what drives you
TRANSCRIPT
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GEA Refrigeration Technologies
April 2013
Floor is the Basic
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GEA Refrigeration TechnologiesFreeze for Freshness, Chill against Spoilage2
1. Floor Buzz Words
2. Value drives the basic
3. Floor is the basic
1. What a Freezer Floor provides
2. What drives our customers business
3. Creating a customer specific “Value proposition”
4. ROI
4. Summary
List of Content: Floor is the Basic
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• 1 Definition 2 qualityt is fitness for use 3 self draining 4 anti slip
• 5 antislip risk areas 6 PUR and PIR and others 7 polyester 8 floor functions
• 9 business drivers 10 black steel frame 11 cold bridge 12 floor and Full CIP
• 13 connecting to walls 14 dimensions 15 shipment 16 patent and copy-cats
• 17 not too thick 18 welding robot 19 detergents 20 wiretubes
• 21 doors 22 lights 23 building tools 24 rigging
• 25 space to build 26 configurations 27 sub floor / catwalk 28 value quantification
• 29 ROI 30 SWOT 31 new developments 32 customization
• 33 maintenance 34 inspections 35 value leverage 36 negative points
• 37 wolfpack 38 ……etc…. 39 …etc……
•
Floor Buzz Words
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It is not how good you are,
It’s how good you want to be.
Meat Poultry Potato Seafood Fruit & vegetables Snacks Bakery
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Value drives the basic
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A Freezer Floor provides:
1. Space
2. Separation
3. Cleaning area
Space for:
1. Conveying system
2. Drive system
3. Evaporator system
4. Utilities
5. Walls & ceiling
6. People (cleaning; maintenance; operator)
Floor is the Basic
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GEA Refrigeration TechnologiesFreeze for Freshness, Chill against Spoilage7
A Freezer Floor provides:
1. Space
2. Separation
3. Cleaning area
Separation for:
1. Air flow
2. Temperature
3. Noise
4. Hygiene
5. Humidity
6. Dust & Dirt
7. People
Floor is the Basic
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GEA Refrigeration TechnologiesFreeze for Freshness, Chill against Spoilage8
A Freezer Floor provides:
1. Space
2. Separation
3. Clean enviroment
Clean enviroment:
1. Product particles
2. Detergents
3. Water
4.
Floor is the Basic
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Quality:
Product: What value will you collect from better products?
Employees The value of a better working enviroment?
Regulatory complianceImagine value “best of school” in food safety?
Financial:
Revenue improvement Value your result if more output?
Cost reductions Is the value of less resources your focus?
Competiveness:
Uniqueness Do you create value by setting yourself apart from the rest ?
Availability Is “best of class in deliveries” your value driver?
What drives our customers businss:
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• What is a Value Propositon?
• Why making a Value Proposition?
• A Value Proposition is a quantification into money of all benefits coming from a solution for a specific customer problem for a given time frame.
• If your solution saves 2% yield at customer “C” who produces 2000 h x 1.500 kg/h x 3 €/kg this saving only contributes for 180.000€/year.
• If the ROI expectations from customer “C” are 1,5 year it contributes 270.000 € to the budget.
Value Proposition
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What we need:
1. GEA-RT Value assumptions
2. Pragmatic calculation frames
3. Customers data
Not selling but consulting
Let us create Value Propositions
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GEA-RT Value assumptions:
• FLOOR• Short installation time
• Long lasting
• Fit for heat treathment
What we need:
1. GEA-RT Value assumptions
2. Pragmatic calculation frames
3. Customers data
Not selling but consulting
Let us create Value Propositions
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GEA Refrigeration TechnologiesFreeze for Freshness, Chill against Spoilage13
Marcel van der HagenSales Manager Freezing Benelux
Mobile: +31 6 1088 3743
E-mail: [email protected]
Website:www.geafreezing.com
Company GEA Refrigeration Netherlands N.V.Country Sales Organisation Benelux – GEA Freezing
De Beverspijken 7C
5221 EE, ‘s-Hertogenbosch
The Netherlands
Contact