Eric WickbergDirector – Display Solutions Sales
2009 1
OVERVIEW
• Custom Solutions Process• Video Conferencing / Telepresence• Examples of OEM Projects• Display / Projector Manufacturer
Relationships
2009 2
Custom designed product and service solutions
Design Process for Custom or Modified Product:
• Project Review• Proposal/Project Timetable• Design & Collaboration• Design Review• Prototype Delivery / Modify Design• First Article Approval Process• Packaging / Staging / Documentation • Training / Marketing • Production• Forecasting / Managed Inventory• Quarterly Business Reviews (monitor success)
Chief Custom Capabilities
Custom Solutions Process• Project Initiation Form (PIF)
– Basics to start a project and define project scope• Overall needs/description of the project• Timing• Budget, costs, projected revenue and margin
– Helps with project prioritization and using Chief resources wisely
– Projects with clearly defined budget/margin/sales expectations typically take precedence over “speculative/strategic projects”
• A project is “active” when resources are allocated to the project with defined milestones and deliverable
2009 4
Custom Solutions Process
2009 5
2Submit ECO
to ECA
Engineering Change
1Create ECO
END
2Review
Submitted ECOs
YES
Incorrect or missing
data?
NO
3 Load Data
into ERP
Go to 4.5
ECO Submitted END
1ECA
Receives ECO
4Determine Required
Reviewers and Send for Review
1Users Receive
E-Mail Notification
Incorrect or Missing
Data?
YES
ECO Sent for Review
3Complete Review
2Process
WorkENDNO
Go to 4.5
2Review ECO
for Completeness
Complete?
YES
NO
ECO Workflow Complete
Go to 4.5
3Review
Each Item
1Monitor
ECOs for Workflow Complete
4Make Item
Effective
END
6Notify
Affected Parties
7Monitor Future
EffectiveDates
5File ECO
Even “easy” projects touch many, many people...
Video Conferencing Market• Market Overview
– Tandberg and Polycom >70% combined market share
– Hewlett-Packard and Cisco have remaining share, targeted at high-end videoconferencing systems
– Global videoconferencing systems and services market estimated at $4.2B in 2012 up from $1.6B in 2007,
• CHIEF is the leader in video-conferencing mounting solutions! – Established formal relationships with Cisco, Tandberg, and
Polycom; and developing HP relationship.
– Fusion mount and accessories provide a superior solution
Source: Business Week
Video Conferencing& Telepresence
CHIEF Product Solutions for Tandberg Video Conferencing Equipment
Standard CHIEF sku’s sold via PRO AV Dealers• Tandberg Set Top Box (integrated camera/codec)• Tandberg Edge (HD camera + codec)• Tandberg Codec’s
• Co-Branded Website ……. Launching soon! www.tandberg.chiefmfg.com
Video Conferencing& Telepresence
New Fusion Wall Mount “Kits”• Single Screen Solution
• Dual Screen Solution
• Triple Screen Solution
• Packaged with Camera Shelf, Extensions, and Shelves
• Sold via Polycom as Accessories
Articulating Arm Solution• Custom PNR with codec holder/camera accessory
-- MSP-POL2
CHIEF OEM Solutions for
Cisco TelePresence
• Custom solutions for freestanding, wall, table mounts
• Executive solutions, multi purpose conference rooms...expanding to entry level solutions.
• First year of production will generate more than $1M in revenue
• Work with the OEM, contract manufacture, and global logistics m
• Highly involved from design through delivery
• Program success and corporate involvement is driving opportunities in other divisions with standard products
Professional/Commercial Retail
- Overview- Direct Sales via SONY Electronics USA- Drop Ship and Stocking Business
- Relationship Management-Direct Interface with SONY Senior Product Management & Marketing Teams (CA & NJ)- Regional Sales Reps (by Territory)- Primary Business coming from Hospitality Projects- Custom Product Development on Request
- Product Assortment- 15 MSP Part #’s active
-Standard Chief “U” product but includes Sony “Universal” interface instead of MSBU/PSBU.
- Custom Wall Mount for SONY 65” TV – Only Mount available for this display due to weight.- Compatibility/Parts/Resources available at www.sony.chiefmfg.com
- Overview- Direct Sales via SONY Retail Consumer- 56 Retail Stores (sony style)- 8 Outlet Stores- 3 Family Center Stores- Online (sonystyle.com)
-Relationship Management-Direct Interface with Consumer Direct Business Manager, Merchandising Team, and Online Marketing Team.- Primary Business coming from Consumer Sales via Sony Retail stores/online.
- Product Assortment- Chief “Professional” Products (MTRU)- iC by Chief Products- Sanus Mounts- Sanus Furniture
Display Manufacturers
2009 11
• NEC
Display Manufacturers
2009 12
Display Manufacturer
OEM/Sell/Recommend Partner
% Share
ChiefShare
Account Manager Notes
SONY Sell/Recommend CHIEF 17% 75%+ EK Retail, on-line, and Professional business won in 2008.
Samsung Recommend Peerless/ CHIEF 23% 25% EKHospitality / D. Signage business won via Pro AV channel. Hospitality – Hotel Solutions. Long standing strategy of not offering mounts unless “by” Samsung.
LG Recommend Peerless/CHIEF 10 % 0% PR Continue to pursue Hospitality & Commercial Rep relationships
Sharp OEM Peerless 11 % 0% EK Peerless commission arrangement – similar to LG
Philips Recommend Peerless 8% 0% PR Peerless configurator...
VIZIO OEM 4% 0% EKPrice Conscious Solutions … are they an ideal candidate? Remains of interest due to significant success in 2008 . PDP continues to gain momentum.
NEC OEMSell/Recommend Chief/Peerless - 50% PR NEC OEM solution 2x2.
KFC/Zales – Menu Board/Video Wall Solutions
Panasonic Sell/Recommend Chief/Peerless - 25% DA Solutions group – Edu., EntertainmentHospitality – refer business.
Sunbrite Sell/Recommend Chief - 100% PR Limited 2009 sales depleting inventory
Display Manufacturers
2009 13
Projector Manufacturer
OEM/Sell/ Recommend Partnership
% Share
Account Manager Notes
Epson OEM Peerless/ Premier 21% EK Short throw opportunity...
NEC OEM Peerless 6% PR $45 Peerless projector
Optoma Sell/OEM Bering / CHIEF/Peerless 8% EK Met at InfoComm. OEM pending. Peerless OEM for
short throw. $39 projector.
Sanyo OEM Sanyo / CHIEF 6.2% EK Current Bid out for OEM Business - FP Bundles Created
BenQ Recommend Peerless/CHIEF 6% EK Met at InfoComm. OEM pending
Recommend Peerless 5% EK Wall
In-Focus OEM/Sell Peerless 4% EK Several Conversations regarding OEM partnership …. Price driven!
Sony (Professional) Sell/Recommend CHIEF 7% EK RPA Recommended/OEM Version Sold
Panasonic Recommend CHIEF/Other? 4% DA Continue to support integration projects
NEC
• Custom NEC 2x2 Tile Matrix for the NEC X461UN Display.
• NEC Part Number: WM-46UN-2x2• Cost effective, fast install, product
specific design• Product is four MSR mounts