APC 2010 Annual Report Download - page 29

DESCRIPTION OFTHEGROUP, ANDITSSTRATEGY, MARKETS ANDBUSINESSES
1
LEADER IN AN INDUSTRY OF THE FUTURE
Panel builders and systems integrators – a
source of solutions
The main challenge for Schneider Electric is to help these
professionals to extend their competencies by giving them the best
level of service available anywhere in the world.
Panel builders, of which there are more than 20,000 throughout
the world, make and sell electrical distribution or control/monitoring
switchboards, primarily for the buildings, energy and electricity
infrastructure markets. Their main customers are contractors.
Panel builders mostly buy low and medium voltage devices, such
as circuit breakers and contactors, and increasingly, prefabricated
systems.
Systems integrators design, develop and support automation
systems to meet their customers’ needs in terms of the performance,
reliability, precision and effi ciency of their operations. By providing
global coverage and local contacts, they offer their clients a high
degree of fl exibility.
Schneider Electric has considerably expanded its automation
line up, giving systems integrators access to a powerful platform
covering all areas of automation from fi eld control to manufacturing
execution systems (MES).
The Group’s objective is to develop and strengthen these
partnerships with a view to enhancing its partners’ competitiveness
and creating new shared resources, especially with the aim of
preparing for the arrival of smart grids.
Contractors – towards a revolution in the
residential market
Schneider Electric works closely with contractors, small specialist
or generalist electricians, large companies that install equipment
and systems and OEMs to devise solutions tailored to end-users’
specifi c needs.
These partners add value for end customers, fi rst by advising them
about the choice of solutions that best suite their needs, and then
by installing effi cient systems. The main challenge for Schneider
Electric is to assist them in the rapid development of solutions
and technologies for the residential market: lighting, temperature
and door management systems, recharging equipment for electric
vehicles and renewable energy.
In order to strengthen a relationship based on mutual trust and value
added, Schneider Electric cooperates actively with contractors,
providing technical training and advice.
OEMs: partners in performance
OEMs (original equipment manufacturers) continuously seek to
improve machine performance and maintenance in areas ranging
from packaging to textiles, elevators to conveying, and materials
handling and hoisting to HVAC.
Schneider Electric works closely with almost 30,000 OEMs. The
Group leverages its expertise and know-how to nurture their special
partnership. This is mainly achieved through:
•an extensive knowledge of OEMs’ applications;
•dedicated centres of excellence that offer the most competitive
solutions for new machines, in particular, pre-tested, pre-
developed but personalised solutions;
•an international customer support to deliver high-performance
after-sales service worldwide;
•a dedicated program for multi-site and/or global OEMs that
enhances their ability to offer superior solutions on an international
level.
Energy utilities – meeting the new challenges
of changing electrical networks
There are some 11,000 electricity companies around the world.
They use Schneider Electric products and services in power
generation (electricity for renewable energy production, power plant
equipment, automation and control), transmission (quality control
and metering), distribution (medium and low voltage networks) and
sales (pre-payment meters, related services, peak management).
The Group responds effectively to their expectations with
applications support and innovative products that help them meet
important challenges like market deregulation and the development
of renewable energies.
Global strategic accounts – demanding
pioneers
Schneider Electric has established and organisation which is
dedicated to global business groups, with a view to developing
privileged relationships with them. To meet their expectations, the
Group offers “preferred supplier contracts” to ensure that they
receive services of the highest quality.
This organisation is based on short lines of communication and
decision-making, rapid mobilisation of Group resources throughout
the world, and dedicated teams in which management is directly
involved.
Some 60global customers benefi t from this organisation, including
Air Liquide, GlaxoSmithKline, IBM, Lafarge, Nestlé, Total, Toyota,
Veolia Environnement and Walmart.
2010 REGISTRATION DOCUMENT SCHNEIDER ELECTRIC 27