short intro carlos valdes
DESCRIPTION
Self Introduction and professional experience. Carlos Valdes.TRANSCRIPT
Education
About myself…
Bachelor Degree in Electrical & Mechanical Engineering
Master in Science in Electronic Systems Engineering
Other Studies…Business ManagementStrategic SalesMarketing ManagementLean ManufacturingBrandingStrategic PlanningFinance Management and planning
CC-PA/ A.Vargas
Tesis Automatio
n
Functions
2001 - 2003 Project Engineer
• Industrial Automation Project Development• Software Development• PLC programming & Integration• HMIs and SCADA systems Programming• Industrial networking
Achievements:• Project development for several companies such as: Cervecería Cuauhtemoc, Cemex y Pemex• Proficient in PLC programming and control systems
Professional Experience…
CC-PA/ A.Vargas
Parker Hannifin
Functions
2003 - 2005 Electromechanics Manager
Electromechanical Product Management• Sales and Marketing strategies development for Electro-mechanical products• In-Depth competitor analysis• Product training development
Sales Management Electromechanical Division Mexico• Project development integrating Servomotors, PLCs, servo-controllers and HMIs• Sales budget management• Development of distributor and system integrator network
Achievements:• Brand positioning in the Mexican market• Sales development of high-tech products• Gain of market share for the company
Professional Experience…
CC-PA/ A.Vargas
Some activities in Parker
Trade Shows
4
CC-PA/ A.Vargas
Some activities in Parker
Customer events
5
Workshops
Some activities in Parker
Brochures
6
Marketing & promotional materials
Product Training
Controllers are the building blocks of all systems• 5 PC Bus Cards
• operation with VB or C++ drivers• Stand-alone
• Card on angle bracket with power supply• Card in chassis
• 2 Stand Alone Controllers
Programming
with CoDeSys
(IEC 61131-3)
CC-PA/ A.Vargas
9
Festo Functions
2005 - 2008
Business Management Electric Drives Mexico• Creation of a new business unit for Festo• Development of the national business plan and market approach strategies• In charge of product and sales management• Inventory and purchasing management • Development of the technical support structure
Main achievements:• Successful brand positioning in the Mexican market• Sales increase of 200% on the first year, 90% on the second and average 35% until 2009• Development of success stories in several industry segments• Significant increase of market share for the company
Professional Experience…
CC-PA/ A.Vargas
Festo Functions
2008 – 2010 Business Unit Manager Electric Drives Americas
• Business Plans development for each country in the region• Responsible of sales targets for each country and manage the sales budget for the region • Development of marketing strategy for each country and drive implementation• Support the development of regional product market needs• Manage logistical needs for the specific product category• Work directly with regional General Management to implement joint development strategies for the region• Perform joint visits with local sales forces to high potential customers
Achievements:• Successful business unit development with outstanding sales increase• Marketing and Sales strategies towards Brand development and positioning in the region Americas• Setup a team of competitive people across the region to assure that targets are reached.
Professional Experience…
11
Drives, Motors & Controls
Mechanical Actuators
Complete Systems
Main Focus:
Electric Drives
Product range @
Mot
ion/
Vision
LevelsMot
ion
Field
bus
Actua
tor
Sens
or
UnitsEnhancedSystems
Systems
Integrated component
ComponentElement1
Higher degree of integration and complexity creates higher demand of service and support.
visio
n
*Competence: 50%
*Competence: 20%
*Competence: 10%
*Competence: 1%
* Employees know-how in general
2
3
4
13
Worldwide Business Plan:
Achieve 30% growth p.a. per country
Focus on mechatronic Motion Solutions
9,624,2
33,442,7
54,7
70,3
90,7
116,4
150
0
20
40
60
80
100
120
140
160
2003 2007 2008 2009 2010 2011 2012 2013 2014
Millionen €
30% p
.a.
Mechatronic
Motion
Solutions
Electric Drives and Motion
Actuators, axes, slides, gripperMotors & controllers, motion controlSoftware tools
The approach…
Electric Drives Market,Customers, Potentials.Awareness, Reaction.
Too expensivein many cases
Faith, trust
relationship
Fair pricing Customer benefit
Component level, comparison to competitors
Projects, systems,sizing, integration ofFesto components
Repeatable business,OEM contracts,consulting, services
The strategies…
Products
Success stairway of Electric Drives (ED)
15
Sales Targets
Structures, Functions
Specialists Training
Sales Training
Components Competence
System- Competence
OEM Partnerships
Longterm Growth
For high volume (OEM)Electric Drives business we
need application competence and
after sales structures.
The business plans…
The people…
Busines Unit
Manager
PMM Product Market
Manager
Trainer Assistanc
e
Sales Engineer
s
eBDM E-
Specialists
Project Engineer
MECH
Applicatios
Engineers
Product Specialist
s
Design Engineer
MECHCustomer Training
Standard Sales/support organization
Industry segment
managers
After-salesPre-sales
AutomotiveELAF&BPackOEM
The people…
Regional Customers
Pre-Sales
After-Sales
Design
Hot Line
Training
Complaint
Repairs
E- D + H M. Bianchi J. Santambrogio
M. Becco
E. Di Nunzio
IST - ELA E. Carne
IST - AMI G. Tripaldi
IST - F&B TetraPak. L. Pascali
IST - Printing D. Cullati
IST - PA G. Cazzaniga
Pneumatic Mechatronic Customer Solutions
G. Carrera
A. Aulicino
F. Bassi
F. Destro
SMASS
PN- EL
PN
M. Faenza
ICM G. Della Vedova
SA-Rep. C. Bianchessi
Prod. P. Righetti
Testing A. Antonini
Appl. Centre MV / S
Ripar. D. Gastaldello
C. Ghirimoldi V.T. A. Lovati
Controls M. Vecerina
Technical Manager Assistant
Training
PN- EL
H.
H.
V.T.
Technical Departments
Pneumatic
Mechatronic
Systems
Industry Segments
The applications…
The results…
Quantities in USD
2005 2006 2007 2008 2009 2010510,000 1,500,000 2,450,000 3,405,500 4,427,150 6,419,368
Avg. Growth 194% 63% 39% 30% 45%
0
1,000,000
2,000,000
3,000,000
4,000,000
5,000,000
6,000,000
7,000,000
2005 2006 2007 2008 2009 2010
0%
50%
100%
150%
200%
250%
Development of MX 2005-2010
Market Sales
Avg. Growth
Example of development of F-
MX:
200% growth on the 1st
year!
The results…
0
- 1
+ 1
F-AR
•
F-BR
•
F-US
•F-VE
•
F-CA
•
2 3 4 5 6
Growth ED Abs
(Avg. Growth company
AutomationBusiness)
F-CO
•
F-MX
•
+ 5
+ 15
+ 10
1
TD objective average
2014
Example of development of F-
MX:
Development ytd.
Thank you!