Q2
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In this Issue 2014 | Q2
Congratulations
2-3
Promotions/Successes
Knowledge is power
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Are you in the know?
Awards
5
Stronger Together
6-9
ABB/TNB success
Successes In The Field 2
Key Projects
10-12
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Al Tiano has been appointed as the ABB LP Region Sales Manager for the Southern Region. Al is located in Atlanta, Georgia. Al holds an MBA from Adelphi University and a B.S. Engineering degree, University of Pittsburgh. He has been with ABB since 2010 as the Region Channel Manager. Please join me in congratulating Al in his new role.
Tim Fogler has been appointed as the District Sales Manager for the Mid-Atlantic District of the Southern Region of the Electrical Division. Tim is located in Charlotte, North Carolina and will manage our Sales Team in North Carolina, South Carolina, and Virginia. Tim will celebrate 3 years with Thomas & Betts this August. He has been a key contributor in both Contractor Sales and in WESCO Business Development. Tim has a Bachelor’s degree from Wittenberg University. Please congratulate Tim on his new role.
Congratulations Greg Collins on recently graduating from the Executive MBA Program at Kennesaw State University.
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Knowledge is Power Are you in the know?
You can access the Marketing Archive at anytime & check out these great things: Current
Listen to
promotions
podcasts
New products
Here is how to get to the archive: MOBILE APP: Look under TOOLS for "Marketing Updates." Because you are already logged in, the link will take you directly to the marketing archive. WEB: Log on to the sales site (tnbsales.tnb.com), Click on "At Your Service" then "Marketing Updates," which is under the Reference tab.
Other Available Resources 4
Click here to sign up for training
Click here to meet SAM (Sales Access Module)
Regional Supplier of the Year Award Border States Electric Eastern Division awards Thomas & Betts. Regional Supplier awards are given to those that maintain dependable partnerships that go above and beyond to support Border State's customers and employee-owners. Recipients must meet all selection criteria including developing localized marketing strategies with BSE branches, offering strong local support for sales calls, resolving issues or problems quickly, driving consistent growth and frequently helping the branches and all departments. 5
Kevin Fugate Region Vice President
The TNB4ABB Initiative is what drives our conversion of the Baldor facilities in the Georgia Market( Athens & Flowery Branch). The initiative is designed to strengthen our company by bringing external spending into the ABB family, as well as cost savings to ABB. A team of TNB, Baldor, ABB and Hagemeyer personnel were brought together by Marc Salerno (Director of Inter-Company Sales), they have been working diligently close to 2 years in order to execute this conversion. We first had to identify the plants current solutions to validate the opportunity was there for us. The next step was an approval process to ensure we would be cross referencing "apples to apples�. This process required engineered drawings, approvals, samples, UL testing, and reports. After, we submitted our approvals through engineering and received the okay we started with the implementation of TNB solutions on the floor within the plants. The first TNB OEM solutions to hit the floor at the Baldor facilities were our TNB tooling, StaKon and Blackburn Color Keyed lugs. We have replaced all the tooling within the facilities and crossed over all the lugs without interrupting production. At this point we are now moving into the MRO solutions and will begin the approval process to replace our competitors in the maintenance cribs. Total YTD sales is close to $40K and expecting sales close to $200K by year end.
-Vito Phelan
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Key Team Members: Marc Salerno - TNB Jerry Woodward - TNB Kimberly Alexander - TNB Scott Dunnington - TNB Jason Pitcher - Baldor Mark Ott - Baldor Ed Laturell - Baldor Dodd Ferrelle - Hagemeyer
Jim Wilson - Hagemeyer 7
EC & LP Strong
Partnership w
In January, Kent Young- Sr. Sales Rep in NC utilized his long standing relationship with a key channel
gain access to the contractor market. He reached across the T&B/ABB business and introduced Amy D President and Tommy Gilmore – VP Purchasing & Distribution.
During the first meeting, Amy had the opportunity to present our Enclosed Starters. Excellent product o with the T&B “Easy to Do Business With” sales strategy, generated a vast interest in the ABB product der - the largest Enclosed Starter stocking order to date!
A few weeks later, ABB launched the Heavy Duty Safety Switch, with one of the primary targets being pilot distributor to introduce this brand new product to their contractor customers. In May, after several tions around the Heavy Duty Safety Switch they placed a $16K stocking order – the very first stocking
To sum up this success, we now have a brand new ABB distributor in the NC market that is helping us hosted a lunch and learn at Starr Electric in Greensboro, NC and in July we are set to speak with Coop when we reach across T&B/ABB network to bring new products to an existing channel partner.
Heavy Duty Safety Switches: 8
ger Together
with Purpose
l partner, Hunt Electric in Burlington, NC to help ABB Drewery to high level contacts within Hunt: Sam Hunt IV –
Timeline of Events January 2014
offering, sophisticated on -line configurator tool, coupled line. Shortly after the meeting, ABB received a $40K or-
g the contractor market. Hunt Electric was poised to be our l sales calls to Hunt Electric to present the value proposig order for the US!
gain traction within the contractor market. June 5th we er Electric. This is a prime example of the success we reap
1st meeting with Kent Young, Tommy Gilmore and Sam Hunt IV
February 2014 Received the largest stocking order for Enclosed Starters in ABB’s history
April 2014 Presented Safety Switches to Hunt
Enclosed Starters: 9
May 2014 Received the first stocking order - $16K
John Hiers (EC Sales Rep) & Christopher Evanich (High Voltage Sr. Application Engineer) Team Up for Success Reduces Arc Flash & Improves Reliability John Hiers was contacted by plant engineers from BASF facility in McIntyre, GA about concerns with arc flash protection for their plant. John was able to offer the Elastimold Molded Vacuum Interrupter (MVI). To improve the switching operation and aesthetics at the riser pole, the three phase MVI with air insulated bushings was used. With the addition of air insulated bushings, the MVI combines the switch and the terminator into one relatively compact package. The MVI can be operated from the ground with an extendable stick. For arc fault protection, the 80 Control was programmed to limit the fault current from becoming a hazard. In the field, the control was programmed and tested. The MVI was used to provide overcurrent protection along with the Style 80 Control for programming the Pickup Level and Time Current Curve (TCC). Elastimold 600 Amp Elbows, which were used to make the electrical connection from the interrupter to the underground cable. Based on the compact size, maintenance free design and simple to program control, the product was the ideal solution. The complete system allows for continuous power to this critical load.
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Two installations were completed in May and BASF purchased two more systems which will be installed in July. Total YTD sales is $100K with an endless potential. John Hiers continues to work with BASF on more opportunities.
Scott Orr and Amy Drewery were amongst many from the southern region that attended the International Production and Processing Expo (IPPE) in Atlanta in January. We walked the show floor looking for potential target accounts. The first stop was at FPEC, they build food processing equipment for Tyson Foods. We noticed they used a competitor's safety devices, and began to ask them about unintended stops in manufacturing due to safety system failures. They confirmed they did have some issues with that, resulting in lost production time and a need to troubleshoot the system easily.
The customer agreed to visit our trade show booth, where we were able to demonstrate ABB's solution. We showed them that by using ABB Jokab Safety Systems, we could improve production time by offering more reliable switches, with better alignment capability, along with an immediate visual status indication and far superior troubleshooting capabilities. The Manufacturer's representative Robert Witte of Rhodes Sales Agency picked up on the opportunity and quickly helped turn the opportunity into a nice win. The first order channeled through a local distributor was for a couple of Vital 1 controllers and 6 sets of Eden Switches. Not long after they placed another order totaling $8,500 for 6 controllers and 50 sets of Eden Switches. We continue to work with them on other applications.
-Scott J Orr
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Plant Expansion
Total Project: $300 Million Location: Ridgeville, S.C. (15 miles west of Charleston) EPC: Fluor - Greenville, S.C.
out of the motors with no bolting, taping or loose connection in the future.
Fluor, with the approval of the Showa Denko Corp (owner), standardized the Fluor estimated to have over 1 million MLD's for all motor connections. They man hours required to complete construc- were all three phase with some being partion. After receiving an above average allel leads. The initial order was for $9K rainfall for the year, they were struggling with more to come. We are going back to with the ability to finish the job on time. the jobsite soon now that the shipment One particular area of concern was the has arrived to go over the installation protime of installation of the many motors cedures. throughout the facility. Tripp Taylor & Alan Amidon knew Motor Lead Disconnects (Blackburn featuring the Color-Keyed Compression System) was the solution that could cut the installation time of the motors in half while ensuring proper connections, increasing safety, and allowing for the quick change
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Through this solution based approach to selling, we were able to differentiate ourselves from our competition and become a trusted adviser to Fluor and it has led to many more opportunities. -Tripp Taylor
TOP KEY PROJECTS Vertical Market Project Name
UT OEM Chemical
$400K OCAL, Connectivity, Stacons, Ty-Rap ABB Crystal B. McArthur $500K $100K Dragon Tooth, Lugs, Liquid Springs Tight, Ty-Rap Baxter Pharmaceu- Collins/ $800K $500K Boxes, Rigid Fittings, Cord Fittical Jaegers tings, Strut, Hangers, Red Dot SWA
Power Genera- EG Gaston tion Construction
Rep / MDM Total T&B $ Products (Groups) T&B to Date Goal $
Atlanta Falcons Stadium
Hall
Hall/Roberts $250K -
Collins/ Archer
Ruffin / Gaines Eng Sales/ UT Perez Peoples REC Recl CBM/ UT Repl Perez Siemens Wind Fuse Powell/ UT OEM Proj 2 Perez Power Genera- Lawernceville GR Griffin Natural Gas tion Showa Denko Taylor Industrial UT
$1M
Distran VC Summer Proj FPL ATS Proj
$500K $300K -
Boxes, Strut, Ty-Raps, Sta-Kon, Rigid Fittings, Tray, Hangers, Red Dot Boxes, Rigid Fittings, Cord Fittings, Strut, Hangers, Red Dot 266 Homac Subst
$400K $200K 125 Switchgear $500K -
201 Reclosers
$185K -
120 Fuses
$1M
Bidding process
$50K
$500K $400K Ty-Raps, Liquid Tight, Lugs
Fogler / Ster- $400K $375K Lugs, Strut lace High Point Hospital Young / $100K Strut, Switch Gear Commercial Archer Power Genera- VC Summer Nucle- Taylor $3M Bidding Process ar tion Data Centers
Data Center
Microsoft Data Center Phase 6Boydton, VA Baldor Kings Mountain
OEM 13
Griffin
$600K -
Patrick/ $325K $25K J. Woodward
EMT fittings, Strut, Lugs, PVC fittings, Ty-Raps, Liquidtight fittings and grounding bushings Lugs, stakons, tooling, Ty-Raps
Thank you to everyone who contributed to this edition of InFocus. Your participation is very much appreciated.
If you want to be a part of the next edition please contact: Jessica Calcagni Jessica.Calcagni@tnb.com 615-651-8207 14