The document discusses the integration of geothermal loops into the diaphragm walls of the Knightsbridge Palace Hotel project in London. Speakers discuss the structural design challenges, integrating the geothermal system, and lessons learned from installing the geothermal loops in the diaphragm walls during construction. Research is being conducted to study the effects of heating and cooling the walls on thermal properties and structural stresses.
Net Zero heating system. 3700 sq ft two story with full basementGreg Mulder
This document discusses steps to make a building net zero and maximize LEED points through energy efficiency improvements. It outlines analyzing shell efficiency, HVAC systems, appliances, lighting and solar to determine energy needs. Integrating these steps can achieve many LEED points through energy reduction and on-site renewable energy. Specific upgrades discussed include high-efficiency insulation, windows, fans, lighting, heat pumps and a standardized solar system.
Mike Schofield - CLEAResult - The impact of building codes on renewable HVAC ...Christopher Williams
In this talk, Mike Schofield from CLEAResult talks about how building codes for new construction will impact the adoption of renewable HVAC technology in Massachusetts.
The document discusses various building services including HVAC, electrical, plumbing, and fire protection systems. HVAC systems regulate temperature and humidity through heating, cooling, ventilation and air conditioning. Electrical systems include wiring and fire alarms. Plumbing systems distribute water and remove waste. Fire protection involves passive firewalls and active detection/suppression systems like sprinklers.
A building provides shelter but building services are what make it functional for occupants. Building services include mechanical (HVAC, plumbing), electrical (power, lighting), and operational systems (transportation, automation) that provide a safe, comfortable environment. As architects, it is important to plan and design building services alongside the building structure. Proper allocation of services like HVAC, plumbing, electricity is necessary for floor plans. Building services are key to sustainability and livability of all building types from residential to industrial.
This document contains the table of contents for a thesis on marketing solutions to increase sales for a sanitary ware company in Vietnam. It outlines that the thesis will analyze the company's marketing mix of product, price, place and promotion. It will also review the literature on marketing concepts and evaluate the successes and shortcomings of the company's current marketing activities. Finally, the thesis will propose specific marketing solutions aimed at improving areas like marketing research, product development, distribution systems, and promotional activities to help the company increase sales and brand prestige in the Vietnamese sanitary ware market.
The document discusses Industrial Automation India 2012, an international trade fair for process and factory automation. It will take place in India and bring together global representatives and companies in industrial automation. The summary highlights the event's global reach, focus on connecting businesses and participants, and comprehensive marketing and promotional plan to attract visitors from key industries.
The document discusses the integration of geothermal loops into the diaphragm walls of the Knightsbridge Palace Hotel project in London. Speakers discuss the structural design challenges, integrating the geothermal system, and lessons learned from installing the geothermal loops in the diaphragm walls during construction. Research is being conducted to study the effects of heating and cooling the walls on thermal properties and structural stresses.
Net Zero heating system. 3700 sq ft two story with full basementGreg Mulder
This document discusses steps to make a building net zero and maximize LEED points through energy efficiency improvements. It outlines analyzing shell efficiency, HVAC systems, appliances, lighting and solar to determine energy needs. Integrating these steps can achieve many LEED points through energy reduction and on-site renewable energy. Specific upgrades discussed include high-efficiency insulation, windows, fans, lighting, heat pumps and a standardized solar system.
Mike Schofield - CLEAResult - The impact of building codes on renewable HVAC ...Christopher Williams
In this talk, Mike Schofield from CLEAResult talks about how building codes for new construction will impact the adoption of renewable HVAC technology in Massachusetts.
The document discusses various building services including HVAC, electrical, plumbing, and fire protection systems. HVAC systems regulate temperature and humidity through heating, cooling, ventilation and air conditioning. Electrical systems include wiring and fire alarms. Plumbing systems distribute water and remove waste. Fire protection involves passive firewalls and active detection/suppression systems like sprinklers.
A building provides shelter but building services are what make it functional for occupants. Building services include mechanical (HVAC, plumbing), electrical (power, lighting), and operational systems (transportation, automation) that provide a safe, comfortable environment. As architects, it is important to plan and design building services alongside the building structure. Proper allocation of services like HVAC, plumbing, electricity is necessary for floor plans. Building services are key to sustainability and livability of all building types from residential to industrial.
This document contains the table of contents for a thesis on marketing solutions to increase sales for a sanitary ware company in Vietnam. It outlines that the thesis will analyze the company's marketing mix of product, price, place and promotion. It will also review the literature on marketing concepts and evaluate the successes and shortcomings of the company's current marketing activities. Finally, the thesis will propose specific marketing solutions aimed at improving areas like marketing research, product development, distribution systems, and promotional activities to help the company increase sales and brand prestige in the Vietnamese sanitary ware market.
The document discusses Industrial Automation India 2012, an international trade fair for process and factory automation. It will take place in India and bring together global representatives and companies in industrial automation. The summary highlights the event's global reach, focus on connecting businesses and participants, and comprehensive marketing and promotional plan to attract visitors from key industries.
The document provides an overview and update on the Arezzo and Schutz brands. For Arezzo, it discusses strengthening the classic line, consolidating a fast fashion strategy, and starting a project to improve the business model. For Schutz, it discusses effective actions in the multi-brand channel, increasing retail presence through owned stores and franchises, and consolidating communication and marketing strategies including flagships, events, and social media. The main challenges are outlined as focusing on owned stores, strengthening the multi-brand channel, and expanding e-commerce.
European Markets for Spinal Implants and VCF 2011ReportLinker.com
iData's comprehensive European Markets for Spinal Implants and VCF 2010 report is the industry leading research report for actionable market intelligence in the changing and exciting European spine industry. This report denotes key data points, market trends, and in-depth analysis for the following market segments: - Cervical fusion, - Thoracolumbar fusion, - Interbody fusion (including stand-alone interbody devices), - Vertebroplasty, - Kyphoplasty, - Artificial discs, - Interspinous distraction devices, - Dynamic stabilization, - Annular repair, - Nucleus replacement, - Facet arthroplasty and lumbar and - Cervical electrical stimulation devices.This report also includes key data from the minimally invasive spinal (MIS) fusion market, including XLIF, AxiaLIF, GLIF, DLIF, MIS PLIF and MIS TLIF approaches.The report covers: - Austria - Benelux - France - Germany - Portugal - Scandinavia - Spain - Switzerland - The United KingdomThe European spinal implant markets are expected to exceed '1 billion by 2017,driven by growth in non-fusion devices. Within the European spinal implant market, companies such as Depuy, Medtronic, Stryker, Synthes and Zimmer lead the market, among others. This report provides a comprehensive and detailed analysis of market revenues by device type, market forecasts through 2017, unit sales, average selling prices, market drivers and limiters and a detailed competitive analysis, including manufacturer market shares and product portfolios. The executive summary of this report is also available.
Collection of Good Practices in Territorial Marketing, PADIMA European Project.Carmen Urbano
The "Light in the Windows" practice in Norway aims to increase permanent settlement in abandoned farms in rural areas. It encourages farm owners to sell, rent, or transfer their unoccupied farms to younger generations or immigrants. The practice involves registering unoccupied farms and connecting interested buyers or tenants with farm owners. The goal is to fill 40 of 290 vacant farms and attract new inhabitants to the region. It is led by local agricultural authorities and involves cooperation between local communities and regional development agencies.
These slides are from a talk that Sony's European Forum & Community Manager, Nico Henderijckx gave on The Rise of the Social Customer, a Social Media Week London event that Tempero co-hosted with Our Social Times. Sony leverage the super-users within their online communities to support their online customer services.
The document is a project report submitted by Deepak Kumar for his post graduate diploma in management. It discusses Deepak's summer internship project analyzing the marketing activities of Videocon and its competitors in Kolhapur, India. The project involved conducting surveys of retailers and distributors in Kolhapur, observing Videocon's marketing strategies like POP displays, advertisements, and branding. It also discusses promotional activities conducted by Deepak, such as training sessions, distributing gifts and messages to dealers, and canopies to introduce new products and offers. The goal of the project was to analyze Videocon's declining market position and provide recommendations to improve sales.
The document is a project report submitted by Deepak Kumar for his post graduate diploma in management. It discusses Deepak's summer internship project analyzing the marketing activities of Videocon and its competitors in Kolhapur, India. The project involved conducting surveys of retailers and distributors in Kolhapur, observing Videocon's marketing strategies like POP displays, advertisements, and branding. It also discusses promotional activities conducted by Deepak, such as training sessions, distributing gifts and messages to dealers, and canopies to introduce new products and offers. The goal of the project was to analyze Videocon's declining market position and provide recommendations to improve sales.
Strategic Business Analysis Report of Vestel Elektronik Sanayi Ve Ticaret A.ŞNana Amako
This strategic business report provides an analysis of Vestel Elektronik Sanayi Ve Ticaret A.Ş., a Turkish electronics and home appliances manufacturer. The report outlines Vestel's mission, vision, and strategic goals of sustainable growth. It describes Vestel's operations expansion through mergers and acquisitions in Europe. The report also analyzes Vestel's resources, core competencies in product diversification and logistics, and competitive advantages from economies of scale. Finally, it performs a S.W.O.T. analysis that identifies Vestel's management team, production facilities, brand recognition, and barriers to entry as key strengths.
Slide show depicting the history and brief business play synopsis of the VacDaddy, the simplest, fastest way to vacuum your pool, period. No one taught you to vacuum your carpet. Why should vacuuming your pool be any different? No heavy, bulky equipment. No priming of hoses. No clogging your pool's filter system. No batteries to recharge. No pool robots getting tangled in the ladder and their own cord. Simply plug in and vacuum. It's that simple. Who's Your Daddy? The VacDaddy, powerful, portable pool vac.
The document provides information about ACTION Magazine, including:
- It will publish 8 issues in 2011, with the April issue being in Spanish and having a distribution of 10,000.
- It reaches 13,000 mobile A/C and engine cooling professionals each issue and delivers sales leads directly to advertisers.
- 72% of readers describe their job as owning their own business and 38% do at least 30% of their service work in A/C repair.
How to help your fans help you! Nico Henderijckx, SonyOur Social Times
How to help your fans help you! Presentation delivered by Nico Henderijckx (European Community and Forum Manager, Sony) at The Social Customer 2012 Paris
22% of food innovations launched in Europe this year are private labels. Beyond this figure, the most impressive factor is the diversity and the pertinence of this innovation.
Faced with this phenomenon, it is essential that you fully understand the nature of these evolving own brand innovations.
Every year, the XTCscope™ of the Private Label Innovation analyzes movements in trends and product innovations of private labels in Europe and North America.
Thanks to this annual study, XTC can meet the information needs of its manufacturer and distributor clients, given this constant evolving phenomenon.
The XTCscope™ of the Private Label Innovation – which covers all food product segments and brands – analyzes private label innovations and their benefits, to reveal the strategic development potential behind each one.
Virupakshagouda Patil has over 20 years of experience in technical sales and service of analytical, process laboratory, and material characterization instruments. He has worked for several companies including Bharat Electronics Limited, Siskin Instruments, Anton Paar India, and currently works for Ducom Instruments where he leads sales and service teams across India and Southeast Asia. Patil has extensive experience developing new customers and applications across various industries including pharmaceutical, chemical, automotive, and defense.
This document provides information on Yoki Mulyadi Widjaja's professional experience, expertise, and qualifications. He has over 15 years of experience in sales and marketing roles within the IT infrastructure industry. Notable roles include Product Manager, Channel Sales Manager, and Sales Manager for various networking, data center, and cabling equipment brands. He has a proven track record of achieving sales targets and developing new business opportunities and channel partner relationships.
Product Launch Presentation By Linda Johnsonlindajohnsonh
The document outlines the steps for launching a new product, including defining the product, setting objectives and budgets for marketing activities, creating a timeline, and measuring the success of the launch through activities like advertising, trade shows, and evaluating customer response. It provides details on planning specific elements of the launch like developing collateral, choosing a name, preparing demonstrations and displays, and considering international launches.
This document provides a summary of the North American Label Market Study 2013 report published by AWA Alexander Watson Associates. The report details trends in the North American label market by label format, material, and technology, with an emphasis on changes within key business areas. It analyzes the market segmented by application category, end-use market, and region. The report also details the four main labeling technologies - pressure-sensitive, glue applied, sleeving, and in-mold labels - and provides forecasts for each.
Marketing plan model in Turkey by Selcuk DenizhanSelcuk Denizhan
XYZ is a paint producer in Turkey that wants to grow 40% over the next 3 years. Their current marketing plan involves 7 distributors serving 7 regions. The new plan eliminates 2 distributors, adds 4 new ones in the west region, and will do direct sales in 2 regions. XYZ aims to increase their market share by focusing advertising and new products tailored to each region's needs. They will offer paint training and use different pricing strategies to boost sales in priority regions.
XYZ wants to grow 40% in the next 3 years and increase its market share in Turkey by 5%. Its new marketing plan eliminates 2 distributors in the east region and adds 4 new distributors in the west region to allow for more direct sales to dealers. XYZ will also publish different advertisements for each region to address their diverse needs.
- Complex products require strong project management and commitment from sales channels to avoid launch disasters. A local champion and understanding local needs is important.
- The product is never 100% ready for launch but communicating known issues and updating customers regularly can help. Having a plan to complete the product range and manage expectations is also key.
- Truly understanding the market and customers, committing to the product, and not relying too heavily on untargeted leads can lead to more successful launches compared to cases where these factors were missing.
Canadian Technician Magazine 2010 Media KitMartyn_Johns
Canadian Technician magazine commissioned an independent readership study in 2008 to quantify its anecdotal evidence that it was the best read and most targeted magazine for automotive service professionals in Canada. The study found that 60.6% of readers would choose Canadian Technician as the only magazine they could receive, and 67.6% said they were most likely to pass it along to others. It also found that Canadian Technician was the only magazine in the market with a 100% personal direct request circulation from recipients who have purchasing authority.
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive functioning. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
The document discusses the sale of semi-medical devices through pharmacy shops in Ukraine, noting that most pharmacies are located on the first floor of buildings and approximately 20% are inside shopping malls. It also describes product placement and promotions by companies like Omron, Microlife, and MED Textile of blood pressure monitors, thermometers, and other devices in pharmacies through displays and discounts.
The document provides an overview and update on the Arezzo and Schutz brands. For Arezzo, it discusses strengthening the classic line, consolidating a fast fashion strategy, and starting a project to improve the business model. For Schutz, it discusses effective actions in the multi-brand channel, increasing retail presence through owned stores and franchises, and consolidating communication and marketing strategies including flagships, events, and social media. The main challenges are outlined as focusing on owned stores, strengthening the multi-brand channel, and expanding e-commerce.
European Markets for Spinal Implants and VCF 2011ReportLinker.com
iData's comprehensive European Markets for Spinal Implants and VCF 2010 report is the industry leading research report for actionable market intelligence in the changing and exciting European spine industry. This report denotes key data points, market trends, and in-depth analysis for the following market segments: - Cervical fusion, - Thoracolumbar fusion, - Interbody fusion (including stand-alone interbody devices), - Vertebroplasty, - Kyphoplasty, - Artificial discs, - Interspinous distraction devices, - Dynamic stabilization, - Annular repair, - Nucleus replacement, - Facet arthroplasty and lumbar and - Cervical electrical stimulation devices.This report also includes key data from the minimally invasive spinal (MIS) fusion market, including XLIF, AxiaLIF, GLIF, DLIF, MIS PLIF and MIS TLIF approaches.The report covers: - Austria - Benelux - France - Germany - Portugal - Scandinavia - Spain - Switzerland - The United KingdomThe European spinal implant markets are expected to exceed '1 billion by 2017,driven by growth in non-fusion devices. Within the European spinal implant market, companies such as Depuy, Medtronic, Stryker, Synthes and Zimmer lead the market, among others. This report provides a comprehensive and detailed analysis of market revenues by device type, market forecasts through 2017, unit sales, average selling prices, market drivers and limiters and a detailed competitive analysis, including manufacturer market shares and product portfolios. The executive summary of this report is also available.
Collection of Good Practices in Territorial Marketing, PADIMA European Project.Carmen Urbano
The "Light in the Windows" practice in Norway aims to increase permanent settlement in abandoned farms in rural areas. It encourages farm owners to sell, rent, or transfer their unoccupied farms to younger generations or immigrants. The practice involves registering unoccupied farms and connecting interested buyers or tenants with farm owners. The goal is to fill 40 of 290 vacant farms and attract new inhabitants to the region. It is led by local agricultural authorities and involves cooperation between local communities and regional development agencies.
These slides are from a talk that Sony's European Forum & Community Manager, Nico Henderijckx gave on The Rise of the Social Customer, a Social Media Week London event that Tempero co-hosted with Our Social Times. Sony leverage the super-users within their online communities to support their online customer services.
The document is a project report submitted by Deepak Kumar for his post graduate diploma in management. It discusses Deepak's summer internship project analyzing the marketing activities of Videocon and its competitors in Kolhapur, India. The project involved conducting surveys of retailers and distributors in Kolhapur, observing Videocon's marketing strategies like POP displays, advertisements, and branding. It also discusses promotional activities conducted by Deepak, such as training sessions, distributing gifts and messages to dealers, and canopies to introduce new products and offers. The goal of the project was to analyze Videocon's declining market position and provide recommendations to improve sales.
The document is a project report submitted by Deepak Kumar for his post graduate diploma in management. It discusses Deepak's summer internship project analyzing the marketing activities of Videocon and its competitors in Kolhapur, India. The project involved conducting surveys of retailers and distributors in Kolhapur, observing Videocon's marketing strategies like POP displays, advertisements, and branding. It also discusses promotional activities conducted by Deepak, such as training sessions, distributing gifts and messages to dealers, and canopies to introduce new products and offers. The goal of the project was to analyze Videocon's declining market position and provide recommendations to improve sales.
Strategic Business Analysis Report of Vestel Elektronik Sanayi Ve Ticaret A.ŞNana Amako
This strategic business report provides an analysis of Vestel Elektronik Sanayi Ve Ticaret A.Ş., a Turkish electronics and home appliances manufacturer. The report outlines Vestel's mission, vision, and strategic goals of sustainable growth. It describes Vestel's operations expansion through mergers and acquisitions in Europe. The report also analyzes Vestel's resources, core competencies in product diversification and logistics, and competitive advantages from economies of scale. Finally, it performs a S.W.O.T. analysis that identifies Vestel's management team, production facilities, brand recognition, and barriers to entry as key strengths.
Slide show depicting the history and brief business play synopsis of the VacDaddy, the simplest, fastest way to vacuum your pool, period. No one taught you to vacuum your carpet. Why should vacuuming your pool be any different? No heavy, bulky equipment. No priming of hoses. No clogging your pool's filter system. No batteries to recharge. No pool robots getting tangled in the ladder and their own cord. Simply plug in and vacuum. It's that simple. Who's Your Daddy? The VacDaddy, powerful, portable pool vac.
The document provides information about ACTION Magazine, including:
- It will publish 8 issues in 2011, with the April issue being in Spanish and having a distribution of 10,000.
- It reaches 13,000 mobile A/C and engine cooling professionals each issue and delivers sales leads directly to advertisers.
- 72% of readers describe their job as owning their own business and 38% do at least 30% of their service work in A/C repair.
How to help your fans help you! Nico Henderijckx, SonyOur Social Times
How to help your fans help you! Presentation delivered by Nico Henderijckx (European Community and Forum Manager, Sony) at The Social Customer 2012 Paris
22% of food innovations launched in Europe this year are private labels. Beyond this figure, the most impressive factor is the diversity and the pertinence of this innovation.
Faced with this phenomenon, it is essential that you fully understand the nature of these evolving own brand innovations.
Every year, the XTCscope™ of the Private Label Innovation analyzes movements in trends and product innovations of private labels in Europe and North America.
Thanks to this annual study, XTC can meet the information needs of its manufacturer and distributor clients, given this constant evolving phenomenon.
The XTCscope™ of the Private Label Innovation – which covers all food product segments and brands – analyzes private label innovations and their benefits, to reveal the strategic development potential behind each one.
Virupakshagouda Patil has over 20 years of experience in technical sales and service of analytical, process laboratory, and material characterization instruments. He has worked for several companies including Bharat Electronics Limited, Siskin Instruments, Anton Paar India, and currently works for Ducom Instruments where he leads sales and service teams across India and Southeast Asia. Patil has extensive experience developing new customers and applications across various industries including pharmaceutical, chemical, automotive, and defense.
This document provides information on Yoki Mulyadi Widjaja's professional experience, expertise, and qualifications. He has over 15 years of experience in sales and marketing roles within the IT infrastructure industry. Notable roles include Product Manager, Channel Sales Manager, and Sales Manager for various networking, data center, and cabling equipment brands. He has a proven track record of achieving sales targets and developing new business opportunities and channel partner relationships.
Product Launch Presentation By Linda Johnsonlindajohnsonh
The document outlines the steps for launching a new product, including defining the product, setting objectives and budgets for marketing activities, creating a timeline, and measuring the success of the launch through activities like advertising, trade shows, and evaluating customer response. It provides details on planning specific elements of the launch like developing collateral, choosing a name, preparing demonstrations and displays, and considering international launches.
This document provides a summary of the North American Label Market Study 2013 report published by AWA Alexander Watson Associates. The report details trends in the North American label market by label format, material, and technology, with an emphasis on changes within key business areas. It analyzes the market segmented by application category, end-use market, and region. The report also details the four main labeling technologies - pressure-sensitive, glue applied, sleeving, and in-mold labels - and provides forecasts for each.
Marketing plan model in Turkey by Selcuk DenizhanSelcuk Denizhan
XYZ is a paint producer in Turkey that wants to grow 40% over the next 3 years. Their current marketing plan involves 7 distributors serving 7 regions. The new plan eliminates 2 distributors, adds 4 new ones in the west region, and will do direct sales in 2 regions. XYZ aims to increase their market share by focusing advertising and new products tailored to each region's needs. They will offer paint training and use different pricing strategies to boost sales in priority regions.
XYZ wants to grow 40% in the next 3 years and increase its market share in Turkey by 5%. Its new marketing plan eliminates 2 distributors in the east region and adds 4 new distributors in the west region to allow for more direct sales to dealers. XYZ will also publish different advertisements for each region to address their diverse needs.
- Complex products require strong project management and commitment from sales channels to avoid launch disasters. A local champion and understanding local needs is important.
- The product is never 100% ready for launch but communicating known issues and updating customers regularly can help. Having a plan to complete the product range and manage expectations is also key.
- Truly understanding the market and customers, committing to the product, and not relying too heavily on untargeted leads can lead to more successful launches compared to cases where these factors were missing.
Canadian Technician Magazine 2010 Media KitMartyn_Johns
Canadian Technician magazine commissioned an independent readership study in 2008 to quantify its anecdotal evidence that it was the best read and most targeted magazine for automotive service professionals in Canada. The study found that 60.6% of readers would choose Canadian Technician as the only magazine they could receive, and 67.6% said they were most likely to pass it along to others. It also found that Canadian Technician was the only magazine in the market with a 100% personal direct request circulation from recipients who have purchasing authority.
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive functioning. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
The document discusses the sale of semi-medical devices through pharmacy shops in Ukraine, noting that most pharmacies are located on the first floor of buildings and approximately 20% are inside shopping malls. It also describes product placement and promotions by companies like Omron, Microlife, and MED Textile of blood pressure monitors, thermometers, and other devices in pharmacies through displays and discounts.
Ukraine Retail Beauty and Cosmetics chains, Catalogues ReviewKonstantin Medvedev
Brief review of promotion leaflets published and distributed throughout Ukraine Retail Chains of Health and Beauty shops. Comparison has been done for Eva, and Watsons chains.
This document provides 10 key considerations for making a sales team more productive. It finds that salespeople spend less than half their time selling, with much of the remaining time spent on administrative tasks, internal meetings, and creating sales materials. It emphasizes the importance of salespeople being well-prepared for client meetings, following up with clients multiple times, using social media effectively, and maintaining job satisfaction. The document concludes by noting that companies invest large sums in their sales teams and that productivity solutions can help salespeople reduce wasted time and focus on selling.
According to a study by the National Sales Executive Association, most sales are not made on the first contact with a prospect, as only 2% of sales are completed then. Persistence is important, as 80% of sales are made between the fifth and twelfth contact with a prospect. Few salespeople persist through enough contacts, as only 10% make more than three attempts to contact a prospect.
Beer review is focused on leaflet monitoring of all retailers in Ukraine which publish and distribute leaflet promotion within their shop or at a local places.
The slides include 4Ps of Vodka Review on the market of Ukraine. It shows just first three leaders on the market of Ukraine with emphasis on their promotional strategy in leaflet monitoring as price competition brings all the brands on the same level and only brand can really make the difference.
Promo review includes just small portion of data presented by Hipercom database. The database analysis covers more than 5 years of monitoring leaflets on the market of Ukraine.
2. MARKETING PLAN
MTS
ADV & Product Convention Incentive POS Demo Call
PR Information Zone Center
Small
Heating Project
Retailers Installers
Companies Bureaux
Renovated
New Houses Apartments Tenders
Houses
Posters ADV Campaign Exhibitions Call Center Demo Zone Web Site
3. Targets Achieved vs. the Marketing Plan
Targets: Status:
1. Improve Product Display and 1. Continuous distribution of
Association of ARISTON & pedestals, pocket
C&M brands with top Quality. holders, brochures, wobblers, sti
ckers.
2. Increase the professional
level of our distributors’ staff. 2.1 HEA training – once a month
2.2 Dealers’ convention – Feb.
2.3 Continuous training of shop
assistants throughout Ukraine
3. PR and ADV “new” image of
ARISTON 3.1 Articles in specialized
magazines
3.2 Promo action “Ariston-Bonus”
4. Answer the needs of growing
professional channel 4.1 Catalogues of HEA
4.2 “Ariston – Club”
4.3 Introduction of Rendamax?
4. General plan of action: Electrical Water Heaters (Ukraine)
Targets: Actions: Timing:
1. Enlarge the actual 1. Involve new retailers 1. All year round
distribution net. into Ariston
distribution.
2. Increase the professional 2. Continuous product 2. All year round
level of our distributors’ trainings.
staff.
3. Continue the Upgrade of 3. To control the 3. All year round
the “White Goods” level availability of Ariston
channel focusing only on products in retail
ARISTON quality and shops, transfer
design products. orders.
Merchandising.
4. Increase MTS presence in 4. High quality products 4. All year round
the growing Professional and a stronger
Channel marketing policy and
support (banners,
lightboxes, stands,
labels)
5. General plan of actions: Wall hung boilers (Ukraine)
Targets: Actions: Timing:
1. Continue to develop 1. To use Rendamax like a 1. Till the end of the
ARISTON (MTS) brand tool through the current 2004.
image as heating and potential partners.
specialist. Beginning of the
promotion of ARISTON
solar systems.
2. Continue to create a 2. ARISTON “GAS CLUB” 2. All year round.
consistent ARISTON
brand loyalty.
3. To create first MTS’ 3. Use the support of ORBI 3. Till the end of the
Ukraine DEMO ZONE (Lviv) like winner of first 2004
MTS’ Ukraine tender.
6. Plan of Action ARISTON
Targets: Actions: Timing:
1. Motivation and 1.1 Locally organized product 1.1 Throughout the year
loyalty building training and issue of
among shop’ certificates
assistants 1.2 “ARISTON – Bonus” 1.2 July - Dec
2. Increase sales of 2.1 Promo action “ARISTON- 2.1 July-Dec
ARISTON range Bonus” in Ukraine;
2.2 Promotion “ARISTON – 2.2 Dec
Installer Club” in Ukraine
2.3 Promo action “Free Filter” 2.3 Sep
in Azerbaijan
2.4 Promo action (Georgia, 2.4 Sep
Moldova, Armenia)
7. Plan of Action ARISTON
Targets: Actions: Timing:
3. Advertising in 3. “Aqua-Therm”, and 3. Throughout the year
professional “Instal-Info” (Ukraine)
magazines
4. Support for Service 4.1 Distribution “professional 4.1 Nov – Dec
Centers equipment” to SC
4.2 Distribution of 4.2 Oct – Dec
flags, badges, labels, disp
lays
5. Display of Products 5.1 Sep
5.1 Local exhibition in
Azerbaijan 5.2 September
5.2 Metal stands (Caucasus) 5.3 June
5.3 Metal stands (Ukraine) 5.4 All year round
5.4 Light box (Ukraine)
8. Plan of Action C&M
Targets: Actions: Timing:
1. Product information 1 General Catalogue 1. June
dissemination
2. Product display 2.1 Metal Stands 2.1 June
2.2 Light Box 2.2 July
2.3 Iveco turbo daily 2.3 July
3. Advertising 3. Articles in UIT’ “Nova Tema” 3. All year round
4. Project Bureau
4. Project Bureau Presentation 4. August
9. Program “ARISTON – BONUS”
1. Target group: sales assistants of
“Thermolux” retail network throughout
Ukraine;
2. Program duration: 1 July – 31
December;
3. Products: Super Glass, Bravo,
Eureka, Ti Tech Round, Ti Tech
Small, GIWH, Booster, Platinum, Ti
Tech Square, Ti Tech Large, WSAN,
Ti Shape, Wall Hung Boilers, RAC,
SGA, ARK/ARH, WSE, NHRE, Ti
Tech STI, SI 150 – 300, Floor
Standing Boilers, Indirect Cylinders
10. Program “ARISTON – CLUB”
1. Target: installers in Western
Region of Ukraine;
2. Beginning of Program: February
3. Main activities:
- regular technical trainings;
- support on product, spare
parts availability;
- Bonus – program according to
“Ariston – Bonus”;
- close involvement of project
engineers;
11. Competition “THE BEST PROJECT ENGINEER”
1. Target: project Bureaux engineers in Kherson;
2. Product: All range of ARISTON gas products;
3. Duration: July – December
4. Description: Timing:
- Announcement of the competition; June, 2004
- Election of “Review Committee”; June, 2004
- Submittal of work; November, 2004
- Prize ceremony December, 2004
Submitted projects are judged on the following criteria:
1) Project data gathering techniques;
2) Level of consistent quality in project design;
3) Use Computer technology (Auto CAD);
4) Project follow-up, and customer’ satisfaction.
20. AQS SWOT ANALYSIS IN UKRAINE
STRENGTHS WEAKNESSES
MTS LORENZI
MTS LORENZI
Strong brand Effective price mix
awareness No presence on No direct presence in
Local assembly (ROUND)
The widest range of low price segment the country
Good price for value
products Not clear Service
(ISEA, CLASSIC)
Service policy
Rep. Office in Kiev Sole brand
distribution policy
OPPORTUNITIES THREATS
MTS MTS
Political instability and changes of
Launched of new models of EWH -
customs duties
WSE, WSAN, TI TECH SHAPE, ARK, ARH for
widening the range of MTS and compete with Drastic improvements in State Hot Water
Lorenzi with complete range. Supply (Kyiv’ example)
New forthcoming DIY channel Increase in price of electricity
22. DISTRIBUTION GWHB CHANNELS (UKRAINE)*
White goods
0,5%
37% Professional
0,5%
Bazar
DIY
62%
Estimated Ukrainian market
volume*: 60 000 pcs. * MTS Source
23. Total market of the GWHB (Ukraine) 2013: 60 000 pcs. (estimation)
16%
14%
HERMANN
JUNKERS
12%
BERETTA
WESTEN+BAXI
10% PROTHERM
FERROLI
8% ARISTON
C&M
6% VAILLANT
THERMONA
4% TERMET
VIESSMANN
OTHERS
2%
0%
24. GWHB SWOT ANALYSIS IN UKRAINE
STRENGTHS WEAKNESSES
MTS MTS
Strong brand Working problems
awareness with cash receiving
Wide range of No possibilities to
products combine EWH & GWHB
shipments
Service (stock of
spare parts in Ukraine) The absence of
warehouses into regions
Company in Ukraine The absence of right
model on the market in
low price niche (T2)
OPPORTUNITIES THREATS
MTS MTS
Political instability ( forthcoming
Aggressive price for
elections)
market entering
Service centers in
each oblasts
33. Promotion activities: Functions
• Controlling the display of ARISTON products according
to the corporate standard, distribution of POS materials;
• Maintaining weekly .xls database of retail outlets dealing
in the sector of EWH, RIS, RAC;
• Monitoring and monthly report on changes in price
positioning;
• Reports on yearly sales by retail outlet within the region;
• Product training for sales assistants;
• Segmentation of retail outlets (DIY, White
Goods, Specialized “Heating and Water
Solutions”, newspapers, internet, etc.);
• Follow-up, PR and promotion actions.
34. Promotion activities: Achieved Results
• Building-up and maintaining amiable relationship with
retail shop assistants, who in turn influence final
consumers;
• Disseminating product information among shop
assistants;
• Tracking distribution route via warranty card number;
• Importance of each partner (retail outlet) evaluated on
the basis of yearly sales, personnel changes;
• Continuous control and improvement of product display;
• Prompt correction of price positioning on the market;
35. Promotion activities: Plans
Description: Timing:
1. Provide adequate support for person in Odessa; 1. June
2. More close involvement in 6 month promotion 2. July – Dec
action;
3. Identify all performers in professional channel 3. June – Sep
“Heating + Water Solutions” throughout all
regions, and supply their needs;
4. Improve training materials for sales assistants in 4. June
White Goods retail outlets;
5. Build-up PR activities with project designers, city 5. July – Dec
“Gazovoe Hozyaistvo”;
6. Direct involvement in “Ariston-club” and 6. July – Dec
“Ariston-Bonus”.
37. Main Competitors Actions
TRADE MARK ACTION Rate
HERMANN Aggressive actions on the market through its exclusive distributor “Vodnaya Technika”. HIGH
Exclusive distributor
1) started to print out its own magazine for heating engineers, active at each regional exhibition;
2) Initiated program “Hermann – Bonus”, work w project engineers;
3) Quantities are achieved through the sale of Habitat;
JUNKERS 1) Active on each regional exhibition through its local partners MEDIUM
2) Good training facilities - 3 regional in Kiev, Lvov, Dnepropetrovsk;
3) Initiated “Junkers – Bonus” program;
4) Expanded its sales representatives network throughout Ukraine;
5) Efficient logistic flow of product and spare parts deliveries
6) Introduction of colored versions of fan flue GIWH
7) Emphasis on high technology used in GIWH (Hydro Power, mini dimensions, AA batteries)
BERETTA 1) Active on major exhibition in Kiev, though operating through its Moscow Branch office; MEDIUM
2) Low marketing profile compensated by very attractive price positioning on the lower level
3) Strong effort to improve its image as “Spare parts are always available”
38. “Junkers – Bonus” Programc
Bosch – Ukraine OOO officially initiated program “Junkers – Bonus”
program during an exibition Aqua-Therm on 15 April, 2013.