licence partnership medium voltage. schneider electric 2 - bu infrastructure - mv partner channel...

Licence partnership

Medium Voltage

Schneider Electric 2- BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203

Build a partnership …… with Schneider Electric


Building a partnership with Schneider Electric

● More than 300 licence contracts over the past 25 years all over the world on MV/LV equipments

● Our intention is to build Long-Term Partnerships with panel builders

● Licences to manufacture and sell products under Schneider Electric brand name

● Licence is more than just drawing collection Services are provided● Up to Date Technical Documentation (drawings, instructions, product evolutions)● Communication tools, Configuration tool● Training, Validation, and Periodical Audits● Local Support and Assistance

● Additional Support available upon request● Technical or industrial support

● Join our Promotion & Prescription efforts

● Coordinate our commercial operations


Building a partnership with Schneider Electric Why choosing a Licence partnership ?

●Your benefits●Quick Access to the market (technology)

● Fully Type-Tested product

● Limited R&D costs

●On going Development cost supported by Schneider Electric

●Differentiation from your competitors

●Schneider Electric Brand● Make the most of Schneider Electric Expertise

You win 2 years in the development of your business


Licence Implementation Milestones


Transfer of technology milestones

BusinessPlan

LicenceContract

Training Validation

Delivery of 1st components

ContractualAudits

1st delivery

Mutual knowledge Preparation of techno transfer

Implementation Support

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●After signing the Licence, there's a number of steps that should be followed

MOU**

**Memorandum Of Understanding

Payment of Cash Fees


LicenceContract

Express the motivations and needs of both partiesProtect respective company interestsGuideline to clarify day to day relationshipBe significant of a long term policy



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Licence contract


Licence contract content (1/4)

●Scope of the licence with No Exclusive Rights● Local production of the product in a territory based on technical information,

tools and services and right to sell the product inside the territory.

●Transfer plan, training and technical assistance description

●Access to improvements and file updates


●Device, products and system parts● Unless otherwise agreed case by case for the devices for which =S= has no

offer or when final customer imposes it, only Schneider Electric components are allowed in the product,

Validation of Schneider Electric is a must before doing any change

● The licence contract includes the list of authorised local (non Schneider Electric) components and technical warnings

●Territory● The license is given for a Specific Territory (generally a country or even a

segment in the country)

● The right to sell can be extended Case by Case to a larger territory under some co-ordination conditions (previous written =S= Country authorisation)

Licence contract content (2/4)


●Guaranties given by Schneider Electric● Delivery (commercial contract)

● Drawings and instructions

● Audits : Validation audit "OK" for production and periodical audits

●Liability : limit of responsibility from Schneider Electric● Schneider Electric not responsible for local added value

●Duration, Renewal and Termination● 4 years as standard

● Renewable by new agreement 3 years as standard

●Confidentiality

●Applicable law : French

Licence contract content (3/4)Additional legal clauses


●Coming into force● Signature of licence agreement● Conditioned on payment of entrance fee

●Payment conditions● Cash Fixed entrance fee amount

● Access to technology● Cover the cost of technical and industrial transfer, trainings● Validation and periodical audits● Technical and Industrial support● Payment schedule defined in the licence contract

● Royalties Fixed amount per product sold● Product evolution and Transfer file update● R&D Support● Use of the Brand and Intellectual Property

Licence contract content (4/4)Coming into force


Training



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Give access to the technology2 or 3 days training in partner's factory (NEX offer)1st Job study with support of a SE specialistVisit of the Schneider Electric global plantsTransmission of file & tools

A comprehensive trainingto give full autonomy



Transfer of TechnologyFile content

●Commercial tools :● Product presentation

● Catalogue

● Sales promotion kit

● Typical Technical specifications

●Technical tools :● ADDs - Architecture Decision

Document● BOMs - Bills of Materials● Component Drawings● Assembly Drawings● Industrial File● Traceability software package● Civil work, Installation and Operation

Guides● Type Test Reports● Technical Schedules● General Arrangement drawings● Technical data sheet

MCset Transfer fileLevel C


Transfer of TechnologyImplementation in your premises

●The Licensee integrates the file into his organization and information system

● Review files

● Establish equipment and tooling needs

● Implement processes to manage the file

● Initiate prototype manufacture

● Purchase Schneider Electric components


Validation



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Preliminary check/audit by country Partner Support TeamTHEN

2 to 3 days on Partner site to check product transferValidation of Product : 1st job or prototype assembly

Validation of Process / Quality system and OrganisationRelease of Certificate

Shared action plan before 1st customer delivery

ValidationGreen light before "SELL" decision


Contractual Audit



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Review of manufacturing operations1 day on Partner site

Quality / Process / ImprovementsRenewal of Certificate of Capacity

Shared action plan

Contractual auditTime to share experience and re-validate




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Ongoing technical support :1 dedicated contact in Schneider Electric in your country

Design for new requirementsFile up-date

Contractual audits and support :Our product expert will perform regular audits to re-validate

1-2 day visit

Business review every year :Define action plan

Forecasts

Day to Day Support

●To ensure product quality and help you to grow your business


Transfer of technology milestonesGlobal average timing

BusinessPlan

LicenceContract

Training Validation

Delivery of 1st components

ContractualAudits

1st job delivery



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~1 month ~4 months

●Average total time from the signature of the licence contract till the delivery of the 1st job : 6 months

MOU**

**Memorandum Of Understanding


~1 month


2 Types of Contracts

Commercial ContractFor loose parts and components: specific devices, CB, relays, CTs,

VTs, accessories

PartnerPanel

Builder

Schneider ElectricLocal Sales org.

Schneider ElectricFrance, MV

Licence Contract

Express the motivations and needs of both partiesProtect respective company interests

Guideline to clarify day to day relationshipsBe significant of a long term policy

Agreement on general sales terms and conditionsFormalize price & delivery

Valid for 1 year


MV Activities - Organisation Chart

MarketingOffer Creation Product & Channel

Yann Fromont

Infrastructure BU EVPMichel Crochon

MV Activities EVPFrédéric Abbal

MarketingOffer Creation Equipment & Channel

Frank Wrobel

Product Activity SVPGilles Boisseau

Equipment Activity SVPJoachim Dams

MV Partner ChannelSupport & Management

Michel Ceddia

President & CEOJean-Pascal Tricoire


Infrastructure BusinessMV Partner Channel Organisation Chart

MCSet 1-2-3TT* PilotJean-Luc Vanpouille

SM6-36 CB’s TT* PilotBulent Ayguler (50%)

NEX TT* PilotMa Hui

CB’s / Cradle TT* PilotMathieu Gandon

SM6-24TT* PilotVictor Guevara

Motorpact TT* PilotMaurice Sartin

APOD PSP ManagerMa Hui

KioskTT* PilotMarc Bidaut

Product ActivityMarketing

Yann Fromont

Equipment ActivityMarketing

Frank Wrobel

PIX / Cradle PIXTT* PilotManfred Naftz

RM6, FBX, FLUOKITTT* PilotRaphaël Jurado

FLUSARC 36 / UNISARCUNIFLUORCTT* Pilot

Contract Management

Christiane Jomet

* TT: Technology Transfer

PartnersBusiness Support

Dhananjay Singh (50%)

MV Partner Channel SupportMichel Ceddia

Technology Transfer

Dominique Carladous

PartnersBusiness Support

Eric Giroux

MV/LV SubstationSpecialistMarc Bidaut


Become partnersto increase performance

years saved

You want to quicklydevelop your salesin the MV market

We offer you alicense partnership

As a Schneider Electric partner you will quickly become operational to manufacture and sell MV equipment in accordance with latest IEC standardYou will earn 2 years in the development of your sales

> Make the most of your energy

licence partnership medium voltage. schneider electric 2 - bu infrastructure - mv partner channel...

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