2019 National Sales Conference

Nick Tamizifar
Vertical Market Manager – Oil & Gas
Business Unit Industry
Organisational structure
Business Unit Industry

Strategy Development
Industry

Product Management Vertical Market Management

MTS Value Chain Business Unit RAS Sales Projects IE
Industry
Verticals Industrial Automation

Enclosures
Electrical & Automation

Machine Building
Power Distribution

Food & Beverage

Climate Control
Process

RAS VerticalsTraffic & Infrastructure

Automotive
Oudoor
Traffic (Maritime, Aviation, Rail)

Energy

Verticals Infrastructure / Telco

Nick Tamizifar – National Sales Conference 2019 2

Vertical Market Management
The Team is growing
Johannes Gimbel
Vertical Market Manager
Automotive
Phone +49 (0) 2772 / 505 2388
eMail: gimbel.j@rittal.de
Andres Sancho
Vertical Market Manager
Electrical & Automation
Phone: +49 (0) 2772 / 505 1704
eMail: sancho.a@rittal.de
Andreas Zühlcke Tanja Klenz
Leadership
Vice President Assistant to
Vertical Market Management Andreas Zühlcke
Phone: +49 (0) 2772 / 505 2955 Phone +49 (0) 2772/ 505 2501
eMail: zuehlcke.a@rittal.de eMail: klenz.t@rittal.de
Vertical Market Manager
N.N. Mathias Heun Torben Fibich
Vertical Market Manager Vertical Market Manager Vertical Market Manager
Machine Building Energy Food & Beverage
Phone +49 (0) 2772/ 505 XXX Phone +49 (0) 2772 / 505 1344 Phone +49 (0) 2772/ 505 1885
eMail: eMail: heun.m@rittal.de eMail: fibich.t@rittal.de
Nick Tamizifar NEW! Sascha Abendroth NEW! Dietrich Malzacher
Vertical Market Manager Vertical Market Manager
Vertical Market Manager
Traffic (Maritime, Aviation, (Vice President)
Process
Rail) Verticals Infrastructure &
(located in Houston)
Telco
Phone +1 832 492 4163 Phone: +49 2772 / 505 0 Phone: +49 (0) 2772 / 505 2104
eMail: tamizifar.n@rittal.us eMail: abendroth.s@rittal.de eMail: malzacher.d@rittal.de
VMM / Nick Tamzifar / January 2019
Vertical Market Management
Mission

Vertical Market Management

Functional Leadership and Guidance
Vertical Markets Key Accounts

 Information Broker  VMM supports with vertical specific

 Analysing Vertical trends know-how
 New market player investigations  VMM is partner for strategy definition
per Key Account

Text Knowing
18 pt requirements
Text 18/ pt
applications  Review of KA plans as a team
I  VMM assures that trends / successful
 Creates Vertical-specific solutions
approaches are applied to all KAs
 Vertical Marketing / Exhibitions
 Building block implementations

 Focus on official Rittal verticals  For Global / Strategic and

 As a service for subsidiaries Regional Key Accounts

Supporting and Challenging

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A Diverse Industry with Special Requirements

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Three Tier Strategy for the Oil & Gas Industry
Decision Making Process for Enclosures in Oil and Gas Projects

O&G Operators
Anadarko, BP, Chevron, ExxonMobil, Marathon
Petroleum, Phillips 66, Shell, Saudi Aramco, Total
Level 1
(Onshore & Offshore Facilities, Refinery,
Specification Processing)

EPC Firms Drilling & Service Companies

Audubon, Bechtel, Burns & Cameron, CANRIG, NOV,
Level 2 McDonnell, Fluor, KBR, Jacobs, Weatherford
Specification McDermott, Wood Group, Worley
Parsons

Equipment OEMs
Distributors System Integrators
Level 3 ABB, Emerson, GE, Honeywell,
Allied Electronics, Alpha, AWC, RAN Technologies, W Industries,
Discretion Rockwell, Siemens, Schneider
CED, Gexpro, Reynolds, REXEL Panelmatic
Electric, Yokogawa

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Level 1

 This is the first level enclosures may be spec'd in an

O&G project
 It is hardest to get spec'd at this level but it also brings
the highest chance of winning large projects
 The specification can be anywhere from an exact Rittal
or competitor part number to Rittal, Hoffman or similar
enclosure
 By the time a project is announced, the preliminary
decisions are already made
 The best way to get more business at this level is to
convert their engineering process
Our biggest tool here is the
ePlan-RAS-Rittal
Story and the value it brings to the end customer!

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Level 2

 If the O&G operator company does not specify the panels or

gives options to the contractor like Rittal, Hoffman or Similar,
then they have discretion over what to use
 This is the second biggest opportunity to convert business
 Global availability of products and cost savings are usually
the main decision making factors
 We need long-term relationship with their engineering teams to
win business
 Jonathan Pacitti has been doing an excellent job building
relationships with EPC companies, we need to expand this
 Professional development workshops for engineering teams
allowing them to collect professional development credits
will be held at the Houston showroom to increase mindshare
and help boost long term sales

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Level 3

 If the cabinets are not specified by any of the above or there’s

any discretion left, the DCS vendor or local panel shop may be
left to make the decision
 At this level, we need to heavily rely on regional sales teams to
win business
 The main decision making factors at this level would be lead
time/availability of products, cost savings and value add
services like the Mod Center
 Training workshops will be held at the Houston Oil and Gas
Competency Center to help increase mindshare and train
distribution partners on competitive strategies
 The sales team will be asked for target customers for these
workshops

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 Rittal Innovation Center – US
The Missing Piece

 Houston will be the second location globally to get a Rittal

Innovation Center similar to Haiger

 For those who haven‘t been to this facility, it showcases the

optimal panel building process from ePlan to RAS and Perforex
with real world samples (Control Panel Building 4.0)

 This is not just for the oil and gas industry but customers in any
industry would be welcome to visit the Houston facility

 In addition to RIC upgrades, we‘re planning to add some oil and

gas specific applications to the Houston Showroom

 The sales team can help identify customers willing to showcase

their products

Nick Tamizifar – National Sales Conference 2019

Vertical Market Management
Networking via Vertical Connect Communities

Connect Communities VMM Target content

VMM
Networking:
Electrical & Automation
 Exchange about trends
Machinery
 Input product needs etc.
Automotive  Global projects
Traffic / Rail Materials:
Traffic / Airport
 References/brochures
 Vertical presentations
Traffic / Maritime
 Market figures
Food & Beverage  Spec´s
Process
 Global exchange platform
Energy  Moderated by Vertical Market  Single point of information
Infrastructure Manager

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Vertical Market Management
Connect Communities: Process

Nick Tamizifar – National Sales Conference 2019 12

Vertical Market Management
Process

https://connect.friedhelm-loh-group.com/communities

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Vertical Market Management
Mission

Vertical Market Management

Functional Leadership and Guidance
Vertical Markets Key Accounts

 Information Broker  VMM supports with vertical specific

 Analysing Vertical trends know-how
 New market player investigations  VMM is partner for strategy definition
per Key Account

Text Knowing
18 pt requirements
Text 18/ pt
applications  Review of KA plans as a team
I  VMM assures that trends / successful
 Creates Vertical-specific solutions
approaches are applied to all KAs
 Vertical Marketing / Exhibitions
 Building block implementations

 Focus on official Rittal verticals  For Global / Strategic and

 As a service for subsidiaries Regional Key Accounts

Supporting and Challenging

Nick Tamizifar – National Sales Conference 2019 14

Mission Statement
Key Account Management

Rittal is the worldwide

preferred partner of global
customers – specified in
almost all industries and
leading end customers.

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 Questions?

Nick Tamizifar – National Sales Conference 2019