APC 2010 Annual Report Download - page 28

DESCRIPTION OFTHEGROUP, ANDITSSTRATEGY, MARKETS ANDBUSINESSES
1LEADER IN AN INDUSTRY OF THE FUTURE
The Group’s products and solutions can deliver energy savings of
up to 30%, mainly through the implementation of energy effi ciency
measures: energy audits and metering (to establish a baseline
and assess the potential for energy savings), management of
fundamentals (introduction of low energy use devices, current
control and reliability), automation (to manage building utilities,
electricity use, motors and lighting), monitoring (surveillance and
consulting) – and further metering.
This document provides information on Schneider
Electric’s businesses and competitive position in 2010.
To the best of the Schneider Electric’s knowledge, no
exhaustive report has been drafted on products and
systems for electrical distribution, automation and
control. Schneider Electric has compiled data on its
businesses through formal and informal contacts with
industry professionals, especially trade associations.
Schneider Electric estimates its market positions based
on this data and actual revenue in each business.
2. 5 Proximity on each of our markets
>A SINGLE BRAND FOR PRODUCTS ADAPTED TO
LOCAL REGULATIONS
Simplifi cation is a key objective of the One company
program. To raise its profi le and meet the needs of
its customers and partners, the Group launched an
ambitious program to unify its brands aiming to go from
120 brands in 2009 to 10 brands by 2011.
Schneider Electric will be the brand name for the world’s
energy management specialist.
Schneider Electric uses a number of different distribution channels
to access its various markets, and a large portion of its sales
are made through intermediaries such as distributors, systems
integrators, contractors and specifi ers, which bring their own value
added and know-how.
Excellent relationships and customer
satisfaction are key priorities
Customer satisfaction is an integral part of Schneider Electric’s
growth strategy. Every contact with Schneider Electric should be a
positive experience that leaves all customers, no matter who they
are or where they are located, feeling acknowledged, understood
and satisfi ed. This commitment is an important differentiating factor,
and customer satisfaction surveys are regularly carried out in all
countries in which the Group operates, while employees attend
related training programs.
Customers also have access to online diagnostics and support
services, an e-catalog, downloadable software and online
information and training.
Distributors: a daily partnership
Distributors account for more than 50% of the Group’s total
sales through an extensive network of 16,000 sales outlets in
190countries all over the world.
Schneider Electric has many different types of distributor: local
distributors, wholesalers and non-specialised professional
distributors, large international groups such as Rexel, Sonepar,
Graybar and Grainger, IT specialists such as Tech Data and
Ingram Micro in the United States. In the residential renovation
sector, Schneider Electric also sells products through large home
improvement chains such as Home Depot and Lowes in the US,
Kingfi sher in the UK and Saint Gobain Distribution in France. In
addition, the Group uses specialist distribution channels for highly
technical products such as automation solutions and industrial
software, as well as for Pelco-brand access control and security
products.
Schneider Electric assists its distributors in advising their customers
and helping them to benefi t from technical innovations. To maintain
a high performance network, the Group works hand in hand with
distributors on supply chain issues, technical training and marketing.
Internet tools now occupy a dominant position for sales, and above
all, up-to-date information. Through the “eShop”, distributors can
link Schneider Electric’s product database to their e-commerce
sites so that customers have reliable 24/7 access to information.
As part of a program to develop energy effi ciency solutions with
distributors, the Group has published a catalog of energy effi ciency
solutions that suit the needs of different markets and customer
segments.
Specifiers: in search of efficient solutions
Given growing demands for comfort, ergonomics and design,
specifi ers (engineers, architects and design fi rms) are constantly
looking for more effi cient and better integrated solutions for energy
management, as well as for access control, security, and building
automation.
They are therefore essential partners for Schneider Electric’s
growth, notably in the high-potential buildings and residential
markets, which include newbuilds, renovation, single-family homes
and apartment buildings.
Schneider Electric uses a number of information and training
tools for specifi ers, such as reserved exhibits, electrical installation
guides, installation design software and training methods.
2010 REGISTRATION DOCUMENT SCHNEIDER ELECTRIC26