Motors and Drives
the target market by offering the ideal combination of an optimised product portfolio and high quality services. RDS of Ireland is a perfect example of a small company
within the ABB authorised value provider network, as joint owner Ken McNevin says: “We have worked with ABB since RDS was founded in 2005. We became members of the Robotic partner programme in 2008 and the progression to the ABB Value Provider Program in 2011 has been quite seamless. The biggest change we have experienced is the effort that ABB is putting into promoting the new programme and the authorized offering of the network members and this has provided a welcome boost to our own profile. “As a company operating in Ireland’s small robotic market
Fig. 2. The ABB authorised value provider network offers the ideal combination of an optimised product portfolio and high quality services.
from industrial switchgear to process control to drives and power quality for end user markets, including food and beverage, automotive, power and OEMs (original equipment manufacturers). Putting this together with ABB’s wide product portfolio is providing a powerful combination. This enables us to deliver innovative automation solutions and improve the customer’s energy efficiency. “In becoming an
Fig. 3. The value provider network delivers sales, support, service and engineering in seamless cooperation with ABB.
ABB authorised value provider we have found that the relationship with ABB is completely transparent and open and we feel embraced as an extension of the ABB brand. This has helped build confidence and good communication on both sides, from both technical
and commercial aspects. The new model is already helping to grow our business by opening up lots of new doors and we are proud to display the membership accreditation on our website and on our building.’
Quality not quantity
The ABB authorised value provider network is all about quality rather than quantity. Common professional business planning provides the
foundation for a successful long-term partnership while the quality of services is assured via a rigorous and consultative assessment process, covering both facilities and equipment as well as personnel competence. Channel companies are carefully selected with the sole objective to meet the purchasing needs of customers within
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we need the flexibility to address a wide range of markets - food and beverage, plastics, medical device, pharmaceutical and metal fabrication - with products from small high speed picking robots to large palletising robots. ABB’s robotic range is extensive and it has the market reputation as a high quality product. The support we receive through the ABB Value Provider Program, including the availability of a wide range of accessories, such as force control, pickmaster, conveyor tracking and vision enables us to provide high quality solutions at competitive prices.’
The summary
The network of ABB authorised value providers was created to deliver the optimum portfolio of services and solutions for customers worldwide. ABB is proud to be associated with them and through training, auditing and authorisation to support them in providing globally consistent high quality solutions and services and local availability of ABB technology to complement their in-depth knowledge of local markets. The final word goes to Arthi Srinivasan, Business Strategy
and Operations, for Powertech Switchgear Industries of the UAE, one of the very latest members of the network for ABB authorised value providers: “After 15 years as a technical distributor of ABB low voltage
drives for HVAC (heating, ventilation and air conditioning) applications, we have just stepped up the relationship to become an ABB authorised value provider. Like many markets, price is an issue, but it is really product reliability and quality that sells. ABB products, together with our expertise and service, have proved a successful combination. “The transition to becoming an ABB authorised value
provider required significant commitment from us in creating new agreements and undertaking training. But receiving ABB’s seal of approval is already showing important benefits in increasing the confidence of customers in dealing with us. We also benefit from ABB’s high level of technical advice and support and the availability of a strong local service organisation. The strong synergy between ABB and Powerless is important in helping us deliver the consistent and high quality project delivery that is vital for customer satisfaction. We are looking forward to using the status as ABB authorised value provider as a path for opening up new market segments and thanks to this great relationship we are very optimistic for the future.” ●
Enter 52 or ✔ at
www.engineerlive.com/ede
Rauno Ahola, Channel Manager of the Discrete Automation and Motion Division, ABB Oy, Helsinki, Finland.
www.abb.com
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