APC 2011 Annual Report Download - page 26

24 2011 REGISTRATION DOCUMENT SCHNEIDER ELECTRIC
DESCRIPTION OFTHEGROUP, ANDITSSTRATEGY, MARKETS ANDBUSINESSES
1LEADER IN AN INDUSTRY OF THE FUTURE
angular speed sensors and in position and pressure sensors for the
automobile, aeronautics and manufacturing industries.
The Industry business accompanies its customers’ development:
development of economic and industrial activity in the new
economies, optimisation of industrial processes, costs and
environmental impact worldwide.
The IT business
Number1 worldwide in critical power and cooling
services
A growing number of industries – notably those involved in
information technology and fi nance – require a reliable energy
supply and impeccable quality at all times.
A combination of the products of American Power Conversion
(APC) and of MGE UPS Systems has allowed Schneider Electric
to become the world leader in this market. The Group maintains it
leadership by offering a full and competitive portfolio of products,
solutions and services, worldwide geographic coverage and
distribution channels, and of course, by its permanent commitment
to innovation.
The IT business benefi ts from the growing digitalisation of data,
its continual increase in volume and the ever-increasing speed of
dissemination.
The Buildings business
Number4 worldwide in building automation
andvideo security systems
In the last few years Schneider Electric has become one of the
world’s leading players in technical building management.
The Group offers a comprehensive, innovative range of automation
solutions backed by design and supervision software to manage
building utilities, based on open and integrated systems.
Thesesolutions make it possible to reduce energy consumption,
optimise installations, modernise them cost effectively, and reduce
maintenance costs. They also enhance comfort and security, an
area in which the Group has continually strengthened its activities
since the acquisition in 2007 of Pelco, a worldwide leader in the
design, development and manufacture of video security systems.
Growth in this business is linked to the expansion of urban and
industrial areas, the need to renovate buildings, compliance with
new energy regulations and implementation of new building
energy standards, the development of energy effi ciency and the
improvement of operating cost control.
2.4 Proximity to each of our markets
Schneider Electric chose to increase its access to different markets
and a large portion of its sales is made through intermediaries
such as distributors, systems integrators, installers and purchasing
advisors, who all bring their own added value 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 makes all customers, no matter who they
are or where they are located, feel , 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, and employees attend related training
programs.
Customers also have access to online diagnostics and support
services, an e-catalogue, downloadable software and online
information and training.
Distributors: a daily partnership
Distributors account for approximatly 50% of the Group’s total
revenue s through an extensive network in 190 countries all over
the world.
Schneider Electric works with 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
programme to develop energy effi ciency solutions with distributors,
the Group has published a catalogue of energy effi ciency solutions
that suit the needs of different markets and customer segments.