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ManagingForGrowth:
MaximisingSalesforceEffectiveness
October1996
Agenda
ArthurAndersenCapabilities
ABBStal:CurrentSituation
AchievingWorldClassSalesPerformance
ProjectObjectiveandApproach
DeliverablesandResourceRequirements
Credentials
CurriculaVitae
ArthurAndersenCapabilities
ABBStal:CurrentSituation
AchievingWorldClassSalesPerformance
ProjectObjectiveandApproach
DeliverablesandResourceRequirements
Credentials
CurriculaVitae
RepresentativeBusinessConsultingManufacturingClients
AsiaPacific
DainipponInk&Chem
HKWiring
OkamotoMachineTool
CocaCola
ColgatePalmolivePhils
PhilipsElectronics
NorthAmerica
TheFordCompany
Motorola
AseaBrownBoveri
CarolinaPower&Light
SiemensCorporation
TheBoeingCompany
MicrosoftCorporation
RustInternational
TurnerConstruction
Europe/Africa
SmithKlineBeecham
DaimlerBenzAG
GECAlsthom
MetallgesellschaftAG
KloecknerMoellerElectrizitaetsGmbh
UnitedBiscuits
Asg
SouthAmerica
FiatAuto
.
ArthurAndersenConsultingCapabilities
ArthurAndersenprovidesseamlessexpertiseinassistingclientstoaligntheirorganisations,addresstheirbusinesschallengesandimprovetheirbusinessperformance
RevenueEnhancement
CustomerSatisfactionAssessmentStrategic/BusinessPlanning
QualityManagement
SoftwareSelection
InformationPlanning
SystemDesignandImplementation
ProcessRe-engineering
BenchmarkingandBestPractice
CostManagement/ClientProfitability
ProjectManagement
OrganisationDesign
PerformanceMeasurement
HumanResourcesManagement
Strategy
People
Business Processes
Technology
Operations
ChangeImplementationApproach
Ourimplementationfocusedteamapproachwhichseekstoaddressthekeychallengeconsultantsandclientsfaceineveryproject:thehumanaspectofchange
Ourorganisationalchangeapproachwhichstronglyreliesonperformancemeasuresandmeasurementsystemstoaligntheentireorganisation,itsprocessesandpeoplebehaviour,withcustomer-focusedobjectivesandoverallstrategicgoals
UsingtheArthurAndersenknowledgeofGlobalBestPracticestoacceleratethechangeprocessesanddelivercreativeinsights
:
ArthurAndersenCapabilities
ABBStal:CurrentSituation
AchievingWorldClassSalesPerformance
ProjectObjectiveandApproach
DeliverablesandResourceRequirements
Credentials
CurriculaVitae
CurrentSituation
AseaBrownBoveri(ABB)
ABBconsistsof36decentralisedbusinessesoperatingprimarilyinfourbusinesssegments
ABBarerecognisedforinnovationinavarietyofareas,mostlynotablytheT5Ochangeprocess:
supplierpartnershipprogrammes
reductioninleadtimes>50%
stock/inventorylevelsreducedby>30%
productivityimprovements>20%
benchmarkingfor>50%ofthebusiness
,?(PercyBarnevik)
AseaBrownBoveriAB
Powergeneration
Powertransmissionanddistribution
Industryandbuildingsystems
Financialservices
Variousactivities
CorporateResearch
StaffUnion
ABBStal
EuropeanTurbineMarket
Source-FrostandSullivan,July1998
$B
ABB
SiemensKWU
GECAlsthom
VATech
AnsaldoEnergion
Other
Source-FrostandSullivan,July1998
MarketShareinEurope
ABBStal-GlobalSales:GasTurbines10-30mW
ABBStal-GlobalSales:SteamTurbines3-100mW
ABBSales1995-SteamTurbines3-100mW
Africa
12%
Americas
6%
Australia
7%
Europe
67%
Asia
8%
NorthAmerica
0%
MiddleEast
0%
GrowthinordersforSteamTurbines3-100mWforperiod1991-1995
0
0
0
0
17
49
167
465
226
188
21
37
51
24
24
0
50
100
150
200
250
300
350
400
450
500
1991
1992
1993
1994
1995
OrderVolume
Americas
Europe
Asia
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