Improving the Value Proposition for New Productswith Dick     Braun, Parker HannifinMonthly Webinar Series - October 2011 ...
Today’s Presenter                 Dick Braun is Corporate Vice President of Strategic                 Pricing at Parker Ha...
Parker Strategic PricingWebinarDick BraunV.P. Finance Corporate Strategic Pricing
Key Facts about Parker: FY2011    •   $12.4 Billion in Revenue    • 839,000 Products Sold    • 471,000 Customers    • 55,0...
Broad Technology PlatformsAerospace        Refrigeration     ElectromechanicalFiltration       Fluid Handling    Hydraulic...
Strong Global PresenceMore than Half of Industrial Sales now International                       FY11 Sales: $12 Billion  ...
Significant Product Mix    >800,000 Products Sold7
Diverse Markets ServedOEM and Distribution
Parker Strategic PricingIntroduction            Strategic Pricing = Key Center-Led WinStrategy                            ...
Parker Strategic PricingValue Streams                 3 Key Value Streams With Distinct Strategies,                       ...
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
Improving the Value Proposition for New Products
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Improving the Value Proposition for New Products

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Dick Braun describes how Parker Hannifin's Win Strategy has significantly increased both sales and margins by improved value creation and value capture. Dick will discuss layering in value management pricing strategies on top of Parker's already robust product and customer segmentation price practices. Learn the concepts of "value triangulation" - whereby the pricing team dynamically adjusts value propositions based on competitive position and customer-specific economics. See how a $12 billion global diversified manufacturer endeavors to deploy a consistent value management approach.

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Improving the Value Proposition for New Products

  1. 1. Improving the Value Proposition for New Productswith Dick Braun, Parker HannifinMonthly Webinar Series - October 2011 Copyright © 2011 by LeveragePoint Innovations Inc. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means — electronic, mechanical, photocopying, recording, or otherwise — without the permission of LeveragePoint Innovations Inc. This document provides an outline of a presentation and is incomplete without the accompanying oral commentary and discussion. COMPANY CONFIDENTIAL
  2. 2. Today’s Presenter Dick Braun is Corporate Vice President of Strategic Pricing at Parker Hannifin Corporation. Dicks work was detailed in the Wall Street Journal feature article, "Seeing Perfect Prices, CEO Tears Up the Rules." Previously, he had a 24-year career at GE. As leader of Parker Hannifins pricing program, he significantly contributed to Parkers earnings growth over the past 7 years.2
  3. 3. Parker Strategic PricingWebinarDick BraunV.P. Finance Corporate Strategic Pricing
  4. 4. Key Facts about Parker: FY2011 • $12.4 Billion in Revenue • 839,000 Products Sold • 471,000 Customers • 55,000 Employees • 13,000 Distribution/MRO Outlets Worldwide • 1,100 Markets • 132 Divisions • 46 Countries4
  5. 5. Broad Technology PlatformsAerospace Refrigeration ElectromechanicalFiltration Fluid Handling HydraulicsPneumatics Process Control Sealing & Shielding 5
  6. 6. Strong Global PresenceMore than Half of Industrial Sales now International FY11 Sales: $12 Billion NA Industrial 28,000 Employees 1,600 15,000 Employees 7,000 Employees 8% 187 Plants Employees 91 Plants INTL Industrial Plants 33 5 Plants 18% 36% Aerospace 38% Climate Industrial Controls6
  7. 7. Significant Product Mix >800,000 Products Sold7
  8. 8. Diverse Markets ServedOEM and Distribution
  9. 9. Parker Strategic PricingIntroduction Strategic Pricing = Key Center-Led WinStrategy Initiative Vision The #1 Motion & Control Company #1 Premier Financial Profitable Goals Customer Service Performance Growth S  Delivery of Quality Products  Suppliers  STRATEGIC  Internal on Time PROCUREMENT Acquisitions Globalization T R A  Operation  LEAN  Innovative Products T  Value Added Services E G  Customers  STRATEGIC  Systems Solutions I PRICING E  Best Systems-PHconnect S  European Initiatives  Strong Distribution Empowered Employees 9
  10. 10. Parker Strategic PricingValue Streams 3 Key Value Streams With Distinct Strategies, Processes & Objectives List Prices New Quotations Contract Renewals ~500,000 Quotes ~5,000,000 Prices ~50,000 Contracts $5.6B Value $5B Sales $5B Sales $2B Sales 10

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