APC 2015 Annual Report Download - page 24

2015 REGISTRATION DOCUMENT SCHNEIDER ELECTRIC22
OVERVIEW OF THE GROUP’S STRATEGY, MARKETS AND BUSINESSES
1BUSINESSES, END-MARKETS ANDCUSTOMER CHANNELS
Contractors
To design solutions tailored to end-users’ specifi c needs, Schneider
Electric works closely with contractors, small specialists or generalist
electricians, large companies that install equipment and systems.
Electricians & DIY stores
Electricians design and perform electrical installations, primarily in
residential and small non-residential buildings. Schneider Electric
supports electricians to operate more effi ciently through a suite of
digital tools and technical support. Schneider Electric strengthens
its relationship with electricians by increasing their visibility to
end- users through different marketing actions including “ installer
locators” on Schneider Electric’s website . Schneider Electric has
one of the most comprehensive network of electricians worldwide.
DIY stores are a key channel to bring visibility of Schneider Electric’s
offers to consumers as well as electricians. Schneider Electric
ensures that it assists them in marketing programs digitally on their
e-commerce sites as well as in their physical stores.
All of the partners mentioned above add their own bring value for
end- customers, fi rst by advising them on the choice of solutions that
best suit their needs and then by installing effi cient systems thanks to
a suite of web- based digital tools called “ Building Life Management” .
The main objective for SchneiderElectric is to support them in the
rapid development of solutions and technologies for the residential
market: lighting, temperature and door/window management
systems, recharging equipment for electric vehicles and renewable
energy solutions.
In order to strengthen a relationship based on mutual trust and
added value, Schneider Electric partners actively with contractors,
providing technical training and support. To maximize our business
impact we have a multichannel communication model through
p ersonal and d igital means, thanks to our Partner Relationship
Management (PRM) platform.
In this regard, the EcoXpert program aims to secure special
partnerships with certain specialized contractors, with whom
Schneider Electric shares all its expertise on renewable energy and
energy effi ciency solutions and services. The EcoXpert network is
being developed in many countries throughout the world.
Systems integrators
System integrators design, develop and support automation
systems to meet their customers’ needs for 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).
Specialists
To meet their customers’ growing demand for comfort, ergonomics
and design, specialists (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 the construction and renovation of single-family homes and
apartment buildings.
Schneider Electric provides many information and training tools for
specialists, such as dedicated showrooms , electrical installation
guides, installation design software and training methods.
End-users
Original Equipment Manufacturers
Original Equipment Manufacturers (OEMs) continuously seek
to improve machine price/performance and time-to-market in
segments ranging from packaging to textiles, conveyors, materials
handling, hoisting and HVAC. Schneider Electric is one of the
market leader in the se segments, and works closely with almost
5,000OEMs.TheGroup leverages its expertise and know-how to
nurture these special partnerships. This is mainly achieved through:
•an extensive knowledge of OEM applications;
•a continuous R&D effort to develop innovative, high-performance
and cost-effective offers and solutions continues at a high pace.
In 2015, no fewer than 30 brand new ranges were launched,
more than double the pace of 2014;
•dedicated centers of excellence that offer the most competitive
solutions for new machines, in particular, pre-tested, pre-
developed and personalized solutions;
• 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
scale .