Transcript Slide 1

Pioneer to Global Leader
• Becoming a market leader ... And staying
there
• Building Partnerships, at home and in
markets
• Building a global business
About the Gallagher Group
• Started in 1938 .. 2008 Birthday year !!
• Products in over 150 countries through
subsidiaries and distributors
• Employs 650 staff in NZ
• Employs 400 staff through network of
subsidiaries companies outside NZ
Business
Delivering technology solutions into
the global animal management and
security management markets.
Core Objective
To position the Gallagher
company brands as global
product leaders.
Skill Sets
World class marketing material
Purpose - Our culture
– Driven by our guiding principles
– All our decisions are made in terms of Gallagher
groups desires
– There is a sense of community & family driven by two
generations of hands-on family management
– Our culture is open and transparent, setting high
standards and uncompromising detail to quality
– Flat management / decision structure
What drives us ?
• As a company and as individuals we will also be
judged by our commitment to our key driving
principles
– Continuous innovation
– Outstanding quality
– Uncompromising business integrity
• Expansion of our distribution footprint
People
• Our most important asset .....
– People are recruited for their skills
– They are valued for their contribution
– People are given clear expectations
– People understand the company and know the challenges
– Communication is open and valued
– To always professionally represent the Company and be proud of it
– People are respected
– Expected to live up to our guiding principles & values
Companies & Divisions
Other Businesses
Customers : Gallagher Cardax
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NZ Telecom
Malaysian Telecom
Reliance Telecom
London Underground
Motorola Brazil
ABSA Bank SA
Jakarta Stock Exchange
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Shell Australia
Indian Oil
Sydney University
UNSW
ANU
Waikato University
Lucas Height Nuclear
Reactor
Gallagher Security Power Fence
• Superior perimeter security
• Cost effective, robust,
low/no false alarm rate
• Detects and deters
• Strength in Utilities (UK),
Corrections (USA),
Telecommunications (S Africa)
• Established in 1939
• A leading regional manufacturer
of Fuel Pumps
• 90% NZ market share.
• 80% Australia market share.
• 130 people in Marton, NZ
Animal Management Systems
• Electric Fencing Products
• Animal Weighing
• EID Readers
Finding Distributors
– NZTE are fantastic resource and under utilised
• Setting up a JV in Chile that without NZTE guidance
would have cost us a lot more
• Also assisted us in other South American markets
– Attending Shows and Fairs
– “Sniffing” around in markets .. Looking at
competitors and their arrangements
Distribution Agreements
– Foundation building block of our business
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Mutually Exclusive
Defines region or country
Selling / Payment Terms
Warranty
Other suppliers
Shareholding opportunities
Minimum expectations of each other (Purchase Value,
Company Name etc)
– Over time, exit strategy needs to be agreed
• This has resulted in NZ purchasing some international
markets
Market Management
– Critical to visit regularly the understand the
opportunities
– Attending relevant “shows” ensures you know
whats happening
– Important to hold conferences to “Share” learning
and experiences
– Where your product is one of many that the
marketer handles, important to get yours elevated
(up their priority / action list)
Brand Management
– Brand is a powerful concept, but is often a
misunderstood term ... It is not a logo or a name ...
It is how your market defines you
– It is how your prospects and customers describe
you
– Sales people are brand ambassadors. They help
advocate and educate customers on how our
products and services solve problems
Competitive Advantage
• Your product must have a competitive advantage.
Michael Porter says
• “if you don’t have a competitive advantage, don’t
compete”
• “a sustainable competitive advantage is a unique,
self supporting set of complimentary activities
which are difficult to copy”.
Gallagher Competitive Advantage
• Competitive advantage is a set of attributes;
– Brand recognition - quality and innovation
– End user support - on farm reps, product pull through
for dealers
– Complete solution providers - not just product
– Low cost manufacturing and sourcing
– Strong product development and marketing team
supporting brand reinforcement
Weekend Herald (25th October)
• On the global recession .....The recovery
will have to be export based because NZ
cannot continue on its “borrow and spend”
approach to economic growth
Position - Our brand
– A brand that is worldwide and recognised to support key values of
• Trust
• Quality
• Integrity
• Innovation
– Premium products, well built and manufactured for the end user
A Premium Position Means….
Strong
Branding
Never
lowest
price!!!
Wide
Manufacturing
Capability
Complete
Energizer
Range
Complete
System
Complete
Accessory
Range
High
Performance
Accessory
Products
Superior
Product
Features
Premium
Pricing
High level
End User
Info
High
Customer
Service
Superior
Reliability
Superior TM/
Capability
Market
Development
Total
Marketing
System
MultiSkilled
Teams
High level
Dealer
Support
On Site
Support
Leading
Technology
Innovative
Products
Premium
Solution
Premium
Energizer
Range
Allison
Lab
High R&D
Investment
Proprietary
Products