Motors and Drives
Renewed channel network delivers enhanced quality and availability
Rauno Ahola explains the philosophy behind the new ABB Value Provider Programme, with insight from programme members around the world.
P
roviding optimum customer solutions and support is, and always has been, the common goal for both ABB and its channel network members. As a leading global supplier of industrial automation, the need for effective
working partnerships throughout the third party channel network is certainly not a new concept for ABB. Indeed, ABB has had over 30 years of very successful
experience through previous business specific ABB channel programmes that are now acting as a solid base for our current renewal process. Through this new programme we want to build, position and market a common brand. We are doing this by creating a strong unified channel programme that allows us to give the ABB seal of approval to our network members as well as enabling us to develop a network capable of providing exactly the products and services that meet our customers’ demands. Furthermore, we want to ensure that ABB is the easiest
supplier to work with, encompassing everyone from design engineers and process line managers to procurement experts. From 2011 onwards we have been bringing our motors,
machines, drives, robotics and control technology third party channel companies together within a new group wide channel program - the ABB Value Provider Program. Authorised members of this program that earn the label of quality as an ‘ABB authorised value provider’, consist of distributors, technical distributors, system integrators, panel builders and service providers. One of the first companies to join the ABB Value Provider
Program was PPE (Power Plant Electrical Technologies) of South Africa. For MD Mitch McAllister it has been a step- change in PPE’s relationship with ABB: “As an integrated engineering and service company, PPE has been closely associated with ABB for over 10 years. But in the six months since we became an ABB authorised value provider for drives we have seen a step change. “Our status in ABB has definitely been elevated, the level
of cooperation and genuine openness has increased and the referrals have started to flow. As a medium sized company in the past we sometimes struggled to compete with the large suppliers on major green field projects. Now with ABB’s full support we are in a much stronger position. “The quality of ABB’s engineering is never in doubt with
customers. This stands us in good stead in the demanding conditions found in Africa, such as heat, dust, corrosive environments and poor power quality. However, there is
Fig. 1. ABB aims to be the easiest supplier to work with.
www.engineerlive.com 51
a perception that this quality comes at a cost. Now with ABB’s help we are changing perceptions as customers come to understand just how cost-effective we can be. The added advantage of being the ABB authorised value provider is that customers also have the comfort of knowing that their solutions have the long-term support of a major international product brand.’ Members of the ABB authorised value provider network
offer sales, support, service and engineering in seamless cooperation with ABB. They have in-depth knowledge of local markets and are conversant with the defined ABB products and processes, bringing world-class and globally consistent products and services straight to the customer’s front door. Each of them offers a particular set of skills and services, and collectively they can tackle ABB’s diverse portfolio of products and services based on specific customer needs. ABB works together with these providers to pursue continuous quality improvement, ultimately benefiting all of our customers. For Phil Newman, National Sales Manager of Remtron
Automation in Australia, the authorisation of the channel programme is a matter of particular pride: “Remtron Automation has around 30 years experience in Australia’s automation and industrial control market. But our relationship with ABB is relatively young, starting as a technical distributor three years ago and becoming a member of the ABB Value Provider Program only in June. “The strength of our business is its diverse scope,
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60 |
Page 61 |
Page 62 |
Page 63 |
Page 64 |
Page 65 |
Page 66 |
Page 67 |
Page 68