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1- About Honeywell
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Honeywell Proprietary
Honeywell today
Automation and Control
Solutions (ACS)
41 %
Aerospace
32 %
Transportation Systems
13 %
Specialty Materials
14 %
Honeywell Proprietary
Honeywell Proprietary
Honeywell Proprietary
HSP in figures
More than 10,000 employees in 30 countries
Strong industrial and development capabilities
40 manufacturing plants
30 research centers & laboratories
Honeywell Proprietary
EMEAI
EMEAI
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54 sites
sites
ASIA-PASIFIC
ASIA-PASIFIC
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23 sites
sites
Well-known brands
Leading in technology and design
Strong key account organization and end user
focus
Honeywell Proprietary
Honeywell Proprietary
Respiratory Protection
- Single Use Respirators
- Reusable respirators
- Powered Air Purifying Respirators
- SCBA & supplied air systems
Body protection
- Protective Gloves & Sleeves
- Protective Clothing
- Safety Footwear
- Overshoes
Electrical safety
Head Protection:
- Hard Hats
- Safety Eyewear & Faceshields
- Welding Helmets
- Hearing Protection Devices
Fall Protection
- Personal Fall Protection
- Height Access Solutions
- Collective protection and prevention
systems
Honeywell Proprietary
Honeywell Proprietary
HSP occupies an ideal position to help the safety manager build an enduring
culture of safety. With the broadest portfolio of stylish, comfortable, and highperformance products, innovative technologies, global reach with local teams,
and a comprehensive set of training and education programs, we understand,
and can best serve, the safety managers needs and expectations for
improving the work environment.
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Meeting objectives
1. Explain and present HSP Preferred Partner Program
2. Preferred Partner levels
3. Your tools
4. Preparing our future collaboration
5. Questions and Answers
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Part 1 :
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Our Proposition
1. To define, clarify & share clear rules of cooperation and strategy with our
partners
2. To create differentiation vs. Our competitors
3. To provide a privileged relationship in order to improve margin & mutually grow
business
4. To provide expertise and increase productivity for our partners towards end
users
5. To define & to share mutual commitments to generate growth
6. To reward the investment and loyalty of our partners through a selection of
advantages & benefits linked to levels
7. To ensure the integrity of HSP Preferred Partner Program (with no exceptions)
Honeywell Proprietary
Sperian
Miller (PPE)
Howard-Leight
KCL
North
Chainex
Antec (PPE)
Fenzy
Timberland PRO
MTS, Combisafe, Nacre, SP Defense, Sll, Delta protection are not part of the HSP
Preferred Partner Program
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* Specific LOBs: In order to receive the maximum discount, the partner will be
required to fulfil special criteria (pre-requisites).
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2.
Independently of the Status, for some technical LOBs, there are some specific businesses
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which required expertise from the distributor.
Part 2 :
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You can be elevated to the next level during the annual evaluation cycle by gathering
points throughout the year. Your level for the following year will be calculated on the
current year achievements.
Platinum Partner
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Gold Partner
Silver Partner
Bronze Partner
Honeywell Proprietary
0 to 30 points
0 to 25 points
0 to 25 points
(to be considered as a LOB, it should represent 3% of the turnover done with HSP
with the exception of Shoes, Gloves & Fall protection which should represent 6%)
0 to 10 points
0 to 30 points
0 to 15 points
Total Maximum
(1)
(2)
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135 points
Quantitative criteria
Qualitative criteria
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Quantitative Criteria
Sales :
0 to 30 points
30
27
25
20
17
12
10
> 5m
3m - 5m
1m - 3m
0,5m 1m
250k 500k
100k 250k
75k 100k
25k - 75k
10k - 25k
< 10k
Growth rate :
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0 to 25 points
CA > 1m
0,5m < CA
<1m
250k < CA
<500k
100k < CA
<250k
75k < CA
<100k
25k < CA
<75k
10k < CA
<25k
CA <10k
0,0%
1,0%
2,0%
3,0%
4,0%
5,0%
7,5%
10
10
10,0%
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13
10
12,5%
15
15
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15,0%
18
18
13
17,5%
20
20
14
10
20,0%
25
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15
14
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Honeywell Proprietary
Quantitative Criteria
LOB :
0 to 25 points
Nbr LOB
Points
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16
19
22
25
25
10
25
11
25
12
25
To be considered as a LOB, it should represent 3% of the turnover done with HSP with the exception of Shoes, Gloves & Fall Protection which
should represent 6%
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Honeywell Proprietary
Qualitative Criteria
Active marketing criteria
0 to 10 points
5 points
3 points
1 point
0 point
0 to 5 points
5 points
3 points
0 point
* At the product reference level, new products are defined as those launched in the last 18 months and if the
product is in the distributor stock
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Honeywell Proprietary
Qualitative Criteria
End user criteria
0 to 14 points
0 or 7 points
7 points
4 points
0 point
7points: Quarterly information on sell out to end users, split by platform, agency
4points : Partial information
0 point: No information
0 to 7 points
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Honeywell Proprietary
Qualitative Criteria
Technical support to end-users
(for fall protection, SCBA & intelligent hearing* )
1/ Authorised Service Point
Authorised for the complete range
0 to 16 points
8 point
4 points
Not authorised
0 point
8 points
4 points
0 point
Level 1: 1 full Day training including practice and theory by our trainers.
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Qualitative Criteria
Brand loyalty
Carry only branded products
Branded products + Tactical private label
Branded products + Strategic private label
0 to 15 points
15 points
7 points
0 point
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Advantages by level
BENEFITS
REBATE
PLATINUM
GOLD
X%
Y%
PRICING
MARKETING
ALLOWANCE
LOGISTICS
MARKET
DEVELOPPMENT
TOOLS
Other
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BRONZE
X%
EDI Allowance
SILVER
Local events
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Engagement by level
Engagement
PLATINUM
GOLD
MARKETING
LOGISTICS
MARKET DEVELOPPMENT
ACTIONS
OTHER
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Share sales & logistical forecast on top 50 HSP products over 6 months
Quarterly
Quarterly
Build a yearly program for joint end-user visits linked to high business
potential for conversion to HSP products
Communicate sell out of HSP products for market with net prices
Quarterly
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Part 3 :
Your tools
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Program Identity
The HSP Preferred Partner Program
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Welcome Pack
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A Folder containing :
A welcome letter
Program brochure
An adhesive with level
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Program
Launch
Offer
Turnkey
Marketing
Tools
Telemarketing
Campaign
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Part 4 :
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CONCLUSION
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