primar sales development sales and... · primar sales development •decrease by 4% from 2010 to...
TRANSCRIPT
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FREEDOM TO CHOOSEOperated by the Norwegian Hydrographic Service
By Eva Hegland - Int. Account Manager
PRIMAR Sales Development
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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
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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
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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
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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
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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
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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
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FREEDOM TO CHOOSEOperated by the Norwegian Hydrographic Service
By Eva Hegland - Int. Account Manager
PRIMAR Marketing Development
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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
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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
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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
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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
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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
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Use of PRIMAR services?
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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
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Follow PRIMAR on Twitter
@PRIMAR_RENC
Follow PRIMAR on Twitter
@PRIMAR_RENC