primar sales development sales and... · primar sales development •decrease by 4% from 2010 to...

FREEDOM TO CHOOSEOperated by the Norwegian Hydrographic Service

By Eva Hegland - Int. Account Manager

PRIMAR Sales Development

PRIMAR Coverage – ENC availability

10600

10800

11000

11200

11400

11600

9400

9600

9800

10000

10200

10400

10600

No. of ENCs

Sum of 2011 Sum of 2012 Sum of 2013

PRIMAR Sales Development

•Decrease by 4% from2010 to 2011

•Increase by 4% from2011 to 2012

•Jan-May 2012compared to Jan-May2013: 2% increase

•Decrease by 4% from2010 to 2011

•Increase by 4% from2011 to 2012

•Jan-May 2012compared to Jan-May2013: 2% increase

Sum of 2010 Sum of 2011 Sum of 2012

PRIMAR Licensing Development

250000

300000

350000

400000

450000

Num

ber o

f EN

Cs

Sum of2012

Sum of2013

0

50000

100000

150000

200000

250000

Num

ber o

f EN

Cs

Licensing Options

Sum of2013

Development of ENC users /vessels

6000

7000

8000

9000

10000

0

1000

2000

3000

4000

5000

6000

Sum of 2010 Sum of 2011 Sum of 2012 Sum of 2013

Sales development (number of ENCs)N

umbe

r of E

NCs

Norway Sweden France Denmark Finland Estonia Russia Poland UnitedKingdom

Germany

Num

ber o

f EN

Cs

Nations

Sales development (wholesale in USD)W

hole

sal i

n U

SD

France Norway Denmark Sweden Estonia Poland Russia Finland UnitedKingdom

India

Who

lesa

l in

USD

Nations

FREEDOM TO CHOOSEOperated by the Norwegian Hydrographic Service

By Eva Hegland - Int. Account Manager

PRIMAR Marketing Development

PRIMAR Marketing Plan

The plan focuses on promoting anincreased use of ENC’s by;

1. Encouraging wider ENC use2. Innovation and maintenance of

PRIMAR products & services3. Expanding ENC coverage4. Having competitive and flexible

licensing terms

The plan focuses on promoting anincreased use of ENC’s by;

1. Encouraging wider ENC use2. Innovation and maintenance of

PRIMAR products & services3. Expanding ENC coverage4. Having competitive and flexible

licensing terms

Encouraging wider ENC use

• Nurturing distributors– Distributor visits

• Acquiring knowledge– Attendance at seminars/conferences/exhibitions

• Increasing knowledge– Distributor´s own ’My page’ – the PRIMAR Portal– Sales kit– Press kit– Distributor seminar

• Nurturing distributors– Distributor visits

• Acquiring knowledge– Attendance at seminars/conferences/exhibitions

• Increasing knowledge– Distributor´s own ’My page’ – the PRIMAR Portal– Sales kit– Press kit– Distributor seminar

Innovation and maintenance of PRIMARproducts & services

• Innovation and product development– Continuous service improvement

• High level of service quality– Execute the customer survey

• Compliance with new standards– S-100/101 & S-63 1.1

• Innovation and product development– Continuous service improvement

• High level of service quality– Execute the customer survey

• Compliance with new standards– S-100/101 & S-63 1.1

Expanding ENC coverage

• Encouraging RENC membership– Speak at hydrographic conferences

– Attendance at IHO and other hydrographic conferences

– Stand at IHO exhibitions

• Encouraging RENC membership– Speak at hydrographic conferences

– Attendance at IHO and other hydrographic conferences

– Stand at IHO exhibitions

Having competitive & flexible licensingterms

• RENC-RENC harmonization– Joint licensing model

• Distributor agreement– Reflect today’s terms & conditions, services and prices

– Minimum sales commitment from distributors

• RENC-RENC harmonization– Joint licensing model

• Distributor agreement– Reflect today’s terms & conditions, services and prices

– Minimum sales commitment from distributors

Use of PRIMAR services?

PRIMAR WEB in the future...

• The new website will be updated on a regular basis and continue toevolve in order to reflect the changing needs of our partners andfuture development of the PRIMAR ENC service.

• Sign in services to be developed…

• PRIMAR Portal was released January 2013

• The new website will be updated on a regular basis and continue toevolve in order to reflect the changing needs of our partners andfuture development of the PRIMAR ENC service.

• Sign in services to be developed…

• PRIMAR Portal was released January 2013

Follow PRIMAR on Twitter

@PRIMAR_RENC

Follow PRIMAR on Twitter

@PRIMAR_RENC