Asking attention for what really matters for your business

1. Floor is the Basic
April 2013
GEA Refrigeration Technologies

2. List of Content:
Floor is the Basic
1. Floor Buzz Words
2. Value drives the basic
3. Floor is the basic
1. What a Freezer Floor provides
2. What drives our customers business
3. Creating a customer specific “Value proposition”
4. ROI
4. Summary
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Freeze for Freshness, Chill against Spoilage
GEA Refrigeration Technologies

3. Floor Buzz Words
• 1 Definition
2 qualityt is fitness for use 3 self draining
4 anti slip
• 5 antislip risk areas
6 PUR and PIR and others 7 polyester
8 floor functions
• 9 business drivers
10 black steel frame
11 cold bridge
12 floor and Full CIP
• 13 connecting to walls
14 dimensions
15 shipment
16 patent and copy-cats
• 17 not too thick
18 welding robot
19 detergents
20 wiretubes
• 21 doors
22 lights
23 building tools
24 rigging
• 25 space to build
26 configurations
27 sub floor / catwalk
28 value quantification
• 29 ROI
30 SWOT
31 new developments
32 customization
• 33 maintenance
34 inspections
35 value leverage
36 negative points
• 37 wolfpack
38 ……etc….
39 …etc……
•
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Freeze for Freshness, Chill against Spoilage
GEA Refrigeration Technologies

4. It is not how good you are,
Meat
Poultry
Potato
Seafood
Fruit & vegetables
Snacks
Bakery
It‟s how good you want to be.
4
Freeze for Freshness, Chill against Spoilage
GEA Refrigeration Technologies

5. Value drives the basic
5
Freeze for Freshness, Chill against Spoilage
GEA Refrigeration Technologies

6. Floor is the Basic
A Freezer Floor provides:
Space for:
1. Space
1. Conveying system
2. Separation
2. Drive system
3. Cleaning area
3. Evaporator system
4. Utilities
5. Walls & ceiling
6. People (cleaning; maintenance; operator)
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Freeze for Freshness, Chill against Spoilage
GEA Refrigeration Technologies

7. Floor is the Basic
A Freezer Floor provides:
Separation for:
1. Space
1. Air flow
2. Separation
2. Temperature
3. Cleaning area
3. Noise
4. Hygiene
5. Humidity
6. Dust & Dirt
7. People
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Freeze for Freshness, Chill against Spoilage
GEA Refrigeration Technologies

8. Floor is the Basic
A Freezer Floor provides:
Clean enviroment:
1. Space
1. Product particles
2. Separation
2. Detergents
3. Clean enviroment
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Freeze for Freshness, Chill against Spoilage
3. Water
4.
GEA Refrigeration Technologies

9. What drives our customers businss:
Quality:
 Product:
What value will you collect from better products?
 Employees
The value of a better working enviroment?
 Regulatory compliance
Imagine value “best of school” in food safety?
Financial:
 Revenue improvement
Value your result if more output?
 Cost reductions
Is the value of less resources your focus?
Competiveness:
 Uniqueness
Do you create value by setting yourself apart from the rest ?
 Availability
Is “best of class in deliveries” your value driver?
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Freeze for Freshness, Chill against Spoilage
GEA Refrigeration Technologies

10. Value Proposition
• What is a Value Propositon?
• A Value Proposition is a
quantification into money of all
benefits coming from a solution for a
specific customer problem for a
given time frame.
• Why making a Value Proposition?
• If your solution saves 2% yield at
customer “C” who produces 2000 h x
1.500 kg/h x 3 €/kg this saving only
contributes for 180.000€/year.
• If the ROI expectations from customer
“C” are 1,5 year it contributes 270.000 €
to the budget.
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Freeze for Freshness, Chill against Spoilage
GEA Refrigeration Technologies

11. Let us create Value Propositions
What we need:
1. GEA-RT Value assumptions
2. Pragmatic calculation frames
3. Customers data
Not selling but consulting
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Freeze for Freshness, Chill against Spoilage
GEA Refrigeration Technologies

12. Let us create Value Propositions
What we need:
GEA-RT Value assumptions:
1. GEA-RT Value assumptions
• FLOOR
2. Pragmatic calculation frames
• Short installation time
3. Customers data
• Long lasting
• Fit for heat treathment
Not selling but consulting
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Freeze for Freshness, Chill against Spoilage
GEA Refrigeration Technologies

13. Contact
Marcel van der Hagen
Sales Manager Freezing Benelux
Mobile:
+31 6 1088 3743
E-mail:
marcel.van.der.hagen@gea.com
Website:
www.geafreezing.com
Company
GEA Refrigeration Netherlands N.V.
Country Sales Organisation Benelux – GEA Freezing
De Beverspijken 7C
5221 EE, „s-Hertogenbosch
The Netherlands
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Freeze for Freshness, Chill against Spoilage
GEA Refrigeration Technologies