4. (2,000 – 10,000)
Market Analysis
• Safety especially CCTV is the world trend
• last year Thailand market for security is more than
4,000 million bath and 15 % increase each year
• Labor cost for Security Guard cannot Afford
• Almost of Users Need Electronic Security System
• Analog already stop developing for new technology ?
• However Analog CCTV system price very attractive
end user and new AHD/TVI is better image quality.
• Analog Camera is Still OK for the End user ?
• Only Professional user or IT guy choose Network
CCTV .
• Network CCTV market still less than 40 % from
Market Share
5. (2,000 – 10,000)
Market Analysis
• Honeywell is a world leading Total security solution .
• Quality proven by many professional people
• With full of products line .
• Strong brand in World Security.
• Many thai users still not recognize Honeywell as best
as BOSCH , PELCO , SONY,Panasonic,Samsung
• With Premium grade quality . Honeywell should be
recognize as one of the premium Brand .
• To sales more in other Vertical Market should be a
must .
8. (2,000 – 10,000)
Vertical Market
Commercial &
Construction
• Office Building
• Hotel
• Industrial
• Department
store , Discount
Store
• Residential
Building
Government ,
Project & Solution
• Military
• Ministry ,
Department ,
Office
• Safe City
• University ,
School
• Hospital
• Transportation
SOHO , RETAIL
• SOHO
• House
• Branch Office
• SME , Factory
• Small Building
• Show room
9. AHD/IP
Surveillance
Solution
Seismic Sensors
LYNX burglar
alarms
Pro-Watch
access control
systems
IP Surveillance
Solution
Seismic Sensors
LYNX burglar
alarms
Pro-Watch
access control
systems
Project Base
Non-project
Middle-end
High-end
Low-end
Honeywell solution
AHD/IP Surveillance solution
Smart Home Systems
Alarms
Smart Home
Smart City/Gov
Smart Building/factory
10. (2,000 – 10,000)
Commercial & Construction
Market
Commercial & Construction
• Office Building
• Hotel
• Industrial
• Department store , Discount Store
• Residential Building
11. (2,000 – 10,000)
Commercial & Construction
Channels
Commercial & Construction Channels
• Owner Team
• M&E Designer
• Consultant
• SI and Resellers
• Contractor
12. (2,000 – 10,000)
Market Analysis
• 80% of CCTV Market Share still using Analog or
AHD
• M&E Designers are the key person who spec or design
CCTV System
• Long term relation with Designer , Contractor is a
must
• Almost Competitor has full range of System in one
Brand such as .,BOSCH, PELCO, Sony,Samsung
,PANASONIC.
• Mostly M&E Contractor lack of IP knowledge
13. (2,000 – 10,000)
Market Analysis
• Customer Love to have small budget in CCTV or
every system
• Contractors are the person who PO to the Best Price
suppliers , Who can comply to M&E vendor and Spec
• Many Time Contractor try to change spec to Lowest
budget system
14. (2,000 – 10,000)
Key Action
• Promote Brand to the market
• Educate market , combine M&E and IT To Network
CCTV
• Help and support M&E Designer to design Network
CCTV ,A&E Drawing and Budget
• Help Channels to follow up all project
• Close follow up to each projects , make the right strategy
to win .
• Co with channels to prepare enough information ,
Installation , Commissioning to Handover the project
• Make sure that Contractor have enough After Sales
Support
16. Close Sales
With Winner
Follow up with
Contractor to Tender
the Project
Project Cycle
Long Term
Relation ,To
put Vendor
List and Spec
17. (2,000 – 10,000)
Sales Strategy
• Value Engineering Strategy
Go to all Existing project to Change from Analog to
Full IP System or Hybrid system , Try to show To
Contractor the same budget , easy installation , better
image quality
• Professional Strategy
Knowledge all Channels with full solution , not only
camera , Basic package , How to choose camera , How to
reduce budget with Better quality . Be the Network CCTV
professional , Consulting for M&E Designer
• Award or Rebate Strategy
Make Official Reward for our resellers to motivate them
•One Stop waranty and service
As Honeywell have total solution
21. (2,000 – 10,000)
Market Analysis
• 95% of CCTV Market Share still using
Analog(AHD/CVI/TVI)
• Almost User are budget concern .
• Many brand leader not interest in House or retail .
Because of size of customer is too small .
• So many Chinese , Taiwanese, House brands and low
cost CCTV system competitor .
• Now one set of Network CCTV compare to set of
DVR + Analog camera . Mostly More than 2 Times
22. (10,000 – 15,000) (45,000 – 100,000)
Analog with Network
CCTV( 4cams per Set)
Analog set IP set
Camera Cost Per Unit
Price
23. (2,000 – 10,000)
Key Action
• Promote Brand to the market
• Cooperation with TOT or internet provider for , Internet
and Data Center Package
• Bundle with low-cost VMS or NVR Package
• Co with channels to prepare enough information ,
Installation , Commissioning to Handover the project
• Make sure that User have enough After Sales Support
• Provide sales and After sales to cover all area in 3 Years ,
With good call center by distributor as authorized
Honeywell service center
24. (2,000 – 10,000)
Sales Strategy
• Package Strategy
Make promotion by No. of package or number of
Camera , No Register for small users . Make enough Sales
tools , Brochure for Dealer and Resellers .
• Award or Rebate Strategy
Make Official Reward for our resellers to motivate them
• PR and Advertising
booth in many home /condo /construction event
Advertise in magazine ,news , and TV channels
Create YouTube Advertising
promote on distributor website
Web marketing ,SEO ,Social media
26. (2,000 – 10,000)
Government &
Project Solution Market
Government , Project & Solution
• Education
• City surveillance
• Transportation
• Military
• Stadium
• Airport
• Jail
• Government area
27. (2,000 – 10,000)
Government , Project & Solution CHANNELS
• Dealer
• SI
• Owner
Government &
Project Solution Market
28. (2,000 – 10,000)
Market Analysis
• Almost User are Professional and Budget concern .
• Honeywell is USA brands so easy to promote and spec
in in this market
• Almost Projects are based on SI or Resellers relation .
• Projects Scale are almost big and complicate
• Innovation and solution should be one of the key
Important
Government , Project & Solution
29. (2,000 – 10,000)
Key Action
• Promote Brand Innovation and Solution to the
market
• Make POC for all Solution and Innovation to prove
our strength
• Help and support SI to design Network CCTV ,A&E
Drawing and Budget
• Close follow up to each projects , make the right
strategy to win .
• Co with channels to prepare enough information ,
Installation , Commissioning to Handover the project
30. (2,000 – 10,000)
Sales Strategy
• One Stop service Strategy
Can support designing integration solution , POC ,
solution to SI to make sure that we can served and protect
their project
• Spec in
Spec in for more government project is not only increase
sales but also let more is looking for Honeywell products
• Award or Rebate Strategy
Make Official Reward for our resellers to motivate them
31. IP Surveillance
Solution
Seismic Sensors
LYNX burglar
alarms
Pro-Watch
access control
systems
Project Base
Non-project
Middle-end
High-end
Low-end
Honeywell solution
Smart City/GOV
33. (2,000 – 10,000)
Honeywell Distribution Model
• Some Distributor is not good enough for some SI
• Choose the right to the right SI in each Market
• Keep connection to End user/Owner ,big SI and lead to
the right distributor for that market
•Marketing Support
•Training
•Technical Support
34. EX Channels Group
BIG IT/Telecom
• Loxley
• AMR
• Samart Telecom
• Samart Comtect
• Vsmart
• Loxley
• TTNI
• AIT
• TTI
• DRC
• CU
• Yip
• Jasmine
• CAT
• TOT
• SUNTEC(Mynmar)
• ITS(Lao)
• PABX(Lao)
• BluIT(Cambodia)
• TSC 1656
• Fatima
Security
• Secom
• Takachio
• Pointer
• SAMCO
• Sample
• Visio
• Teeya
• Diebold
• I-Security
• Mastec Fire
• BAS
• Sunmoon
• CHUBB
• PSL
• TMS
• AES
Potential Security
• Sigma Com
• Snoungpanit(Hatyai)
• Niyom(Chanimai)
• MINIC (Khonkaen)
• CC COM
• Vision One
• Boss Plus
• Boswell
• Solan
• Motion Tech
• PABX Thai
• Automation
• Pacific Tech
• Nano Services
• Isac Marketing
• Hometel
• Isac Engineering
• Techno sign
Designer
• ATT
• AMJ
• Aurecon
• EEC
• GEO Design
• Interpac
• Plam EN
• Palmer & Tumer
• Pro-EN Tech
• SNB
• Uthai Consult
• WAP LC
• March
• ISC
• Project Asia
• Jones Lang Lasalle
• FCE SEVEN
• Pass En
• Epsilon
• Roge Consult
35. EX Channels Group
DISTY(Dept.)
• L&P OA
• B&L OA
• Bangkok Telecom OA
• Supachai
• Leo Technology
• Zynek
• DT teledata
• TMV
• Loxzone
• AV value
• PTD
• Natsu
• PC telecom
• Jescqtec
• Chaiboon
• CTC CCTV
• TA Distribution
• Tsing
• Comtelsat(Pattaya)
Potential Dealer/ SI
• Matrosystem
• Chanwanich
• Newunion
• zigmacom
• Telepart
• ThruIP
• MTE
• GUNNEBO
• MICE
• IP integration
• Networkfarm
• Bangkok network
• Microtech System
• Ptrotection IT
• Solution one
• M&M
• Creatus
• Craturelab
• Innofe
• TST commercial
• Oxcctv
• ANA system
• Sunny digital
Potential Dealer
• TK
• JR Control
• Samco
• R-technology
• ISEC
• Ait Com
• Asia Traffic
• CCTV Thailand
• ANT
• Embress
• Expert Engineering
• GTI
• IREX
• Realtime
• KANA ASSO
• Meccomb
• P&P Telecom
• JAsmin
• Unicomb
• Unicorn
• GM Consela
• Auvis
• Bosswell
Contractor
• 139 Engineering
• BANIA
• BEWCON
• Ch.KArnchang
• Demco
• EMC
• Focus
• Gentrade
• JL Engineering
• Nawarat
• REPCO
• Stecon
• SBANG
• Unique
• Vorapradit
• Vintage
• Woranitat
• Amp tech
• BKP
• Sea Light
• Allegro
• DSJ
36. EX Channels Group
Potential Dealer/ SI
• Automation
• GoldenGroup
• SUNBORN
• Matcom Sales
• South Star
• Real Time
• SUM Technical
• World Wide System
• VAN intertrade
• New union
• Expert Engineering
• Jankit Rayong
• PSS
• Media Search
• Olin hal
• BAS
• AVIT
• Iresec
Potential Dealer
• LET
• North star
• Cablecom
• CMS
• Confide
• CU
• Conic
• Mline
• Ray of Light
• Secure Work
• Boonyanan
• CCNtech
• TTNI
• DRC
• Forward system
• South engineering
• Tronica
• WIS
• Mega-J
Commercial Construction
• Amptech
• BKP
• Sea Light
• CM Build
• Green
• Kurihara
• KC Power
• Pas409
• PSL
• PLC
• Quesco
• QTC
• Qsec
• SPE
• Samcon
• Trien- Solution
• Thai Obayashi
• Thai Ki Sha
• Telstar
37. Channels By Vertical Market
House/SOHO/SME
• List of DVR
• List From Camera
Distry
• Pana OA dept
Education
• IT SI
• AES
• Vision
Transportation
• Fatima
• Smarttraffic
• Loxley
• Utel
• Asiatraffic
City
• IT SI
• Potential medium
• Digitacom Dealer
Commercial
• Designer
• TEEYA
Government
•IT SI
•Some Security
•VMS Group
Industry
• Secom Japan /SI/East West
• AMR IT group
• NPD
• List Of Pana medium SI
• VMS Group
Residential+
Branch office
•List Of Security Group
•TTNI
38. Customer Segment
Customer
Segment
Basic Users +Basic
Solution
• Residential
• SME
Basic Users +
Advanced Solution
• Minimart (POS)
• Government
Project
• Golf Driving
Range ( Golf
Swing System)
Pro Users + Basic
Solution
• Branch Office
• Condo
• Banking
Pro Users +
Advanced Solution
• Office Building
• Hotel
• Department
store
• City Surveillance
Commercial
• Hotel
• Office Building
• Department Store
• Condominium
Government
• Provincial
• Education
• Transportation
• Ministry
Industry
• Factory
• Industrial Factory
• Industrial Park
Residential+
Branch office
•Branch Store
•Branch Bank
•Resident
By Solution and Skill
By Vertical Market
39. Government
team
Follow up each sales
Follow up each presales
Example of BIG SI AMR.ASIA
no centralized products brands
dicisioner
Corporate
Team
40. JAPAN
Follow up each sales
Promotion Package to each Manager
Push to technical team to support and verify our product
Propose to Top management K.Sukasom
Example of BIG SI Thai SECOM
have centralized products brands and
also separate
SI BD
East Sales Team West Sales Team
Follow up each sales Follow up BDM
41. Long Term
Medium Term
Short Term
Continue spec in
Push more Vendor list
Looking More Channel
Keep Steady Sales
Keep
Relation with
Designer/SI/
Contractor/End User
Strategy Tactic
Small set sell with promotion
pakage
PR/Event Promote
Change some competitor
distributor to become
Honeywell
Educate to Our Partner
42. New Distributor Business Plan
Project Planning for Honeywell Forecast
FY 2017 2018 2019 2020
No. of Project
registration
(% increase
from 2016)
60% 90% 150% 200%
No. of project
Effective
(% increase)
20% 30% 80% 120%
43. New Distributor Business Plan
Revenue Planning for Honeywell Forecast
FY 2017 2018 2019 2020
Sales amount
for security
products
(% increase
from 2016)
20-50% 40-80% 100% up 150%
44. Key Activity
Key Activity
Handle Partners
• Target
• Contract
• Report
• Support
• Fund
• Exclusive
• Stock
Sales & Marketing
• Market & Channels
• Meet Products Sales Target
• PR and Event
• Registration
Products Testing
• Benchmark
• Knowledge
• Users Experience
• Solution Creating
Products Training
• Small Group sales/technical
•Honeywell Security University
program
• Honeywell Certificate
Basic/intermedia/Adv
• Honeywell Solution contests
46. This work is licensed under a Creative Commons Attribution
Showeet.com
HONEYWELL PLANS
#weeks Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
EVENT XX days
Honeywell
total
Solution
X days
Honeywell
+ Join
Technology
Partner
X days
Accelerate
Network
Video
Sales
X days
Thank you
partner
&Apprecia
te Night
X days
2017
-Feb 20-26 DEC
30-Jun
5-Apr
29-Apr 27-Jul
9-Jun 15-Oct
Honeywell Event and Marketing Plan
Target Market : 1. All Market 2. Commercial Market Guest : 80 Persons
Target Market : 1. Government Market 2. Transportation Market 3. Smart City Guest : 50 Persons
Target Market : All Guest : 25 Persons
Target Market : 1. Market Guest : 200 Persons
47. This work is licensed under a Creative Commons Attribution
Showeet.com
Honeywell Event and Marketing Plan
1. Grand opening the great solution for All Market , Overview all Honeywell solution
1. Join With other complete VMS solution ( All with 100% Honeywell Compatible ) Such
as , LPR , Face Recognition , Smart City solution ,media ,wire and wireless network 2.
Honeywell Announcement to be ready for Government Project
Honeywell
total
solution
Honeywell
+ Join
Technology
Partner
Accelerate
Network
Video
Sales
Thank you
partner
&Apprecia
te Night
1. Invite all key partner to have fun and know what
Honeywell will do in the next year
The Business seminar provides information for network video professionals who want to
accelerate their sales. The course will help students become more successful in selling IP and
Honeywell products. It gives the audience an insight into the rapidly growing network video
market, the unique Honeywell offering and the 10 most compelling arguments for network video.
The seminar describes Honeywell’ business model and how Honeywell works to support you in
your sales process.
Theme & Concept
Activity
48. This work is licensed under a Creative Commons Attribution
Showeet.com
HONEYWELL PLANS
#weeks Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
EVENT XX days
Thai fan
page
SEO and
web
marketing
Promotion
set
Honeywell
VDO
Presentatio
n in Thai
Honeywell
Thai
Brochure
Honeywell
Sovenir
Honeywell
Roll Up
15-Jan
15-Dec
To be completed Not started
Community, S&M Tools , Souvenir
Target Market : All Market /Quantity: - /Budget : -
Target Market : All Market /Quantity 200+ PCS /Budget : $200
Target Market : All Market /Quantity: 20 /Budget : $1200
Target Market : All Market /Quantity: 1000+ Bsc /Budget : $1200
Target Market : All Market /Quantity: - /Budget :- $1,000
Target Market : All Market /Quantity: - /Budget : $1200
49. This work is licensed under a Creative Commons Attribution
Showeet.com
Honeywell
Thai
Security
fan page
Promotion
set
Honeywell
VDO
Presentati
on in Thai
Honeywell
Brochure
Honeywell
Souvenir
Honeywell
Roll
Up,Banner
Show all good Tips , VDO Reference , Product
Information and puch to the top list of seach
engine
For Home ,and SOHO market
Translate from all master Honeywell VDO to Thai language
Make Easy , Package Honeywell catalog
Make Roll up/banner for all Committed Partner
Polo - Shirt , Bags
2017 Community, S&M Tools , Souvenir
Theme & Concept
Activity
50. Sales /Presales
Training Workshop Schedule
Sales /Presales
Technical
Sales /Presales
Sales /Presales/Technical
Sales /Presales/Technical
Sales /Presales/Technical
Sales /Presales/Technical
Presales/Technical
Presales/Technical
Sales /Presales/Technical
PLAN
• Honeywell Products overview
• Honeywell Camera Setting workshop
• Basic Network video training
• Honeywell Demo work shop
• Basic Camera planning Design and storage
• Network video design and bandwidth management
• Honeywell Total Solution Design
• Selling Honeywell Network Video
• Access control ,fire Alarm ,PA ,IP video integrate
design
TARGET DATE
Activity
Rotate
every
month
51. (2,000 – 10,000)
Honeywell Strength
• USA Brands so Easy to spec in and push in vender list
•Total Security solution ,no compatibility problem and
warranty from one brands
•Easy to lock spec by cut some group brand for example
Total security solution in one brand ,country of origin
etc
Honeywell Strength
• some OEM model look cheap
Solve by
Set difference
series and
educate to market
