UK Marketing CommitteeWednesday, 7th December 2005, Offices of OSRAM Langley

Agenda

10.00am Introduction, welcome and apologies MF10.05am Minutes of previous meeting and actions outstanding ALL10.10am Portal Performance Review MF/FL

KPIsNewslettersTechnical Expertise area – Electrical Times Page

10.40am Technical Developments & catalogue update FL11.00am Training & CPD area MF/ALL11.10am Marketing

Advent Calendar – Update and performance so farM&E Event FeedbackElex Sandown - Feedback after day 1Thomsons Customised newsletter of 1st DecemberNICEIC Sponsorship – updateDistribution of new Voltimum BrochuresExhibitions and Events in 2006

11.40am VoltiKIOSK - Interactive Kiosks in distributor outlets – preliminary research11.50am Voltimum as a seminar organiser12.00 Getting the most out of the NICEIC Sponsorship year (Working Group 1)

How can we get more out of wholesalers? (Working Group 2)Seminars – should we have a go? Seminars at ELECTREX (working Group 3)

12.30 Feedback from each group12.45 AOB

Rate Card for Voltimum services MF1.15pm Dates of meetings for 2006 & Close ALL

Portal & Newsletter Performance Review YTD 2005

1374 registrations in November – highest no in 2005 and 3rd highest month ever.Cumulative database: 36,900 of which 3,000 are manufacturersMain drivers for growth: Search Engines, NICEIC support, Edmundson Electrical,WoM and M&E Event

Newsletter circulation: 24,300 (grew by 5% over October

230,000 page views in November brings our annual total to 1.92 million – on target to reach 2.0 million for 2005.

This is double the 2004 figure.

Logins are highest ever by a considerable distance - 10% higher than previous highest month and way higher than avg. 16,000 we were getting earlier in year.

In Nov 2004 logins were 13,500.

Visitors:Highest ever. 10% higher than best previous month

Recurrent visitors:Over 4000 visited site Twice in Nov. Double last years figure.

Weekly users:Over 1,400 best ever.Good progress inAchieving this difficult KPI.

Newsletters

September:

• VoltiNEWS 1 : 13,600 page views

• VoltiNEWS 2 : 18,400 page views

October:

• VoltiNEWS 1 : 12,300 page views

• VoltiNEWS 2 : 14,900 page views

November:

• VoltiNEWS 1 : 23,900 page views

• VoltiNEWS 2 : 16,400 page views

Portal improvements

Portal Improvements

• Redesign of the Homepage

• Creation of 3 new universes (Technical Expertise, Jobs, Training & CPD)

• New features (tell-a-friend, toolbar, search, VoltiQuiz, Advent Calendar)

• Product Catalogue

• Next developments (forum, RSS)

Homepage

On the top menu:

• new walkin pop up windows

On the left side:

• Manufacturers logo scrolling

• Subscribe to the newsletter (unregistered users) / Tell a friend (registered users)

• Link to online CPDs

• Link to Technical Articles

In the centre:

• Logos + Keywords of the catalogue and of the latest news

On the right side:

• Technical Expertise portlet

• Jobs portlet

• Training and CPD portlet

Spare space for Software/Books

Walkin pop up windows

Unregistered users clicking on the links of the homepage see pop up windows.

The goal is to show the content of Voltimum without giving unregistered access.

Technical Expertise

Registered users have access to the new Technical Expertise on Voltimum (~80 experts).

The goal is to build a database of technical questions and answers. Manufacturers are showing their expertise and have the possibility to contact the user (one to one marketing) – 310 questions answered

Homepage

Portal

Jobs

Registered users have access to the jobs published on Voltimum.

The goal is to advertise your job offers as well as making extra revenue with recruitment partners.

Newsletter

Homepage

Portal

Training & CPD

Registered users have access to the trainings and CPDs published on Voltimum.

The goal is to advertise your trainings and CPDs as well as Voltimum’s CPDs (link from the VoltiBULLETIN)

Newsletter

Homepage

Portal

Tell a friend

Registered users can tell their friends and colleagues about Voltimum.

The goal is to have more registered users at no cost for Voltimum (viral marketing).

Newsletter

Homepage

Portal

Voltimum Toolbar

• Registered users can access Voltimum universes directly (being logged in automatically)

• They can search on Voltimum as well as on Google

• They have direct access to the latest 10 news published on Voltimum

Search Engine

The search has been improved and is now faster. It is searching into the catalogue, the news, the technical expertise, training & CPD and the jobs.

12

3

VoltiQUIZ

Forum

A new forum is currently being tested and should be available shortly to the Voltimum users.

The forum will encourage recurrent use of the portal and create a community of Voltimum users.

RSS Feed

RSS = Really Simple Syndication

Principle: to display the latest news of Voltimum on other websites, with a direct link to each article.

Purpose: to create targeted traffic from RSS partner websites to Voltimum – to be the industry leader in providing this service – to generate extra revenue as the RSS partners will have to pay to display the Voltimum content on their websites.

Conclusion

Relate

EngageAttract

Retain

Learn

Attract:

• Attractive homepage

• Search Engine friendly (especially focus on Google)

• Links from other Websites (partners, PPC & RSS)

• Tools like Tell-a-friend

• Offline marketing (fairs, events)

Engage (CONTENT):

• Electrical Information (products & legislation)

• Giving the users what they really want

• Product catalogue, technical expertise, jobs…

Retain:

• Newsletters + Up to date content

• Toolbar, Forum (community), Jobs

• Competitions & Games (VoltiQuizz, Advent Calendar)

Learn:

• Statistics, Polls, Feedback

Relate:

• Modification or adaptation of the Strategy.

Catalogue Update

Total live catalogues at end November 2005: 28

New catalogues live between Jan & November 2005: 10AEG, Adaptaflex, Clipsal, Dimplex, Elkay, Kopex, Legrand, Major Tech, Socket & See, Vent-Axia

Updates and improvements to existing catalogues: 7Draka UK, ITW, Legrand, Mita, OSRAM, Prysmian, Square D

Catalogues not updated in 2005: 11ABB, Eaton Bill, Canalis, Merlin Gerin, MGE UPS, MK, Eaton MEM,Nexans, Philips* (on staging), Sarel, Tenby

Total no. of products live on Voltimum: 25,082(ie growth of 2210 since January 2005)

Dec-04 Oct 05 Nov 05Status Dec 05

Change Nov 05

Change Total 05

Forecast 2006

1 ABU ABB 2178 2178 2178 2178 0 02 AEU AEG 67 67 67 0 673 AXU Adaptaflex 53 53 53 0 534 BIU Eaton Bill 29 29 29 29 0 05 CAU Canalis 397 397 397 397 0 06 CLU Clipsal 737 737 737 0 7377 DIU Dimplex 166 166 166 0 1668 DRU Draka UK 107 143 143 163 20 569 EYU ElKay 18 18 18

10 ITU ITW 576 579 579 579 0 311 KEU Kew Technik 98 98 98 0 9812 KOU Kopex 30 30 3013 LEU Legrand 3825 3927 3927 4311 384 48614 MEU Merlin Gerin 1782 1782 1782 1782 0 015 MGU MGE UPS 134 134 134 134 0 016 MIU Mita 288 283 283 283 0 -517 MKU MK 3786 3786 3786 3786 0 018 MMU Eaton MEM 300 300 300 300 0 019 MTU Major Tech 7 7 7 0 720 NEU Nexans 3399 3399 3399 3399 0 021 OSU OSRAM 1328 1328 1328 1253 -75 -7522 PHU Philips 1227 1227 1227 1227 0 023 PIU Prysmian 1514 1864 1864 1864 0 35024 SAU Sarel 279 279 279 279 0 025 SQU Square D 478 476 476 476 0 -226 SSU Socket & See 20 20 20 0 2027 TBU Tenby 1245 1245 1245 1245 0 028 VAU Vent-Axia 51 51 201 150 201

0 Total 22872 24555 24555 25082 527 2210

Conclusion

Relate

EngageAttract

Retain

Learn

Attract:

• Attractive homepage

• Search Engine friendly (especially focus on Google)

• Links from other Websites (partners, PPC & RSS)

• Tools like Tell-a-friend

• Offline marketing (fairs, events)

Engage:

• Electrical Information (products & legislation)

• Giving the users what they really want

• Product catalogue, technical expertise, jobs…

Retain:

• Newsletters + Up to date content

• Toolbar, Forum (community), Jobs

• Competitions & Games (VoltiQuizz, Advent Calendar)

Learn:

• Statistics, Polls, Feedback

Relate:

• Modification or adaptation of the Strategy.

CPD & Training Area

CPD & Training Area on Voltimum

• Live since Spring 2005

• Currently contains 84 training courses– 67 CPD approved– 71 traditional format– 17 available on line– 44 are free– 40 have to be paid for

• Wide variety of topics: technical, business development and health & safety.

• ECA Education & Training is first ‘Training Partner’. Positive discussions with NICEIC Training. Other targets are IEE and City & Guilds.

• Manufacturers training will be pushed alongside industry leaders inVoltiNEWS 2 every month. Also can appear in VoltiBULLETIN

Technical Expertise Area

Status of database of technical Q&As26th Sept 2005

4th Oct.2005

1st Nov 2005

5th Dec 2005

Cables & accessories 23 52 68 80Switchgear 23 23 34 40Wiring Accessories 5 6 13 6Lighting 13 17 21 28Cable Management 5 5 8 9Space and Water Heating (incl shower 9 10 10 11Ventilation and Air Conditioning 0 0 0 3Hand Driers 0 0 0 1Tools and Test Instruments 2 3 4 5Intelligent Buildings 1 1 1 1UPS & Battery Back-up 0 0 0 2Legislation for Electrical Installation 5 6 10 13Technical Requirements for Electrical I 16 34 72 100

102 157 241 299

Pending Questions 84 78 82

MarketingAdvent CalendarM& E Event FeedbackElex Sandown – Feedback after day 1Thomsons Customised Newsletter of 1st DecemberNICEIC updateNew Voltimum BrochuresExhibitions and Events in 2006

Advent Calendar

1st day: OSRAM – 1048 entries

2nd day: PHILIPS – 1066 entries

3rd day (Saturday): DRAKA – 612 entries

4th day (Sunday): ECA – 364 entries

5th day: EATON – 597 entries

6th day: VENT-AXIA – 628 entries

Exhibitions & Shows

M & E Event – November 23rd – 24th 2005

2. Special VoltiALERT one week in advance of event

•VoltiQUIZ•36,000th User•Support for exhibiting manufacturersBefore the show

1. Banner started to appear on VoltiNEWS andVoltiBULLETIN 3 months in advance of Event

Mention made in introduction of VoltiNEWS

During the show

After the show

3. Two days after show – VoltiALERT with images of show and announcing36,000th user.

CategoryManufacturer or Manufacturer's Agent 104 26%M and/or E Consultant 59 15%Other 57 14%Electrical Engineering Firm 25 6%Local Authority or Government 21 5%Facilities Manager 19 5%Electrical Contractor (25-59 employees) 13 3%Recruitment 13 3%Wholsale Distributor 12 3%Architect/Designer 11 3%Electrical Contractor (60+ employees) 10 2%Fire Performance Specialist 10 2%Mechanical Contractor 9 2%Other Specifier 9 2%Student 7 2%Educational Establishment/Professor/Lecturer 6 1%Electrical Contractor (1-10 employees) 4 1%Electrical Contractor (11-24 employees) 4 1%Training 4 1%Housebuilder 3 1%Client - End User 2 0%Joiner/Carpenter 2 0%

404

The Registrations

Observations and impressions

• Excellent training academy and CPD area – good speakers and well attended

• Poor attendance and poor understanding of one-to-one area

• Very high-quality visitors but not enough of them

• Visitors more ‘mechanical’ than electrical

• Very nice venue – good look and feel – relatively small show

• Organisers say they are pleased at the show as a first attempt – feel they have a good platform to build from

Other points to consider

• Forced deadlines upon us which we may otherwise have let slip

• Raised our profile amongst the press – CMP very impressed by our performance (better than established Institutions in pre-registrations)

– Electrex & Interbuild now want us as supporters– Electrical Products, Electrical Times very keen to work more closely with us

• Improved relations with institutions such as ECA, Barbour, IEE and NICEIC

• Now have an exhibition model to work with for 2006

• Learned ways to improve our Registration quality

……. and finally

• Sincere thanks to Dimplex, Draka, OSRAM and Prysmianwho helped out on the stand.

• Many thanks to Philips for the fabulous Home Entertainment system for our first VoltiQUIZ winner

• Enormous thanks to all of you who contributed gifts for our Lucky Dip

Elex SandownHamerville Group

• 6th & 7th December 2005

• 80 exhibitors verses 50 in 2004 – few electrical, many tools and test instruments

• Almost 5000 pre-registrations versus 3000 last year (48% turnout rate and 600 on the door)

• NICEIC Van doing Part P Seminars

• Visitors being brought in by bus

• Packed out in the morning, quiet in afternoon.

• Predominantly small contractors – approx 150 registrations on day 1.

Sent 1st December 2005

Thomson Directories database: 3,569

No. registrations: approx. 100

NICEIC 50th

Anniversary YearA year of events and activities

to celebrate NICEIC Golden Jubilee year

hAnniversary Book - Voltimim logo, 1 page of technical editorial per brand, History of the NICEIC, Snags and solutions, Events listings (does not contain a diary)

hStatus end November 2005

hAll content currently being reviewed by P. BucklehYearbook print schedule – originally planned for July but now aiming for March to launch at Technical Seminarh750 – 900 words of text, company logo, one image to accompany text and one image of Technical Expert – Author

hTechnical Seminars – Electrical Installation, Yesterday, Today, Tomorrow – CPD approved

hTuesday 28 March, Royal Society, London (Press conference)

hThursday 30 March, Millennium Stadium, Cardiff

hMonday 30 October, Science Centre, Glasgow

hWednesday 1 November, Think Tank, Birmingham

hManufacturers can have own stand and have about 3 people at eachevent

hManufacturers will be provided the list of attendees (in advancewhere possible)

h

hConnections Magazine (Quarterly) – 4 Adverts

hGolf Day - Friday, 30 June 2006, Woburn Golf Club, Bedfordshire

hGala Dinner & Award Ceremony – 20th September 2006

Advertising & postersSales e-shots

Website

Exhibitions Shows & Seminars

Interbuild - NEC – 23rd- 27th April 2006

Electrex – 16, 17th 18th May 2006

Elex Coventry – September

10th & 11th October 2005 – Olympia London

NICEIC Seminar/Conferences x 4 – March & October 2006

Monthly slot in Electrical Times – for technical experts

VoltiKIOSK - Interactive Kiosks

VoltiKIOSK

• A VoltiKIOSK offers a permanent, controllable presence

• For example, in the wholesaler outlet …..

– Where many small contractors go & sometimes have to wait around and kill time

– Where influential trade counter staff are permanently present and usually don’t have access to the web

– Where all manufacturers fight for their space on the wall or floor or on the counter

– Where manufacturers battle to ensure that their image is kept intact (leaflets in right dispensers, sitting alongside and associated with the right brands etc)

– Where manufacturers struggle to keep information current– Where your salesforces need support when giving breakfast

mornings

VoltiKIOSK

• A VoltiKIOSK allows communication of controllable, up to date promotional & technical messages

– Pre-selected website(s) available to browse (and on which to register)

– Front-end software allows any type of message to be communicated and allocation of communication slots

• Rolling presentation• with or without sound or picture -

– imagine a video clip of Mike Southgate in all the branches of Rexel repeating the same message about a new product/service/salesforce to the customers – over and over again! Only to be followed by an OSRAM LED display and then a Vent-Axia promotional message about a day at Formula One racing!

• All controlled centrally via the web• Distributed through the branded VoltiKIOSK – almost a VoltiTV network!

VoltiKIOSK - how it might look

Very robustTouch screenCan be secured to floorCan incorporate overhead plasma screenCan print off tickets on thermal paper

VoltiKIOSK

Marketed as a special privilege to have in-storeWholesaler would have to be pre-selected and pre-qualifyWholesaler would have to have adsl connection to qualifyWholesaler could be offered promotional opportunities also

One or two ‘guinea pig’ locations for trial purposes before any heavy investment

Working Groups

Seminars in 2006 Could we? Should we? How should we? What about Electrex?

Group 1SeminarsPaul Gretton - CMP LtdMartin Dale - DrakaClaire Wing - ITW SpitSteve Smith - LegrandJane Stocks - PhilipsPeter Curtis - Phoenix Contact

NICEIC 50th Anniversary –How do we ensure we make the most of this one-off opportunity especially the 4 Seminars

Group 2NICEICKaren Trewick - DimplexJennie Smith - SchneiderAnton van den Bos - ITW SpitVerity King - PhilipsDavid Neale - Vent-AxiaStuart Wetherall - Kew Technik

Wholesalers –

5 good, cost-effective and easy to implement and measure ideas for getting the wholesaler to ‘DO SOMETHING’!!!

Group 3DistributorsStephen Cox - AEG Power ToolsPenjamin Beduoglu - SchneiderChris Montgomery - ITW ConstructionJulie Croasdale - PrysmianEric Parker - ThornJason Koffler - MGE UPS

Seminars in 2006

Could we? Should we? How should we? What about Electrex?

Wholesalers –

5 good, cost-effective and easy to implement and measure ideas for getting the wholesaler to ‘DO SOMETHING’!!!

NICEIC 50th Anniversary –

How do we ensure we make the most of this one-off opportunity especially the 4 Seminars

Voltimum Rate Card

AOB and dates of next meetings

Banner on Newsletter – limit of 5 per newsletter £250

VoltiSPECIAL – exclusive newsletter designed by your agency or Voltimum and sent to the Voltimum and/or Edmundson database. Maximum of 2 per month

to one database only (12,500) £2,500to both databases (25,000) £3,500

VoltiCLIP – design and creation of simple video clip (2-3 minutes) for use on Voltimum and/or own site

for Voltimum onlywith copyright and for own use

Catalogue building £90 /day