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 .
6. (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
7. 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
8. (2,000 – 10,000)
Commercial & Construction
Market
Commercial & Construction
• Office Building
• Hotel
• Industrial
• Department store , Discount Store
• Residential Building
9. (2,000 – 10,000)
Commercial & Construction
Channels
Commercial & Construction Channels
• Owner Team
• M&E Designer
• Consultant
• SI and Resellers
• Contractor
10. (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 ,PANASONIC.
• Mostly M&E Contractor lack of IP knowledge
11. (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
12. (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
14. Close Sales
With Winner
Follow up with
Contractor to Tender
the Project
Project Cycle
Long Term
Relation ,To
put Vendor
List and Spec
15. (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
19. (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
20. (10,000 – 15,000) (45,000 – 100,000)
Analog with Network
CCTV( 4cams per Set)
Analog set IP set
Camera Cost Per Unit
Price
21. (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
22. (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
24. (2,000 – 10,000)
Government &
Project Solution Market
Government , Project & Solution
• Education
• City surveillance
• Transportation
• Military
• Stadium
• Airport
• Jail
• Government area
25. (2,000 – 10,000)
Government , Project & Solution CHANNELS
• Dealer
• SI
• Owner
Government &
Project Solution Market
26. (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
27. (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
28. (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
29. 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
31. (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
32. 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
33. EX Channels Group
BIG IT/Telecom
• Loxley
• AMR
• Samart Telecom
• Samart Comtect
• Vsmart
• Loxley
• TTNI
• AIT
• TTI
• DRC
• CU
• Yip
• Jasmine
• CAT
• TOT
Security
• Secom
• Takachio
• Pointer
• SAMCO
• Sample
• Visio
• Teeya
• Diebold
• I-Security
• Mastec Fire
• BAS
• Sunmoon
• CHUBB
• PSL
• TMS
• AES
Potential Security
• Sigma Com
• สงวนพาณิชย์
• นิยม
• MINIC (Khonkaen)
• CC COM
• Vision One
• Boss Plus
• Boswell
• Solan
• Motion Tech
• PABX Thai
• Automation
• Pacific Tech
• Nano Services
• PSS
• 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
34. EX Channels Group
OA (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
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
• TK
• JR Control
• Samco
• VIsion
• ISEC
• Ait Com
• Asia Traffic
• CCTV Thailand
• Chaiboon
• Embress
• Expert Engineering
• GTI
• IREX
• Realtime
• KANA ASSO
• Meccomb
• P&P Telecom
• JAsmin
• Unicomb
• Tsign
• 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
35. 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
• AIT
• Cablecom
• CMS
• Confide
• CU
• Conic
• Digital Focus
• Ray of Light
• Secure Work
• Samart Telecom
• Samart Comtech
• TTNI
• DRC
• CAT
• YIP
• Tronica
• Minic
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
36. Government
team
Follow up each sales
Follow up each presales
Example of BIG SI AMR.ASIA
no centralized products brands
Corporate
Team
37. JAPAN
Follow up each sales
Promotion Package to each Manager
Push to technical team to support
Example of BIG SI Thai SECOM
no centralized products brands
SI BD
East Sales Team West Sales Team
Follow up each sales Follow up BDM
38. New Distributor Business Plan
Project Planning for Honeywell Forecast
FY 2017 2018 2019 2020
No. of Project
registration
(% increase
from 2016)
60% 90% 120% 150%
No. of project
Effective
(% increase)
20% 30% 50% 80%
39. 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%
40. 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
To be completed Not started
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
41. 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
42. 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
fanpage
SOC 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 :-
Target Market : All Market /Quantity: - /Budget : $1200
43. 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
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
44. 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
45. (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
