APC 2005 Annual Report Download - page 16

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Panelbuilders: products and services
Panelbuilders make and sell electrical distribution or
control/monitoring switchboards, primarily for the
Buildings, Energy and Infrastructure markets. Their
main customers are contractors. Panelbuilders mostly
buy low and medium voltage devices, such as circuit
breakers and contactors, and increasingly, prefabricat-
ed systems.
There are more than 20,000 panelbuilders around the
world with very diverse expertise and areas of special-
ization. We serve each group with a tailored set of
products and services, keeping a constant focus on
enhancing their end product. Selected panelbuilders,
chosen for their professionalism and ability to promote
Schneider Electric’s quality and safety values, receive
advanced technical and marketing support.
OEMs: partners in performance
OEMs (Original Equipment Manufacturers) continu-
ously seek to improve machine performance and main-
tenance to meet their customers’ needs. As a result,
they are increasingly demanding when it comes to
processes, competencies, reliability, quality, cost, inno-
vation and time to market.
Schneider Electric has set up a dedicated program for
multi-site and global OEMs that enhances their ability
to offer effective solutions on an international level. We
leverage our global presence, extensive knowledge of
applications, broad lineup and deep portfolio of solu-
tions to support OEMs.
Systems integrators: a dedicated alliance
Systems integrators, our historical customers, play a
critical role in deploying automation systems. We have
developed the "Schneider Electric Alliance" with them
to provide users with effective turnkey solutions and
proactive local support. Based on a non-competition
agreement with systems integrators, the alliance is
designed to enhance cooperation with carefully
selected partners so we can put customers with
automation projects in touch with qualified profession-
als located near their installations.
Along with technical support, we provide these part-
ners with advanced engineering resources so they
can develop their business and become more compet-
itive. The "Schneider Electric Alliance" already has
more than 700 members in more than 30 countries.
Contractors: top-flight support
To develop solutions perfectly aligned with user
needs, we work hand in hand with partners who add
value to our products. These include systems integra-
tors, OEMs, engineering and design firms and con-
tractors– a broad category that ranges from large
companies specialized in implementing equipment
and systems to small, specialized or general electri-
cians.
These partners add unique value by turning cus-
tomers’ ideas into working, purpose-designed sys-
tems. In addition, they often advise customers about
the different possible solutions before a project
begins. We work actively with contractors by offering
technical training, decision-making support so they
can select the most appropriate products, and cooper-
ative arrangements to find the best response for a
given project or new solutions for complex applica-
tions.
Energy suppliers: expectations
for local services
There are some 11,000 electric companies around the
world. They use our products and services in power
generation (electricity for power plant equipment,
automation and control), distribution (medium and low
voltage networks) and marketing (pre-payment
meters, related services).
We take a specific approach to energy suppliers so we
can respond effectively to their expectations for local
service, applications support and innovative products
and help them meet important challenges like market
deregulation.
Global Strategic Accounts: a dedicated
organization
We have a dedicated organization for global enterpris-
es interested in developing special relationships with
their key suppliers. Our preferred supplier contracts
ensure high-level contacts for our global strategic
accounts.
Thanks to shorter communication and decision-mak-
ing circuits, we can leverage resources across the
Company and around the world very quickly. Dedicat-
ed teams and direct senior executive-level involve-
ment offer tangible value added benefits that set
Schneider Electric apart in its relationship with major
accounts. Our goal is to provide the right solutions and
services at each stage of their international expansion
and achieve the highest level of customer satisfaction.
More than 80 global customers benefit from this
organization, including Areva, BP, Carrefour, CNOCC,
Daimler Chrysler, Faurecia, GSK, IBM, Ikea, Nestlé,
Renault, Technip, Telefonica, Toyota, Veolia and Wal-
Mart. They are able to tap into our deep knowledge of
the food and beverage, microelectronics, pharmaceu-
ticals and automobile industries, as well as of con-
struction, energy and infrastructure.
Specifiers: well-informed relays
Specifiers, including engineers, architects and design
firms, recommend or include functionalities in their
specifications that guide end-customers to the Schnei-
der Electric lineup. We keep these indispensable part-
ners informed of all innovations and solutions that
improve installation performance, safety and comfort.
To do this, we organize reserved exhibits, prepare
electrical installation guides, develop installation
design software and set up training centers.