Integrating Islands Of Information

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Integrating Islands Of Information
Welcome!!!
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INTELLIGENCE

• A Critical Factor In The Power Systems Industry

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The Power Products Outlook

• Major Trends
• Key Factors For Success
• Power Systems Marketing in the Intelligence Age

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Major Trends

• Better Tools Analytics
• Neural networks
• More Information
• Explosion of sources
• Faster Response
• Real time customer information

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Neural Networks A Great Predictive Tool
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An Explosion of Information Sources
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Real Time Information

• For Example
• Satellite Tracking of Trucks
• Utilization and performance data maintenance
  scheduling and replacement forecasting
• On line productivity logging
• Construction, Ag and industrial machinery
  provides utilization, performance and ownership
  data
• Electronic maintenance files
• Aftermarket location, measurement and market share

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Key Factors For Success In Todays Power Systems
Business

• Anticipating customer needs
• Asking and responding is not enough
• Focusing on customers who will matter
• A continuous process of picking winners is a key
  part of the marketing function design products
  for winners
• Demonstrating superior value
• Just doing it is not enough you have to prove
  it to the customer over and over

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Anticipating Customer Needs
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For Original Equipment A Lot of Effort Into
Marginal Opportunities
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The Power Systems OutlookIntelligence is the
thing

• Customer Management
• Every customer is not always right suppliers
  who manage customers are 3 times as profitable as
  those who take on everyone
• Value / Pricing
• Get paid for what you do and do what you get paid
  for
• Flexibility
• Maintain the highest degree of maneuverability in
  a capital intensive business