fbm buisness plan 2006-2007. foundation in 2006 fbm is a creature of two companies in this field of...
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FOUNDATION IN 2006 FOUNDATION IN 2006
• FBM IS A CREATURE OF TWO COMPANIES IN THIS FIELD OF BUISNESS
• 1ST PART = TEKIM A CONSTRUCTION COMPANY WITH MAIN SCOPE TO WORK IN ELECTROMECHANICAL PROJECTS AS MAIN OR SUB CONTRACTOR,
• 2ND PART = 2M A TRADE COMPANY WITH MAIN SCOPE TO SUPPLY INSTRUMENTATION , MAINTENANCE & CONTRUCTION MARKET INTEGRATED SOLUTIONS
• BOTH Co HAVE A VERY VALUABLE NAME IN THIS SPECIFIC MARKET
IN 2005IN 2005
• TEKIM & 2M STARTED THINKING TO CREATE A COMPANY AS SUPPLIER OF THE GREEK INDUSTRIAL MARKET WITH INSTRUMENTS, AUTOMATION SYSTEMS AND ANY EQUIPMENT FOR INDUSTRIAL CONTROL TO THE GREEK & BALKAN MARKET AS 2M HAVE AN OFFICE IN SOFIA/BULGARY…..
• WHY TO ? HOW TO BE SUCCESFULL ???• TEKIM & 2M HAVE ALREADY A SALES NETWORK WHICH
COULD BE USED BY THE FBM IN ORDER TO SUPPLY COPLEMENTARY RANGE OF PRODUCTS TO OUR NETWORK AND ALSO INCREASE OUR CUSTOMER BASE FOR TEKIM & 2M ( AS A REVERSE BENEFIT)…SO WITHOUT AN EXTRA COST WE HAVE ALREADY AN EXISTING SALES NETWORK WHICH IS VERY EFFECTIVE IN OUR MARKET …
FBM’S BASIC RANGE OF FBM’S BASIC RANGE OF PRODUCTSPRODUCTS
• INSTRUMENTS LIKE PRESSURE , TEMPERATURE, FLOW, LEVEL …
• CALIBRATION EQUIPMENT OF SCANDURA• CONTROL, MOV & SAFETY VALVES• CABLES• EXd MATERIAL LIKE CABLE GLANDS,
JUNCTION BOXES, SIGNALS, PHONES,..• RAILS FOR CABLE SUPPORT..• ANALYZERS• INVERTER, SOFT STARTERS, PLC ….
PARTNERSPARTNERS
• TEMA• DWYER• APPLISENS• SCANDURA• SENSITHERM• EUROCOM• SITIE• SOCRATES• COELBO• TEXCAVI• FHF
OUR TARGET / MARKET = 310 OUR TARGET / MARKET = 310 CoCo
• REFINERY --- 6 CUSTOMERS .. ELPE,MOH, OKTA, CUMERIO …• PETROCHEMICAL PLANTS --- 7 CUSTOMERS .. VFI,• POWER GENERATION --- 20 CUSTOMERS … IRON THIVA,• NATURAL GAS --- 4 M/R … DEPA,• RESEARCH MKT / UNIVERSITIES / LABS --- 27 CUSTOMERS.. NTUA,• FOOD / BEVERAGE --- 37 CUSTOMERS.. DELTA,• PHARMA --- 13 CUSTOMERS ..FAMAR,• CONSTRUCTION – 35 CUSTOMERS .. J&P,• SUB-CONTRACTORS IN EL/MECH --- 28 … TCB,• INTEGRATORS ANALYTICAL / INSTRUMENTATION --- 15 CUSTOMERS … ENIMEX,• ANALYZER COMPANIES --- 9 COMPANIES … ABB,• INSTRUMENTATION --- 17 COMPANIES .. LEROY SOMER• STEEL / CEMENT --- 16 CO .. TITAN• SHIPYARDS --- 4 CO -- HDW• MARINE --- 17 CO .. NEDA• WATER TREATMENT --- 5 CO .. TEMAK• GAS COMPANIES --- 6 CO … AL• BIO – DIESEL / ENVIROMENTAL MARKET--- 6 CO .. VEAL• FUEL / GAS LOADING CO --- 9 CO .. SHELL
MARKET’S NEEDMARKET’S NEED
• 2M = SUPPLIED IN 2005 MORE THAN 100 INSTRUMENTS … MORE THAN 500 INSTRUMENTATION VALVES FOR PT/DP
• TEKIM = INSTALLED / WAS PURCHASED IN 2005 MORE THAN 1000 INSTRUMENTS
•
FBM’S MAIN INTERESTFBM’S MAIN INTEREST
• PT / DP = 250 INSTRUMENTS
• ANALYZER = 5-10 PCS
• THERMO = 100 PCS
• OTHER INSTRUMENTS = 10 – 20 PCS ..I.E. LEVEL, VIBRATION ..
• CONTROL VALVES = 5 – 10 PCS
FBM NEEDSFBM NEEDS
• OFFICIAL ANNOUNCIATION OF OUR CO-OPERATION AS INTEGRATOR FOR EMERSON
• TRAINING ON YOUR RANGE OF PRODUCTS • TECHNICAL SUPPORT ON DAILY JOBS• FULL DOCUMENTATION• FULL MARKETING SUPPORT : HOW TO
PENETRATE, HOW TO SELL , HOW TO CREATE UNIQUE INQUIRIES FOR ROSEMOUNT/ EMERSON
HOW FBM WILL MATCH THE HOW FBM WILL MATCH THE PREVIUSPREVIUS
• FBM’S AGGRESSIVE PENETRATION BY 2 SALES PERSON • 1ST PETER MICHALOPOULOS CHEM. ENG. Dg• 2ND NIKOS VOULGARIDIS ENG . CHEM . FOR SALES IN NORTH EAST GREECE• DESK SALES SERVICE BY MR V .MARAGKOS EL. ENG. Dg• FULL SEMINARS OF OUR CUSTOMER BASE --- 1ST SEMINAR WAS IN MAY/2006
FOR SCANDURA IN ATHENS / THESALONIKI AT LEAST 1 PER SEMISTER • FULL PRESENTATION IN EXHIBITIONS IN GBALKAN TERRITORY• TRAINING AND VISITS AT CUSTOMER’S PREMISE
• TEKIM’S SUPPORT BY PRESENTATION IN MOST EL-MECHANICAL PROJECT - AS GOOD ESTABLISHED COMPANY RECEIVES MOST INQUIRIES FOR EL/MECH PROJECTS --- ALSO AT EXECUTION THERE ARE A LOT OF NEEDS FOR PURCHASING FROM FBM / SUPPLY THE END USER WITH FASTRESPONCE DELIVERIES OR SUPPLY INFO TO FBM FOR NEEDS OF INSTRUMENTS
• 2M’S SUPPORT FROM A SALES FORCE OF 5 PERSON IN INDUSTRIAL MARKET – SO 2M’S AGGRESSIVE PENETRATION WILL SUPPORT FBM WITH INFO OR DIRECT PURCHASING FROM FBM
SALES TURN OVER TARGETSSALES TURN OVER TARGETS
• 2006 350.000 EURO TO 500.000 EURO• 2007 700.000 EURO• 20 COMPANIES INCL REFINERIES, POWER
STATIONS, CONSTRUCTION Co TO DO 560.000 EURO FOR 2007
• IT MEANS 28.000 TO 30.000M EURO PER 20’S GROUP CUSTOMER BASE
• ALL THESE FIGURES BASED ON OUR EXISTING RANGE OF PRODUCTS