TRAINING

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TRAINING

• AGS for Resellers
• By
• Andreas Rockenbauch

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AGS for ResellersAgenda

• Introduction to AGS
• AGS Structure, Philosophy
• Tools
• Practical examples
• AGS Service products
• Special AGS Service products for PowerStruXure
• Professional Services
• Recommended service solutions
• Sales Tips

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AGS for Resellers

• What is A(PC)G(lobal)S(ervices)?
• AGS is the Service department within APC. It was
  created to make services available for all APC
  products for everyone, who wants peace of mind
  concerning their particular APC product.
• It was originally developed out the former Silcon
  service department.
• It is a world wide Service Organization

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AGS for Resellers

• Why do we need a Service Organization?
• Separates us from other companies
• Support and service demands increase
• Customer satisfaction
• Part of end to end solution
• Availability

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AGS for Resellers

• Regions in EMEA
• Western Region UK, Ireland (Dominick Byrne)
• Northern Region Denmark and Sweden (John
  Speedtsberg)
• Central Region Germany, Switzerland and Holland
  (Willem van der Zalm)
• Southern Region Italy, Spain, France, Portugal,
  Turkey, Dubai, Southern Africa (Alberto Abisso)
• Eastern Region Czech Rep., Hungary, Russia,
  Poland (Jan Luszcynski)

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AGS EMEA REGIONS
Northern Region
Central Region
Western Region
Eastern Region
Northern Region
2 AGS Locations
Western Region
2 AGS Locations
Central Region
3 AGS Locations
Southern Region
Eastern Region
4 AGS Locations
Southern Region
7 AGS Locations
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AGS for Resellers

• Contacts in Dublin
• Inside Sales Representative, RPP Andreas
  Rockenbauch
• HPP Enterprise District Manager Sarah Walsh
• AGS Manager Ireland, UK Dominick Byrne
• Phone [phone]

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AGS for Resellers

• Mission Statement
• We will ensure our clients success and develop
  a deep and mutually rewarding Relationship.We
  will deliver responsive, local, high quality on
  site service, and we will constantly focus on
  improving processes and procedures.We will employ
  world class Escalation Process, coupled with a
  Defect Correction and Avoidance Process loop to
  quickly improve both Product Quality and Data
  Center Designs.

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SKU Methodology
PART 2
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AGS for Resellers

• Where to find products and part numbers
• AGS Slick
• Cheatsheet
• Pricelist
• Website

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AGS for Resellers

• Service Products

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Extended Warranty

• Extends a products factory warranty coverage by
  1 year
• Part Numbers WEXTWAR1YR
• Tips
• No warranty extension for SUDP
• Extended Warranty MUST be purchased DURING
  FACTORY WARR.
• Service in a box (WBEXTWAR1YR)for Back-UPS and
  Smart-UPS. Now available in whole EMEA , min.
  order amount 20 units!!!! (stockable)

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Start-Up Service

• Ensures proper start of UPS system
• Commissioning and official hand over to customer
• Available for
• BK, SU (minimum 20 units)
• Matrix, SUDP, Symmetra
• Silcon, ext. Battery cabinets
• PSX
• DC, ext. Battery cabinets
• Part numbers
• WSTRTUP5x8
• WSTRTUP7X24

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On-Site Support Service

• Upgrades the standard factory warranty to include
  On-Site Repair Service if purchased together with
  the unit.
• 1 year Extended Warranty with On-Site Repair
  Service. The Customer has a choice between
  different reaction times.
• On-Site Support MUST be purchased DURING FACTORY
  WARR.

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On-Site Support Service

• Available for
• BK, SU (minimum 20 units)
• Matrix, SUDP, Symmetra
• Silcon, ext. Battery cabinets
• PSX
• DC, ext. Battery cabinets
• Part numbers
• WONSITEBE
• WONSITENBD
• WONSITEND
• WONSITE4HR

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1 Year Telephone Technical Support

• Ensures customer of 24 hour telephone technical
  support
• Available for
• BK, SU (minimum 20 units)
• Matrix, SUDP, Symmetra
• Silcon, ext. Battery cabinets
• Partnumber
• WTECHSUP7X24

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Preventative Maintenance Visit

• Complete inspection of unit
• Needs to be purchased if unit is out of warranty
  and customer wants onsite service
• Available for
• SUDP
• Silcon, ext. battery cabinets
• PSX
• DC, ext. battery cabinets
• Part numbers
• WPMV5x8
• WPMV7x24

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PowerStruXure

• Standard warranty for Type A is 2 years, but if
  customers buy the whole solution they get 3 years
• Standard warranty for Type B and Type C is 2
  years, but if customers buy the whole solution
  they get 3 years
• Whole solution consists of UPS, PDU, Basic
  building block, PDU strip in the back and
  environmental monitoring card.

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Special Services for PSX

• Battery refreshment Service
• Part numbers W1BATREFH-PX-xx
• Remote monitoring service
• Part number WRMSPSX-PX-xx
• Network integration service
• Part number WITG-PX-xx
• Thermography service
• Part number WTHERMOSCAN

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Services for PSX

• UPS removal and disposal service
• Part number WRMVL
• Installation consulting
• Partnumber WICS
• Software customization service
• Part number WSWC
• Project Management Service
• Part number WPRJ
• Training onsite
• Part number WTRAINING

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Professional Services

• Installation Consulting Service
• - Part number WICS
• Network Integration Service
• - Part number WITG
• Remote Monitoring Service
• - special training on offer
• Site Positioning Service
• - Part number WSPS

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Recommended Solutions

• For all APC products and solutions

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Smart-UPS, Back-UPS, Matrix

• 3x1 Year extended warranty

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Smart-UPS DP

• Start-Up Service
• 3x1 Year Next business
• day onsite service

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Symmetra

• Start-Up Service
• 3x1 Year extended warranty

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Silcon 10-40 KW

• Start-Up service
• 3x 1 Year Next business day
• onsite service
• Preventative maintenance visit

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Silcon 60 480 KW

• Start-Up 5X8
• External battery Installation
• 3x1 Year Next business day service for UPS an
  external batteries
• Preventative maintenance visit for UPS and
  external batteries
• Installation consulting service

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Silcon 60 480 KW

• Site positioning service
• Remote Monitoring service
• Installation consulting service

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PowerStruXure Typ A

• Start-Up service 5x8
• 3x1 extended warranty

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PowerStruXure Typ B and C

• Start-Up Service 5X8
• Onsite service NBD
• or 3x1 Year extended warranty
• Network Integration service
• Etc. basicly all available services

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DC Systems Rectifiers

• 3x1 Year extended warranty

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DC Systems Racks and bays

• Start-Up Service 5X8 for ext. batteries and unit
• 3x1 Year Onsite Service for ext. batteries and
  unit
• Preventative maintenance visit for ext. batteries
  and unit

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REMEMBER!

• Any UPS sale opens the door for selling an APC
  Service contract

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Sales Tips

• Get a clear understanding of the customer needs
• Service in a Box
• Focus on serving the customer from the beginning
• Focus on selling peace of mind
• Plant the seed as early as possible
• Service gives chance to stay in contact with
  customer
• Professional experts are onsite