Transcript Portfolio/Program Name Here 36/42pt with 12pt After

FOR INTERNAL USE ONLY
Key Account Plan
ZF Friedrichshafen AG /
D – 88038 Friedrichshafen
Key Account Manager: Mark Kohl
Version: 01
October 2011
Structure
Customer Analysis
Own Position
Business Development
Customer profile
and key figures
Won / loss key projects
Top 5 Objectives |
strategies | requirements
Top 3 objectives
and customer projects
Perception of the customer
Domestic Account Team
Procurement strategy
Market environment
IKAM-Team for Customer
Market environment
Competition environment
Competition environment
Relations Enduser /
Machine builder
Action plan
Additional Information
History of change
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
1
Customer Analysis
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Customer Analysis
Profile | Shareholder | Key Subsidiaries
Short business profile
ZF Friedrichshafen AG is a leading worldwide automotive supplier for Driveline and Chassis Technology with 121
production companies in 27 countries. ZF is among the top 10 companies on the ranking list of the largest automotive
suppliers worldwide. It is also a decentralized company with divisions and business units that operate independently
and respond flexibly to the needs of their customers. However, the Group sets the strategy of divisions and business
units, and the Group's overall interests take priority over the individual interests of divisions and business units. The
divisions are: Powertrain, Chassis, Commercial Vehicle and Industrial technology. ZF Lenksysteme GmbH (division:
steering systems) is a joint venture between Robert Bosch GmbH and ZF Friedrichshafen AG.
Shareholder
Name
Share
in %
Influence on purchasing
decicions
Direct relationship exists?
Zeppelin Foundation (administered by the city
of Friedrichshafen)
93,8% at ZF
Friedrichshafen
AG
No
No, because that’s the city of
Friedrichshafen
Dr.-Jürgen-Ulderup Foundation, Lemförde
6,2% at ZF
Friedrichshafen
AG
No
No, because that‘s a private
foundation
ZF Friedrichshafen AG
50% at ZF
Lenksysteme
GmbH
Yes / 50%
Yes, we stay in contact with
different subsidiaries
Robert Bosch GmbH
50% at ZF
Lenksysteme
GmbH
Yes / 50%
No
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Company structure
ZF Friedrichshafen AG
Friedrichshafen / Germany
C
I
Divisions:
Powertrain Technology
Saarbrücken / Germany
C
I
Chassis Technology
Lemförde / Germany
C
I
Commercial Vehicle
Friedrichshafen /Germany
C
I
Industrial Technology
Passau / Germany
C
I
NC
I
UI
C
Contact (but not with all subsidiaries) -> color: green in contact.
No Contact
Important
Unimportant
KEY ACCOUNT PLAN | October 2011
NC
UI
ZF Lenksysteme GmbH
Schwäbisch Gmünd /
Germany
Characteristics
C
ZF Services
Schweinfurt / Germany
FOR INTERNAL USE ONLY
I
Company structure
Division:
Powertrain Technology
Saarbrücken / Germany
C
I
Locations in Europe
•Germany: Saarbrücken, Neunkirchen, Brandenburg,
Friedrichshafen, Schweinfurt, Kressbronn, Alsdorf,
Thyrnau/Gotha
•Slovakia: Levice, Trnava
Locations in North America
•USA: Marysville, Northville, Gainesville, Greenville
Locations in Latin America
•Mexico: Saltillo
Locations in South America
•Brazil: São Bernardo do campo
Companies partially managed in terms of operations not allocated to the Division in terms of reporting due
to monopoly criteria of other divisions.
Locations in Asia
•China : Shanghai, Shenvang
Characteristics
C
NC
I
UI
Contact
No Contact
Important
Unimportant
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Company structure
Division:
Chassis Technology
Lemförde / Germany
C
I
Locations in Europe
•Germany: Ahrweiler, Bonn, Damme, Diepholz,
Dielingen, Eitorf, Kreuztal, Schweinfurt, Simmern,
Wagenfeld
•France: Florange, St. Etienne, Fontenay
•Great Britain: Darlaston, Solihul
•Italy: Villar Perosa
•Austria: Lebring
•Slovakia: Levice, Tranava
•Spain: Bilbao
•Turkey: Izmir, Gebze
Locations in South Africa
•South Africa: East London, Rosslyn, Spartan
•Argentinia: S. Francisco
Characteristics
Locations in America
C
NC
I
UI
Contact
•São Bernado do Compo, Sorocaba
•Mexico: Guadalajara, Toluca
•USA: Chicago, Detroit, Duncan, Hebron, Lapeer,
Newton, Northville, Tuscaloosa
No Contact
Important
Unimportant
KEY ACCOUNT PLAN | October 2011
Locations in Asia/Pacific & Australia
•China: Shanghai, Changchun, Shenyang
•Indien: Gurgaon, New Delhi, Talegaon/Halol
•Korea: Gumi-City, Changwon
•Thailand: Rayong
•Australia: Adelaide, Melbourne
FOR INTERNAL USE ONLY
Company structure
Division:
Commercial Vehicle
Friedrichshafen / Germany
C
Characteristics
C
NC
I
UI
I
Locations in Europe
•Germany: Friedrichshafen, Bielefeld,
Dielingen, Passau, Schweinfurt
•France: Bouthéon
•Hungary: Eger
•Spain: Ermua
•Turkey: Izmir
•Russia: Naberezhnye Chelny
Locations in America
•USA: Gainesville
•Mexico: Guadalajara, Saltillo
•Brazil: Sorocaba, Araraquara, São Bernardo
do Campo
•Argentinia: San Francisco
Locations in Africa
•Alegria: Algier
•Sout Africa: Johannesburg
Locations in Asia
•China: Hangzhou, Shanghai, Shiyan, Suzhou
•Pune
Contact
No Contact
Important
Unimportant
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Company structure
Division:
Industrial Technology
Passau / Germany
C
I
Locations in Europe
•Germany: Passau, Auerbach,
Diepholz, Espelkamp, Kassel,
Friedrichshafen, Gotha
•France: Paris
•Great Britain: Luton
•Italy: Padova
•Netherlands: Krimpen
•Austria: Steyr
•Czech Republic: Stankov, Klasterec,
Plzen
•Turkey: Istanbul
Locations in North America
•Mexico: Juarez
•USA: Gainesville, Pleasant, Miramar,
Seattle
Locations in South America
•Brazil: Sorocaba
Locations in Asia, Pacific & Australia
•Australia: Bayswater
•China: Hangzhou, Lizhou, Hong Kong,
Shenyang, Zhuhai
•India: Pune, Madurei
•Indonesia: Batam
•Singapur: Singapur
•Taiwan: Kaohsiung
Location in the Middle East and Africa
•UAE: Sharjah
Characteristics
C
NC
I
UI
Contact
No Contact
Important
Unimportant
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Company structure
Division:
ZF Lenksysteme GmbH
Schwäbisch Gmünd /
Germany
C
I
Locations in Europe
•Germany: Schwäbisch Gmünd, Berlin
Bietigheim, Bremen
•France: Marignier, Vendome
•Hungary: Eger
Locations in North America
•USA: Florence
Locations in South America
•Brazil: Sorocaba, Belo Horizonte
Locations in Asia, Pacific & Australia
•China: Jinan, Nanjing, Shanghai,
Yantai
•India: Pune
•Malaysia: Penang
Characteristics
C
NC
I
UI
Contact
No Contact
Important
Unimportant
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Customer Analysis
Key Figures | Top Objectives ZF Friedrichshafen AG
Key figures
Figure
ZF Friedrichshafen AG Turnover
2009
9,37 bill. €
2010
12,9 bill. €
2011
15,5 bill. €
2012

Market
average
or key
competi
tor
Market
Environm
ZF Friedrichshafen AG Employees
60945
64600
ZF Friedrichshafen AG EBIT
-353 Mio. €
675 Mio. €
72000
2,2 bill. €
3,0 bill. €
ZF Lenksysteme GmbH Employees
10480
10610
ZF Lenksysteme GmbH EBIT
-103,5Mio €
149,7 Mio €
market
Top 3 objectives / key projects on company level
1. Strategically reorientation “go4ZF!”
2. Expansion in technology leadership
3. Become more independent from the automotive industry
KEY ACCOUNT PLAN | October 2011
Included 50%
ZF Lenksysteme GmbH
Included 50%
ZF Lenksysteme GmbH
Environm
ZF Lenksysteme GmbH Turnover
Your assessment /
remarks
FOR INTERNAL USE ONLY
Included 50%
ZF Lenksysteme GmbH
Customer Analysis
Key Figures | Top Objectives ZF Friedrichshafen AG
Key figures
Figure
2009
2010
2011

Market
averag
e or
key
compet
itor
2012
Your assessment /
remarks
Turnover ZF subsidiaries:
ZF Auerbach / Germany
100V / 300S / OP03 /DPConnectors
1.010,00
7.327,00
17.895,79
1.127,16
1.252,00
0,00
0,00
0,00
0,00
0,00
606,87
0,00
ZF Damme / Germany
0,00
0,00
0,00
72,00
300S
ZF Diepholz / Germany
0,00
0,00
0,00
1.878,60
300S
ZF Friedrichshafen / Germany
0,00
1.060,00
0,00
0,00
300S
ZF Passau / Germany
0,00
442,00
0,00
0,00
DP-Connectors
2.257,00
5.070,00
4.348,71
3.105,40
278,00
547,00
2.919,48
547,60
ZF Tranava / Slovakia
0,00
0,00
1.000,00
0,00
300S / DP-Connectors
ZF Osvobozena / Czech Republik
0,00
0,00
150,00
0,00
100V/300V
ZF Bonn / Germany
ZF Lenksysteme GmbH
Bremen / Germany
ZF Schweinfurt / Germany
ZF Lenksysteme GmbH
Schwäbisch Gmünd / Germany
Complete VIPA turnover
ZF Friedrichshafen AG
KEY ACCOUNT PLAN | October 2011
300S
100V / 200V / 300S
4.797 €
14.446 €
26.920 €
6.730 €
100V / 200V / Hub
200V / OP03
All subsidiaries in europe
Without machine builder
FOR INTERNAL USE ONLY
Customer Analysis
Market | Competition | Purchasing Strategy
Market environment
The automotive supplier industry will reach new all times high in 2011. In average the turnover will increase up to
12% and the EBIT will increase up to 6.5%. The German automotive industry overtook the American competition in
the last decade. “Automotive Industrie Jan.2012”
High demand from automatic transmissions and steering especially from USA and the emerging markets. “chairmann
Härter Dec.2011”
Competition environment
Name
Market share
(%)
Strategy
Strengths
Bosch
TOP1
Automotive supplier worldw.
Well-known
Continental
TOP2
Automtive supplier worldw.
Well-known
Getrag
2,5 bill.
Turnover (2010)
Joint-venture Ford
Graziano / Italy
Customer: Aston Martin, Ferrari
VW (Wolfsburg) / Nissan
Own production
RENK (MAN subsidiary)
Transmission for wind power plant,
ship…
Weaknesses
Procurement strategy
 No centralized purchasing, but also not every plant has its own purchasing department. (only bigger plants)
 ZF wants to change over from single sourcing to strategic partnerships, from parts suppliers to system suppliers,
from local suppliers to global suppliers.
 Reduction and rating of the suppliers (strategical, recognized, outbound…)
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Relations / Auerbach/Opf.
Relations: Most important enduser or machine builder
Enduser / Machine builder
Technical Specification
Responsible for Permission
Machine Builder:
Kubat / Eckental
(VIPA) / Siemens
ZF
Hammermeister
/Atzmannsricht
(VIPA) / Siemens
ZF
Grohmann / (Prüm?)
(VIPA) / Siemens
ZF
(VIPA) / Siemens
ZF
Programmer:
Abraham Ing. Büro/ Hanbach
KEY ACCOUNT PLAN | October 2011
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Relations / Passau
Relations: Most important enduser or machine builder
Enduser / Machine builder
Technical Specification
Responsible for Permission
Machine Builder:
Meusel / Passau
Siemens
ZF
Preggler / Deggendorf
Siemens
ZF
ETAN / Obernzell
Siemens
ZF
Intec / Tiefenbach
Siemens
ZF
ZIPPEL / Neutraubling
Siemens
ZF
Programmer: Paulik / Metten
Siemens
ZF
Siemens
Curocon
Technology Partner:
Curocon / Bensheim
KEY ACCOUNT PLAN | October 2011
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Relations / Gotha
Relations: Most important enduser or machine builder
Enduser / Machine builder
Technical Specification
Responsible for Permission
Machine Builder:
M&R / Graz / Österreich
Siemens
ZF
Trumpf / Ditzingen
Siemens
ZF
MAG Powertrain / Eislingen
Siemens
ZF
EWAB Engineering /
Siemens
ZF
Siemens
ZF
Hann. Münden
EFD Induction / Freiburg
KEY ACCOUNT PLAN | October 2011
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Relations / Schweinfurt
Relations: Most important enduser or machine builder
Enduser / Machine builder
Technical Specification
Responsible for Permission
Machine Builder:
Scheba / Schweinfurt
(VIPA 100V) Siemens
ZF
Trips / Grafenheinfeld
Siemens
ZF
Preh / Bad Neustadt
Siemens
ZF
SK Hydro / Oberthulba
Siemens
ZF
Siemens / Würzburg
Siemens
ZF
(VIPA 300 IOs) Siemens
ZF
(VIPA 300S) Siemens
ZF
Hofmann / Pfungstadt
Ditec / Heidelberg
Ohrmann / Möhnesee
KEY ACCOUNT PLAN | October 2011
100V + TD03
Ohrmann / ZF
FOR INTERNAL USE ONLY
Relations / Schweinfurt
Relations: Most important enduser or machine builder
Enduser / Machine builder
Technical Specification
Responsible for Permission
Machine Builder:
Noppinger / Röthlein
KEY ACCOUNT PLAN | October 2011
Siemens
ZF
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Relations / Saarbrücken, Espelkamp, Diepholz
Relations: Most important enduser or machine builder
Enduser / Machine builder
Technical Specification
Responsible for Permission
Saarbrücken:
Technology Partner:
Curocon / Bensheim
Siemens
Curocon
ERS / Osterburken
Siemens
ZF
ZIPPEL / Neutraubling
Siemens
ZF
Siemens
ZF
Machine Builder:
Diepholz und Espelkamp:
Machine Builder:
IWM / Porta Westfalica
KEY ACCOUNT PLAN | October 2011
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Relations / Friedrichshafen building automation
Relations: Most important enduser or machine builder
Enduser / Machine builder
Technical Specification
Responsible for Permission
Machine Builder:
Hydro / Ravensburg
Siemens, Wago
ZF
Hörburger / Waltenhofen
Siemens, Wago
ZF
Imtech / Friedrichshafen
Siemens, Wago
ZF
Siemens, Wago
ZF
Siemens
ZF
In Future:
YIT / Friedrichshafen
Not building automation:
ZIPPEL / Neutraubling
KEY ACCOUNT PLAN | October 2011
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Relations / ZF Lenksysteme Schwäbisch Gmünd
Relations: Most important enduser or machine builder
Enduser / Machine builder
Technical Specification
Responsible for Permission
Machine Builder:
Kiener / Lauchheim
Siemens
ZF Lenksysteme GmbH
Rohwedder
Siemens
ZF Lenksysteme GmbH
Bosch
ZF Lenksysteme GmbH
Siemens, Bosch
ZF Lenksysteme GmbH
Siemens
ZF Lenksysteme GmbH
Heldele / Stuttgart, Salach
Siemens, Bosch
ZF Lenksysteme GmbH
Beier & Seitz / Oberkochen
Siemens, Bosch
ZF Lenksysteme GmbH
Bosch
Schnaithmann / Remshalden
Aureco / Königsbronn
Switchboard construction:
KEY ACCOUNT PLAN | October 2011
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2
Own Position
KEY ACCOUNT PLAN | October 2011
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Own Position/ Auerbach/Obpf.
Customer Perception | History
Perception of the customer




ZF Auerbach is convinced from VIPA. They think VIPA is placed well. Broad product range. Top support.
They also find that our PLCs are better , smaller and faster.
They like the Performance and the integrated Ethernet-Interface on our Speed7 PLCs.
Only one negative point is highlighted: our quality problems. -> VIPA has to deal better with theese problems.
Key projects – historical view
Project
They use VIPA almost
Time
Value
Won
Lost
X
Reasons (customers view
ONLY!)
Competitor
Performance and the
Siemens
exclusively for their own
integrated Ethernet-Interface
projects. e.g. refurbishments,
on our Speed7 PLCs.
modernizations:
For smaller projects:
X
They use VIPA 100V with OP03
because its programmable with
Step7 and the design is
compact/small
KEY ACCOUNT PLAN | October 2011
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Siemens
Own Position / Auerbach /Obpf.
Competition
Key competitors
Competitor
Position with the
customer
Strategy
Strengths
Siemens
Only second source for
Modernizations. They only
use Siemens PLCs, if VIPA
doesn‘t have parts in it‘s
product range. They uses
Siemens for visualization:
e.g. KTP400-1000 /
TP900Comfort
(consideration) and for
decentralized application:
ET200S with profibus.
Profinet will come in the
future
Hold the status do
be the only PLC
provider in the
general shipping
construction of ZF.
- brand image
- Complete concepts
for the automotive
supplier industry.
E.g. Transline2000
- International
presence
Wago
They also use WAGO for
dezentralized
applications.
KEY ACCOUNT PLAN | October 2011
Resources
FOR INTERNAL USE ONLY
Weaknesses
Own Position/ Passau
Customer Perception | History
Perception of the customer
 VIPA is not a standard supplier for their area.
 Furthermore they don’t want to add new supplier in their own machine builder area.
Key projects – historical view
Project
Time
Value
Volkswagen
08/10
1.000€
Won
Lost
X
Reasons (customers view
ONLY!)
Competitor
Approval from our
Siemens
DP-connectors
KEY ACCOUNT PLAN | October 2011
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Own Position / Passau
Competition
Key competitors
Competitor
Position with the
customer
Strategy
Strengths
Siemens
(own machine
builder
department)
They use Siemens as a
standard supplier for
PLCs. They use S7-300
(315-2DP, 317F…) and S7400 (412,414 because of
memory and performance)
-> but Focus on 300er.
Profibus 90%/10%
Profinet. For
decentralized application:
ET200S and ET200pro.
Profinet will come more
and more in the future.
Visualization no panels,
only PCs with Wincc. DPconnectors from Siemens
Hold the status do
be the only PLC
provider in the
general shipping
construction of ZF.
Push the F-PLCs and
Profinet
- brand image
- Complete concepts
for the automotive
supplier industry.
- International
presence
- F-PLCs
Phoenix, Helmholz
(own machine
builder
department)
They also use Phoenix and
Helmholz DP-Connectors.
KEY ACCOUNT PLAN | October 2011
Resources
FOR INTERNAL USE ONLY
Weaknesses
Own Position/ Gotha
Customer Perception | History
Perception of the customer
 ZF Gotha tested Speed7 in 2005 without success. However they don’t know the problem, which was in the past. It
could be the support of special blocks in the program, but they aren’t sure.
 They are open towards a new VIPA test by a suitable project. (stand-alone project / machine)
Key projects – historical view
Project
Time
VIPA Test 315 / 317
05
KEY ACCOUNT PLAN | October 2011
Value
Won
Lost
Reasons (customers view
ONLY!)
Competitor
X
Speed7 compatible Problems
Siemens
FOR INTERNAL USE ONLY
Own Position / Gotha
Competition
Key competitors
Competitor
Siemens
KEY ACCOUNT PLAN | October 2011
Resources
Position with the
customer
They use Siemens as a
standard supplier for
PLCs. They use S7-300
(315-, 319-). (also FPLCs). For decentralized
application: ET200B.
Strategy
Strengths
Hold the status do
be the only PLC
provider in the
general shipping
construction of ZF.
- brand image
- Complete concepts
for the automotive
supplier industry.
- International
presence
- F-PLCs
FOR INTERNAL USE ONLY
Weaknesses
Own Position/ Schweinfurt
Customer Perception | History
Perception of the customer
 ZF Schweinfurt has positive experience with VIPA in the small PLC range (like 100V/200V)
 VIPA is a flexible company, which produces PLCs in comparison to Siemens.
 They are open to get one step further to extend the business.
-> Therefore they are open to fix a contract which is the base for the extension by ZF Friedrichshafen AG.
 The own machine builder department don’t want to promote VIPA.
-> It should go out from the maintenance department.
Key projects – historical view
Project
Time
Value
They use VIPA exclusively for
Won
Lost
X
small projects. (100V/ sometimes
200V)
Supplier: Hoffmann / Line 5
Reasons (customers view
ONLY!)
Competitor
They use VIPA 100V because its
Siemens
programmable with Step7 and the
design is compact/small.
2012
1.500 €
X
They use VIPA 300 IOs because of
Siemens
the project approval from ZF.
Supplier: Ditec / projects in the
Future / electroplating
2012
X
Approval from ZF! Ditec uses
Siemens
VIPA Speed7 + IOs since a few
years ago for other customers.
Positive experience.
Supplier: Servus / high rack
warehouse
2011
DP-Connectors and DP-Hub
2012
X
They bought a complete machine
Siemens
concept after visiting the VIPA
machine. SPEED7 + Touch Panels
1.200 €
X
They want to test it in a machine
Siemens, Helmholz
which makes current problems.
Supplier: Ohrmann Montagetechnik
/ appliance
KEY ACCOUNT PLAN | October 2011
since
2007
X
Appliance with big square
problem. They use VIPA 100V and
TD03 because the design is
compact/small and the approval
from ZF.
FOR INTERNAL USE ONLY
Siemens
Own Position / Schweinfurt
Competition
Key competitors
Competitor
Position with the
customer
Strategy
Strengths
Siemens
They use Siemens as a
standard supplier for
middle-size to high
performance applications.
They use S7-300 (from
315-2PN-). (scattered S7400). For decentralized
application: ET200S
Profibus. Profinet will
come more and more in
the future. They use the
Profinet Interface for the
connection to the
housenet.
Hold the status do
be the only PLC
provider in the
general shipping
construction of ZF.
Push the F-PLCs and
Profinet
- brand image
- Complete concepts
for the automotive
supplier industry.
- International
presence
- F-PLCs
Siemens
(own machine
builder
department)
They use Siemens as a
standard supplier for
middle-size to high
performance applications.
They use 315-2PN + 3172PN and dezentral only
Profinet-IO.
Hold the status do
be the only PLC
provider in the
general shipping
construction of ZF.
Push the F-PLCs and
Profinet
- brand image
- Complete concepts
for the automotive
supplier industry.
- International
presence
- F-PLCs
Wago
(own machine
builder
department)
They only use Wago for
dezentralized
applications. More
Speedway (IP67) than 750(IP20)
KEY ACCOUNT PLAN | October 2011
Resources
FOR INTERNAL USE ONLY
Weaknesses
Own Position/ Saarbrücken / Curocon
Customer Perception | History
Perception of the customer
 They are partner from Siemens and its really difficult to use VIPA in the future
 Maybe VIPA could try to convince the technology partner for transmission testing systems. -> Curocon could
decide which Technology will be used in the future at ZF projects.
 ZF Saarbrücken only gives us a chance if we have high technology products, which are better than Siemens.
Key projects – historical view
Project
KEY ACCOUNT PLAN | October 2011
Time
Value
Won
Lost
Reasons (customers view
ONLY!)
FOR INTERNAL USE ONLY
Competitor
Own Position / Saarbrücken / Curocon
Competition
Key competitors
Competitor
Resources
Position with the customer
Strategy
Strengths
Siemens
KAM (which
changed in
2011)
They use Siemens as a
standard supplier for all
applications. Assembly
technique: S7-300/S7-400
Manufacturing technique:
NC-PLCs with Transline
Programming.
Hold the status do be
the only PLC provider
in the general
shipping construction
of ZF.
Push the F-PLCs and
Profinet
- brand image
- Complete
concepts for the
automotive
supplier industry.
- International
presence
- F-PLCs
Curocon:
KAM (which
changed in
2011)
They use Siemens as a
standard supplier for the
transmission testing
systems. 416F and 2 x
CP443. decentral: ET200S
Profibus/Profinet with
safety IOs, SSI module with
special firmware (4kH).
Approcimately 10 full
ET200S Slaves and sporadic
ET200M with Safety. Money
plays no role. Technology is
important.
Hold the customer
with high technology
product solutions and
special Firmware for
special requirements.
- Flexible to
generate special
firmware for high
technology
applications
Siemens
Beckhoff
KEY ACCOUNT PLAN | October 2011
They think about to use
Beckhoff in the Hybrid
transmission system.
FOR INTERNAL USE ONLY
Weaknesses
Own Position/ Espelkamp / Diepholz
Customer Perception | History
Perception of the customer




Espelkamp: Experience with VIPA is positive.
-> machine builder IWM uses VIPA because of the performance of the SPEED7 PLCs.
Diepholz: Experience with VIPA is negative.
-> They don’t want to give VIPA an approval for PLCs again-> we are blocked right now, because of different
problems in the initiation phase. VIPA PLCs are not compatible to Siemens (Transline Programming -> Diagnostic)
-> no chance right now! (Additionally: defect PLCs -> They are really angry!)
Key projects – historical view
Project
Time
Value
Espelkamp:
2009
/
2010
2000,-
Diepholz:
2009/
3.000,-
3 Projekcts with 315SB
2010
2 Projects with 315SB with
Siemens Ios and decentral
Won
Lost
Reasons (customers view
ONLY!)
Competitor
X
Performance of 315SB
Siemens
X
Price and Performance of
Siemens
Beckhoff over machine builder
IWM
KEY ACCOUNT PLAN | October 2011
315SB
FOR INTERNAL USE ONLY
Own Position / Diepholz /IWM
Competition
Key competitors
Competitor
Position with the customer
Strategy
Diepholz
Siemens
They use Siemens now again
as a standard supplier for
all applications. Assembly
technique: S7-300 (no
compact plcs), Transline
2000. decentralized:
ET200S
HMI Lite (Transline)
Hold the status do be
the only PLC provider
in the general
shipping construction
of ZF.
Push the F-PLCs and
Profinet
- brand image
- Complete
concepts for the
automotive
supplier industry.
- International
presence
- F-PLCs
Diepholz
Beckhoff
They also use Beckhoff for
dezentralized applications.
IWM
Siemens:
They use Siemens as a
standard supplier for all
applications. S7-300 (315319). Sporadic S7-400 and
F-PLCs. Dezentral: ET200S.
Hold the status do be
the only PLC provider
in the general
shipping construction
of ZF.
Push the F-PLCs and
Profinet.
- brand image
- Complete
concepts for the
automotive
supplier industry.
- International
presence
- F-PLCs
KEY ACCOUNT PLAN | October 2011
Resources
Strengths
FOR INTERNAL USE ONLY
Weaknesses
- Support
Own Position/ Friedrichshafen building automation
Customer Perception | History
Perception of the customer
 Experience with VIPA is negative.
 -> we are blocked right now, because of different problems MPI Problems, battery problems, PLC “christmas tree”
Ethernet connection problems and so on. They are angry! -> they don’t trust us.
 Furthermore VIPA has to prove again, that we have no problems right now. -> than we have a chance in the future
but only if our plcs work without failure.
Key projects – historical view
Project
Time
Value
Different Projects with VIPA
2006
/
2007
/
2008
5000,-
Speed7 PLCs (312C, 313, 315,
315NET) in the building
automation
KEY ACCOUNT PLAN | October 2011
16.000,-
Won
Lost
X
Reasons (customers view
ONLY!)
Competitor
Ethernet Interface on board,
Siemens
price, performance
14.000,-
FOR INTERNAL USE ONLY
Own Position / Friedrichshafen building automation Competition
Key competitors
Competitor
Position with the customer
Strategy
Building automation
Siemens
They use Siemens now again
as a standard supplier for
all applications in the
building automation. S7300, First project with
Profinet realized.
Hold the status do be
the only PLC provider
in the general
shipping construction
of ZF.
Push Profinet
Building automation
Wago
They use Wago with
inteligent for dezentralized
applications.
KEY ACCOUNT PLAN | October 2011
Resources
Strengths
- brand image.
- International
presence
- Profinet PLCs
FOR INTERNAL USE ONLY
Weaknesses
Own Position/ ZF Lenksysteme Schwäbisch Gmünd
Customer Perception | History
Perception of the customer
 Machine builder department: They don’t have any experience with our plcs right now. -> the product range of Vipa
has positive surprised. -> Are open to test VIPA in their machines.
Key projects – historical view
Project
Time
Different small Projects with
2007 2011
VIPA 200V in the maintenance
department.
KEY ACCOUNT PLAN | October 2011
Value
Won
Lost
X
Reasons (customers view
ONLY!)
Competitor
Small compact modular
Siemens
system, which is
programmable with Step7
FOR INTERNAL USE ONLY
Own Position / ZF Lenksysteme Schwäbisch Gmünd
Key competitors
Competitor
Position with the customer
Strategy
Siemens
(own machine
builder
department)
They use Siemens as a
standard supplier for all
applications S7-300!
Divided in: test machines:
313C-2DP with Lean CP and
for the series production
machines: 317-2DP/ 3192DP because of memory and
performance + CP343
Advanced + minimum 2 pcs.
32DI, 2 pcs. 32DO.
Furthermore minimus 1 pcs.
Diagnostic repeater. DPconnectors. OP277, Motion
Sinamics.
Hold the status to be
approved with Bosch
Rexroth together in
the general shipping
construction of ZF
Lenksysteme.
Push the F-PLCs and
Profinet
Murr
(own machine
builder
department)
They use Murr (IP67) for
dezentralized applications.
Bosch
(own machine
builder
department)
Motion Bosch Rexroth
(S120)
KEY ACCOUNT PLAN | October 2011
Resources
Strengths
- brand image.
- International
presence
- Profinet PLCs
- F-PLCs
FOR INTERNAL USE ONLY
Weaknesses
3
Business Development
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Business Development
Top 1 – Objective – ZF Friedrichshafen AG / General / Already Reached
Objective
By the beginning of 2012 we will have signed a frame contract to be listed as a supplier for company equipment to
extend business with ZF Friedrichshafen AG. (Basis)
Strategy
Due to business starting points in different plants , we will ask the central purchasing department for a possibility and
interest to extend the business at ZF Friedrichshafen AG plants. If there is a chance, we have to negotiate a contract
and conditions, which could be used from all ZF plants in Germany. Additionally this could be a door opener for other
ZF subsidiaries worldwide.
Milestones




2011-November-15th:
2012-January-17th:
2012-March-01st:
2012-March-26th:
Ask for a possibility and interest to extend business
Negotiate Frame Contract and conditions for ZF Germany
Last Meeting to check different points.
Signing of the frame contract with beginning 01.04.2012
Requirements
-> frame contract from ZF Friedrichshafen AG must be signed
-> better conditions, because of bundling the purchasing
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Business Development
Top 2 – Objective - ZF Friedrichshafen AG / General
Objective
By the End of 2012 we will have realized some projects by ZF Friedrichshafen AG plants direct or indirect (machine
builder) to increase the turnover. (VIPA material could be components or complete PLC solutions)
Strategy
The first Step is to increase the awareness at the ZF plants. Therefore we will visit the different plants and present
our Products in front of all relevant contact people to find out, which plants are “open” for VIPA. In these “open” plants
we try to find business starting points and analyze their machine builder to place our products where it is suitable. If
we find possible starting points we will offer them a lending of the PLCs (components) to get their own experience
with VIPA.
Milestones
 2012-January-17th:
 2012-March-01th:
 2012-March-07th:
approval for Ditec (Heidelberg) -> future projects for electroplating (Speed7 - Schweinfurt)
approval for Hoffmann (Pfungstadt) -> project Line 5 (300 IOs - Schweinfurt)
First order of DP-connectors and Profibus Hub (Schweinfurt)
Requirements
It depends on the plant: High Technology Products, Safety, Profinet.
- Listed as a supplier
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Business Development
Top 3 – Objective – ZF Friedrichshafen AG / General
Objective
By the year of 2013 we are listed in minimum 2 ZF plants in their site specific-suppliers list with different products.
(not general). The aim is to give their machine builders the opportunity to use VIPA as an approval for the ZF plant to
indirectly increase the turnover for VIPA.
Strategy
After the positive experience in different projects with VIPA in selected plants and the signed frame contract, we will
ask for the possibility to be listed in the shipping specification list in this ZF plant. Therefore we will get in contact with
the important decision maker of the plant and convince them from VIPA. If we have the first approval for different
VIPA components, we could use this as an internal reference within the customer organization / plants to help getting
the next one.
Milestones
 2012-February-10th:
 2012-January-17th:
Showing willingness to add us in the specification book from the plant in Auerbach but
also dependent from the plant in Schweinfurt.
Showing willingness to add us in the specification book from the plant in Schweinfurt after
more experience with VIPA
Requirements
It depends on the plant: High Technology Products, Safety, Profinet.
- Listed as a supplier
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Business Development
Top 4 - Objective – ZF Friedrichshafen AG / General
Objective
By the year of 2013 we will have a reference project (projects) from ZF or their machine builder. We could use this
reference for different advertisement within the branch. (e.g. Automotive journals, PLC-Magazine, Homepage, VIPA
News)
Strategy
Due to ZFs or their machine builders good experience with VIPA in a project, we will ask for a possibility of a
reference project. If there is a chance to write an article, we would support them. The complete release we will also
use as internal reference within the customer organization to increase the awareness. (e.g. other plants).
Milestones
 …
Requirements
- Successful realized and interesting projects in ZF plants
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Business Development
Top 5 – Objective - ZF Lenksysteme GmbH - Schwäbisch Gmünd
Objective
By the beginning of 2013 we will extend the business with ZF Lenksysteme GmbH (headquarters: Schwäbisch
Gmünd) to increase the turnover!
Strategy
First of all, we have to increase the awareness of VIPA at ZF Lenksysteme GmbH. Therefore we will present our
Products in front of all relevant contact people (machine builder, maintenance, planning department) to convince
them and to find business starting points. Then we have to localize a specific machine type or project, where they
could test VIPA. If the Test will be successful, we will use that as internal reference within the customer organization
and try to place VIPA in this area to increase the turnover.
Milestones





2011-November-18th: Short Presentation of VIPA and product range in front of the maintenance department (car)
2012-March-02nd:
Presentation of VIPA and product range in front of the machine builder department
th
2012-March-26 :
Call of the lending VIPA 315NET + IOs, Profibus Hub and DP-Connectors (mb department)
th
2012-April-05 :
Offer of the lending components (mb department)
Requirements
- Convince the machine builder department, maintenance of the 3 plants in Schwäbisch Gmünd and the planning
department (which is responsible for the shipping specifications).
- Listed as a supplier
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Business Development for ZF Friedrichshafen AG / Germany
Domestic Account Team
Horacio de Jesus
Sales Engineer
Plants: Bietigheim, Simmern
Technology partner:
Curocon in Bensheim
[email protected]
Mobile: +49(0)173-1660937
Michael Helmer
Sales Engineer
Plants: Diepholz, Lemförde,
Bremen, Damme, Stemwede
Machine builder:
IWM in Porta Westfalica
[email protected]
Mobile: +49(0)162-2153393
Jürgen Simmerer
Sales Engineer
Plant:s Auerbach, Nürnberg
[email protected]
Mobile: +49(0)173-4967078
Marco Roth
Sales Engineer
Plant: Bielefeld
[email protected]
Mobile: +49(0)162-1382462
KEY ACCOUNT PLAN | October 2011
Wolfgang Liebner
Sales Engineer
Plants: Berlin, Brandenburg
[email protected]
Mobile: +49(0)174-2333633
Heinz Hirtreiter
Sales Engineer
Plant: Passau
[email protected]
Mobile: +49(0)162-1385501
Fritz Dotzer
Application Engineer
Technology partner:
Curocon in Bensheim
[email protected]
Mobile: +49(0)172-8369952
Alwin Faber
Technical Sales
Plant: Schweinfurt
[email protected]
Mobile: +49(0)162-8132209
Farschid Nikpour
Sales Engineer
Plants: Saarbrücken,
Neunkirchen
[email protected]
Mobile: +49(0)172-8258985
Michael Scherm
Area Manager
Plants: Gotha, Schweinfurt
[email protected]
Mobile: +49(0)172-8258984
Joachim Brendle
Sales Engineer
Plant: Schwäbisch Gmünd
[email protected]
Mobile: +49(0)173-1660937
Holger Engelhardt
Area Manager
Plant: Friedrichshafen
[email protected]
Mobile: +49(0)172-8347230
Mark Kohl
Key Account Manager
[email protected]
Mobile: 0179/2378191
Helmut Sundelin
Key Account Assistance
[email protected]
Phone: 09132/744-1755
Achim Oepen
Sales Engineer
Plants: Bonn, Bad Neuenahr
[email protected]
Mobile: +49(0)175-2436565
FOR INTERNAL USE ONLY
IKAM Team for Customer
NKAM
ZF Friedrichshafen AG
Country
Name
Different Countries
Different contact people
LKAM
Country
Name
GER
M. Kohl
Tasks
•Discover projects
•Research
•Project tracking
•Build relationship
•Analyse Cross-Selling potential
•Frame agreement and approval
•Increase awareness
KEY ACCOUNT PLAN | October 2011
Tasks
• To get in contact with
the plants and present
VIPA products to increase
awareness with support
of the IKAM team.
Optional: Use the signing
of the frame agreement
with ZF as a door opener
to find business starting
points.
FOR INTERNAL USE ONLY
Action Plan ZF Friedrichshafen AG / Auerbach
Key actions
No.
Action item (What?)
Responsible (Who?)
Until when?
Status?
Remarks
1
Visit Maintenance in Auerbach to
introduce myself and give a
presentation of VIPA.
Mr. Luber / Mr.
Bayer
November 2011
Closed
Problems with VIPA
Bus connectors,
Interested in VIPA
Touch Panels ->
workshop
2
Send 80 pcs. Bus connectors
Mr. Bayer
November 2011
Closed
For changing
3
Workshop with Dennis Kirsten to
present VIPA Touch Panels with
Movicon
Mr. Bayer / Mr.
Aures
January 2012
Closed
Send Movcion Demo
CD
4
FU VIPA Touch Panels with Movicon
Mr. Bayer
February 2012
April 2012
June 2012
Closed
Closed
Open
Still no time to test
-> postponed
5
Ask about technical shipping
specifications with VIPA for
Auerbach
Mr. Bayer / Mr.
Luber
February 2012
April 2012
June 2012
Closed
Closed
Open
6
7
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Action Plan ZF Friedrichshafen AG / Passau, Gotha
Key actions
No.
Action item (What?)
Responsible (Who?)
Until when?
Status?
Remarks
1
Visit ZF Passau-> machine builder
department to introduce myself and
give a short presentation of VIPA.
Mr. Dankesreiter
November 2011
Closed
Contact maintenance
department and schedule a
new meeting with the
complete machine builder
department for the next year.
2
Contact maintenance department
(Passau)
Mr. Schmalzl
December 2011
Closed
Is blocking! No interest!
3
Schedule a new meeting with the
complete machine builder
department to present VIPA
Mr. Dankesreiter,
Mr. Haltermann
February 2012
September 2012
Closed
Open
Is blocking now, because of
time problems and his boss,
maybe try in autumn. ->
postponed
4
Visit ZF Gotha-> maintenance
department to introduce myself and
give a presentation of VIPA.
Mr. Kerber, Mr.
Breithaupt
November 2011
Closed
They are open towards a new
VIPA test next year -> send
some technical information
5
FU Test VIPA Speed7 PLC
Mr. Breithaupt
February 2012
April 2012
June 2012
Closed
Closed
Open
No time!
No suitable project!
6
7
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Action Plan ZF Friedrichshafen AG / Schweinfurt
Key actions
No.
Action item (What?)
Responsible (Who?)
Until when?
Status?
Remarks
1
Visit ZF Schweinfurt-> maintenance
and central purchasing department
to introduce myself and discuss the
possibility to extend the business
with ZF
Mr. Kritzner, Mr.
Denninger, Ms.
Möslein
November 2011
Closed
Contact Mr. Kritzner and
schedule a new meeting with
the machine builder
department and the
maintenance for the next year.
-> also schedule a new meeting
with Ms. Möslein to discuss
conditions and contract.
2
Meeting with the machine builder
department and the maintenance to
present VIPA and the product range.
Mr. Kritzner, Mr.
Philippi, Mr.
Denninger, Mr.
Schramm, Mr. Sarre
January 2012
Closed
Big topic Profinet… (Safety)
Approval VIPA for Ditec
3
Meeting with the purchasing
department to discuss conditions
and contract. (Negotiate)
Ms. Möslein
January 2012
February 2012
March 2012
Closed
Closed
Closed
-> check different points!
-> check different points!
Contract signed and starting
01.04.2012
4
Meeting FU possible starting points
and projects + present VIPA in front
of the technical office
Mr. Kritzner
Mr. Sendelbach
(technical office)
March 2012
Closed
Closed
Approval VIPA for Hoffmann!
Next meeting together with his
boss Mr. Stengel
5
Get in contact for Interest Business
Solution
Mr. Treutlein
March 2012
Closed
Schedule a meeting to present
VIPA Business Solution
6
FU further approach to extend
business
Mr. Kritzner
May 2012
Open
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Action Plan ZF Friedrichshafen AG / Schweinfurt
Key actions
No.
Action item (What?)
Responsible (Who?)
Until when?
Status?
Remarks
7
General Meeting Present VIPA
Business Solution
Mr. Treutlein, , Mr.
Sendelbach, Mr.
Johanni, Mr.
Vormwald, Mr.
Knoblach
May 2012
Closed
Schedule a meeting to present
VIPA Business Solution in front
of other contact people: Mr.
Stengel, Mr. Philippi, Mr.
Reitz, Mr. Geiser
8
Meeting Present VIPA Business
Solution with more details
Mr. Treutlein, Mr.
Sendelbach
June 2012
Open
They want to organize that!
- Retrofit Exhaust system
- Extend current machines
- Integrate in machine
builder department.
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Action Plan ZF Friedrichshafen AG / Saarbrücken, Neunkirchen, Curocon
Key actions
No.
Action item (What?)
Responsible (Who?)
Until when?
Status?
Remarks
1
Visit Maintenance in Saarbrücken to
introduce myself and ask about
finding business starting points.
Mr. Bennecke
November 2011
Closed
Schedule a meeting to present
VIPA at the technology partner
Curocon . Herr Wissbach
2
Get in contact with curocon!
Mr. Wissbach
January 2012
Closed
Meeting is planned for
February 2012
3
Meeting with Curocon to analyse the
requirements for ZF transmission
testing systems
Mr. Wissbach
February 2012
Closed
Together with Fritz Dotzer ->
high performance application > SLIO for Hybrid Project?
4
FU Hybrid Project
Mr. Wissbach
June 2012
Open
SLIO with time stamp could be
interesting.
5
FU ZF Saarbrücken other
opportunitys to find business
starting points.
Mr. Bennecke
May 2012
Open
Information about the meeting
with curocon.
6
Visit Maintenance in Neunkirchen to
introduce myself and ask about
finding business starting points.
Mr. Lauer
May 2012
Closed
Interest at vipa business
solution for the energy
management area.
7
FU Business Solution presentation
Mr. Lauer, Mr.
Adam (Saarbrücken)
August 2012
Open
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Action Plan ZF Friedrichshafen AG / Espelkamp, Diepholz, IWM
Key actions
No.
Action item (What?)
Responsible (Who?)
Until when?
Status?
Remarks
1
Visit Maintenance in Espelkamp to
introduce myself and give a
presentation of VIPA.
Mr. Siekkötter
December 2011
Closed
Not so much potential!
Important machine builder
IWM
2
Visit Maintenance in Diepholz to
introduce myself and check the
current situation
Mr. Hoffmann
December 2011
Closed
VIPA is blocked! Many
problems! Important machine
builder IWM
3
Visit IWM to introduce myself and
give a presentation of VIPA. -> find
business starting points
Mr. Wingarn
February 2012
Closed
Info problems at ZF Diepholz!
Interest in lending 300IOs for
projects.
4
FU IWM -> Information about
Problems at ZF Diepholz and call of
lending 300IOs
Mr. Wingarn,
(Mr. Baurichter)
May 2012
Open
FU Michael Helmer
5
FU Problems with VIPA (Diepholz)
Mr. Hoffmann
May 2012 / June
2012
Open
After we get Infos from IWM
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Action Plan ZF Friedrichshafen AG / Friedrichshafen building automation
Key actions
No.
Action item (What?)
Responsible (Who?)
Until when?
Status
?
Remarks
Angry about VIPA, a lot of problems
-> Change all old PLCs to get a
further chance.
1
Visit building automation
department to introduce myself and
check the current situation
Mr. Marschall, Mr.
Kückelhaus, Mr.
Hertkorn,
Mr.Ellinger
February 2012
Closed
2
Change of 5 pcs. 315SB and 2 pcs.
315NET to get a further chance.
Mr. Hertkorn
February 2012
Closed
3
FU Changing PLCs
Mr. Hertkorn
February 2012
March 2012
April 2012
May 2012
Closed
Closed
Closed
Open
4
NEW Meeting FU changing PLCs and
possibility for new projects.
Mr. Hertkorn, (Mr.
Marschall)
June 2012 /
July 2012
Open
KEY ACCOUNT PLAN | October 2011
1 new PLC in use without problems
2 new PLC in use without problems
No time! stressed
FOR INTERNAL USE ONLY
Action Plan ZF Lenksysteme GmbH
Key actions
No.
Action item (What?)
Responsible (Who?)
Until when?
Status?
Remarks
1
Visit ZF Lenksysteme GmbH ->
Schwäbisch Gmünd / Maintenance
to introduce myself and give a short
presentation of VIPA.
Mr. Schwind / Mr.
Nessel
November 2011
Closed
Get in contact with
Holger Herzer and
schedule new meeting
next year.
2
To get in contact with Mr. Herzer
Mr. Herzer
November 2011
Closed
We have to convince the
machine builder
department and complete
maintenance
3
To get in contact with the machine
builder department
Mr. Grupp and Mr.
Bompe
December 2011
Closed
Possible meeting in
February!
4
Meeting to present VIPA in the
maintenance department of the
plant in Bietigheim-Bissingen
Mr. Spörle / Mr.
Hönig, Mr. Ülger
February 2012
Closed
Try to get Inside in
Schwäbisch Gmünd!
5
Meeting to present VIPA in the
machine builder department
Mr. Grupp / Mr.
Bompe / Mr.
Wallner
March 2012
Closed
Get in contact in 2 weeks
for lending a PLC to test
it.
6
FU Call of the lending PLC and write
an offer.
Mr. Grupp / Mr.
Bompe
April 2012
Closed
Test will be finished not
before June 2012
7
FU Test lending PLC and further
approach
Mr. Bompe
June 2012
Open
Mr. Bompe is in May in
vacation.
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Action Plan ZF Lenksysteme GmbH
Key actions
No.
Action item (What?)
Responsible (Who?)
Until when?
Status?
Remarks
8
Fixed a big meeting with the
complete maintenance of the 3
plants and the planning department
to convince them
Mr. Schwind
April 2012
Closed
App. 10-20 people
9
Visit ZF Lenksysteme GmbH ->
Schwäbisch Gmünd / complete
Maintenance of the 3 plants and
planning department to present
VIPA.
Mr. Schwind
May 2012
Open
App. 10-20 people / also
visiting Mr. Herzer
10
Contact with plant in Bremen
Mr. Ahrens
February 2012/
April 2012
2013
Closed
Closed
Open
Not interested! Is
blocking, maybe in 2013
11
Offer of IM306 for plant in Berlin
Mr. Hinzmann
March 2012
Closed
FU Offer and visit! ->
contact Mr. Löbert
12
Meeting to present VIPA / Berlin
Mr. Hinzmann
Mr. Löbert
June 2012
Open
Mr. Löbert Main contact!
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
Additonal Information
Additional Information
• ZF Lenksysteme GmbH -> Schwäbisch Gmünd -> app. 40 machines p.a.
• ZF Friedrichshafen AG -> Schweinfurt -> app. 50-100 machines p.a.
• ZF Friedrichshafen AG -> Passau -> app. 50 machines p.a.
• More potential via machine builder
KEY ACCOUNT PLAN | October 2011
FOR INTERNAL USE ONLY
History of Change
History of change
Date
2011-05-13
Change item
First version of the Key Account Plan ZF Friedrichshafen AG
KEY ACCOUNT PLAN | October 2011
Author
Mark Kohl
FOR INTERNAL USE ONLY
Thank you for your attention
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