Schneider Electric 2- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
Build a partnership …… with Schneider Electric
Schneider Electric 3- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
Building a partnership with Schneider Electric
● More than 300 licence contracts over the past 25 years all over the world on MV/LV equipments
● Our intention is to build Long-Term Partnerships with panel builders
● Licences to manufacture and sell products under Schneider Electric brand name
● Licence is more than just drawing collection Services are provided● Up to Date Technical Documentation (drawings, instructions, product evolutions)● Communication tools, Configuration tool● Training, Validation, and Periodical Audits● Local Support and Assistance
● Additional Support available upon request● Technical or industrial support
● Join our Promotion & Prescription efforts
● Coordinate our commercial operations
Schneider Electric 4- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
Building a partnership with Schneider Electric Why choosing a Licence partnership ?
●Your benefits●Quick Access to the market (technology)
● Fully Type-Tested product
● Limited R&D costs
●On going Development cost supported by Schneider Electric
●Differentiation from your competitors
●Schneider Electric Brand● Make the most of Schneider Electric Expertise
You win 2 years in the development of your business
Schneider Electric 5- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
Licence Implementation Milestones
Schneider Electric 6- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
Transfer of technology milestones
BusinessPlan
LicenceContract
Training Validation
Delivery of 1st components
ContractualAudits
1st delivery
Mutual knowledge Preparation of techno transfer
Implementation Support
11 22 33 44
●After signing the Licence, there's a number of steps that should be followed
MOU**
**Memorandum Of Understanding
Payment of Cash Fees
Schneider Electric 7- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
LicenceContract
Express the motivations and needs of both partiesProtect respective company interestsGuideline to clarify day to day relationshipBe significant of a long term policy
Mutual knowledge Preparation of techno transfer
Implementation Support
11 22 33 44
Licence contract
Schneider Electric 8- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
Licence contract content (1/4)
●Scope of the licence with No Exclusive Rights● Local production of the product in a territory based on technical information,
tools and services and right to sell the product inside the territory.
●Transfer plan, training and technical assistance description
●Access to improvements and file updates
Schneider Electric 9- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
●Device, products and system parts● Unless otherwise agreed case by case for the devices for which =S= has no
offer or when final customer imposes it, only Schneider Electric components are allowed in the product,
Validation of Schneider Electric is a must before doing any change
● The licence contract includes the list of authorised local (non Schneider Electric) components and technical warnings
●Territory● The license is given for a Specific Territory (generally a country or even a
segment in the country)
● The right to sell can be extended Case by Case to a larger territory under some co-ordination conditions (previous written =S= Country authorisation)
Licence contract content (2/4)
Schneider Electric 10- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
●Guaranties given by Schneider Electric● Delivery (commercial contract)
● Drawings and instructions
● Audits : Validation audit "OK" for production and periodical audits
●Liability : limit of responsibility from Schneider Electric● Schneider Electric not responsible for local added value
●Duration, Renewal and Termination● 4 years as standard
● Renewable by new agreement 3 years as standard
●Confidentiality
●Applicable law : French
Licence contract content (3/4)Additional legal clauses
Schneider Electric 11- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
●Coming into force● Signature of licence agreement● Conditioned on payment of entrance fee
●Payment conditions● Cash Fixed entrance fee amount
● Access to technology● Cover the cost of technical and industrial transfer, trainings● Validation and periodical audits● Technical and Industrial support● Payment schedule defined in the licence contract
● Royalties Fixed amount per product sold● Product evolution and Transfer file update● R&D Support● Use of the Brand and Intellectual Property
Licence contract content (4/4)Coming into force
Schneider Electric 12- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
Training
Mutual knowledge Preparation of techno transfer
Implementation Support
11 22 33 44
Give access to the technology2 or 3 days training in partner's factory (NEX offer)1st Job study with support of a SE specialistVisit of the Schneider Electric global plantsTransmission of file & tools
A comprehensive trainingto give full autonomy
Payment of Cash Fees
Schneider Electric 13- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
Transfer of TechnologyFile content
●Commercial tools :● Product presentation
● Catalogue
● Sales promotion kit
● Typical Technical specifications
●Technical tools :● ADDs - Architecture Decision
Document● BOMs - Bills of Materials● Component Drawings● Assembly Drawings● Industrial File● Traceability software package● Civil work, Installation and Operation
Guides● Type Test Reports● Technical Schedules● General Arrangement drawings● Technical data sheet
MCset Transfer fileLevel C
Schneider Electric 14- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
Transfer of TechnologyImplementation in your premises
●The Licensee integrates the file into his organization and information system
● Review files
● Establish equipment and tooling needs
● Implement processes to manage the file
● Initiate prototype manufacture
● Purchase Schneider Electric components
Schneider Electric 15- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
Validation
Mutual knowledge Preparation of techno transfer
Implementation Support
11 22 33 44
Preliminary check/audit by country Partner Support TeamTHEN
2 to 3 days on Partner site to check product transferValidation of Product : 1st job or prototype assembly
Validation of Process / Quality system and OrganisationRelease of Certificate
Shared action plan before 1st customer delivery
ValidationGreen light before "SELL" decision
Schneider Electric 16- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
Contractual Audit
Mutual knowledge Preparation of techno transfer
Implementation Support
11 22 33 44
Review of manufacturing operations1 day on Partner site
Quality / Process / ImprovementsRenewal of Certificate of Capacity
Shared action plan
Contractual auditTime to share experience and re-validate
Schneider Electric 17- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
Mutual knowledge Preparation of techno transfer
Implementation Support
11 22 33 44
Ongoing technical support :1 dedicated contact in Schneider Electric in your country
Design for new requirementsFile up-date
Contractual audits and support :Our product expert will perform regular audits to re-validate
1-2 day visit
Business review every year :Define action plan
Forecasts
Day to Day Support
●To ensure product quality and help you to grow your business
Schneider Electric 18- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
Transfer of technology milestonesGlobal average timing
BusinessPlan
LicenceContract
Training Validation
Delivery of 1st components
ContractualAudits
1st job delivery
Mutual knowledge Preparation of techno transfer
Implementation Support
11 22 33 44
~1 month ~4 months
●Average total time from the signature of the licence contract till the delivery of the 1st job : 6 months
MOU**
**Memorandum Of Understanding
Payment of Cash Fees
~1 month
Schneider Electric 19- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
2 Types of Contracts
Commercial ContractFor loose parts and components: specific devices, CB, relays, CTs,
VTs, accessories
PartnerPanel
Builder
Schneider ElectricLocal Sales org.
Schneider ElectricFrance, MV
Licence Contract
Express the motivations and needs of both partiesProtect respective company interests
Guideline to clarify day to day relationshipsBe significant of a long term policy
Agreement on general sales terms and conditionsFormalize price & delivery
Valid for 1 year
Schneider Electric 20- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
MV Activities - Organisation Chart
MarketingOffer Creation Product & Channel
Yann Fromont
Infrastructure BU EVPMichel Crochon
MV Activities EVPFrédéric Abbal
MarketingOffer Creation Equipment & Channel
Frank Wrobel
Product Activity SVPGilles Boisseau
Equipment Activity SVPJoachim Dams
MV Partner ChannelSupport & Management
Michel Ceddia
President & CEOJean-Pascal Tricoire
Schneider Electric 21- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
Infrastructure BusinessMV Partner Channel Organisation Chart
MCSet 1-2-3TT* PilotJean-Luc Vanpouille
SM6-36 CB’s TT* PilotBulent Ayguler (50%)
NEX TT* PilotMa Hui
CB’s / Cradle TT* PilotMathieu Gandon
SM6-24TT* PilotVictor Guevara
Motorpact TT* PilotMaurice Sartin
APOD PSP ManagerMa Hui
KioskTT* PilotMarc Bidaut
Product ActivityMarketing
Yann Fromont
Equipment ActivityMarketing
Frank Wrobel
PIX / Cradle PIXTT* PilotManfred Naftz
RM6, FBX, FLUOKITTT* PilotRaphaël Jurado
FLUSARC 36 / UNISARCUNIFLUORCTT* Pilot
Contract Management
Christiane Jomet
* TT: Technology Transfer
PartnersBusiness Support
Dhananjay Singh (50%)
MV Partner Channel SupportMichel Ceddia
Technology Transfer
Dominique Carladous
PartnersBusiness Support
Eric Giroux
MV/LV SubstationSpecialistMarc Bidaut
Schneider Electric 22- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
Become partnersto increase performance
years saved
You want to quicklydevelop your salesin the MV market
We offer you alicense partnership
As a Schneider Electric partner you will quickly become operational to manufacture and sell MV equipment in accordance with latest IEC standardYou will earn 2 years in the development of your sales
> Make the most of your energy
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