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Business Development Philips Controls

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by

Vincent Yao

on 7 January 2014

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Transcript of Business Development Philips Controls

Brainstorm
"Mind Mapping"
Philips Solution Selling & Controls Development

Business Development Philips HK
BRAINSTORM
ELEMENTS
copy and paste as needed and take advantage of an infinite canvas!
This is for internal use only.
Hotels & Restaurants
Business Models
Control Market Segments
Where we are...
Where we want to be...
Things to do...
Current Situation...
Solution selling
is starting to
develop...
`
Philips Controls
Solution

Sales
- Increased Solution Packages Offered
- Pay Thru Savings (Upgrade)
- Energy Management System thru Controls
- Controls Solution for Hospitality Segment
- Increased Solution Project Leads
- Improve Leads Conversion to Sales
Internal
Competency
- Philips HK able to design and build solution packages
- LiAS able to conduct system design for controls
- Sales able to identify the right system design for solution packages
External
Competency
(Dealer Partners)
- Solution Dealers build a healthy project pipeline
- Dealers capable of offering Philips Solution Packages. (Improved product & solution knowledge)
- Improved collaboration between Philips & dealers
- Growing VARS for Philips Controls
Solution Selling
- Way of Working is put in place and action
-Work Flow / processes for different solutions offered in place
- Partners for Philips solutions on board
- System Integrators
- Partner banks for Pay Thru Savings
Project Execution
- Installation
-Philips grow capabilities in handling project
-Installation partners / system integrators grow competency in handling solution
- Testing & Commissioning
- Project Hand-over
After Sales Services
- After sales solution for Controls Solution in place and action
Amplight / Starsense
Stand Alone Controls
Limited Project Pipeline for Solutions
- Need to introduce solution selling
- Solution project leads need to be develop both within Philips & partner dealers
- Dealers need to be trained to equip them for Solution Selling
Competency
Competency within the Philips' team & Partners' team need to be developed
- Product / Solution Knowledge
- Sales Training & Development
- System / Solution Design Capability
- Installation Knowledge
- Programming Knowledge
Sales Reluctant to Sell Solution
- Solutions packages need to be defined clearly
- Sales reluctant to sell solution due to limited team capability, support for controls & other solutions
Lighting Control Market
Industrial
Industrial Automation
Energy Logging/ Monitoring Solution
Upgrade
Offices
Multinational Company Offices
Jones Lang La Salle

LEED Certified Buildings / Offices

Hospitality Segment
Hotels
Resorts
Restaurants

Government & Bank Establishments
Government Infrastructures
Government Offices
Banks
Road Lighting
Parks
Government Estate
Residential Segment
High End Houses
High End Apartments
HVAC Control Market
Access & Security Control Market
Retail & Commercial Complex
Malls
Multi-store retail shops
Park n Shop
Wellcome
Watsons
H&M
Zara

Multi-site Retailers
System Integrator(s) [Kenon]
Improve image thru unique lighting control experience
Reduce
Energy Consumption
Philips Dynalite
Philips Teletrol & Cylon
Increase
Productivity
ESCO
(Energy Service
Companies)
System Integrators
Improve energy efficieny (Cost Reduction)
Customer Acquisition
System Design (BoQ)
Customer Acquisition
(Sales & Mktg)
Teletrol Technical Team US
Timeline
Cylon Technical Team
Project Execution
Second Quarter
Third Quarter
Second Half
2015
First Quarter
2014
Execution
- Continuous technical training for both internal & external

- Partner with banks for pay through saving schemes

- Identify & Develop System Integrator for Projects Solutions

- Demo kit built for controls solution for sales to use (Sales Tools)

Check Effectiveness of Plan
& Revise if Needed
- Verify effectiveness of Plan & Act accordingly

- Gap analysis

- Continuous Building VARS & Philips Technical Competency on Controls

- Introduction of Philips Teletrol Controls to HK
Revision of Plans for 2015
- Gap Analysis

- Alignment of Plans to 2015 Goals
2015 Execution
Planning
Presentation of Business Development Plan

Alignment of Business Plan
- Align Plan to Philips HK Goals for 2014
- Align Plan to KPI's

Gap analysis
- Probe specific needs to achieve goals for 2014
- Create plans to address specific needs
Execution of Plans
- Way of Working Introduction
- Solution selling processes
- Customer Acquisition -> System Design -> Proposal -> Project Execution -> Handover -> Maintenance Contract
- Projects way of working

- Building competency within Philips
- Technical Trainings
Improve Facility Mgt Experience
Philips' Direct Sales Force & KAMs
Dealer's Store
and Sales' Force
(Kenon)
Dedicated Sales per Customer
Dealer manager
to support
dealer's customer
requirements
$
1
$
System Designer (Philips or Kenon)
$
Installers
Sales
1
Installation &
Aftersales Services
Sales of Product /
Hardware
Software as a Service
Offices
LEED Projects
Dealer & System Integrators Sales Force
Project Timeline
https://cylonaem.com/energy/#v=1&t=1&c=0
Improve Productivity
High End Residential & Country Clubs
Dynalite Greater China & Dynalite Australia
Philips' Team
Dealer's Sales Team
Dedicated Philips' Salesperson for each Project
Dealer Manager supporting dealer's project
System Design
Project Execution (Installation & Comissioning)
Testing Equipments (VOM, Megger, etc.)
Sales Force (Philips & Dealer)
Installers
&
Programmers
Sales of Product
Installation &
Aftersales Services
Customer Acquisition
Project Execution (Installation & Comissioning)
Testing Equipments (VOM, Megger, etc.)
Full transcript