/OEM Bering / CHIEF/Peerless 8% EK Met at InfoComm. OEM pending. Peerless OEM for short throw. $39 projector. Sanyo OEM Sanyo / CHIEF 6.2% EK Current Bid out for OEM Business - FP Bundles Created BenQ Recommend Peerless/CHIEF 6% EK Met at InfoComm. OEM pending Recommend Peerless 5% EK Wall In-Focus OEM/Sell Peerless 4% EK Several Conversations regarding OEM partnership …. Price driven! Sony (Professional) Sell/Recommend CHIEF 7% EK RPA Recommended/OEM Version Sold Panasonic Recommend CHIEF/Other? 4% DA Continue to support integration projects
    • NEC
      • Custom NEC 2x2 Tile Matrix for the NEC X461UN Display.
      • NEC Part Number: WM-46UN-2x2
      • Cost effective, fast install, product specific design
      • Product is four MSR mounts