0- study development +gf+ pipinghillinger-partner.com/pdf/pdf-je.pdf7.16 profile flowserve, gemÜ,...

Study development +GF+ Pipingplastic pipes, fittings and valves

Success story +GF+ - after product groups, market segments, countrieswith hard and soft facts - SWOT Industry D +GF+ compared with Aliaxis

> Special focus on plastic ball, butterfly, diaphragm and pressure valves <

Weisslingen, February 2019

Hillinger+Partner – ConsultingWeisslingen - Pforzheim

Bergwiesenstr. 12, CH-8484 WeisslingenTelefon: +49 - 07231 - 70457

H PH P

Copyright

This market analysis was in service generated by Hillinger+Partner, CH-8484

Weisslingen, for sale to the customers and for exclusive utilization within the company of

the customer. A transmission - even in statements or parts - to a third party, or a sale is

not allowed.

The judgments contained in the investigation, data, information, trend and values have

been acquired and determined carefully and with utmost accuracy. However, for totality

and correctness no guarantee can be given. Hillinger+Partner consulting is not liable in

any case for any possible direct or indirect damages and sequential damage, that emerge

based on the use of the market investigation and its total contents.

Hillinger+Partner has tried to note all third party copyrights in this document. Only based

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Hillinger+Partner has all copyrights for this investigation of pictures, graphics, files,

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Copyright 2018

Hillinger+Partner – Consulting, CH-8484 Weisslingen

Market analysis World plastic pipes, fittings and valves

Success story +GF+ with hard/soft facts - SWOT Industry D compared with Aliaxis .

after product groups, market segments, regions, countries

> Special focus on plastic ball, butterfly, diaphragm, pressure valves <

Page

Copyright H+P 2

Content 3

1. Mission and order 7

2. Demarcations, Votes, Definitions, Introduction 8

2.1 Main product ranges – Ball Valves - Examples 11

2.2 Main product ranges – Butterfly Valves - Examples 21

2.3 Main product ranges – Diaphragm Valves - Examples 25

2.4 Main product ranges – Pressure Valves - Examples 28

2.5 Market segment groups, target groups - System 42

2.6 Customer, market and target groups demands 51

3.Market volume (MV) and turnover +GF+ 2016 world in EURO for 17

chosen product groups, market segments, regions, countries52

3.1 Some Profiles +GF+ companies devolepments to the year 2016 55

3.1.1 Piping +GF+ in Schaffhausen CH 56

3.1.2 Sales Company Germany 78

3.1.3 Sales Company CH 80

3.1.4 Sales Company UK 82

3.1.5 Sales Company F 84

3.1.6 Sales Company I 86

3.1.7 Production +GF+ Valves Seewis CH - see also 3.4 Production …. 88

3.1.8 Produktion Sales +GF+ Valves TP in Italy 90

3.2Price policy +GF+, price structure world, gross margin sales

companies, Price examples92

3.2

Relative price structure +GF+ for for Germany, CH, F, South Europe,

North Europe, Turkey, List price 100% / net price in % / min net price

in %

94

3.3 Risk Cheap Products - Image, Margin Loss - Coloro, TP 95

3.4

Investigation for +GF+ piping in some countries, out of the H+P

database and the www the sales network and other informations

Typ/Turnover, production and sales companies, distribution places,

dealers, examples main customers

97

4. Analysis Ball Plastic Valves +GF+ Family 546 and 543 144

4.1 A familiy with system in all common plastic materials 145

Hillinger+Partner - Consulting CH-Weisslingen 3





Page

4.2 Unique programm and design - valves and actuators 147

4.3 Expierence with a long plastic ball valve history 149

4.4 Modularity, international standards, compact design 150

4.5 Strengths technical side 151

4.6 Safety and Quality 154

4.7 Stable mounting 161

4.8 Multifunctional Module 163

4.9 Standards and design features 166

4.10 Application - Water treatment 168

4.11 Summary - Ball valve 546 / 543 169

4.12 CPVC Product Benefits 170

5. Competitors Ball Valves (BaV) 177

5.1Selected Competitors worldwide - Profiles (2 pages)

Turnover, Employees, product range, strength, weakness163

5.1.1 Profile ASV Stübbe (BaV plastic) 164

5.1.2 Profile CEPEX (Fluidra)(BaV plastic), 166

5.1.3 Profile EM Technik(BaV plastic) 168

5.1.4 Profile Hayward(BaV plastic) 170

5.1.5 Profile Parker(BaV plastic) 172

5.1.6 Profile Praher(BaV plastic) 174

5.1.7 Profile Safi(BaV plastic) 176

5.1.8 Profile Sekisui(BaV plastic) 178

5.1.9 Profile Spears(BaV plastic) 180

5.2 Valves Main Competitors – Revenue 2005-2008 in US $ 182

5.3 Valve Producers with marketsegment focus 184

5.4 BaPV Main Competitors – Overview, remarks product ranges 212

5.5 Comparision Ball Valves vs. Solenoid Valves - Plast-O-Matic 213

5.6 Price comparision - products, discounts 218

5.7 Product ranges - Main competitors - overview, comparision 219

5.8 Supplier selection Ball Valves - metal and plastic 230

5.9 Applications - CEPEX, Durapipe, Praher, Prominent 248

6.PE - ball valves - for gas and water distribution, sewage disposal and

industry260






Page

7. Analysis Butterfly Plastic Valves +GF+ Family 567 / 568 264

7.1 Metal and plastic - corrosion 265

7.2 Centric/double eccentric principle 266

7.3 Wafer and lug style 269

7.4 Simplicity and modularity 270

7.5 Optimized use of material 272

7.6 Special seal design 273

7.7 Non wetted shaft design, Separated seals per function 274

7.8 Long service life 276

7.9 Lower actuation torque - Torque-Overview competitors 277

7.10 Standards 279

7.11 Applications 280

7.12 Summary - Results 283

7.13 Competitors Butterfly Valves - Notice 284

7.14Selected Competitors worldwide - Profiles (2 pages)

Turnover, Employees, product range, strength, weakness285

7.15 Profile Aliaxis, Fip, comparision Aliaxis /+GF+, ASAHI, Crane, Ebro 286

7.16 Profile Flowserve, GEMÜ, KSB 298

7.17 Valves Main Competitors – Revenue 2008 in US $ 304

7.18 BuV Main Competitors – Overview, remarks product ranges 306

7.19 Price comparision - products and project example 319

7.20 Product ranges - Main competitors - overview, comparision 323

7.21 Vendor selection Butterfly Valves - metal and plastic 346

7.22 Applications Butterfly Valves 362

8. Analysis Diaphragm Valves - Market figures 381

8.1 Analysis new development Diaphragm Plastic Valves +GF+ 385

8.2 Technic comparision Diaphragm Plastic Valves 427

8.3 Technik overview Diaphragm Plastic Valves competitors 437






Page

8.4 Applications 439

9. Analysis Pressure valves - Market figures 440

9.1 Sortiment und Neuentwicklung +GF+ pressure valves 444

9.2 List of producers and sales companies 453

9.3 Pressure valves price comparision 457

10.

SWOT Analysis +GF+ Piping Industry in Germany - Leadership,

Brand, Efficiency, Organisation, Controlling Innovations, employee

qualifications, processes etc. - Market view - customers

459

10.1 Strengths 459

10.2 Weaknesses 465

10.3 Opportunities 469

10.4 Threats 477

10.5 Customer binding or loyalty +GF+ Piping 479

10.6 Employee binding or loyalty +GF+ Piping 480

10.7 SWOT Analysis +GF+ Piping Industry in comparision with Aliaxis 481

11.

SWOT Analysis Aliaxis Industry in Germany - Leadership, Brand,

Efficiency, Organisation, Controlling Innovations, employee

qualifications, processes etc. - Market view - customers

482

11.1 Strengths 482

11.2 Weaknesses 488


11.4 Threats 500

12. Technical Trends Valves 502

13. Summery Dynamic Optimisation Process (DOP) 504

13.1 Consulting spectrum Hillinger+Partner, Holistic view H+P 506


7 Copyright H+P 2018

1. Mission and order

In this elaboration, the +GF+ Piping success story is presented with hard and soft

facts.The market for plastic pressure pipe system products in industrial applications

has developed very positively in recent years. For all market participants, including

manufacturers of metal products, which are partially substituted, it is of particular

interest how the market leader +GF+ develops.

Hillinger + Partner (H + P) has worked out several market studies in the last few

years in the field of pipes, fittings, valves in various plastics and metals. Et al Ball,

Butterfly, Diaphragm, Coax, Pressure and Solenoid Valves. To optimize the

information in the direction of the customer's wishes, excerpts from these studies are

used in this analysis.

With these results and the analysis of the actual - state with the ordering company

(not ordered option) about an elevation with the help of answers of the ordering

company to specific 160 questions of Hillinger+Partner as a base a marketing

concept with chances, risks and ways is compiled and suggested. This concept from

a holistic view point to the ordering company from the manufacturer's area or the

commercial area like he can reach possible, realistic targets with the turnover / yields

and the market shares. Production criteria, up to planning considerations to the

production, are not treated in this investigation.

An attempt is made to answer the following questions in the defined analysis:- What needs do the segments / main customers have on the market?- Who are the main customers with which concrete potential?- How big is the market potential regional?- What is the market potential of the relevant product groups?- Which product areas do the main competitors offer?

Answers that might provide an actual is-analysis (not ordered option), a tuned

Dynamic Optimization Process (DOP) with an extended order:

- How is the competitive situation assessed in the market segments and among the

target groups?

- What opportunities and ways can the ordering company use to develop successfully

based on its actual situation in this market?

For reasons of the simplification and better legibility only the male form is given in the study with

personal names and functional names. The female form is always also meant.


2. Introduction, definitions and demarcations

It’s about a special and limited analysis and research, which is modularly tailored to

customers if you see to the different valve constructions / functions..

The marketing of components and systems of the piping construction with valves,

automation valves, fittings, pipes and the flow measurement and control in sundry

technical plastics on the world market is discussed.

An especial deep analysis of the German market with allusions to the differences in

other countries and regions let the customer carry out deductions for the marketing in

other regions of the world.

The main customers are demonstrated very diaphanously for the fast and practical

sales utilisation. This occurs with name, location, market segment, the separated

need for the materials cemented plastics ( PVC-C, PVC-U, and ABS), weldable

plastics ( PP, PE and PB ), the fluorine plastics PVDF and PFA as well as the

automation valves and the flow measurement and control. ( Not ordered option )

Piping systems are piping components, which are planned to fit optimal together in

their function, their connection technique and their material compatibility. The

fabricator and the user can simply combine, assemble and use them with the system

guarantee of the producer.

Plastic-pressure piping products are installed in the building technology, the industry

and the utility with the gas and water distribution. Neutral, demanding and

aggressive, gaseous and liquid medias are conducted through the components and

have to be controlled by them.

As previously explained, in this analysis we restrict to the main market segment

industry with the multitude of different applications and the main market segment

distribution i.e. the applications in the gas and water distribution, because here are

many considerable overlaps and partial similarities.

The growing automation level in every domain, connected with the specific

advantages of modern components of plastics let the market grow up worldwide in

the trend.


Many new demands of the users and the concentration of the size, both on the side

of the producers and of the customers, intensify the competition. Contractors, who

want to have success, have to be wary and to act flexible, innovative and operational

excellent.

Among the intensive observation of the competitors, it is important to divine the

trends and the development of the customers. The neighbourly disciplines

electronics, electro-technics, hydraulics, pneumatic and process technique, give,

both in use and of the results of development and researches, hints for the

conception of plastic-pressure piping products.

The market also shows a qualitative growth. This is caused by the higher claims to

the quality, functionality, efficiency and the service kindness of the products. In many

cases a modular system is useful for customers and producers. In this connection

there is demand for universally constructed products. On the other side there is a

demand for very simple products, which barely cover an application optimally.

Good chances, to bridge a gap in the market, to open up new markets and to assure

those for yourself to enlarge the own exchange and market shares, arise for all

contractors.

A successful expansion by the producers, contractors and the users, an ideal choice

of products and performances, premise, however, corresponding efforts, which vary

from the common and familiar efforts. The precise knowledge of the market amongst

others with specific details, both of the side of the producer and of the user, is the

precondition for the initiation of effective marketing actions and the advantages of the

best possibility of sourcing.

Because of the limit of the extend of the analysis and due to the fast change of the

market, the results show relating to the conclusion, adequate risks.

New materials, new technologies, thedDigitalization and creative ideas with the

operations in connection with innovative product developments for the substitution of

given products and systems lead in the result to better, more user-friendly

components, products and to more economic solutions.


H + P calculates with the fixed price not the result but the necessary working time

We provide you with information from the open market as a service.

Details and scope were closely matched in the content.

A certain result can not be guaranteed.

The market analysis to be created in service is quite complex, consists of many

different topics and contains, as already also executed estimated information and

values ,.

Our consulting is based on the trust of our customers in our solid and good

performance. We always want to live up to this reputation.

MV means market volume in Mio EURO. It contains the whole world market with all

market segments,of all producing consolidated competitors. For +GF+ in the Excel

file it means the worldwide turnover in Mio EURO.

H+P has followed the development of +GF+ very closely for a long time and has a lot

of informations. Statistics with numbers and values are important. But sometimes

qualitative assessments and valuation are even more important for decisions. If you

disclose the upcoming decisions to us, we may suggest qualitative recommendations

The main information sources of the study are:

- More than 30 years market experience of H+P partners in the piping sector

- Expert discussions with important and typical customers

- Interviews with producers, dealers, plumbers, endusers and subsuppliers

- Exposition visits and discussions with users and suppliers

- Publications of the „Statistik Bundesamt Germany”, BFAI, IFO, OECD

- Statistics of INSEE, Federation de la Plasturgie

- Publications and statistics of VDMA, CEIR, VKE, KWD, Global Pipe

- Statistics FIGAWA, KRV, ZVEI, ZVSHK

- Statistics of associations in USA, Japan, UK, F, I, E, CH, Asia, Africa

- Delphi report scientific and Technic

- Exposition catalogs Achema, ISH, IFAT, Water, Interkama

- Plastic piping book, Vulkan-Verlag, Essen, 4. Edition

- Company documentations, Catalogs, Customer journals

- Journal – Articles, Advertising, Press informations

- Press – economic news


2.1 Main product ranges – Ball Valves

A ball valve is a valve with a spherical disc, the part of the valve which controls theflow through it. The sphere has a hole, or port, through the middle so that when theport is in line with both ends of the valve, flow will occur. When the valve is closed,the hole is perpendicular to the ends of the valve, and flow is blocked. The handle orlever will be inline with the port position letting you "see" the valve's position. The ballvalve, along with the butterfly valve and plug valve, are part of the family of quarterturn valves.

Ball valves are durable and usually work to achieve perfect shutoff even after yearsof disuse. They are therefore an excellent choice for shutoff applications (and areoften preferred to globe valves and gate valves for this purpose). They do not offerthe fine control that may be necessary in throttling applications but are sometimesused for this purpose.

Ball valves are used extensively in industry because they are very versatile,supporting pressures up to 700 bars and temperatures up to 200°C. Sizes typicallyrange from 4 mm to 1400 mm. They are easy to repair and operate.

The body of ball valves may be made of metal, plastic or metal with a plastic or aceramic center. The ball is often chrome plated to make it more durable.

There are five general body styles of ball valves: single body, three piece body, splitbody, top entry, and welded. The difference is based on how the pieces of thevalve—especially the casing that contains the ball itself—are manufactured andassembled. The valve operation is the same in each case.

In addition, there are different styles related to the bore of the ball mechanism itself:

A full port or more commonly known full bore ball valve has an over-sized ballso that the hole in the ball is the same size as the pipeline resulting in lowerfriction loss. Flow is unrestricted but the valve is larger and more expensive sothis is only used where free flow is required, for example in pipelines whichrequire pigging.

In reduced port or more commonly known reduced bore ball valves, flowthrough the valve is one pipe size smaller than the valve's pipe size resultingin flow area being smaller than pipe. As the flow discharge remains constant

and is equal to area of flow (A) times velocity (V), A1V1 = A2V2 the velocityincreases with reduced area of flow.

A V port ball valve has either a 'v' shaped ball or a 'v' shaped seat. This allowsthe orifice to be opened and closed in a more controlled manner with a closerto linear flow characteristic. When the valve is in the closed position andopening is commenced the small end of the 'v' is opened first allowing stableflow control during this stage. This type of design requires a generally morerobust construction due to higher velocities of the fluids, which might damagea standard valve.


A trunnion ball valve has additional mechanical anchoring of the ball at the topand the bottom, suitable for larger and higher pressure valves (say, above100 mm and 40 bars).

Cavity filler Ball Valve. Many industries encounter problem with residues in theball valve. Where the fluid is meant for human consumption, residues mayalso be health hazard, and when where the fluid changes from time to timecontamination of one fluid with another may occur. Residues arise because inthe half open position of the ball valve a gap is created between the ball boreand the body in which fluid can be trapped. To avoid the fluid getting into thiscavity, the cavity has to be plugged, which can be done by extending the seatsin such a manner that it is always in contact with the ball. This type of ballvalve is known as Cavity Filler Ball Valve.

Manually operated ball valves can be closed quickly and thus there is a danger ofwater hammer. Some ball valves are equipped with an actuator that may bepneumatically or motor operated. These valves can be used either for on/off or flowcontrol. A pneumatic flow control valve is also equipped with a positioner whichtransforms the control signal into actuator position and valve opening accordingly.

Three-way ball valves have an L- or T-shaped hole through the middle. The differentcombinations of flow are shown in the figure. It is easy to see that a T valve canconnect any pair of ports, or all three, together, but the 45 degree position whichmight disconnect all three leaves no margin for error. The L valve can connect thecenter port to either side port, or disconnect all three, but it cannot connect the sideports together.

Multi-port ball valves with 4 ways, or more, are also commercially available, the inletway often being orthogonal to the plane of the outlets. For special applications, suchas driving air-powered motors from forward to reverse, the operation is performed byrotating a single lever 4-way ball valve. The 4-way valve has two L-shaped ports in

the ball that do not interconnect, sometimes referred to as an "×" port.

Ball valves in sizes up to 2 inch generally come in single piece, two or three piecedesigns. One piece ball valves are almost always reduced bore, are relativelyinexpensive and generally are throw-away. Two piece ball valves are generallyslightly reduced (or standard) bore, they can be either throw-away or repairable. The3 piece design allows for the center part of the valve containing the ball, stem & seatsto be easily removed from the pipeline. This facilitates efficient cleaning of depositedsediments, replacement of seats and gland packings, polishing out of small scratcheson the ball, all this without removing the pipes from the valve body. The designconcept of a three piece valve is for it to be repairable.

The ball valve is used, primarily, for On and Shut - function, however, also to control.

He has a ball with a drilling which has the same nominal diameter like the connected

pipe and can be closed with 90 ° set movement


As especially sure and easy in the construction construction count the ball valves

with which one reaches the biggest flow values with the smallest dimensions. Beside

the 2/2 ways passage functions there are 3/2 ways and Multi-port ball valves with 4

ways multi way functions. With nominal diameters to 150 mm varied variations what

concerns body and sealing material can be also selected from the market offer. With

the offers and constructions one must pay attention to the fact that, among the rest, a

maintenance-free work is guaranteed by continuous adjusting of the ball poetry with

behind O - ring, the appearing conduit forces on both sides by the case are taken up

and with it ball and plug of additional forces can be relieved and be worked for the

whole life span with a constantly low activity torque.

The dosing-ball valve is a control valve with which within his control area any flow

rate can be exactly put. The ball shows a V-shaped notch which grows on the

circumference of the ball continuously in width and depth, so that the flow opening

from closed to open changes if the ball is turned. Dosing ball valve have a scale

which registers actuel position in the area of 0 ° to 180 °.

PFA-lined Ball Valve -Pfeiffer


In the following examples to the market offer of plastic ball valves:

Aliaxis FIP ball valve hand operated:

ASV-Stübbe ball valve hand operated:


+GF+ Ball Valve system

+GF+ ball valve hand operated:


+GF+ ball valves hand operated, electric and pneumatic operated

in divers plastic materials:

+GF+ Spare parts for ball valve type 546 PP-H (DN10/15-50)

Market Volume World (MV), Turnover +GF+ Piping-Product Groups in Plastic in Mio € for the year 2016

Market Segmments, World Regions, Countries

Market segments 2016 in % Distribution in % Trend +(P) 0 -

Nr Name Product groups

MV

2012

in Mio

€

MV

2016

in Mio

€ Ch

em

istr

y

Tre

nd

Dis

trib

uti

on

Ste

el

Tre

nd

Dis

trib

uti

on

Wa

ter

tre

atm

en

t

Tre

nd

Dis

trib

uti

on

Se

mic

on

Tre

nd

Dis

trib

uti

on

Bu

ild

ing

Tre

nd

Dis

trib

uti

on

Wa

ter

dis

trib

uti

on

Tre

nd

Dis

trib

uti

on

1 Fittings in plastics (MV) XXX XXX XX Xx XX XX XX XX

2 Fittings in plastics +GF+ XXX XXX XX P 95 XX XX XX XX XX XX XX XX XX XX XX XX XX XX XX

3 Pipes in plastics (MV) XXX XXX

2 Fittings in plastics +GF+ XXX XXX

5 Valves in plastics (MV) XXX XXX

6 Valves in plastics +GF+ XXX XXX

7 Valves Ball PE hand operated (MV) XXX XXX

8 Valves Ball PE hand operated +GF+ XXX XXX For allproduct groups values like Fittings!9 Valves Ball Plastic electric (MV) XXX XXX

10 Valves Ball Plastic electric +GF+ XXX XXX

11 Valves Ball Plastic pneumatic (MV) XXX XXX

12 Valves Ball Plastic pneumatic +GF+ XXX XXX

13 Valves Ball PP hand operated (MV) XXX XXX

14 Valves Ball PP hand operated +GF+ XXX XXX

15 Valves Ball PVC-C hand operated (MV) XXX XXX

16 Valves Ball PVC-C hand operated+GF+ XXX XXX

17 Valves Ball PVC-U hand operated (MV) XXX XXX

18 Valves Ball PVC-U hand operated +GF+ XXX XXX

19 Valves Ball PVDF hand operated (MV) XXX XXX

20 Valves Ball PVDF hand operated +GF+ XXX XXX

21 Valves Butterfly Plastic electric (MV) XXX XXX

22 Valves Butterfly Plastic electric +GF+ XXX XXX

23 Valves Butterfly Plastic pneumatic (MV) XXX XXX

24 Valves Butterfly Plastic pneumatic +GF+ XXX XXX

25 Valves Butterfly PP hand operated (MV) XXX XXX

26 Valves Butterfly PP hand operated +GF+ XXX XXX

27 Valves Butterfly PVC hand operated (MV) XXX XXX

28 Valves Butterfly PVC hand operated +GF+ XXX XXX

29 Valves Butterfly PVDF hand operated (MV) XXX XXX

30 Valves Butterfly PVDF hand operated +GF+ XXX XXX

31 Valves diaphragm Plastic (MV) XXX XXX

32 Valves diaphragm Plastic +GF+ XXX XXX

33 Valves Pressure Plastic (MV) XXX XXX

34 Valves Pressure Plastic +GF+ XXX XXX

Hillinger+Partner Weisslingen - Pforzheim 0049 7231 70457 52 Copyright H+P 2018




MV

2012

in Mio

€

MV

2016

in Mio

€

1 Fittings in plastics (MV) XXX XXX







8 Valves Ball PE hand operated +GF+ XXX XXX

9 Valves Ball Plastic electric (MV) XXX XXX


























Regions 2016 in % Distribution in % Trend + (P%) 0 - Countries 2016 in %

Oth

ers

Tre

nd

Dis

trib

uti

on

Eu

rop

e

Tre

nd

Dis

trib

uti

on

Am

eri

ca

Tre

nd

Dis

trib

uti

on

As

ia

Tre

nd

Dis

trib

uti

on

Oth

ers

Tre

nd

Dis

trib

uti

on

Au

str

ia

Be

lgiu

m

De

nm

ark

Fin

lan

d

XX XX XX XX XX X X X X

XX XX XX XX XX XX XX XX XX XX XX XX XX XX XX XX XX XX XX





MV

2012

in Mio

€

MV

2016

in Mio

€

1 Fittings in plastics (MV) XXX XXX







8 Valves Ball PE hand operated +GF+ XXX XXX

9 Valves Ball Plastic electric (MV) XXX XXX


























Countries 2016 in %

Fra

nc

e

Ge

rma

ny

Ind

on

es

ia

Ita

ly

Ma

lay

sia

Ne

the

rla

nd

s

No

rwa

y

Ph

ilip

pin

es

Po

lan

d

Po

rtu

ga

l

Sin

ga

po

re

Sp

ain

Sw

ed

en

Sw

itze

rla

nd

Th

ail

an

d

Tu

rke

y

Vie

tnu

m

Total

X X X X X X X X X X X X X X X X X X

XX XX XX XX XX XX XX XX XX XX XX XX XX XX XX XX XX XX


3.1.1 Piping +GF+ in Schaffhausen CH, Development key figures 1999 - 2017

Year

Nu

mb

er

of

em

plo

yees EBIT

+GF+

Piping

Mio CHF

Total

turnover

Mio CHF

Tu

rno

ver

Ind

ustr

y

Mio

CH

F

Incre

ase

Ind

ustr

y

Turnover

Part

Automation

of Industry

Mio CHF

Turnover

Gas and

Water

Distribution

Mio CHF

Turnover

Building

Technology

Mio CHF

1€/CHF

2017 XX XX XX XX XX XX XX XX XX

2016 XX XX XX XX XX XX XX XX














2002 XX XX XX XX 100 XX XX XX


2000 XX XX XX XX XX XX XX XX XX

1999 Xx XX XX 1,60

Automation contents:electrically and pneumatically operated valves and M+C

Germany +GF+ Piping in Mio CHF (1 EUR = 1,95583 DEM)*

2017 XX XX Xx XX XX XX

2011 XX XX Xx XX XX XX

2000* XX XX Xx XX XX XX


3.2 Price policy +GF+, price structure world, gross margin

Sales companies, Price examples

Worldwide, xxxx xxxxxxxx pricing policy is recognizable

A certain xxxxxxx is undeniable.

The sales companies have xxx xxxxxxxx

xxxxxxxx xxxxxxxx, also xxxxxxx from xxx to xxxt.

Variation in supply prices: 100% - xx % (extremely xx%)

The gross margins of the sales companies of + GF + are

at xx% to xx% of sales.

The xxxxxxx xxx xxx worldwide, regardless of the

Currency fluctuations, different xxxx xxxxxxxxx xxxxx

between xx% and xx%.

The sales companies can for projects in the headquarters

in Schaffhausen justified request xxx xxxxxxx xxxx

Type 546 prices: North Europe = xx, America =xx, Asia = xx

Advantageous is the high xxxx, but clearly at the expense of

xxx xxxxxxxxx


3.2.1 Relative price structure +GF+ for Germany, CH, F,

South Europe, North Europe, Turkey, List price 100% /

net price in % / min net price in %

Region/Country

List

price

Butterfly

valve

net price

in %

Butterfly

valve

min net

price

in %

Ball valve

net price

in %

Ball valve

min net

price

in %

Germany xx xx xx xx xx

CH 100% xx 45 50 40

F xx xx xx xx xx

South Europe xx xx xx xx xx

North Europe xx xx xx xx xx

Turkey xx xx xx xx xx

All relative prices are based on list price CH 100 %

Similar for diaphragm, pressure, check valves an strainer


and the www, the sales network and other informations

Competitor Research +GF+ H+P Research (2): Regional Market '+GF+

In Europe (15 countries) Germany Sweden Denmark Norway Finland Spain Italy Switzerland

Turnover 2017 Mio CHF xx xx xx xx xx xx xx xx

Turn Over 2000 or 2001* Mio CHF xx xx xx xx xx xx xx xx

Sales Network employees 2018 xx xx xx xx xx xx xx xx

Sales Network employees 2000 xx xx xx xx xx xx xx xx

In Europe (15 countries) Poland Turkey France Austria Netherland Belgium Portugal

Turnover 2017 Mio CHF xx xx xx xx xx xx xx

Turn Over 2000 or 2001* Mio CHF xx xx xx xx xx xx xx

Sales Network employees 2018 xx xx xx xx xx xx xx

Sales Network employees 2000 xx xx xx xx xx xx xx

In SE Asia ( 6 countries) Singapore Malaysia Indonesia Thailand Philippines Vietnam

Turnover 2017 Mio CHF xx xx xx xx xx xx

Turn Over 2000 or 2001* Mio CHF xx xx xx xx xx xx

Sales Network employees 2018 xx xx xx xx xx xx

Sales Network employees 2000 xx xx xx xx xx xx


3.4 Competition Research +GF+ Typ Turnover in Mio CHF

Year Type Ball Valves Butterfly Valves

Check

Valves

Strainer

Diaphragm

Valves

Pressure

Valves

375346 546

PVC

546

other

plastic

353 355 322BaV

Aut563 / 567 / 578

BuV

Aut

561/562

305/306

2000 xx xx xx xx xx xx xx xx xx xx xx xx xx xx




BaV Aut * Ball Valve electric, pneumatic actuated

BuV Aut * Butterfly Valve electric, pneumatic actuated

Overview +GF+ Ball Valves: https://www.gfps.com/content/dam/gfps/brochures/gfps-6383-brochure-ball-valves-overview-en.pdf

Overview +GF+ Butterfly Valves: https://www.gfps.com/country_US/en_US/products/valves.html

107 567 561 305


Firm OrderNr. / Bestell-Nr. / Typ

Dim

en

sio

nra

ng

e

Dim

en

sio

ns

be

reic

h

DN

mm

kV

-va

lue

(DN

15

)

kV

-We

rt(D

N1

5)

m³/

h

Pre

ss

ure

Be

trie

bs

dru

ck

ba

r

Pre

ss

ure

ran

ge

PN

Dru

ck

stu

feP

N

Te

mp

era

ture

ran

ge

Te

mp

era

turb

ere

ich

°C ma

nu

al

op

era

ted

ha

nd

be

täti

gt

pn

eu

ma

tic

NC

pn

eu

ma

tis

ch

NC

pn

eu

ma

tic

NO

pn

eu

ma

tis

ch

NO

pn

eu

ma

tic

DA

pn

eu

ma

tis

ch

DA

Po

sit

ion

ind

ica

tor

Ste

llu

ng

sa

nze

ige

Em

erg

en

cy

bu

tto

n

No

tha

nd

Str

ok

eli

mit

ati

on

Hu

bb

eg

ren

zu

ng

ele

ctr

ic

ele

ktr

om

oto

ris

ch

Re

sp

on

se

tim

e

Ste

llze

it

se

c

PV

C-C

PV

C-U

PE

S

PP

PV

DF

PD

CP

D

AB

S

Oth

ers

/an

de

re

CS

M

EP

DM

FP

M

PT

FE

NB

R

FK

M

PV

DF

Un

ion

en

ds

Arm

atu

ren

-

ve

rsc

hra

ub

un

g

So

ck

et

Mu

ffe

Sp

igo

t

Stu

tze

n

Th

rea

do

uts

ide

Ge

win

de

au

ss

en

Th

rea

din

sid

e

Ge

win

de

inn

en

Fla

ng

e

Fla

ns

ch

Oth

ers

So

ns

tig

e

ISO

/DIN

BS

I

AN

SI

JIS

xxxxx 15 - 100 12 10 x x X x x x x x x x x X

xxxxx 15 - 100 12 x X x x x x x x x x X

xxxxx 15 - 50 12 10 60 x x x x x x x x x X

Labcock Ball Valves 1/4" 10 x x x x

Omni Ball Valve 3/8" - 3" 10 x x x x x x x X

Quarter Bloc 1/2" - 2" 12 x x x x x X

Type-21 Ball Valve 1/2" - 6" 12 15 x x x x x x x x x x x x x x x

Type-23 3-way Multiport Ball Valve 1/2" - 6" 6,3 x x x x x x x x x x x x x

xxxxx 10 - 65 11,4 16 120 x x x x x x x x x x x x x x x x

xxxxx 15 - 50 11,4 16 80 x x x x x x x x x x x x x x x x x

xxxxx 65 - 150 10 140 x x x x x x x x x x x x x x x

xxxxx 10 - 50 11,4 16 140 x x x x x x x x x x x x x x x x x x

xxxxx 15 -50 11 10 80 x x x x x x x x x x x x x x x

xxxxx 50 - 150 16 60 x x x x x x x x x x x

xxxxx 25 - 150 10 50 x x x x x

xxxxx 25 - 150 10 50 x x x x x

xxxxx 15 - 50 11,4 10 50 x x x x x

xxxxx 3/8" - 4" 12 16 140 x x x x x x x

xxxxx 1/2 - 4" 12 16 120 x x x x x x x x x x x x x x x x x x x x x

xxxxx 1/2" - 4" 12 16 60 x x x x x x x x x x x x

xxxxx 3/8" - 2" 11,7 16 140 x x x x x x x x x x x x x x

xxxxx 3/8" - 2" 11,7 16 140 x x x x x x x x x x x x x x x x x

xxxxx 3/8" - 2" 11,7 16 60 x x x x x x x

xxxxx 3/8" - 2" 11,7 16 x x x x x x x x x x x x x

xxxxx 3/8" - 4" 12 16 60 x x x x x

xxxxx 3/8" - 2" 12 16 60 x x x x x x x

xxxxx 65 - 100 16 60 x x x x x x x x x x

xxxxx 10 - 50 12 16 60 x x x x x x x x x x x x x x

xxxxx 65 - 100 16 60 x x x x x x x x x x x x x x

xxxxx 10 - 50 12 16 140 x x x x x x x x x x x x x x x x

xxxxx 65 - 100 16 140 x x x x x x x x x x x x x

xxxxx 15 - 50 12 10 60 x x x x x x x x x x x

xxxxx 10 - 90 12 16 60 x x x x x x x x x x x

xxxxx 10 - 100 12 16 16 100 x x x x x x x x x x x x x x x x

xxxxx 6 10 10 50 x x x

xxxxx 15 - 100 6,4 16 16 100 x x x x x x x x x x x x x x x x

xxxxx 6 - 12 10 10 x x x x x x x x x

xxxxx 10 - 15 16 16 x x x x x x x x x x x x x

xxxxx 10 - 50 16 16 x x x x x x x x x x

xxxxx 10 - 50 10 10 x x x x x x x x x x x x x x x x x

xxxxx 10 - 100 16 16 x x x x x x x x x x x x x x x x x x

xxxxx 10 - 50 10 x x x x x x x x x x x x x x x x x x x x

xxxxx 10 - 100 10 10 x x x x x x x x x x x x x x x x x x x x x

xxxxx 10 - 50 10 10 x X x x x x x x x x x x x x x x x x

xxxxx 10 - 100 X X X X X X

xxxxx 10 - 50 10 10 x X x x x x x x x x x x x x x x x x x x

xxxxx 10 - 80 16,8 16 16 x x x x x x x x x x x x x x x

xxxxx 10 - 50 16,8 16 16 x x x x x x x x x x x x x

XX

XDimension, kV, Pressure, Temperature

XX

XX

XX

XX

XX

XX

XX

XX

XX

XX

XOperation/Betätigung MaterialBodyWerkstoff Körper

5.4 Ball Valves Overview / Kugelhähne ÜbersichtAnschlußarten NormenDichtung

Copyright H+P 212 Hillinger+Partner 2018

Copyright H+P Hillinger+Partner

5.6 List Price 2010 Ball Valves hand operated in €

60

73

93

14 16 19 2

6 32 4

1

75

53

121

146 151

125

96

6255

191310754

DN15 DN20 DN25 DN32 DN40 DN50

XXXX

XXXX

XXXX

DN 15-50 PVC-U, EPDM,union ends

10-2010

XXXX

217

Bild

Typ Typ 107 Typ 130 - 135 Typ 185 - 188 Typ 230 - 235 Typ 285 - 288 Typ 322

Diameter DN 10 - 50 DN 10 - 100 DN 10 - 50 DN 10 - 100 DN 10 - 50 DN 6 - 8

Material PVC-U, PVC-C, ABS, PP-H, PVDF PVC-U, PVC-C, ABS, PP-H, PVDF, PVC-U, PVC-C, ABS, PP-H, PVDF PVC-U, PVC-C, ABS, PP, PVDF PVC-U, PVC-C, ABS, PP, PVDF PVC-U

Seal PTFE, PVDF PTFE, PVDF PTFE, PVDF PTFE, PVDF PTFE, PVDF PTFE

Ball seal EPDM, FPM EPDM, FPM EPDM, FPM EPDM, FPM EPDM, FPM EPDM, FPM

Connections

Cement socket, Cement spigot,

Fusion socket, Fusion spigot,

Threaded socket

Flange

Klebemuffe, Klebestutzen,

Schweißmuffe, Schweißstutzen,

Gewindemuffe, Flanschanschlüsse










Klebemuffe

Standards

Temperature range PN 10 PN 10 PN 10 PN 10 PN 10 PN 10

Pression

PN electric / elektrisch elektrisch elektrisch pneumatic / pneumatisch pneumatisch Manual / Handhebel

Special function

Actuation DN 50, Sfr. 658.- DN 50,Sfr. 1952.-, DN 50, 1016 DN 50H, Sfr. 1253.- DN50, SFr. 742.-, DN100, 1575.- DN 50, Sfr. 903.- DN 8 Sfr. 74.-

Price

GF

GF Ball Valves / Kugelhähne

5.7 Technic Ball Valves / Kugelhähne

Copyright H+P 219 Hillinger+Partner 2018

6.3 Product range structure pressure valves (DR)

DR plastic DR metal SKDM plastic SKDM metal M+R p M+R m Valves p Valves m Fittings Pipes Pumps Sonstiges

1 XXXXX X X X X X

2 XXXXX X X X X X X X

3 XXXXX X X X X X

4 XXXXX X X X X

5 XXXXX X X X X X X

6 Flowserve X X X X X

7 XXXXX X X X

8 XXXXX X X X X X X X

9 XXXXX X X X X X X X X X

10 XXXXX X X X

11 XXXXX X X X X X

12 XXXXX X X X X X

13 XXXXX X X X X X X X X X X

14 XXXXX X X X X

15 Yokogawa X X X X X X

p plastic Kunststoff

527 Hillinger+Partner 2014

Extract

10.SWOT-Analyse +GF+ Piping - Leadership, Brand, Efficiency, Image, Organisation, Controlling etc.

In addition to hard factors such as sales, market shares, capital, costs, liquidity, profit, innovations, employee qualifications,

processes and controlling, etc. there are a number of soft factors that are barely or only partially measurable in EURO. But still

contribute significantly to the company's success. These include leadership, brand, efficiency, employee and customer binding,

image, organization.processes and controlling, etc.

10.1 Strengths Remarks / rating Anmerkungen / Bewertung

Rating low acting, applicable 1 2 3 4 5 strong acting, applicable

1 Offers become orders Success rate in% 4 in the direction of 50% expandable

9 Corporate Design 4 Defined for many years, with major issues changed twice

10 CRM System 3 xxxxxxxxxx

11 Design / Ergonomics of the products 4 XXXXXX

84 Total 84 critera strengths

10.2 Weaknesses Remarks / rating Anmerkungen / Bewertung

3Where do potential customers buy? How much byproduct group? Main products at what price?

2 Knowledge is strongly expandable

57 Total 57 critera weaknesses

Some of the hard factors you could see in this study,. some others in the annual report of +GF+ and on the websites of the GF Group With the SWOT analysis, we can show some more backgrounds of +GF+ Piping

Hillinger+Partner Weisslingen - Pforzheim Copyright H+P

10.3 Opportunities Remarks / rating Anmerkungen / Bewertung

Rating low acting, applicable 1 2 3 4 5 strong acting, applicable

4 Advertising - use for new customer acquisition 2not systematically with a positive return on investment, but occasionally

sporadic. Effective number? professional design? right journals?

16 Customizing 2 Is used to a small extent

107 Total 107 critera Opportunities

10.4 Threats Remarks / rating Anmerkungen / Bewertung

7 Cost Controlling 4Development is systematically tracked in a timely manner, height is

assessed, changes are partially without consideration of the holistic

effects, i.a. Quality, performance made

24 Substitution by other materials, among others metals 3 Stainless steel press systems in building technology and industry

29 Total 29 critera Threats

10.5 Customer binding or loyalty +GF+ Piping

10.6 Employee binding or loyalty +GF+ Piping


10.1 Strengths 43 Added values - which 4 company offers mainly:44 Employees quantity field service / office staff

1 Offers become orders Success rate in % 45 Employees qualification

2Projects and Offers - pursuit, success controlconsequent, systematically, transparently organize

46 Motivation of the sales people?

3 Applications 47 Motivation of the office staff?

4

Application examples can be documented as useful.Chlorine electrolysis, Electrolysis, Food, Beverage,Electroplating, Cooling water, Semiconductor, Chemical,Steel, Water treatment,

48Organization - Efficiency, Flexibility, Manageability, Leadership,Robustness, Accountability, Purpose

5 Attractiveness, name recognition, image for customers 49Prices of the company are 100%, main competitors in% of themin the main product groups

6Selection of products from users? Time? Order No.,price? Delivery time?

50 Innovation - Creating products that are innovative

7Automatic valves electromotive, magnetically andpneumatically controlled

51 Production

8

Reporting - consistent, evaluable, of high quality,applications, market / projects / statistics / competitorsworldwide on the intranet. Information system for allcompanies with a defined timeline and accessauthorization for employees worldwide andcorrespondingly limited for representations

52 Productivity

9Controlling - Simplify controlling tasks and do not makemultiple tasks

53 Product-know how trained employees and customers

10 Corporate Design 54 Product launch: - measures?11 CRM -System 55 Product complaints a year

12 Design / Ergonomics of the products 56Qualifications Employees u.a. Sales, Marketing, ProductManagement Front and Inside Sales

13 Digitization 57 Quality Products, Prozesses measurably improve TQM


14

Processes - Speed up throughput times (actions, offers,orders, delivery times, etc.) DOP (Dynamic OptimisationProcess

58Complaint processing accelerate and use systematicevaluations

15 EBIT / Turnover in % 59 Training of employees in relevant areas

16

Decision-makers - Identify decision-makers for the useof company products in the market and integrate theminto a network

60 Product range

17 Events - Organize events 61 Locations world wide

18 Manufacturing capacity 62Strategy - a good, holistic, clear, market-based strategy, is thebeginning but not a sufficient condition for success

19Leadership Process - Are the incentive systemsmeaningful to the results?

63Synergy - Use synergies between building technology, utilitiesand industry

20Corporate design - Is there a manual on corporatedesign:

64 Technology comparison with market segment offer

21 Dealer sales lead, optimize 65 Technology comparison with main competitors

22Dealers / Representatives Assortments - Suppliers -Ranking

66 Switchboard - Optimize the switchboard

23 Dealer structure 67 TQM Total-Quality-Management24 Main market segments ranking 68 Turnover growth in the last 3 years in %:

25 Image general stakeholders,shareholders 69Corporate mission statement defined? Consistently living andimplementing?

26 Intranet? 70 Philosophy of the company27 IT , Digitalisation strengthened and consistently use 71 Changes in the short term / long term28 Customer training quantity 72 Sales, Marketing29 Customer training quality 73 Vision -Develop, formulate and implement a vision30 Cusomer structure 74 Growth31 Customer magazine 75 Web-Site Quality, Visits a year

32 Lifetime of products increase 76Market share - What market share does the company haveworldwide


33 Delivery times 77 Successes - Which successes with which products and where?

34 Delivery times marketconform or better? 78 Payment average customers, payment terms

35Delivery reliability in% of all confirmations - observed /specified

79 Payment average to suppliers, payment terms

36 Liquidity 80 Goals quantitatively and qualitatively

37 Logistics, warehouses, processes 81Targets agreed specifically with employees - control results,draw conclusions

38

Management Successful - How Efficient and EffectiveDid the Resources Employees, Capital, Time, andKnowledge Be Used? Holistic integration?

82 Target planning yearly main customers

39 Market share 83 Target planning annually main product groups40 Market orientation unmistakable 84 Suppliers quality, reliability41 Market segment struckture 85 Reliability company42 Market position

10.2 Weaknesses 33 Measurement and control product range34 New customers first contacted via advertisements

1 Application know how of the employees 35 New customers contacted about events / fairs for the first time.

2 Attractiveness, name recognition, image for employees 36 First time contact with new customers via mailing.

3Customers - Where do potential customers buy? Howmuch by product group? Main products at what price?

37 New products - Developaccording to the market needs

4Branch comparisons - systematically mirror product,market segment and regional results

38 Operational excellence - increase

5 Direct sales 39 Organization - self-organization force

6 Effiziency 40

Potentials per sales representative district in the federal states -develop and maintani, as well as worldwidee, use this as thebasis for target agreements, and use external views


7 Articles in professional journals regularly 41 Press informations per year:8 Flexibility - quantity changes in orders 42 Press informations regularly

9 Flexibility with customized products 43Production planning - align with the future shown by the market -inclusion of projects, offers, job opportunities

10 Flexibility to change in timing of orders 44 Product positioning in various sales channels Develop concept

11 Sales Representative - Targeted Testing 45 Reinforce professionalism in all areas

12Dealers / Representatives Warehousing Products of thecompany

46 Pumps

13Brand policy - Is a brand policy fixed in writing in thehouse:

47 Revolution - Great leaps and changes

14Concentration on the essentials - what is relevant for aprofitable revenue / earnings?

48 Training: Employees per year

15 Concept for holistic navigation in the company? 49Meetings - reduce number and duration, perform this moreefficiently

16Cooperations - Check and use new strategicpartnerships

50 System partnerships - building

17Coordination of regional and worldwide activities +actions - i.a. harmonization of prices

51Develop technology and price comparison with the maincompetitors and sell them in a prepared, usable form

18 Creativity and innovationpromote among employees 52 Phone sales - Strengthen19 Customer quantity lost per year: 53 Working at home

20Customers also buy from which competitors How muchby product group?

54 Time-to-market – Developments, special solutions

21Customer needs . determine enthusiasm for servicesand products and use for their own offer

55 Increase sales - test new ways extraordinarily!

22 Customer reviews systematically: 56 Changes in the short term / long term23 CIP Continuous improvement process 57 Administrative tasks - minimize24 Solenoid Valves -direct actuated 58 Managers judged by employees

25Mailing campaigns quantity with how many addressesper year

59

Value creation profile innovative, flexibly optimized. Optimizingadded value in market cultivation, accelerating andstrengthening the value chain to the customer


26 Marketing 60 Target groups / distribution channels ranking

27

Marketing - Definition of a successful strategic marketingmix with appropriate actions and clear efficiencymeasurement, among others. Mailings, Internet,advertisements, documentation, events, fairs

61Employees are justified in applying for work in advertisedprojects

28 Marketing / Sales - enough capacity? 62 Potential development of employees

29

Expand marketing campaigns for direct impact oninfluencers and decision-makers and make it moresuccessful one-to-one marketing

30 Marketing mix Implementation efficiently and successfully

31Market exploitation geographically, customers,applications, segments expand

32

Market volume Main product groups World, mainregions, countries, main market segments, and maincustomers systematically develop and maintaindynamically for decisions

33 Measurement and control product range


Marketing attack on various fields with positive ROI. Advertisingwith good creative ideas, professionally compliant with thebudget resources, advertising concept with focus oneffectiveness and new customer acquisition. Optimization of themeasurement of documentations, publication of a customermagazine, more individualization

61 Marketing mix and brand management harmonize

1

Actions, measures not efficient, but cost-relevant, whichare neither short-term nor medium-term sales-relevant,determine and discontinue

62 Sales people quantity - provide it to increase market shares

2 Incentive system for the employees 63 Market segments that are lucrative and focus on editing

3Sales, Results - Seek approaches to increase sales andoptimize results systematically

64Market volume - get it, if price can be negotiated, withoutundermining the general positioning


4 Advertising - use advertising to attract new customers 65 Value-added argumentation - expand it

5 Acquisitions 66

Employees - Comparison of existing employee qualificationswith the qualifications required by this market, qualify employeeshigher

6Refine reasoning for all products / services andindividual product lines

67

Employees - Incorporate, empower and encourage them tomake decisions, conduct regular surveys and systematicallyassess

7 Orders structure, spread value, average value 68Motivation - motivate all employees, also through incentives -encourage self-motivation

8 Interchangeability of products, standards 69Present samples / patterns of special products to selectedpotentials / customers

9

Automatic valves electromotive, magnetically andpneumatically controlled, measuring and controltechnology and pumps

70New customers - Increase the new customer acquisition with apositive return on investment with advertisements

10Influencers Identify for the use of company products inthe market and integrate them in the network

71New customers - gaining with a positive return on investmentwith the documentation

11Stocks - How do we lower them? - u.a. large call orders,pre-planning, just-in-time

72New customers - acquisition with a positive return on investmentvia sales employees / representatives

12 Visits sales people / year: with new needers 73New customer acquisition with a positive return on investmentvia events and fairs.

13 Visits sales people / year: information on needs 74New customer acquisition with a positive return on investmentvia telephone actions

14 Visits sales people/ year: Information about the competitor 75 New customer acquisition

15Visits to the ADM (sales representative) / year: -Preparation

76 One to One - Marketing - Expand

16 Visits of field staff (ADM) / year: number 77 Organization defined - internally known

17

Relationships - to the influencers and decision-makersof stakeholders and customers - close, personal, good,trusting, deep,

78

Organization - Efficiency - Development of the optimumorganizational structure for the company to handle this specificmarket and to maximize the market's exploitation

18 Customizing 79 Organisation - product range responsibility


19Contribution margin 2 - Calculate for individualcustomers and initiate measures

80Planner Processing / Enthusiasm Strengthen Element inIncentive System

20Contribution margin 2 - Calculate for individual productsand take action

81 Plausibility checks- provide it for number analyzes ERP

21 Direct mailing - Significantly expand 82Pricing policy and positioning -check it, with optimization of listprice positioning to increase revenue and specifically redefine

22 Direct sales 83Price comparisons currently with the main products with thecorresponding products of the main competitors?

23Documentation - Optimize documentation, strategicallyalign, print, media, Internet, Intranet

84

Setting priorities for sellers in terms of products - criteria aremargins, lucrative market segments, market shares, competitorpositions

24 DOP Dynamic Optimisation Process 85 Product hierarchy structure - check it25 Internet Site - Average time spent on the Site 86 Product launches - find out and go new, effective ways

26 E-commerce - Build and expand 87Projects - Observation and Processing Systematically buildingand maintaining networking worldwide

27ROI - Measure and analyze the Rreturn On Investmentfor marketing campaigns:

88 Quality relatively - in comparison to the competition increase

28Task force flexible and mobile to cover peak demandand special issues at the front and in projects

89 Complaints for products per year

29

Applications - Develop recommendations forapplications of products for various market segments,prepare examples for the front

90Key customers - Optimized organization of processing andextraction of large users

30 Flexibility promote of employees and processes 91 Services -maintenance

31Focusing on priorities and setting priorities in allemployee tasks

92 Shop sales over the Internet

32

Leadership is more than management - it is empathic,strong, motivating, with incentives, supportive,demanding, leaves open space, exemplary, does notspread fear, relieves pressure and shows gentleness

93Special solutions prepared possible options documented to givethe sale for use


33Leadership Process - Are the goals of the employees,the executives, in line with the goals of the company?

94

Product range - Deviating assortment and service offerings tothe customer's requirements and, contrary to the competition,expanding the range of business through partnerships, in linewith the image, product modifications - if necessary

34Leadership Process - Do Tasks, Competences, andResponsibilities match?

95Substitution analysis products, the substitution active u.a.operate against metallic components

35

Holistic view / treatment of problems / topics - People,Processes, Structures, Technologies, Culture,Functionality, Skills, Workflow, Flexibility, Resonsibility

96Technology developments - observe and use the latestbenchmarks in other industries as well

36 Speed up processes, shorten cycle times 97Sales New products not older than 3 years - sales share in thelast year

37 Dealer sales - Increase for company 98 Sales distribution by main market segments, target groups

38Informations suitable for employees / functionsimmediately available internally?

99 Sales distribution regional, country ranking

39 Innovations - Creative Climate 100 Corporate Philosophy

40Website - Emotionalise - develop and offer added value,and record useful additional informations

101Sales arguments - expands - innovative, flexible, fast,inexpensive, comprehensive from a single source .....

41Documentation - design catalog sales for new customeracquisition

102 Sales know-how - strengthen among employees

42 Communication Optimizing - internally and externally 103 Salesmanship - develop and hardly talk about the price

43

Control with feedback systematically is essential tosuccessful functions - developing staff and leadershipforces

104 Sales efficiency - increase

44Concept of package or system formation, customizing,service

105 Vision, culture and image - harmonize - brand policy

45

Coordination and optimization of market developmentregarding products / services, target groups and marketsegments / applications worldwide

106 Problems with which products?


46 Customers - supervised per ADM max / min: 107 Advertising costs total in% of sales:

47 Customer survey systematically ?, Consequences of it? 108Material - know how, u. a. Train plastics with employees andcustomers

48 Customer evaluation systematically: 109Competition - How is the company relatively better at manyindividual large customers?

49

Increase customer binding after H + P system, A neutralsurvey every 2-3 years of customers and prospectsexposes customer satisfaction A statistic about new andlost customers complements the survey.

110Competitors - monitor intensively and systematically, achievetransparency

50 Customer yield values to increase after H + P 111Employee work - Appraising the contribution of their work,meaning for the employees?

51 Customer benefit - increase 112 Autonomy in connectedness - allow

52

Stock - Definition and launch of a stock program of themain products, which is made known to the customer viaexternal records, Documentation, price list, DVD,Internet - base product ranking

53 Performance results - individually optimized54 Supplier evaluations - improve purchasing conditions55 Delivery times correspond to customer requests?56 List Prices Check Increase - Margin Improvement

57Management task - using the transformation ofknowledge

58 Margins - Increase margins over pricing - policy

59Brand strengthening and positioning it optimally -formulating brand policy

10.4 Threats 16 Organisation - complexity17 Planning at all levels - simplify

1 Order backlog in €: 18 Sytematic price management - do you practice it?


2 Discounters 19 Price decline and thus stop the margin reduction3 Direct sales 20 Private label for competitors and OEMs - vote it4 Gealer houses are bought by competitors 21 Products Offer / Scope / Cleansing Process5 Trade wars, embargoes, sanctions, tariffs 22 PVC prohibitions6 Innovations with great impact from the competition 23 Raw material prices7 Economic downturn 24 Cutting and coordination points - remove it8 Cost Controlling 25 Special provider with special depth9 Cost Reduction Process - establish Rules 26 Substitution by other materials, among others metals10 Warlike conflicts 27 Variants11 Insolvencies of customers 28 Currency changes12 Customers bargaining power 29 Know what customers think about the company?

13 Supplier insolvencies 30Central functions pay more attention to local, regionalcharacteristics

14 Suppliers bargaining power 31Secondary brands - decision on secondary brands andtheirdistribution routes

15 Market developments - observe


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