Marketing Committee MeetingSchneider Electric, Coventry, 14th September, 2004

Agenda

• Minutes of previous meeting and actions outstanding

• Voltimum Review: • KPIs July & August 2004 – marketing report MF/PH• Catalogue Update MAS New Developments:

 i.      The Electrical Directory / Business Services & Library PH• Voltimum Electronic Newsletters – July & August: MAS• i.      Development of newsletters including: giveaways, • competitions, segmented issues, Spotlight feature ALL  • Detailed analysis of Newsletter and News Area MF/ALL

    • Other Marketing Initiatives PH

• ‘Voltimum Blitz’ (proposal from Voltimum Board to gain more awareness for Voltimum and show support for Voltimum by all working together for a given month)

 • AOB • Date of Next meeting

ALL

Voltimum KPI’s – Cumulative to end August 2004

Key Performances Targets in 2004

Registrations: 10,000 new registrations in 2004 (cumulative 20,000)

Page Views: 1,000,000 target page views2,000,000 all pages

Recurrent Use: 2000 recurrent users by December 2004

18,830 target users20,696 total registered users (incl manufacturers)

Avg monthly growth: 1100 (target)

Target for 2004 already almost achieved. Now aiming for 25,000 by xmas

Segmentation of users:

29% Small Contractors19% Medium & Large Contractors11% Wholesalers 11% Specifiers21% Others 9% Manufacturers 1% Panel Builders

New Registrations – to end August 2004

630,286 Target page views910,990 Target + Anonymous

Target page views : 1million

-50K pages from cumulative annual target (down 8%)

Very positive trend: with exception of April & May due to spam filter related issues. Now resolved and back on correct growth curve.

Page views per login are very good:

11 pages viewed per login – one of best performances in Europe.Testament to the quality of content, ergonomy of newsletters and efforts to avoid dead ends.

Page views - Cumulative end August 2004

Recurrent Users – End August 2004

Monthly “One time visitors”:

Varies between 23% & 32% registered users

Monthly “Two time visitors” (recurrent users)

Varies between 8% & 13% of registered users

Priority to improve this performance to 12.5% by end 2005

This increase can be achieved by:

•increased exposure to specifiers.•targeted actions to one-time users.

Loyal Users – end August 2004

Varies between 20% and 25% month on month

Aiming to achieve 30% loyalty by end 2005

Catalogue Update (end of August 2004)

•Catalogue Status end August 2004

Total end of June: 21,316 Total end of August: 21,913

Deliveries from:

ABB : 100 products

Philips : 236 products

Square D : 277 products

Catalogue - A few things to remember for deliveries

Please keep these things in mind when delivering catalogues

• The title of the excel file should be: eg NEU_GB_007_20040913_E (same in the excel file, in the first sheet in the Country field please put GB not UK)

• Please make sure that when delivering a package you state exactly how many products there are, whether they are new products or an update or both (again stating how many are new and how many are updates), and give a short description of the ranges supplied. This enables us to keep track of new ranges so that we can promote them in newsletters.

• Please keep your catalogues up to date with regards to changes in price.

Newsletter Performance – July 2004 – August 2004

July Newsletters

VoltiBulletin: Part P update - generated 17,436 pages viewed

July Newsletters

VoltiNews: generated 15,077 pages viewed

Best hits:

July Newsletters

VoltiBulletin: Counterfeiting - generated 9,761 pages viewed

July Newsletters

Did You Know: Competition results - generated 30,803 pages viewed

August Newsletters

VoltiBulletin: Part P update - generated 9,681 pages viewed

August Newsletters

VoltiNews: generated 10,120 pages viewed

Best hits:

August Newsletters

Did You Know: Summer Update - generated 5,506 pages viewed

UK Newsletter schedule to end 2004

Week 1 Week 2 Week 3 Week 4VoltiNews Did you Know …? VoltiBulletin Voltimum Extra

Sep-04 Voltimum ABB Profile & General News

Explain BoM Telecomms Cable legislation change

ABB Winner / letters and questions

Edmundson ABB Profile & General News

Explain BoM Telecomms Cable legislation change

ABB Winner / letters and questions

Oct-04 Voltimum Eaton Profile & General News

Product Page features WEEE Directive Eaton Winners / letters and questions

Edmundson Eaton Profile & General News

Product Page features WEEE Directive Eaton Winners / letters and questions

Nov-04 Voltimum Hager Profile & General News

Explain Project File DALI Hager Winners / letters and questions

Edmundson Hager Profile & General News

Explain Project File DALI Hager Winners / letters and questions

Dec-04 Voltimum Legrand Profile & General News

Best News Item of 2004 and Best Bulletin of 2004 Competition

Low smoke products

Edmundson Legrand Profile & General News

Best News Item and Best Bulletin Competition

Low smoke products

Newsletter Development & Analysis Jan – July 2004

•Detailed analysis of newsletters

As a general rule, identifiable hit rates are very good in comparison with traditional media and cost savings benefits for manufacturers are being achieved. (Up to Eu24 for every document downloaded.)

However …..

Manufacturers are “wasting” opportunities of generating publicity and business for which they have already paid and which requires a maximum of one hour per month to prepare.

Content of articles is important – Voltimum can get the viewers to Voltimum but it cannot make them read uninteresting or irrelevant news items (cf March when the IEE item got 2447 hits but the best manufacturer got 150)

Manufacturers should present news with the needs of the electrical contractor in mind!

Manufacturers can use Voltimum as a unique marketing tool to learn what works and what doesn’t

Announce co

mpetition w

inner

Voltinews S

eptember

Part P B

ulletin

Competition email

Avg 15,000 page views per newsletter

• Best Performers in 2004

• January 2004 – Newsletter & Best Performer

• February 2004 – Newsletter & Best Performer

• March 2004 – Newsletter & Best Performer

• April 2004 – Newsletter & Best Performer

• May 2004 – Newsletter & Best Performer

• June 2004 – Newsletter & Best Performer

• July 2004 – Newsletter & Best Performer

• August 2004 – Newsletter & Best Performer (Osram).

Newsletter dev. & analysis Jan – July 2004

• Improvement of VoltiNewsletter in July 2004 following launch of new Look & Feel (greatly improved page views)

• Spotlight on …..

• VoltiNews Part 1 / VoltiNews part 2

• Document Download facility ….. Email contact

• Insertion of catalogue slide show in all newsletters

• Reorganisation of news areas

Analysis of prize give-away issue.newsletter_prizes.jpg

• Last week June – Newsletter with gifts and giveaways from 8 manufacturers

• 1060 individuals – 3,418 entries. (40% entered once, 13% twice & 10% entered 8 times)

• Eaton 287, Hager 292, Nexans 322, Osram 534, Philips 658, Pirelli 465, Spit 518 and Voltimum 342 hits.

• Profile of Entrants

• 25% Small Electrical Contractors (1-5)

• 10% medium Electrical Contractors (6-25)

• 15% large electrical contractors (25+)

• 17% Specifiers

• 9% wholesalers

• 22% others

• 1% panel builders

Other Progress

Other Progress

• Introduction of Electrical Directory / Business Services in September 2004 (allowing new partnerships, increased revenue generation, new relevant news items and improving value to user base).

• VoltiLink discussions underway with Rexel Senate - in September 2004 for launch 2005

• VoltiLink progression with Manufacturers on their websites.

Progress with Wholesalers

• AC Electrical (response from S. Hodges – 7th July 2004)

Yes i am still here! Sorry about the delay in responding but will complete the task shortly. We are undergoing a complete rebranding of the company and so i think our inclusion onto the Voltimum site should wait until this has been completed. Indeed it will make excellent timing as we launch our new corporate logo etc.

Thanks for your patience and looking forward to working with you just as

soon as possible.

• IBA – Howard Jones of Jones Electrical hoping for signature in Sept to add approx 50 IBA members to the directory

• MEF (Large independent Scotland)

• VoltiLink discussions underway with Rexel Senate - in September 2004 for launch 2005

Progress with Manufacturers

Panduit 26th May Met with Marcoms Mgr. Wanted a European offer, price now an issue. New MD just appointed (Alan Faramond) so may not be a priority.

Cablofil 6th July Very interested. However, will discuss in France before going ahead. Hopes to respond positively by end Sept 2004.

Siemens 12th July Met with Graham Hordern of ET Division (Switchgear & Drives T/O £12m) of Automation & Control Division of Siemens. Will be handled centrally by Voltimum SA. Many changes in Siemens. Had let it drop will pick up again.

Thorn 15th July Meeting with Angus Shields, UK Mkting Mgr. Product data base being implemented throughout Europe and SAP being introduced. Very interested – would like to keep it at UK level. Will discuss at

European Mkting Meeting 9th Sep

Seaward 2nd Aug Met with Mkting Mgr and MD (briefly). Find tooling partnership expensive.

Megamann 3rd Aug Discussed full manufacturing partnership in UK. Promised quotes for rest of Europe. To be discussed at Nov meeting.

Cooper Lighting & Security 4th Aug. Vernon Salmon needs to escalate it to rest of Cooper Industries Very decentralised. MF to contact Eric Scrimshaw independently.

Marshall Tufflex Paul Evans and J. Fletcher find Voltimum v. expensive but would like to be a part of it. New Marketing Mgr (R. Waddington joins in Sept. Needs to get involved. Needs to put marketing support in place.

Vent Axia 12th August VA made an offer of £10k for full membership and would accept no reduction in services.

Responses to Manufacturer’s Help Buttons

• Increased demand for ‘direct contacts’ with users.

• Catalogue Assistance and Expert Advice to major routes from Voltimum to Manufacturer

• Analysis of test carried out by Voltimum on Friday 3rd September. Emails sent to all partners

•A. Catalogue assistance

•B. Technical Expertise

•Standard Agreement: response within one working day.

•Result of test

Upcoming Marketing actions

Major Marketing Actions to end 2004

Continued emphasis on electrical contractor, particularly small and medium contractor

1. Limited Acquisition & Awareness Actions (having reached registration targets attention turns to page views and recurrent use)

Regional trade fair – Elex 2004, Donington, 16th & 17th September Fax Actions – 12,000 names from Interbuild visitor Viral Marketing Campaign (help us reach our 25,000th user and win a prize) Voltimum Blitz Edmundson registrations Forum Campaign – ‘infiltration’ by Voltimum of good forums Wholesaler magazine – in conjunction with the Electrical Times (Joint Marketing) Telemarketing

2. Major emphasis on development of Recurrent Use & Page Views Pre-scheduled VoltiBulletins agreed with Expert Group & Monthly Newsletter schedule

finalised Campaign to “waken the sleepers” through good analysis & use of our user data base Development of further VoltiLinks Manufacturer Link - Link on websites directly to online catalogue

3. Revenue generation Continued Actions to target manufacturers New approaches to potential promotional partners with business directory offer

4. Preparation of campaign to specifiers in 2004 (CPD & target databases and messages)

VoltiBlitz – a short-term campaign to show manufacturer support for Voltimum

Proposed date : November 2004 to Xmas 2004.

First 5 Initiatives:

1. Website homepage prominent flashing banner – proud to be partner of Voltimum

2. Letter from MD to staff stating to use and learn Voltimum

3. Labels on all deliveries out of packaging

4. ‘Member of Voltimum’ logo on all appropriate PR material

5. Presence at Reception desks & showrooms

AOB & Date of Next Meeting