2010oct pcomms newsletter pb final€¦ · 2 pieces of tactical xp atex headset together with...

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October 2010

Continue to Exploit the Opportunity and Develop New Business! We continue to show very positive results both in % of growth and % above OP. Our plan this year was to do $47M US dollars in EMEA. In September we had sold for more than $41M US. Last month we had an “all-time-high” with $6,151M US, we beat our last record with over $600.000 US! Looking at our performance and our latest forecast we now feel confident that we will reach the $56M US this year. Part of the success this year is due to a couple of big military orders in Sweden and Switzerland but also due to a lot of good progress in the countries where the infrastructure starts to come in place. We know that opportunities are available whatever the country, and as long as we use our resources wisely, continue to build our infrastructure throughout countries in addition to opening up correct distributon we will develop new business. However, this is a developing market and the opportunity is not timeless, as our competitors are becoming more and more active. It’s important that we exploit this opportunity while it remains available. In Q4 we will also launch some very exciting products such as Dect-Com II and extend our very important LiteCom platform with a new product called WS LiteCom. These products will help us to keep our momentum in 2011 and beyond. Again we thank you for your efforts to date and encourage you to continue to exploit opportunities in your countries and develop new business as they show up.

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Table of Contents

In this issue ● Success Stories and Best Practises Page 3-8 ● Opportunities and Success in South Africa 9 ● Sales Update 10 ● How to Achieve Success in Sales – Use Two Way Radio Dealers 11-12 ● Product Information 13-15 ● Introduction to Peltor Communication Product Codes 16-18 ● Promotion Material 19 ● Update from the Government Markets 20 ● Training and Seminars 21 ● Exhibitions and Events 22 ● Announcement 23 ● Points of Interest 24

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Success Stories and Best Practises

● First Order at Dupont in the Netherlands

Roland Thompson has got his first order for the Dupont plant in Dordrecht. The customer chose the combination Motorola GP340 Atex + Otto speaking mic + Peltor headset and helmet. The Peltor distributor is Flash, a brand new distributor who was opened 2 months ago.

The order includes 60 HTM79P3E-53 Listen-Only Headset and has a total value of 4.500 Euro.

● Aeroflot in Russia uses Peltor Ground Mechanic

Aeroflot Russia has taken the decision to only use Peltor Ground Mechanic headset and PTT’s after a year of testing and discussions. Aeroflot’s fleet, which is among Europe’s most modern, youngest and fastest growing, consists of over 100 aircraft, with its backbone formed by modern Airbus A320-family, A330 and Boeing B767 airliners. Aeroflot is a leading employer providing more than 13,000 jobs in Russia and at its operations abroad. Two people from Aeroflot visited 3M Peltor on the 15th of September for one day’s training on how to service our products. Aeroflot will take care of the maintenance on our products at their service department in Moscow. Aeroflot will replace 150–200 units per year at a total value of 100.000 Euro. Today they use Ceotronic and when headsets need repair they will be swapped to Peltor headsets. Total potential of headsets are approx. 3 000 units.

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Aeroflot will also buy Protac II and Tactical XP headset + PTT to communication radio.

● Best Practise Active Hearing Penetration in Slovakia

We would like to share some best practise from Slovakia. Zuzana Trvalíková informs that the team in Slovakia has successfully sold in FM Stereo Radio Headband (HTRXS7A3) and Speedglas 9002X Adflo FlexView to Marel Food Systems, a producer of food industry machines. Marel Food Systems has 120 blue collar workers and their distributor is Technia.

The total value of the order is 17.200 CHF in 2010

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The team also successfully sold in Lite Com Basic to Swedwood, Malacky, a producer of furniture for IKEA. The number of blue collar workers at Swedwood is 1550 and the distributor is Commend. The total value of the order is 9.000 CHF in 2010

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● Peltor used onboard Fisher Vessels in the North Atlantic

Torben Vase at Furuno Denmark AS has delivered many communication systems for fisher vessels in the North Atlantic. The system consists of a Dect-Com Base unit and a Dect-Com handset unit. The base unit is connected to the existing UHF system on board. The crew on deck and on the bridge are communicating via their Peltor headsets in full duplex. In the machinery room they are using LiteCom Pro. The communication between the LiteCom Pro and the Dect-Com system is possible through the existing UHF system which is connected to the base. The crew on deck are using the Peltor Motorsport helmet G78 with communication, and on the bridge they are using Peltor light-weight headsets MT32H01. The G78 gives you good protection both for your hearing and for your head. It is also a comfortable and warm solution for the cold weather on the North Atlantic.

● Peltor project increases the efficiency at the customer 3M Germany works together with the company C+HC Computer + Headset Company GmbH on a communication project at customer ATP Klebetechnik. The requirement was a full-duplex intercom within a production line. Some of the employees should use noise cancelling headsets and some light-weight headsets. In addition, the production management should be able to contact the employees and give instructions via their Siemens phone system. Solution and Process:

1) A Peltor Dect-Com Base Units on each production line 2) 8 handheld DCS1 devices on each line 3) The Siemens HiCom Phones are connected to the Dect-Com Base Unit 4) The adapter cables for leight-weight Headsets are modified to fit the DCS1. A switch is used to

enable easy and fast change between Tactical XP and a leight-weight Headset. 5) The installation and training of the employees took place at the customer with assistance from

3M sales rep. Jens Thäuser.

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Products used:

• 2 x DCS8 Base Unit • 16 x DCS1 Handheld Unit • 12 x Tactical XP Headset Version • 25 x Leichtheadset (Jabra BIZ 2400 Mono

NC) • 16 x Special build connector cables

The order has a total value of 15.000 Euro.

APAC reports ● Order of Aviation Headsets for HAL, India 3M India has successfully received an order for the Peltor High Attenuation Aviation Headset 8003 for the Indian customer Hindustan Aeronautical Limited (HAL). The Transport Aircraft Division of HAL was set up in 1960 to manufacture the HS-748, a medium haul turbo-prop passenger transport aircraft. Over the years, it has vastly developed its infrastructure and capabilities and undertaken the manufacture of 15-19 seater multi role utility aircraft (Dornier DO-228), agriculture aircraft (HA-31), basic trainer aircraft (HPT-32) and variety of aerospace structural assemblies and components for both domestic and International market. Production of DO-228 is expected to continue for another 8-10 years. Each aircraft manufactured requires two headsets for pilot communication to the control room. The 8003 headset was evaluated along with David Clarke and a Russian headset. The trials of 8003 were carried out and it proved better in terms of communication. David Clarke was ruled out because of service issues and Russian headsets were of bad quality in terms of attenuation. The headset is made as a standard part for each aircraft manufactured. 8003 is being used for DO-228, HPT-32 and ABRO. The order includes 300 units and has a total value of USD 51.480.

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APAC reports ● Australian Federal Police uses Peltor Headsets

The role of the Australian Federal Police (AFP) is to enforce Commonwealth of Australia criminal law and to protect Commonwealth and national interests from crime in Australia and overseas. Previous experience with Peltor Headsets’ intrinsic quality and emphasis on comfort and reliability led to the request from the AFP to create effective ComTac XP interface for their Motorola XTS5000 communications platform. 3M Australia with support from Peltor (Värnamo) worked with a local channel partner, Nioa Defence to complete development of the solution. Whilst the majority of the technical development of the solution occurred in Sweden, the final modification of the prototype, under direction from Peltor engineering group was undertaken by 3M Australia - adding further to our sense of achievement. The joint intercompany effort culminated with 3M Australia supplying an effective ComTac XP Motorola XTS500 solution to channel partner Nioa Defence. The AFP subsequently placed a purchase order for an initial quantity of 120 x Headsets. It was delivered in September and had a total value of USD 101.000. The upside to these collaborative efforts – the AFP have signified plans to purchase additional 50 Headset units within the following 6-month period.

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Opportunities and Success in South Africa

Lars Melin reports from his last trip to South Africa Team South Africa is ready to expand their Peltor Comummunication business by dedicating more time on this portfolio and also by opening up the necessary new channels (two-way radio dealers). Leader of this project is Sales Manager Clifton Theunissen. South Africa is a big country and rich in natural resources such as coal, gold, iron ore and platinum. This gives us major opportunities and therefore our main targets right now are the Mining Companies. Other target areas are the Railway, Power Stations, Metal Process Industries, were we also see big potential. During my last visit to South Africa I had the opportunity to meet with many companies within different segments. They all had one thing in common. They need to communicate in noisy environment, and they show big interest in the solutions we are offering. There is still a long way to go, but the first step is taken and we are sure that these current opportunities will soon convert into dollars. Below two stories from my trip; Opportunity at Anglo Coal We visited Anglo Coal, who have had some serious accidents and now were looking for a communication solution. They needed hearing protection and also to communicate hands free. We suggested LiteCom Pro. They made small tests and were very impressed.

The main issue for us is to get our LiteCom Pro approval for coal mining ( 1 M1 Ex ia 1). When we have the approval, Anglo Coal will give us a first order of 300 units at a value of 210.000 Euro. We hope to have the necessary approval by the end of 2010. Success at customer Sasol Sasol is a refinery company who refines petrol, diesel etc from coal. They have 6.000 blue collar workers. End of last year they invested a lot of money in a communication system and then found out that they needed a communication headset to their new Puma T3 radio. Before our visit they had tested 2 pieces of Tactical XP ATEX headset together with adaptor FL5259. They are now ready to expand the test and will buy 40-50 headsets and PTT’s as a start. The opportunity is about 500 units at a value of 250.000 Euro. I thank the South African team for their great work and wish them lots of success with the Peltor Communication business. Lars Melin BDM Peltor Communications, EMEA

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Sales Update ● YTD 2010 incl September

Peltor Communications Sales per Region and Country (Basic Commodity 4380)

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How to achieve success in Sales

Important to have local Two Way Radio Dealers in each country Companies selling communication radios are normally working locally, covering an area of about 50–100 km around their town. Normally they have one or two brands of communication radios in their assortment, very often Motorola and Kenwood or Icom and Motorola. The Two Way Radio Dealers sell the industry technical solutions and build up the required infrastructure to make communication possible all over the plant. They compete with service, radios and competences. It is important to be aware that they are not competing with our products. This means that you can have more than one Two Way Radio Dealer in the same area. The win for the Two Way Radio Dealer is they earn more money when selling Peltor headsets together with the radios, on every order. The sales arguments for a Two Way Radio Dealer are;

• Communicate safely in a noisy environment and at the same time save your hearing • Increase the company’s efficiency. If a machine stops, you can quickly start up the process

again due to quick and efficient communication between the people around the machine. • Peltor Communications products are life-savers. You can easily communicate and avoid

misunderstandings. Why is it necessary to open up Two Way Radio Dealers? Why can’t we use the Safety Distribution net already available in each country? Safety Distribution - Pro’s and Con’s

• High knowledge with regards to safety and hearing protection • Lack of basic radio communication knowledge • Offer very little technical support to end-users • Mainly sell standard range of communication products • Can not handle special solutions or special requirements from end-users • Do not sell communication radios, Dect- or mobile phones

Two Way Radio Dealers - Pro’s and Con’s

• Typically small companies with 2-10 people selling directly to end-users • Our products are not their core business. Instead it’s usually two-way radios or other type of

communication systems/solutions. • Usually focused on the local/regional market or specialised on a certain segment or product

concept in a wider market area • Very knowledgeable and technically skilled within their core business but know very little or

nothing about personal safety and hearing protection.

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We know that the concept with Two Way Radio Dealers works. Good examples are Sweden and Norway who have both build up a solid Two Way Radio Dealer network. About 50% of the Peltor Communications sales still goes via the Safety Distribution, mainly simple electronics such as FM Radios. The remaining 50% is via the Two Way Radio Dealers and includes more advanced solutions. SWEDEN NORWAY

Population 9 Million people 4,7 Million people Total turnover Communication Sales $20M USD $10M USD No of local Two Way Radio Dealers approx 100 approx 50 Part of turnover of Communication Sales approx 50% approx 50% If you want to know more about how to build up a working infrastructure in your country, please contact Lars Melin at lmelin@mmm or phone +46-370-65 65 80.

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Product Information

● Product Road Map – Radio platform We are facing a full production stop on Alert, November to December. Discontinuation of radio ICs, sales which by far exceed the prognosis and resource constraints have all contributed to this situation. In addition, there have been several quality and radio performance issues with current FM-radio models. Although only affecting a small percentage of sold products, it is creating unnecessary bad-will among customers. We are now doing what we can to minimize the time of the production stop. We will also introduce new components and products. Please find the details below. Radio HRX7*-01

• A new radio circuit will be introduced during Q4 2010 to replace the current radio circuit

• Radio performance will be equal to current version • Product codes will not change

Digital Radio HRX520A 5**-**-ST

• Due to mechanical, cost and radio performance issues we are discontinuing this product Q1 2011

Alert and WS Alert M2RX7**

• There will be a production stop between mid of October to mid December. This will effect delivery time as stock of Alert is expected to run out at the beginning of November.

• After the delivery stop a new radio circuit will be introduced end of 2010

• Radio performance will be equal to or better than current version • Slight decrease in operating time, and some difference in tuning

behaviour • Product codes will not change

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New product - Radio XP

• Based on the HRXS7*-01 mechanics • Operating time: 60 hours with 2x AA batteries • Radio performance: Improved radio reception (same radio IC as Alert) • Colour: black SV • Packaging: New graphic layout size/box as P.1151 FP4190 • Accessories inc.: ACK03 and FR03-EU • Name: Radio XP • More information will be distributed closer to launch

R adio P latform R oadmap 2010 20122011

HRX7*HRX7*HRX7*HRX7*----01 Radio Toshiba radio IC01 Radio Toshiba radio IC01 Radio Toshiba radio IC01 Radio Toshiba radio IC

Alert & WS Alert,Alert & WS Alert,Alert & WS Alert,Alert & WS Alert, Philips radio ICPhilips radio ICPhilips radio ICPhilips radio IC

HRX520A** Digital FMDigital FMDigital FMDigital FM----radio radio radio radio

Alert & WS Alert,Alert & WS Alert,Alert & WS Alert,Alert & WS Alert, new radio IC new radio IC new radio IC new radio IC (same art no)

Radio XP, new radio IC ( new art no)Radio XP, new radio IC ( new art no)Radio XP, new radio IC ( new art no)Radio XP, new radio IC ( new art no)

HRX7*HRX7*HRX7*HRX7*----01 Radio Toshiba replacement radio IC (same art. no)01 Radio Toshiba replacement radio IC (same art. no)01 Radio Toshiba replacement radio IC (same art. no)01 Radio Toshiba replacement radio IC (same art. no)

NEW ● Headset Solution for Vertex VXA220, VXA300 and VXA710 The radios are delivered with an adapter cable. You can use our Aviation headset 8006 together with the radio. For more information, please contact Fredrik Johansson at [email protected] or phone +46-370-65 65 95.

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UPDATE ● WS Workstyle with MT 53N-11-A44 boom microphone The WS Workstyle with a MT 53N-11-A44 boom microphone will be available for order in 2-3 weeks. The boom microphone is not fitted on the headset. This has to be done by the end-user. 3M code Description ELNSP XH001678248 MT16H21FWS5EM580SV EUR 160 For more information, please contact Daniel Vickman at [email protected] or phone +46-370-69 42 21.

UPDATE ● FL5230 Adapter From now on the FL5230 Adapter will be delivered with a curly cable instead of a straight. For more information, please contact Fredrik Johansson at [email protected] or phone +46-370-65 65 95.

UPDATE ● Tetra The following Tetra products can be ordered; FL50-T9170 / XH001677794 Adapter for Motorola Tetra MTH800 FL50-T9161 / XH001676754 Adapter for Sepura SPM2000 The following Tetra product will be released end October; FL6U-101 Flex-Cable for Sepura STP8*** For more information, please contact Fredrik Johansson at [email protected] or phone +46-370-65 65 95.

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Introduction to Peltor Communication Product Codes We get a lot of questions regarding the Peltor Communication Product Codes and thought it would be a good idea to share the idea behind the coding. This information is also to be found on the Peltor Communications teamroom in a document called “PeltorProductCodes”.

Product codes from Peltor The product code relates to several major components which collectively go to form a finished product.

Example: MT53H540F-01 GB This can be broken down into 7 individual features. MT / 53 / H540 / F / -01 / _ / GB MT / 15 / H69 / FB / -38 / 378/SV 1 2 3 4 5 6 7 1 2 3 4 5 6 7

1. Basic model MT53H540F-01GB This is the key to the product group and in this instance, tells you that the product is a headset that allows two-way communications. i.e: MT7***-** Headset allowing two-way communication, you can talk into the microphone and receive through the earpieces. HT**-** Headset, listen only, stereo. HTM**-** Headset, listen only, mono. HTB**-** Headset, listen only, stereo with volume level limiter. HRXS7*-** Headset with built in stereo FM radio receiver. M2RX7*-** Headset with a combination of stereo FM radio receiver and surround sound function similar to SoundTrap. MT=microphone, not necessary a headset (for example MT15H69FB-02 378) that is Comtac XS standard without boom microphone

2. Microphone type MT53H540F-01 GB This denotes which version of microphone the headset has. i.e: MT1 Electret microphone used on Tactical XP (MT1H7F). MT15 Electret microphone used on the Comtac (MT15H68FB-02). MT16 Electret microphone used on the SportTac (MT16H210F-478-GN).

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MT17 Electret microphone used on the Comtac XP (MT17H682FB-02). MT32 Dynamic microphone used on Light weight headsets MT32H01 MT51 Electret microphone used on Aviation headset MT52 Dynamic microphone used on Aviation headset MT53 Electret microphone used on Lite-Com, Flex, WS headset etc MT7 Dynamic plug-in microphone used on Standard headset, Lite-Com etc. MT72 Same as MT7 but this is wired directly into the headset, not a plug in type MT9 Dynamic plug-in throat microphone can be connected to all headsets with MT7. MT91-50 Dynamic plug-in throat microphone can be connected to all headsets with MT7. 3. Cup MT53H540F-01GB This denotes the type of cup the headset has. i.e: H61 Slimline cup used on headsets MT*H61* H67 Slimline cup used on headsets MT15H67FB-** (Tactical 6). H68 Slimline cup used on headset MT15H68FB-* (Comtac). H69 Slimline cup used on headset MT15H69FB-* (Comtac XS , Comtac II). H7 High attenuating cup used on headsets MT*H7*-*(Lite-Com, WS headset, Tactical XP). H79 High attenuating cup used on headsets MT**H79F-** ** (Standard Headset, Aviation) H210 Medium attenuating cup used on MT16H210F** (Sport Tac, Tactical Sport) H540 High attenuating Twin-cup used on headsets MT*H540*-** (Twin Cup headsets)

4. Headband MT53H540F-01 GB This denotes the configuration of the headband. i.e: A Overhead. B Neckband. F Folding Headband. P3* Helmet attachment. The * on the P3* denotes the type of helmet attachment i.e. A, B, C, D, E, F, G, H, J, K etc. We deliver all our product with E as standard and they will fit Peltor G22*, G2000* and G3000* safety helmet. 5. Number MT53H540F-01 GB This denotes that the headset is a special product and differs from the regular standard MT*H540F (There are many variants in this category).

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i.e: MT53H79A-32 Directlead headset with PTT on the cup for Motorola GP340 etc MT53H79A-35 Directlead headset with PTT on the cup for Icom F25/35 etc MT7H79A-96 Directlead headset with PTT on the cup for Motorola Mototrbo Note: -01 Ground Mechanic Headset -38 Military Headset -50 ATEX Approved headsets. WS Headset that has built in Bluetooth -T5*** Headsets that are or have been produced in a smaller production.

6. Printing MT17H682FB-38 378 SV This denotes that the headset has special printing. It could be when we have same product with different print on for different market or segment etc

7. Change of cup colour MT53H540F-01 GB This denotes the headset has a different colour cup than the regular standard. You must remember these are based on Swedish translation and we only use it when it is useful to split products were we have models with different colour. Current colours: Code Colour Used on (amongst others) GN Green Military GB Hi-Viz Green Ground Mechanic, Twin Cup OR Orange FM- Radio RD Red Protac SV Black Protac and Comtac VI White General Aviation, Motorsport i.e: MT7H79A-78 VI Motorsport headset with ‘white’ cups. MT15H7A2 SV Protac II with black cups.

Other things that you can read out in the product code For example MT15H7A2 SV: 2 means that there has been an update on the product but not so big that it was needed to creat a new sku. For more information regarding product coding, please contact Daniel Vickman at [email protected] or Fredrik Johansson at [email protected].

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Promotion Material NEW ● Peltor Communications TeamRoom If you have received this newsletter, you will shortly receive a teamroom link called “Peltor Communications”. In the teamroom you will find brochures, information about discontinued products, new product launches, price lists etc.

If you have questions to the teamroom or need further information, please contact Anna-Maria Olofsson at [email protected] or phone +46-370-65 65 82.

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Update from the Government Markets

The 3M Germany Government Markets team did actively participate in the following two events recently:

14th Day of Infantry 2010 – July 2010

This established event is targeted to active infantry participants. It is an excellent platform where the infantry men exchange their experiences on actual (foreign) assignments, technical innovations as well as education and training. Amongst others topics such as “Setting in Afghanistan", "New Structure for KFOR" or "Infantry Man of the future – a path-breaking system for the armed forces". In parallel to discussions and exhibition, practical exercises were organised.

The link http://www.einsatz.tv/video/56/14.+Tag+der+Infanterie shows a video of the event. 3M and our booth are displayed at 00:41. Companies are only allowed to actively participate in this event with a booth, when officially invited to. Thus we are very proud that we will have the opportunity next year again.

32nd International Cup Shooting Day of the German Defence Minister

This event is a yearly shooting day, a practical exercise for the armed forces of 9 different nations. The German Government Markets team did equip 90 shooting teams with 4 participants each with Peltor ComTac XP and the ISGS plug. By this the soldiers got a real life impression of the comfort and usability of our hearing protection solutions. Parallel to the shooting exercise the soldiers had the possibility to gain more insight into the product portfolio of 3M by visiting our booth. The participants were delighted about the performance and effectiveness of the Peltor products. Besides the external effect, it was a good learning curve for our 3M team as we had the possibility to try our own products in execution.

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Training and Seminars ● 3M Peltor and 3M Speedglas Training Sessions, September 2010 The second one-week generalist training for OH&ES personnel worldwide has been held, combining the 3M Peltor and 3M Speedglas portfolios: Head & Face, Passive, Communications and Welding. It was an inquiring and content crowd of 16 people from 12 different countries who participated in the training at Värnamo and Gagnef. The feedback from both training sessions this year has been very positive, nevertheless the teams’ aim for ongoing improvement!

● The next 3M Peltor and 3M Speedglas Training Session The next training session will be held November 29th to December 3rd, and even if the invitation was only recently sent out – the training is already half full! You are invited to Sweden! Last date of application is 15th October. Place is limited and if there are more applicants than we are able to train in one session, last registered may be pushed to attend the first training 2011 instead. Further information regarding the trainings next year will be sent out well in advance.

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Exhibitions and Events

● SAR Aberdeen UK, 15-16 Sep 2010 We had a small stand at the Search and Rescue exhibition which took place on the 15-16th of September 2010 in Aberdeen. Tim Booth worked hard to take care of the visitor at the stand. Although a big interest was shown in our range, the exhibition didn’t meet our expectations.

● Eurosatory in Paris France, 14-18 June 2010 Eurosatory is an international exhibition and one of Europe’s biggest Military exhibitions. It takes place every second year in Paris. 3M was present and had a 24 sqm stand. Our stand was busy with high-quality visitors. We got 55 leads from the following countries; France, Finland, Denmark, Israel, the Netherlands, Slovenia, Italy, Abu Dabi, UK, Belgium, Marocco, Austria, Germany, Japan and Norway. The leads have been sent out to the countries for follow-up.

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Announcement Effective of September 1st, 2010 Konstantin Baryshnikov is appointed to the position of Business Development Specialist (Peltor Communications), OH&ES located in Moscow and reporting to Roman Pushkarev. Konstantin will be responsible for attaining the growth objectives of the Peltor Communications. Konstantin will make sales calls, provide technical support for Sales Team and Key Accounts, build up strong relationships with industry network, conduct training and seminars for end-users, develop sales channels, manage portfolio and provide marketing support for Peltor Communications commodity.

We welcome Konstantin to the world of Peltor Communications and wish him lots of success.

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Points of Interest ● MoD shooting event in Germany sponsored with Peltor products 3M Germany chose to sponsor the MoD shooting event with Peltor products. To see the different Peltor products, please look at the video from the event.

Please use the original website: http://www.hardthoehenkurier.de/index.php?option=com_content&view=category&layout=blog&id=106&Itemid=142 Or youtube: http://www.youtube.com/watch?v=f5-HrCyVXEY

2010oct pcomms newsletter pb final€¦ · 2 pieces of tactical xp atex headset together with...

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