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Honeywell Safety Products

1- About Honeywell
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Honeywell Proprietary

Honeywell Safety Products

Honeywell today
Automation and Control
Solutions (ACS)
41 %
Aerospace
32 %

Transportation Systems
13 %

Specialty Materials
14 %

US$36B in sales in 2011


Nearly 140,000 employees operating in 100 countries
One of Worlds Most Admired Companies by Fortune Magazine

Diverse Businesses, Technologies & Products


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Honeywell Safety Products

2- Who is Honeywell Safety Products


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Honeywell Safety Products

Honeywell Safety Products: Reference leader

Honeywell Safety Products (HSP), a global manufacturer of leading


personal protective equipment brands such as

offers the most complete head-to-toe in personal protective


equipment.

Whatever the industry, whatever the risk, HSP offers the


world's most extensive range of high quality solutions.
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Honeywell Safety Products

HSP in figures
More than 10,000 employees in 30 countries
Strong industrial and development capabilities
40 manufacturing plants
30 research centers & laboratories

Premium service delivered through


Global network of expert sales team and product
specialists
25 distribution centers covering the Americas, Europe,
the Middle-East, Africa and India, Asian and Pacific
countries

Global reach through local presence


69 offices to serve customers in all continents
throughout the globe

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Honeywell Safety Products

Honeywell Safety Products


AMERICAS
AMERICAS
24
24 sites
sites

EMEAI
EMEAI
54
54 sites
sites

ASIA-PASIFIC
ASIA-PASIFIC
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23 sites
sites

2 MD USD year 2012

More than 10,000 employees

Leading position in the PPE


market

Well-known brands
Leading in technology and design
Strong key account organization and end user
focus

A global provider of PPE solutions


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Honeywell Safety Products

Your local HSP support


Local dedicated Sales Representative
Product Specialist for each product category
Local Customer Service for order, support,
logistics etc.
Local marketing department
Local Financial Department

Honeywell Proprietary

Honeywell Safety Products

Honeywell Safety Products: Protection solutions from head-to-toe

Respiratory Protection
- Single Use Respirators
- Reusable respirators
- Powered Air Purifying Respirators
- SCBA & supplied air systems

Body protection
- Protective Gloves & Sleeves
- Protective Clothing
- Safety Footwear
- Overshoes

Electrical safety
Head Protection:
- Hard Hats
- Safety Eyewear & Faceshields
- Welding Helmets
- Hearing Protection Devices

Fall Protection
- Personal Fall Protection
- Height Access Solutions
- Collective protection and prevention
systems

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Honeywell Safety Products

Culture of Safety Definition


Culture is what everyone knows and therefore does not have
to be written down.
Roughton - 2002

A culture of safety exists when safety is


everyone's priority, and where workers learn
to make safer choices on their own.
Honeywell can help!
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Honeywell Proprietary

Honeywell Safety Products

LEAD THEM TO SAFETY

HSP occupies an ideal position to help the safety manager build an enduring
culture of safety. With the broadest portfolio of stylish, comfortable, and highperformance products, innovative technologies, global reach with local teams,
and a comprehensive set of training and education programs, we understand,
and can best serve, the safety managers needs and expectations for
improving the work environment.

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Honeywell Proprietary

Honeywell Safety Products

LEAD THEM TO SAFETY


Build an enduring culture of safety through
comprehensive education, innovative technologies,
and comfortable, high-performance products that
inspire workers to make safer choices on their own.

Honeywell Safety Products is the ideal partner for


organizations committed to a cultural transformation
that minimizes injuries and maintains a safer, more
productive workplace.

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HSP Preferred Partner Program

Honeywell Safety Products

Meeting objectives
1. Explain and present HSP Preferred Partner Program
2. Preferred Partner levels
3. Your tools
4. Preparing our future collaboration
5. Questions and Answers

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Honeywell Safety Products

Part 1 :

Presentation of the program

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Honeywell Safety Products

HSP Preferred Partner Program Definition


At Honeywell Safety Products, our goal is to build a long-term relationship with
qualified added value distributors in PPE. The HSP Preferred Partner Program
provides all of HSPs partners in the value chain with a transparent and organized
channel structure, creating the business conditions that enable profitable, longterm growth.
The aim of the HSP Preferred Partner Program is to build the foundation and to
strengthen the partnership for a long-term business relationship with our partners.
The program will allow HSP to transform its business partner relationship from that
of a simple manufacturer to one of a value-added commercial partner that enhance
customers profitability, new levels of growth and competence.

The key success factor is to drive a profitable business together geared


for growth

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Honeywell Safety Products

HSP Preferred Partner Program - Objectives


1. Provide a comprehensive set of incentives and benefits to our
distributors to drive mutual business growth
2. Reward our strongest partners for their loyalty to Honeywell Safety
Products
3. Reward and incentivize partners for their commitment to build and
promote together the HSP leading products & brands
4. Structure and segment our distribution network in order to provide the
right level of HSP commitment and ensure a balanced relationship
5. Prioritize our sales, marketing & logistics resources and spending
according to the potential of the customer

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Honeywell Safety Products

Structured way to market

Head-to-toe offering allowing customers onestop shopping


Most compelling combination of brands in the
industry to build customer, partner loyalty
Strong distribution network, supported by direct
sales force at end users
Leading technology and designs to improve
safety, durability
More patents than any other competitor
Offerings designed to maximize comfort and
performance

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Honeywell Proprietary

Honeywell Safety Products

Our Proposition
1. To define, clarify & share clear rules of cooperation and strategy with our
partners
2. To create differentiation vs. Our competitors
3. To provide a privileged relationship in order to improve margin & mutually grow
business
4. To provide expertise and increase productivity for our partners towards end
users
5. To define & to share mutual commitments to generate growth
6. To reward the investment and loyalty of our partners through a selection of
advantages & benefits linked to levels
7. To ensure the integrity of HSP Preferred Partner Program (with no exceptions)

Generate mutual GROWTH!


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Honeywell Safety Products

Brands included in HSP Preferred Partner Program

Sperian
Miller (PPE)
Howard-Leight
KCL
North
Chainex
Antec (PPE)
Fenzy
Timberland PRO

MTS, Combisafe, Nacre, SP Defense, Sll, Delta protection are not part of the HSP
Preferred Partner Program
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Honeywell Proprietary

Honeywell Safety Products

12 LOBs (Line Of Business) included in the


HSP Preferred Partner Program

Hard hats (head)


Hearing (including Intelligent Hearing*)
Eye & Face (including Laser*)
Welding
Respiratory
SCBA*
Timberland PRO* (Clothing, Gloves & Shoes)
Clothing (Workwear & Single Use Clothing)
Gloves
Gloves KCL*
Shoes
Fall protection (PPE)

* Specific LOBs: In order to receive the maximum discount, the partner will be
required to fulfil special criteria (pre-requisites).
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Honeywell Safety Products

Prerequisites Criteria for some LOBs


1.

Prerequisite to access the Timberland PRO product range


Dedicated space in the shop for Timberland PRO range including a display and/or a
dedicated web page

2.

Prerequisite to access the maximum discount :


SCBA :
To be a Honeywell Certified Service Center
Chainex :
To offer a full range of PPE dedicated to Slaughter houses (white boots,
disposable clothing, etc. or full range of cutting equipment)
To have at least one person fully trained on the Chainex range that will be able
to evaluate the need for repair of aprons & gloves
Laser :
To have one person fully trained on the Laser range (1 full day of training)
To agree to a minimum yearly sales target of 10k
KCL :
To have a person fully trained at KCL facility & receive training certification
To commit to develop 5 glove concepts per year
Intelligent Hearing (Quiet PRO, Quiet Dose & VeriPRO):
To have one person fully trained on the Intelligent Hearing range (1 full day of
training)
To agree to a minimum yearly sales target of 10k

Independently of the Status, for some technical LOBs, there are some specific businesses
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which required expertise from the distributor.

Prerequisite (criteria & access)

Honeywell Safety Products

Part 2 :

HSP Preferred Partner Program


Levels
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Honeywell Safety Products

HSP Preferred Partner Program levels


Honeywell Safety Products partners will be organized into four distinct levels.
These levels will be determined using a point system based on quantitative and
qualitative criteria.

You can be elevated to the next level during the annual evaluation cycle by gathering
points throughout the year. Your level for the following year will be calculated on the
current year achievements.

Platinum Partner

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Gold Partner

Silver Partner

Bronze Partner

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Honeywell Safety Products

Point allocation General Overview


Sales (1) :
Growth rate (1) :
Number of LOBs (1) :

0 to 30 points
0 to 25 points
0 to 25 points

(to be considered as a LOB, it should represent 3% of the turnover done with HSP
with the exception of Shoes, Gloves & Fall protection which should represent 6%)

Active marketing (2) :

0 to 10 points

End User (2) :

0 to 30 points

Brand loyalty (2) :

0 to 15 points

Total Maximum
(1)
(2)

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135 points

Quantitative criteria
Qualitative criteria

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Honeywell Safety Products

Quantitative Criteria
Sales :

0 to 30 points

30

27

25

20

17

12

10

> 5m

3m - 5m

1m - 3m

0,5m 1m

250k 500k

100k 250k

75k 100k

25k - 75k

10k - 25k

< 10k

Growth rate :

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0 to 25 points
CA > 1m

0,5m < CA
<1m

250k < CA
<500k

100k < CA
<250k

75k < CA
<100k

25k < CA
<75k

10k < CA
<25k

CA <10k

0,0%

1,0%

2,0%

3,0%

4,0%

5,0%

7,5%

10

10

10,0%

13

13

10

12,5%

15

15

11

15,0%

18

18

13

17,5%

20

20

14

10

20,0%

25

23

15

14

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Honeywell Proprietary

Honeywell Safety Products

Quantitative Criteria
LOB :

0 to 25 points
Nbr LOB

Points

13

16

19

22

25

25

10

25

11

25

12

25

To be considered as a LOB, it should represent 3% of the turnover done with HSP with the exception of Shoes, Gloves & Fall Protection which
should represent 6%

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Honeywell Safety Products

Qualitative Criteria
Active marketing criteria

0 to 10 points

- HSP products* present in the catalogue/web/national referencing


on the consolidated selected LOBs**
0 to 5 points
- More than 35% of HSP products
- More than 30% of HSP products
- More than 20% of HSP products
- Less than 20% of HSP products

5 points
3 points
1 point
0 point

* Number of product references excluding sizes


** To be considered as a selected LOB, it should represent 3% of the turnover done with HSP with the
exception of Shoes, Gloves & Fall protection which should represent 6%)
*** For Clothing, we will only map the SUC & Certified products

- Launch of new HSP products* on selected LOBs


- More than 50% of HSP new products launches
- More than 30% of HSP new products launches
- Less than 30% of HSP new products launches

0 to 5 points
5 points
3 points
0 point

* At the product reference level, new products are defined as those launched in the last 18 months and if the
product is in the distributor stock
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Honeywell Safety Products

Qualitative Criteria
End user criteria

0 to 14 points

Sell out information on HSP products


linked to market with net prices

0 or 7 points

- Distributor is providing information on request


- Distributor is providing partial information
- Distributor is not providing information on request

7 points
4 points
0 point

7points: Quarterly information on sell out to end users, split by platform, agency
4points : Partial information
0 point: No information

Services from distributor to end-customer

0 to 7 points

(EDI / e-catalogues, logistic capabilities, customization, dedicated stock, key


accounts manager... )
- High
7 points
- Good
4 points
- Low
0 point
High : at least one KAM & one dedicated stock & one EDI / e-catalogue with a key account
Good : at least one key account manager
Low : not organised to support key account customer

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Honeywell Proprietary

Honeywell Safety Products

Qualitative Criteria
Technical support to end-users
(for fall protection, SCBA & intelligent hearing* )
1/ Authorised Service Point
Authorised for the complete range

0 to 16 points

8 point

(Ex: Soft and hard goods for fall protection)

Authorised for part of the range

4 points

(Ex: soft goods for fall protection)

Not authorised

0 point

* Intelligent Hearing = Quiet Pro, Quiet Dose and VeriPro

2/ Expertise of the sales force


At least 50% of the sales force trained level 1
At least 25% of the sales force trained level 1
No sales person trained

8 points
4 points
0 point

Level 1: 1 full Day training including practice and theory by our trainers.

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Honeywell Safety Products

Qualitative Criteria
Brand loyalty
Carry only branded products
Branded products + Tactical private label
Branded products + Strategic private label

0 to 15 points
15 points
7 points
0 point

Strategic Private Label definition


Number of products lines with private label - More than 3
Number of products in each LOB - More than 5

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Honeywell Safety Products

HSP Preferred Partner Program Advantages

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Honeywell Safety Products

Advantages by level
BENEFITS

REBATE

PLATINUM

GOLD

X%

Y%

HSP tender pricing

Introductory Offers for New Product Launches

HSP Specific price for One-Shot deals

Annual sales growth rebate


HON Partners Advantage Program
Tiered discount

PRICING

MARKETING
ALLOWANCE
LOGISTICS

Marketing allowance /Co-op

MARKET
DEVELOPPMENT
TOOLS

Other
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BRONZE

X%

EDI Allowance

Logistics priority - Delivery & product allocation

Quarterly Business Review

International HSP Key Account support thru key account

SILVER

Product Training sessions by HSP sales force to customer

Lead Generation from HSP Marketing Campaigns

Lead Generation from HSP Salesforce

Local events

management for Key End User business development

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Honeywell Safety Products

Engagement by level
Engagement

PLATINUM

GOLD

Mutual agreement of yearly sales objective by selected LOB with


definition of a shared action plan

Catalogue - A proofreading must be done by Honeywell prior to print

Use all Honeywell marketing/merchandising/ signage collaterals


advertising space in the shop of partner

Mutual agreement to sales growth target with HSP


SALES TARGET

MARKETING

Mutual agreement to an annual marketing plan with HSP

LOGISTICS

MARKET DEVELOPPMENT
ACTIONS

OTHER

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Share sales & logistical forecast on top 50 HSP products over 6 months

Quarterly

Quarterly

Quarterly Business Review

Commit to yearly HSP product training for their sales staff

Share business trend

Build a yearly program for joint end-user visits linked to high business
potential for conversion to HSP products

Communicate sell out of HSP products for market with net prices

Quarterly

Quality management & Traceability capabilities/ ISO certification

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Honeywell Safety Products

Part 3 :

Your tools

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Honeywell Safety Products

Getting Started : The Tools


Program Name & Visual Identity
Welcome Pack
External Communication tools
Emailing template
Website for partners

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Honeywell Safety Products

Program Identity
The HSP Preferred Partner Program

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Honeywell Safety Products

Welcome Pack

A presentation box containing :


A welcome letter
Program brochure
A partner plaque to be displayed
A notepad
A USB key containing all the different marketing
programs and tools.
BUT also
A Folder for regional/local branches containing :
A welcome letter
Program brochure
Adhesive labels with level

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Honeywell Safety Products

Welcome Packs for Customer

A Folder containing :
A welcome letter
Program brochure
An adhesive with level

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Honeywell Safety Products

The Program Brochure


This brochure describes the
programs philosophy, its objectives,
the methodology, the structure of the
channel and the advantages for
partners.

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Honeywell Safety Products

Turnkey Marketing Tools & Programs


Newsletter

Program
Launch
Offer

Turnkey
Marketing
Tools

Telemarketing
Campaign

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Honeywell Safety Products

Part 4 :

Preparing our future collaboration

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Honeywell Safety Products

Local Implementation Planning


Today: presentation of the Program and levels
July : official Go Live of HSP Preferred Partner Program
July to December: fine-tuning and final assessment of the
status
Q4 2012 :Communicate new terms & conditions, price list
& discount structure to customers
GO LIVE Jan 1st, 2013 with new terms & conditions

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Honeywell Safety Products

CONCLUSION

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Honeywell Safety Products

7 reasons to choose Honeywell Safety Products


1 - You will benefit from the support of an international leader which designs, manufactures and
markets the most complete offer of personal protective equipment in the market.
2 - HSP allows you to benefit at a local scale from its technical know-how recognized at a world
scale. This will allow you to propose the best technical solutions to your customer.
3 - The Honeywell Safety Products brands are the most recognized of the market.
4 - The Honeywell Safety Products sales team offers you its sales expertise and its end customer
relationships.
5 - A long-term partnership based on trust with Honeywell Safety Products will help your
company to sustain and develop its activity.
6 - By committing yourself to promote HSP, we commit ourselves to rewarding your loyalty.
7 - HSP is not only a supplier but also a partner for growth.

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