InFocus Q3 2014

Stronger Together

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InFocus Q3 2014

In This Issue

Congratulations Sean Roberts!

2014 | Q3 Sean Roberts is now a Certified Electrical Professional-Outside Sales.

Congratulations

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Welcome to the Team

3

ABB/TNB success

4-5

Are you in the know?

6

Successes In The Field

7-9

Key Projects

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10-11

Unlike certificate programs that teach people how to become sales professionals, the CEP program tests candidates on understanding and skills that can only be gained through real life. Designation demonstrates the holder’s mastery of product knowledge, customer service, sales skills and other competency areas.

CEP is a certification program for distributors, manufacturers and others in the electrical distribution channel. Certification gives the holder credibility in their industry and increases the professionalism of the industry as a whole. CEP certification identifies that the holder has demonstrated expertise in areas such as product knowledge, customer service, sales skills, and other skills giving them added credibility in the electrical industry.

With support from the NAED Education & Research Foundation, NAED established the CEP program as an independent body that sets and enforces the industry’s professional standards.

Since its first exam in 2009, CEP has certified 749 individuals from 110 companies nationwide – and it continues to grow.

I was with Hammond Electronics as a Strategic Account Manager for 9 years. I covered Southern VA and Eastern NC. My sales focus was electro-mechanical, sub assembly, and value add sales directed at the Aerospace, Industrial, and Commercial markets.

My current role is Account Development Manager, ABB Low Voltage Products. I live in Raleigh, NC and my sales area is NC/SC/VA. I have a 5 year old girl who means the world to me and starts Kindergarten this year!

Matthew Goode matthew.goode@tnb.com 919-623-3555 Office: 940 Main Campus Drive, Suite 104, Raleigh NC 27606

I am David Martin, Thomas & Betts RQM based out of the Brentwood, TN office. I cover the FL Panhandle, North AL, MS, TN, and AR territory.

I am originally from Houston, Texas, and have lived in Middle Tennessee for the past 15 years. I have a wife, two sons, and like to spend my free time playing guitar, exercising, hunting, fishing, and traveling.

David Martin david.martin@tnb.com 615-651-8203

I will be working as an Account Development Manager for ABB low voltage products. I live and work out of Charlotte NC, and will be responsible for covering the tri-state area of NC, SC, and VA. I grew up in southern Maryland and attended college at East Carolina University, receiving a B.S in Industrial Distribution and Logistics. My professional background includes sales and operations experience within the Industrial Supply industry, as well as electric motors and drives.

I am excited for the challenges that lie ahead and for the opportunity to work with everyone in the T&B/ABB family.

Jonathan Spensieri jonathan.spensieri@tnb.com 252-917-4528 3

Channel Growth I

During the 2014 Southern Region meeting, our team focused o

partners by NEMA trade area was a high priority. The ABB a

We are current

The chart below shows the channel partners that were added in 2 markets so lets continue to work together. Thank you

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Initiative Success

on the Channel Growth Initiative. Gaining NAED distributor

and T&B team are working closely together on action items.

tly above plan.

2014 . Opportunities still exist for new ABB channels in several to all who have helped make this initiative a success.

Distributor Name Mayer (Nashville, Birmingham, Augusta, Tampa, Columbia, Charleston, Charlotte, Wilmington, Lagrange, Macon, Chattanooga, Knoxville) HD Supply (Jacksonville, Tampa, Orlando, Pompano, Miami, Columbus GA, Tifton GA) Graybar (Orlando, Tampa, Jacksonville, Ft. Lauderdale) Graybar -Charlotte Area, Birmingham Area, Knoxville Area

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Completion

Comments

Q4. 2013

Jokab and all Products, Lead with ABB

Q1. 2014 Q2. 2014

All Products Terminal Blocks, Relays and Power Supplies Products

Q2. 2014

Jokab Only

Graybar -Savannah

Q3. 2014

Mini Breakers and controls

Hunt Electric

Q1. 2014

Nesco(Tupelo, Corinth)

Q4. 2013

Enclosed product and Controls Supporting Various OEM Accounts

Hagemeyer ( Greenville, Anderson, Ashville) Border States ( Nashville and Central TN Locations)

Q1. 2014 Q4. 2013

Jokab and all Products Terminal Blocks, Relays and Power Supplies Products

Chancellor Gulfport

Q4. 2013

All Products

Newberry Electric supply and Equipment

Q2. 2014

All Products

SACE EMAX 2 Launching Near You

From the birthplace of the Renaissance, ABB’s newest power circuit breaker offering promises to bring innovation and change to the marketplace. By setting new standards for reliability, enhanced communication, maintainability, all on a platform that maximizes power density and one of the highest rated mechanical lifespan in the market. While there may be a few things economist can agree on, there will be no argument over the potential labor, installation, maintenance and operating cost the Emax 2 can deliver.

Emax 2 provides: • Wave form / Power analytics at the breaker • Simplified control schemes for generator / critical power use

• IEC 61850 communication standard • Active power consumption management at the breaker Event Details: Where: The Tabernacle, Atlanta, GA Date: Monday, October 20, 2014 Time: 11:30am - 6:30pm

RSVP: emax2launch.splashthat.com 6

Persistence Pays Off 5 years in the making This OEM deal was 5 years in the making.

The Eaton Switch Gear Plant in Greenwood SC is converting all

power connections to T&B. Tooling solutions were key to this effort. We supplied tooling for each work station and held discussions with installers for feedback on ease of use and application. We reached key decision makers, established relationships, and made sure T&B was always there to assist and resolve any issues on the project.

To make the conversion happen, a feasibility study was done on each manufacturer to see which one would work best overall. All the Engineers and Production Supervisors had to approve.

The conversion will be complete by Q4-2014.

Sales to date: $100,000 in tools.

Total conversion will be $400,000 annually in power connections.

Irby Mid TN INPRO Promotion Tennessee T&B sales reps Steve Barnes, John Saxon and Steve Bailey, are hard at work pushing the Irby INPRO Promotion.

Irby is using CO-OP funds to offer incentives to their Knoxville, Chattanooga and La Vergne locations to push all T&B products. A strong focus is on Blackburn Compression lugs & tooling.

The promotion is running from August to October and the reps are getting great feedback. They are conducting lunch-n-learns where they are teaching everyone on: *TNB Mobile App & what it can do *How to Navigate our website for tools, videos, cross referencing, GM catalog definition and clarification, etc. *Byhalia and Hardwired to the USA videos and discussion Getting distributors engaged and involved is key our success. Tune in to the next edition to find out the promotion results.

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Quickturn Basket Tray (New Product) Success Story

Jimmy Dix with Eagle Eye Electric needed a solution for protecting data lines. He was replacing existing line equipment at a cabinet manufacturer.

Some early installation issues were caused by banded and shipping issues. These were overcome and the installation went smoothly.

Both Eagle Eye and the cabinet manufacturer were extremely satisfied. Feedback was provided to Gary Moses, Associate Product ManKevin Griffin and Ken Latourelle, Senior Sales ager. Gary is working with our supplier to deEngineer at Electrical Equipment Company termine better shipping and banding process(EECO) offered the Quickturn basket tray syses for our Quickturn Basket Tray. tem as the solution. The Value prop was about safety, eliminating material waste, aesthetics, and secure cable management. A Jimmy Dix stated that he would use the Blue powder coat finish was chosen to match Quickturn basket tray for projects in the future. The IT Director at the cabinet manufacthe color of the data cable. An exact layout was determined to eliminate waste and order turing plant took pictures of the installation and is recommending our product for future only the material necessary. The design included various lengths, T fittings, and water- line expansions. falls to transition from the Quickturn Tray to the production line equipment.

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Mobile Solution Success

The Mobile Solutions Truck provides a great opportunity to showcase our Connection and Grounding products. Our customers appreciate the hands on experience and being able to have specific and indepth conversations about our solutions and products. The truck visited International Paper in Georgetown, S.C; BP Petro-Chemical Plant in Charleston, S.C.; Solvay Chemicals in North Charleston, SC; Westinghouse-Nuclear in Columbia, S.C.; Plant Vogtle Nuclear Site Construction Project in Waynesboro, Ga.; GE Wind in Greenville, S.C.; and Flour in Greenville, S.C.

Our Mobile Solutions team of Bill Mauriello and Thomas Shell made these South Carolina sales calls with Steve Crocker, Alan Amidon and Tripp Taylor. These visits resulted in incremental T&B sales in Tooling and Motor Lead Disconnects. We improved our Specification position and received Configurator opportunities during these visits. Our Labor Savings value proposition and the E-Z-Ground method received time and attention.

GE Wind was having pull out issues. After our visit, they standardized on our Hex Flex crimp. We teamed up with WESCO in North Charleston for IP, BP, and Solvay for the Motor Lead Disconnects and Tooling. BP has committed to buy qty 2 - 6 ton battery pack compression tools, and Westinghouse has committed to buying an In-Line 6 ton battery pack tool. The visit at Plant Vogtle led to a follow up meeting with the design engineers regarding QA/QC requirements.

Call to schedule the mobile solution truck to visit your territory and see what opportunities can be discovered.

Southern region contact-Thomas Shell: 251-391-0591 9

TOP Must W Electrical Vertical Market Project Name

Rep / MDM Total T&B $ Products (Groups) T&B to Date Goal $

WWT

SWA

Hall

Data Center

Project Flounder

$900K $600K

OCAL, Connectivity, Stacons, Ty -Rap Tray, Strut, Lugs, Grounding

Collins/ Jaegers Baxter Pharmaceu- Collins/ tical Jaegers

$750K $800K $500K

Boxes, Rigid Fittings, Cord Fittings, Strut, Hangers, Red Dot

Construction

Atlanta Falcons Stadium

Collins/ Archer

$1M

-

Boxes, Rigid Fittings, Cord Fittings, Strut, Hangers, Red Dot

Commercial

Atlanta Braves Stadium & Mixed Use Development State Farm Headquarters

$10M

-

$3M

-

$200K -

-

Tray, Lugs, strut, boxes, Steel City Efab, floor boxes, red dot, Blackburn, TNB Fittings, TyRaps Tray, Lugs, strut, boxes, Steel City Efab, floor boxes, red dot, Blackburn, TNB Fittings, TyRaps Carlon, Steel City,Ty Raps, PreFab, Industrial Fittings, Color Keyed Sta-Kon lugs and splices, Ty Raps and tooling potential Lugs, Strut, boxes, fittings, cabletray Bidding Process

-

Bidding Process

$25K

Lugs, stakons, tooling, Ty-Raps

$125K

tooling, compression lugs, tyraps & stakons bidding process. liquid tights, cord connectors, Sta Kons, Ty Raps etc. cable tray, fittings, boxes, stainless package, Ocal, tyraps

Chemical

Commercial

Porsche Tower

Collins/ Jaegers/ Phelan Phelan/ Jaegers/ Collins Marschke

Power

PPI

Phelan

Commercial

Data Centers

$300K $100K

Google Marcella/ $400K **new phase** Sterlace Power Genera- VC Summer Nucle- Taylor $3M tion ar Data Center Microsoft Data Cen- Young $600K ter Phase 5Boydton, VA OEM Baldor Kings Moun- Patrick/ $325K tain J. Woodward OEM Eaton Greenwood, Crocker/ $400K SC Patrick Power Genera- Plant Vogtle Crocker/ $3M tion Amidon Industrial

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New Belgium Brew- Marcella/ ery -Asheville, NC Barr

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$100K

$350K $75K

Win Projects ABB Vertical Market Project Name

ABB ABB ABB ABB ABB

Rep / MDM Total T&B $ Products (Groups) T&B to Date Goal $

Microsoft Frame Kythas Agreement Bid (Cyberex) Magnum DS Break- Kythas er Retrofit Colon Sugar Mill / Zayas TAW Annual Supply of Wilson LVP Redesign of drive Camera panel

$2.7M -

520- MCCBs

$1M

-

521 Emax ACB

$711K -

529- Emax Link

$500K -

502- Proline

$500K -

520- MCCBs

Utility Vertical Market Project Name UT

FPL ATS

UT UT

Next Era Distran VC Summer ABB Lake Mary Google Project BSE/Oxy

UT UT

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Rep / MDM Total T&B Goal $ Eng Sales/ $1M Perez Eng Sales $750K Ruffin/ $200K Gaines Powell/ $5M Herst USA North $1M TX

T&B $ Products (Groups) to Date $500K

125 switchgear

$750K $100K

600 amp arresters 266 Homac Subst

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Elastimold

$800K

Reclosers

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 12