In 2018The major event was the 15th edition of «Rencontres Gifec» Nearly 200 people present, on Tuesday, May 29th, at the Bibliothèque Nationale de France (BnF), in Paris.Topic : «Artificial Intelligence at the service of the company»Conference hosted by journalist Frédéric TADDEÏ.The subject was presented under different aspects by remarkable speakers: • Laurent ALEXANDRE jostled the spirits with his approach on «Human beings learning to appropriate the AI and how to reinvent training». Laurent is the head of DNAVision, an European leader in genetics and genomics.His statement was corroborated by Cyril IHSSAN, director of Ecole 101 in Lyon, training computer geniuses and developers according to the formula of Ecole 42 founded by Xavier Niel• Stéphane MALLARD led the audience to question the «necessary evolutions of the business model of companies». He sensitizes everywhere in the world to the impact of the digital revolution which he presents above all like a great disruption. He works for Blu Age.Caroline LOISEL has brought the debate back to practical considerations and recommends adaptation. At Be Birds, created in 2013, she supports companies in the development of their digital strategy and leads training courses.

Newsletter N°5April 2019

www.gifec.org

French Industrial Manufacturer’s Group for Marketing Studies

New recruit at GifecFanny DEL RIO joined the Gifec at

the end of October 2018 under a profes-sionalization contract, until the end of Sep-tember 2019. She works mainly on the

communication aspect, towards the members, towards the cus-tomers... in order to ensure a bet-ter visibility of Gifec. This includes social networks, website, paper supports...

Activit ies 2018Activit ies 2018

Customers knowledge, always the priority at Gifec This year the focus has been made on independent distributors

This very specialized distributor in power transmission, is located in Vendée. Damien FEUFEU, President, created it in

2015 and develops its sales with the dense local of SME / TPE. It works with few brands but its suppliers are quality partners.

BOULLAND DPM, located in Paris, is managed by Thierry AYEM. Origi-nally, in 1832, manufacturer of files,

he became a specialist in hand tools, cutting tools and accessories of machine tools. Boulland DPM is a distributor throughout France, in all customer segments, thanks to its technical added value.

This entity created in 2009, is managed by Stéphane BADOR, and is specialized in automation, robotics, industrial elec-tricity, turnkey projects, repairs and

training. It is also an authorized repair center for some of its suppliers. Strong annual growth.

Also the new heavyweight of the FI distri-bution :

The new RUBIX entity was presented by Antoine AUDUREAU, VP Category Management at Rubix Group and Francois-Xavier de BENOIST, Director of Orexad Operations.This group, which has merged OREXAD and BRAMMER since 2017, represents more than 650 sites in 23 countries with 8,600 employees and a turnover of € 2.3 billion. It is becoming the leader of the MRO distribution in Europe with a goal of consolidation: • Competence and differentiation• Consistency in offering• External growth

• Pierre RICHARD proposed some ideas on the «Artificial Intelligence Issues». At Accenture Technology where he works, he studies and advocates for AI solutions to improve business processes.Marc BAGUR, in charge of Industry 4.0 at ITECA, offers solutions for AI, virtual reality or augmented reality in maintenance, operation, supervision or training.Presidents Philippe CHEVALIER & Thierry DELMAS concluded in the presence of Ahmed DRIF, who made a demonstration of predictive maintenance. Ahmed is CEO of CYM.The evening ended with a cocktail reception where the exchanges could be prolonged with the speakers, the distributors, the customers and the manufacturers of the Gifec.All interviews are online: https://www.gifec.org/rencontres-2018Some pictures on: https://www.youtube.com/watch?v=vkhEAjxTs4I

Congress 2017 continuation The 2017 members congress identified four themes that needed to be explored, and two breakout sessions were held in 2018:• User purchasing methods / Gifec Relationship with

Key Accounts > Objective: identify buyers’ criteria for selecting their suppliers and define better Gifec communication towards end users

• Evolution of all actors of the distribution > Objective: qualify better all actors for a better vision of their business

• Sales force management > Objective: identify the questions to ask oneself, which press holds, what kind of assessments to put in place ... to be a good manager of sales teams

• New Gifec economic indicators > Objective: create a survey on «Order entry» and, if possible, to refine the 3 main Gifec families (Transmis-sion / Machining / Miscellaneous) for a better rele-vance of the monthly indicators

Electrical distribution: a very interesting visit on a REXEL site

The Gifec has been welcomed at the logistics site of Saint-Vulbas (Ain) by Grégoire MORINEAUX, Industry Director

of Rexel France, and his team.This group represents a turnover of 13.2 billion euros with 27,000 p. The turnover in France is € 2.4 billion. Customer relations is at the center of the group’s strategy with a highly technical CRC (customer relations center).

Another very dynamic actor: MANUTAN

Xavier GUICHARD, Managing Director of MANUTAN, and his team, warmly welcomed around forty Gifec members to the French headquarters in Gonesse (95). This distributor, which based its strategy on the sale of indus-

trial equipment by catalog, was created in 1966. Nowa-days, it is composed of 24 subsidiaries worldwide. Manutan is focused mainly on innovation with tools deve-loped for customers, with employees who are actors and contributors to innovation ideas. There is also a strong corporate culture focused on the well-being of staff.

The Annual General Meeting at one of the members site

Every year, the General Meeting takes place at the site of one of the Gifec members and in 2018, SAINT GOBAIN ABRASIVES was visited in Conflans-Sainte-Honorine (78).Cyril PIFFAULT, Director of Industrial Distribution Sales and Automotive

Repair and Jean-Marie VALROT, Key Accounts Commercial

Director presented us the division «Abrasives» and made the visit of the site. This factory was created in 1953, for the manufacture of the applied abrasives.This group remains strongly anchored in Europe: 80% of products sold in the EU are manufactured in the EU.Warm welcoming and interesting visit.

Members presentation: This year, focus on two major industrial groups

Sybille DURIF, Europe Distribution Manager. The AL group brings together two sectors: Industry and Health. Group turnover 2017: € 18.1 billion Sales channels for industrial

gases are numerous: distribution, telesales, sales-people, e-commerce... The expansion of the group is through exter-nal acquisitions but also thanks to many innovations. Bernard GIRAUD, Business Deve-

lopment Director and Laurent KLEIN, Industrial Sales Manager. The Bosch group is worth € 78bn,

employs 400,000p and has 5 divisions. REXROTH pro-duces a wide range of hydraulic products, reducers, drives, welding, linear guidance, conveying, screwing... for 3 major markets and ensures a worldwide presence.

Annuel economic analysis Alexandre MIRLICOURTOIS, Direc-tor of Business and Forecasting, made a world tour of the economic forecasts: in 2017 the manufactu-

ring industry was announced around + 2% in 2018. In fact it was 1.7% and 2019 should be as « flat »

Gifec survey: «Profile and cost of the sales force»What are the salespeople’s profiles: trai-ning, status, seniority ...?

What does it cost and how is the sales force organized: salaries, travel expenses, number of visits ...?

The consolidated data of the answers give precise indi-cators, allowing each member to compare himself. It also allowed a comparison with the previous results of 2012.

45, rue Louis Blanc • F-92400 CourbevoieTél. : +33 1 47 17 64 51 • gifec@gifec.orgwww.gifec.org

Activités 2018Activités 2018

Other topics« Digital solutions to perform sales-people » Nicolas CARON - HALIFAX President.

He presented his innovative strategy for the reinforcement of the commercial performance, thanks to the digital, to the collaborative work, to the development of tools of sale and commercial evaluation: for the knowledge as well as the behavior. Halifax was created in 2003.

« Evolution of the Purchasing function » Joël LISENBORG - Director of the Purchasing Program at the Léonard de Vinci Institute (La Défense) The stakes of the suppliers will be to adapt to the digitization of the buyers while

remaining differentiating: one of the levers is to facilitate the work of the buyer by analyzing the own risks of the customer. We can notice the emergence of intermediary platforms but the establishment of strong partnerships, with all its components, remains a differentiating factor.

GIFEC 2019 PROJECTS• THE CONGRESS > May 2019, the 12th edition will be conducted: this event, intended only for members, allows to deepen the reflections on a given theme. This year will be devoted to Gifec’s 3-year strategy

• DIGITALIZATION OF COMPANIES:> Following the “Rencontres”, GIFEC will continue to provide its members with insights on Artificial Intelligence, IoTs, augmented and virtual reality ... and especially on an aspect that concerns them all: predictive maintenance.

• DEVELOPMENT OF THE VIRTUAL IDENTITY OF GIFEC

> Gifec hired at the end of October 2018 Fanny DEL RIO, Communication and Marketing Assistant in professionalization contract. She is in charge of improving Gifec’s visibility on social networks, managing the website, reviewing communication supports ... and also enriching the databases.

The EXPORT CLUB President: Serge TEYSSIER - TrelleborgGIFEC’s Export Club was initiated at the beginning of 2012 by few member companies, whose scope of action extends beyond French borders and who wish to keep an eye on export business opportunities, organize joint missions abroad ...The 12 companies of the Club : Bonfiglioli - Enerpac - Freudenberg - Gates - Hutchinson Le Joint Fançais - Lincoln Electric - Ntn-Snr - Rouleaux Pack - Sam - Seco Tools - Sedis – TrelleborgA first event in 2018 :

COMMON GIFEC STAND ON A TRADE FAIR with 4 exhibitors: Bonfiglioli - Sam - Trelleborg and its distributor FXL GIFEC hold a common stand of 36 m2, on Food Industry Suppliers

Fair (CFIA) - Casablanca – 25th to 27th of September.An interesting trade show and good contacts.

• Creation of an export brochure :

For 2019 : • New mission project on a trade fair: SYMPHOS (International

Symposium on Innovation & Technology in the Phosphate Industry), organized by OCP - Ben Guerir Morocco – October, 7th till 9th.

• Other fairs will be under study• The Club will also be monitoring key accounts in Africa• Open the Club to an European dimension

The DIGITAL COMMISSIONPresident : Christian BELLONE - Sedis

The Digital Commission provides Gifec members with information, best practices and testimonials on digital opportunities in companies.

• Chatbots and Livechats: impact of these conversational robots on the customer relationship: how to feed them, detect the «tone» used by the customer, solve its problem, develop personalized messages, transform leads...

• An observatory of web actors will be set up: identify each actor in order to know what is its added value and why work with it?

• Salesforce: how to put AI at the service of the company to orchestrate data processing, improve performance and commercial efficiency, design predictive maintenance...: implementation, skills and training required.

Economic indicators 2018