LAS VEGAS, June 1, 2005. . . Hundreds of sales partners from both the HVAC/Commercial and Industrial market segments of the ABB Low Voltage Products (LVP) sales team gathered here May 21 ? 25, for respective meetings, as part of the four-day national sales meeting.
The LVP combined sales team, formed at the beginning of 2005, is comprised of ABB personnel from the Low Voltage Drives and Low Voltage Products & System (control) business units.Leveraging the outstanding sales growth of 2004 on into 2005 toward the objective of doubling sales within five years was the focus of the meeting. ABB U.S. drives sales year-over-year grew tremendously last year, according to Joe Maloni, vice president ? sales, for the combined sales group.
"And sales are on pace to meet aggressive growth targets for these two market segments in 2005," he said. Similarly, orders for ABB Control products grew in double digits last year, with aggressive targets set for this year. "Revenue for these control products, and drives, gives us confidence we can achieve our goals this year," Maloni said.The combined sales team is working very hard to both make it easier for end users to do business with ABB, as well as accelerate growth, managers noted.
Commitment to North American Market; Work is Local
The commitment to the challenge of Low Voltage Products growth through channel partners is stage center, Greg Scheu, president of ABB Inc., Automation Technologies, Automation Products, told the manufacturers' representatives, who support both the HVAC reps and Industrial distributors in their sales of ABB products and services to end users. "We continue to increase R & D spending, and ABB is investing money into the North American market, with a commitment to programs and partnerships that focus on helping you grow sales," he noted.
"Nearly 60 percent of LVP product sales reach end users through distributors, and we are committed to an eight-to-12 percent growth in ATAP sales year over year," he said.While the economic outlook on growth from third parties such as the NEMA Industrial Index is bullish, according to Scheu, ABB's opportunities are in "technology conversion that support applications utilizing drives, control and additional automation products," he noted. "That means that the real work of sales goes on at the local level ? within the 15 districts that the combined sales team is organized into. At that level, getting all parties together in support of ATAP solutions and sales is critical. Think the whole pie, not just the products you specialize in," he emphasized.
Scheu then detailed a practical plan for how to segment the market on a local basis, to leverage relationships and grow sales. " Shared information and teamwork, combined with this increased market focus, get you to the numbers, rather than following a short-term pursuit of the numbers for their own sake," he said.HVAC Partners Focus on New Markets, Stocking Programs, Locally ? The double-digit growth of drives in the Commercial market continues "because many of you are pursuing new business opportunities within this segment," Jeff Miller, HVAC sales manager, noted to the more than 100 HVAC reps in attendance on the opening two days of the meeting.
A strong increase in the number of reps participating in Stocking Order Programs also is improving sales, "because they move the product much closer to local customers for purchase and immediate delivery," he noted. The success of such strategies is reflected in the number of parties earning the Million Dollar Top Sales Award this year ? 21, compared to 16 in 2004. "This channel-to-market is powerful, in large part because of your commitment to selling ABB drives exclusively," Miller said.A number of ABB control products are being added to the mix for HVAC end users, including softstarters, combination starters and enclosed disconnects.
Record Number of Awards Barometer of Growth
The number of manufacturers' representatives earning awards for record sales in 2004 to the Industrial market also grew, with the Top Sales Award being earned by SWC Industries.
Various awards are based on measurements such as growth and activity, annual growth beyond 10 percent a year, in addition to growth of DC drive sales awards.ABB Inc., Automation Technologies, Low-Voltage Drives, is the world'slargest manufacturer of variable-speed drives ( www.abb-drives.com ).
And ABB Inc., Automation Technologies, Low-Voltage Products & Systems is a leading manufacturer and supplier of controls products ( www.abb-control.com ) ABB Low-Voltage Products sales now offers both drives and controls products from a single point of sales contact.ABB ( www.abb.com ) is a leader in power and automation technologies that enable utility and industry customers to improve performance while lowering environmental impact.
The ABB Group of companies operates in around 100 countries and employs about 115,000 people.
