APC 2013 Annual Report Download - page 25

OVERVIEW OF THE GROUP'S STRATEGY, MARKETS AND BUSINESSES
BUSINESSES, END-MARKETS AND CUSTOMER CHANNELS
Contractors Schneider Electric provides many information and training tools
for specialists, such as reserved exhibits, electrical installation
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To design solutions tailored to end-users’ specific needs, guides, installation design software and training methods.
Schneider Electric works closely with contractors, small
End-users
specialists or generalist electricians, large companies that install
equipment and systems.
These partners bring value for end customers, first by advising
Original Equipment Manufacturers
them on the choice of solutions that best suit their needs, and
then by installing efficient systems. The main objective for Original Equipment Manufacturers (OEMs) continuously seek to
SchneiderElectric is to support them in the rapid development of improve machine performance and optimize maintenance in
solutions and technologies for the residential market: lighting, areas ranging from packaging to textiles, elevators, conveyors,
temperature and door management systems, recharging materials handling, hoisting and HVAC.
equipment for electric vehicles and renewable energy solutions.
Schneider Electric works closely with almost
In order to strengthen a relationship based on mutual trust and 30,000OEMs.TheGroup leverages its expertise and know-how
added value, Schneider Electric partners actively with to nurture these special partnerships. This is mainly achieved
contractors, providing technical training and support. through:
In this regard, the EcoXpert program aims to secure special an extensive knowledge of OEMs’ applications;
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partnerships with certain contractors, with whom Schneider dedicated centers of excellence that offer the most
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Electric shares all its expertise on renewable energy and energy competitive solutions for new machines, in particular,
efficiency solutions. The EcoXpert network is being developed in pre-tested, pre-developed and personalized solutions;
many countries throughout the world. an international customer support to deliver high-performance
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Systems integrators after-sales service worldwide;
a dedicated program for multi-site and/or global OEMs that
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System integrators design, develop and support automation enhances their ability to offer superior solutions on an
systems to meet their customers’ needs for the performance, international level.
reliability, precision and efficiency of their operations. By
Other large end-users and global strategic accounts
providing global coverage and local contacts, they offer their
clients a high degree of flexibility. Schneider Electric also addresses customers directly in a
Schneider Electric has considerably expanded its automation line number of end-markets, including but not limited to: utilities,
up, giving systems integrators access to a powerful platform governments and local public authorities,etc.
covering all areas of automation from field control to The Group has established a dedicated organization for global
Manufacturing Execution Systems (MES). customers, so-called “global strategic accounts”, with the
Specialists purpose of developing privileged relationships with them. To
meet these customer expectations, the Group offers “preferred
To meet their customers’ growing demand for comfort, supplier contracts” to ensure that they receive services of the
ergonomics and design, specialists (engineers, architects and highest quality.
design firms) are constantly looking for more efficient and better This organization is based on short lines of communication and
integrated solutions for energy management, as well as for decision-making, rapid mobilization of Group resources
access control, security, and building automation. throughout the world, and dedicated teams in which
They are therefore essential partners for Schneider Electric’s management is directly involved.
growth, notably in the high-potential buildings and residential 85 global customers benefit from this organization, including Air
markets, which include the construction and renovation of Liquide, GlaxoSmithKline, IBM, Lafarge, Marriott, Nestlé,
single-family homes and apartment buildings. Procter&Gamble, Total, Toyota, Veolia Environnement and
Walmart.
Competitive landscape 2.5
The main global competitors of Schneider Electric, by industrial automation: Siemens, Rockwell Automation;
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technology, are:
critical power&cooling for data centers: Emerson, Eaton;
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low-voltage electrical distribution&Renewables: ABB,
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building automation: Siemens, Johnson Controls, Honeywell.
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Siemens, Eaton, Legrand;
Other regional and emerging market competitors include: Chint,
medium voltage distribution&Grid automation: ABB,
lWeg, Larsen&Toubro and Delta.
Siemens;
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2013 REGISTRATION DOCUMENT SCHNEIDER ELECTRIC