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Horsens StatsfængselPartnerDay 2019

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Bosch Rexroth

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Bosch Rexroth – WE MOVE. YOU WIN.

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9 Forretningsområder

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Bosch Rexroth – WE MOVE. YOU WIN.

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Organisation (Sales Units vs. Business Units)

Europe North (UK, NL, BE, FI, NO, SE, DK)Europe MiddleEurope SouthEurope EastNorth AmericaSouth AmericaIndiaSouth East AsiaAfricaASEAN (Singapore, Korea, Vietnam Australian New Zealand,,.,)

Lineær Teknik (LT)Montage Teknik (AT)Automation & Elektrificering (AE)Store Hydrauliske Drev (LHD)Store Projekter (LP)Industri Hydraulik (IH)Kompakt Hydraulik (CH)Mobil Hydraulik (MH)Mobile Komponenter & Tilbehør (MO)

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Many technologies. One right solutionBosch Rexroth – WE MOVE. YOU WIN.

No one can match our portfolio

Linear Motion Technology

Tightening and Joining Technology

IndustrialHydraulics

GearboxTechnology

AssemblyTechnology

MobileHydraulics

Resistor Welding Technology

Electrical Drive and Control Technology

Moulding and Casting Technology

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Bosch Rexroth – WE MOVE. YOU WIN.

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To be Global, we go local

Global expertise

5continents

works on research and development

Sales and service network throughout

80countries

Solve unique

challenges in local markets

Internationalproject

management

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We move to

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Certified Excellence

Partner & Distribution Danmark

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= Factory Automation= Industrial Hydraulics=Mobile Applications

Partner Management Certified ExcellenceI dag oktober 2019

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Partner Management Certified ExcellenceI dag og i fremtiden…2024?

= Factory Automation= Industrial Hydraulics=Mobile Applications

102-3 nye Partners frem til 2024

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Partnere 2019

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Partner Management | Certified Excellence

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Fremtidig omsætning med Rexroth Partners

71,2 MDKK2018

Partners

61 MDKK2018

eShop & EDI

107 MDKK2024

(≈ 7% pr. år)Partners

Ekstra Partners 2-3 stk2018 2024

Partners

83 MDKK2024

(≈ 5% pr. år)eShop & EDI

+29,8 %2017 2018

eShop & EDI

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Partner Management | Certified Excellence

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Trends…

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Bosch Rexroth – WE MOVE. YOU WIN.Transforming Mobile Machines

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Bosch Rexroth – WE MOVE. YOU WIN.Connected Hydraulics

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Bosch Rexroth – WE MOVE. YOU WIN.Factory of the Future

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Introduction Strategy 2018 - 2024Koncern tiltag siden 2017

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Partner Management | Certified Excellence

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Hvad omhandler konceptet ? Konceptet Certified Excellence (CE) er et internationalt program for Partner Management hos Bosch Rexroth.

En Certified Excellence partner leverer de bedste tilbud og tjenester til vores kunder og ses som en integreret del af “ONE Rexroth Sales” over hele verden.

Vi definerer niveauet for kompetence og tilgængelighed af produkter samt tilbud fra vores kvalificerede partnere for at hjælpe vores kunder på en professionel måde. CE-programmet sikrer, at kundens behov er i fokus, og at de får den bedst mulige service og support.

CE Partner certificering er et stempel på kompetent og pålidelig service.

For fuldt ud at frigøre markedets potentiale vil vi - vores Rexroth salgsorganisation og CE Partner - fungere som et team for at imødekomme vores kunders behov og øge vores salg

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Partner Management | Certified ExcellenceHvad ønsker vi?

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Vi vil tilbyde et Globalt Sales Network med et stærkt og kompetent teknisk support, markeds information og markeds data.

Tilbyde højt tekniske produkter, viden og første klasses rådgivning.Tilgængelighed af produkter og servises. Let at handle med.

Partners

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Partner Management | Certified Excellence

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Partner typerDer kommer til at være 4 partnertyper.

Partner kan blive klassificeret som: CE Solution Partner CE Distribution Partner CE Service Partner CE Training Partner

Partner kan blive certificeret som: Industrihydraulik Lineærteknik Mobilhydraulik Montageteknik Kompakthydraulik Electric Drive & Control

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Partner Management | Certified ExcellenceNy Partnertype - Solution

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CE-Solution Partners tilbyder en højt kvalificeret udvidelse af Bosch Rexroth og dens teknologier. De er ikke kun certificerede tekniske eksperter til anvendelse af en række Bosch Rexroth-teknologier, de leverer også dybtgående procesviden med fremragende teknik.

Når vi spænder over design, softwarekodning, montering og idriftsættelse, realiserer vores CE-Solution Partners passionerede systemer og undersystemer, der opfylder de mest krævende ydelseskrav.Omfattende træning og kvalifikation på Bosch Rexrothprodukter og applikationer gør det muligt for vores CE-partnere at bruge denne dybe viden til alle løsninger, de tilbyder.

Alle CE-partnere til løsninger er klar til at tilbyde kompetent rådgivning og eftersalgssupport til Rexroth-produkter. Når det kommer til Industry 4.0 og “internet of things”, er de, de certificerede og kompetente eksperter til en perfekt løsning.

Solu

tion

Partn

er

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Partner Management | Certified ExcellenceNy Partnertype - Distribution

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CE-distributionspartnere leverer pålideligt. De er eksperter i logistik og lagerhåndtering, hvilket muliggør hurtig, glat og effektiv materialestrøm fra lager til forsendelse.

Vores CE-distributionspartnere leverer ikke kun de bedste i Bosch Rexroth-produkter og -teknologi, de leverer også certificeret ekspertise inden for "anvendelse af Bosch Rexroth" for at tilbyde produktmontering og installationsløsninger.

Endelig leverer CE-distributionspartnere viden til at vælge, anvende og vedligeholde Bosch Rexroth produkter og teknologier, som leverer kundetilfredshed.

Dis

triu

tion

Partn

er

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Partner Management | Certified ExcellenceNy Partnertype - Træning

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CE-Service Partners er verdensomspændende eksperter, der leverer kompetent rådgivning og eftersalgssupport til Bosch Rexroth-produkter og -løsninger. Udover Bosch Rexrothskvalificerede ekspertise leverer de erfarne reservedels support og produktreparationstjenester.

Derudover tilbyder CE Service Partners en omfattende vifte af tjenester, herunder field service, eftermontering, reperationer, systemoptimering og produktivitetsforbedrende muligheder, der integrerer tilstandsovervågning med forudgående / forebyggende vedligeholdelse.

Disse muligheder kombineret med integrationen af avanceret Bosch Rexroth-teknologi sikrer pålideligt, energieffektivt, højtydende udstyr med maksimal udvidet service og uden overdreven investering

Serv

ice

Partn

er

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Partner Management | Certified ExcellenceNy Partnertype - Service

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CE-Training Partners er certificerede og licens partnere i Bosch Rexroth.

De er de eneste partnere, der er berettigede til at give licens baseret uddannelse og udstede et autoriseret Bosch Rexroth-certifikat.

Desuden er de, de eneste partnere, der er autoriseret til at kvalificere undervisere til Bosch Rexroth-licens træning.Derudover er CE-Training Partners kvalificerede til at levere specifikke træninger for produkter og teknologier fra Bosch Rexroth, der altid er ajour med den højeste teknologiske standard

Trai

ning

Partn

er

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Partner Management | Certified ExcellenceTidsplan - Global

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Partner Management | Certified Excellence

Today

Roll Out SU/CU: Evaluation & Certification of Partners

ImplementationPartner Finder (Locator Rexroth Website)

2019 2020

Partner Management Tool- Ready for use -

Handover ceremonies of certificates to partners by SU/CU

Continuous Tool development

Certification of partners is an ongoing process. Initial certifications should be completed until end of 2019.New contracting will be done according achievement of certification.

Communication Concept, materials, contact, Locator

CRM-Partner Concept

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Partner Management | Certified ExcellenceTidsplan - Danmark

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Partner Management | Certified Excellence

Today

Roll Out Certified Excellence: Evaluering & Certificering af Partners

2019 2020

Informere kunder og overføre dem

til Partners

Overrækkelses ceremoni af Certifikat til partners

Evaluering af kunde data og Partners

Certificering af partnere er en løbende proces.De oprindelige certificeringer skal være afsluttet indtil udgangen af 2019.Ny kontrakter vil blive udført efter opnåelse af certificering

Kommunikere konceptet til Partnerne

CRM-Partner Concept

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Partner Management | Certified Excellence

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ISM 2019 - Partner Management

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PARTNER MANAGEMENT TOOL

31

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Partner Management | Certified ExcellencePartner Management Tool – Evaluering af Partners

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Kom

pete

nce

krite

rier

Evaluering & resultat

Partner typer

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Partner Management | Certified ExcellencePartner Management Tool – Evaluering af Partners

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myRexroth

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Partner Management | Certified ExcellenceHvad er formålet med myRexroth?

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Customers Bosch Rexroth Associates

Partners

myRexrothEn integreret platform til hurtig, pålidelig og sikker kommunikation, samarbejde og transaktion

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Partner Management | Certified ExcellenceKonceptet og fordele

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Partner Management | Certified ExcellenceHvad er formålet med myRexroth?

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DC-IA Extranet

DCEM ExtranetHägglunds Extranet

eShop/order information - 2019

Portal rooms - 2018

Wikis / Forums – t.b.d.

Service Tickets

myRexroth

myRexroth erstatter trin vis alle

andre kanaler for salgspartner-

kommunikation og integrerer jeres

indhold og funktioner..

M&S Newsletters, Notifications - 2018

DC-MH Extranet – 2018

Automation Platform – 2018

iBase – 2018

myR content via eCatalog – 2018

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Partner Management | Certified ExcellenceHvad kan jeg feks. finde….

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Du kan finde salgspakker, leveringstider og

prislister i afsnittet ”Work" ved at vælge

medietype (f.eks. "Salgspakke").

Når det bruges i kombination med en

produktgruppe, eller når du indtaster

produktnavnet som et søgeudtryk, finder du, hvad

du har brug for meget hurtigere end før.

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Partner Management | Certified ExcellenceHvad kan jeg mere se?

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Salgspakker giver dig en kompakt og oversigtover alle de oplysninger, der er relevante for en produktgruppe eller et produkt.

Produktgruppehierarki er det samme som ionline kataloget.

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Partner Management | Certified ExcellenceHvad med status på servicerapporter?

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Service tickets - du kan nu oprette og se enanmodning eller opgave direkte i myRexroth.

Du bliver således altid informeret om fremskridt for hver af de tickets, der erregistreret her.

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Partner Management | Certified ExcellenceEffektivitet takket være smart søgefunktion

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Multi søgning - myRexroth-søgemaskinensøger på alt partnerspecifikt indhold.

Alle oplysninger er forsynet med metadata. Dette gør det nemt at finde information ihenhold til produktgrupper, emner, områder, fil- eller medietyper og mange andreegenskaber

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Partner Management | Certified ExcellenceTo fully unlock the market potential we…

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We act as one teamto fulfill customer needs & boost growth

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Partner Management | Certified Excellence

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Let’s Go

Sammen med jer, vores PARTNER!