1 / 59

Territory Highlights Competitor Analysis Customer Analysis Mix Analysis Market Share / Sales Plan

Aerospace & Distribution Sales Meeting Flat Rolled Products Dan Fulton Southwest Kalamazoo, MI October 11 – 13, 2011. Flat Rolled Products: Discussion Outline. Territory Highlights Competitor Analysis Customer Analysis Mix Analysis Market Share / Sales Plan.

adlai
Download Presentation

Territory Highlights Competitor Analysis Customer Analysis Mix Analysis Market Share / Sales Plan

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Aerospace & DistributionSales MeetingFlat Rolled ProductsDan FultonSouthwestKalamazoo, MIOctober 11 – 13, 2011

  2. Flat Rolled Products: Discussion Outline • Territory Highlights • Competitor Analysis • Customer Analysis • Mix Analysis • Market Share / Sales Plan

  3. Distribution & Aerospace Sales Territories NL Canada BC AB PQ SK MB ON ME WA MT ND MN NY OR WI MI SD ID WY PA IA OH NE IL IN NV Bottke WV VA UT CO CA KS KY MO Klinger NC TN OK SC Bryant AZ AR NM Pacheco GA AL MS Odom LA TX Fulton FL Mahan Ellsworth Mexico Sales Offices 05-2011

  4. Territory Highlights States Cities Headquarters Branches • Bralco • C&B • Castle • Coast • EMJ • IMS • Marmon Keystone • MetalCenter • Morris Metals • Reliance • Ryerson • Trident • Western States • AZ • CA • NM • TX • Phoenix • Los Angeles • Albuquerque • Dallas • Bralco • IMS • Trident

  5. Territory Highlights

  6. Territory Highlights

  7. Flat Rolled ProductsTerritory Review

  8. Flat Rolled Products: Discussion Outline • Territory Highlights • Competitor Analysis • Customer Analysis • Mix Analysis • Market Share / Sales Plan

  9. Flat Rolled Products: Competitive Analysis

  10. Flat Rolled Products: Competitive Analysis Alcoa • Davenport, IA. • Markets: Aerospace, Automotive, Semi-Connector, Electronics • Plate up to 16” • Alcoa Branding • Product Development • Global Footprint

  11. Flat Rolled Products: Competitive Analysis Constellium • HQ: Paris, France Ravenswood, WV • $4.4 Billion in Revenue 9,500 Employees • Aerospace, Defense, Transportation, Electronics, Semi-Conductor, Solar, Mechanical Engineering, Packaging, Marine, and Distribution • Alloys: 2X, 5X, 6X and 7X • Up to 10” 7075 • Aerospace: Airware (2098)-Higher Stiffness and Better Tolerance Control • Transportation: Diamal-Pre-Painted Coil for Roof and Side Panels • Marine: Sealium-Marine alloys for fast ferries, landing craft, & Yachts

  12. Flat Rolled Products: Competitive Analysis Aleris • Markets: Aerospace, Automotive, B&C, Container, Packaging, Military, Defense and Transportation • More than 6500 employees • Mill Finish and Painted Products up to 160” • China: New Rolling Mill end of 2012 160” 500,000,000 Pounds annually • 2012-2016 Airbus contract w/recycling program • Ashville, OH: (1971 Reynolds) B&C • Buckhannon, WV: (1999 AE, Inc.) Electrical Conductor Industries • Clayton, NJ: (1970) Re-rolling & Finishing light gauge coiled sheet N-H-T • Lewis Port, KY: (1964) DC Casting Rolled Sheet (Bare and Coated) • Richmond, Va.: (1959) B&C 3025 Mill Finish Sheet • Roxboro, NC.: (1958) B&C Coil Coating Facility • Uhrichsville, OH: Continuous Casting Flat Rolled Sheet B&C, Auto, Distribution & Consumer Durables. (2) Recycling Facility

  13. Flat Rolled Products: Competitive Analysis Hulamin • Markets: Semi-Conductor, Automotive, Heat Exchangers, Electronics, Stamping, Circles for cookware & lighting, Marine, Pilfer-Proof Packaging, Tread-Bright for the Toolbox Market • Alloys: 1X, 2X, 5X, 6X and Composites – AA, EN, JIS Lloyds, DNV and ABS • ISO 9001 and ISO/TS 16949 • Locations: Edendale and Camps Drift, Pietermaritz, SA • State of the Art Conventional Flat Rolled Mill • Direct Chill, Remelt, Hot, Cold, and Foil Rolling Mills • Finish: Coil Coating, Slitting, C-T-L, Cleaning & Tension Leveling, Circle Blanks, and Foil Finishing

  14. Flat Rolled Products: Discussion Outline • Territory Highlights • Competitor Analysis • Customer Analysis • Mix Analysis • Market Share / Sales Plan

  15. Flat Rolled Products: Customer Analysis

  16. Flat Rolled Products: Customer Analysis

  17. Flat Rolled Products: Customer Analysis

  18. Flat Rolled Products: Customer Analysis

  19. Flat Rolled Products: Discussion Outline • Territory Highlights • Competitor Analysis • Customer Analysis • Mix Analysis • Market Share / Sales Plan

  20. Flat Rolled Products: Mix Analysis

  21. Flat Rolled Products: Mix Analysis

  22. Flat Rolled Products: Discussion Outline • Territory Highlights • Competitor Analysis • Customer Analysis • Mix Analysis • Market Share / Sales Plan

  23. Flat Rolled Products Kaiser 2011 Strategy • Provide training on Kaiser Select • Value Proposition • Continue follow up on quotes

  24. Flat Rolled Products Sales Enablers • Kaiser’s Brand Name • Kaiser Select • Strong Market Demand • Breadth of Product Offering • Technical Support • Developmental Resources • Experienced Inside Sales Team

  25. Flat Rolled Products Sales Prohibitors • Current Market Demand is Consuming Capacity • Low Depot Inventories • Surface Issues

  26. Flat Rolled Products Kaiser 2012 Strategy • Penetrate Target Accounts • Focus on Branch Sales • Focus on Distribution Sales Arm • Create Pull for Kaiser Select (Promote & Identify) • Joint Sales Calls • Continue awareness of The Value Proposition • Be a Source of Information for Marketing

  27. Flat Rolled Products: Strategy 2012 Key Growth Objectives Distributors Name2012 Sales Goal • Bralco • Samuel • IMS • Trident 300,000 lbs 200,000 lbs 165,000 lbs 1,500,000 lbs Total 2,165,000 lbs

  28. Flat Rolled Products: Market Share 2010 2008 2009 2011 Proj 2012

  29. Flat Rolled Products: Market Share 2010 2008 2009 2011 Proj 2012

  30. Flat Rolled Products: Market Share 2011 Proj 2012 2009 2008 2010

  31. Flat Rolled Products: Market Share 2011 Proj 2010 2009 2008 2012

  32. Hard Alloy Rod & BarTerritory Review

  33. Hard Alloy Rod & Bar: Competitive Analysis

  34. Hard Alloy Rod & Bar: Competitive Analysis Alcoa • Massena, NY • Limited Sales Coverage Presence in the Market • Technical Assistance is available

  35. Hard Alloy Rod & Bar: Competitive Analysis Impol • Slovenska, Bistrica (Founded in 1825-forged copper products) • 1952 to 1960 gradually moved into aluminum products • 2010 Total Shipments Approximately 320,000,000 Pounds • 6% Drawn Rod and Bar 19,200,000 Pounds 768,000 Pounds (US) • 13% Extruded R, B, and Tube 41,600,000 # / 1,664,000 # (US) • Size Range: .218” to 3” • Alloys: Primarily 6X and 2011 • 2010: $40 million EBITDA / 6% on $669,375,000 Sales • Markets: Aerospace, Automotive, Transportation and Electrical • 98% of total product offering is aluminum

  36. Hard Alloy Rod & Bar: Customer Analysis

  37. Hard Alloy Rod & Bar: Customer Analysis

  38. Hard Alloy Rod & Bar: Mix Analysis

  39. Hard Alloy Rod & Bar: Mix Analysis

  40. Hard Alloy Rod & Bar: Competitive Analysis 2011 Kaiser Strategy • Industry leading on-time shipping • Product performance & reliability • Premier technical expertise • B I C Inside Sales Staff

  41. Hard Alloy Rod & Bar Sales Enablers • Tennalum’s Customer Service Sets the Industries Standard • On Time Performance • Consistent Quality • Technical Support • Select Recognition / Value

  42. Hard Alloy Rod & Bar Sales Prohibitors • None

  43. Hard Alloy Rod & Bar 2012 Strategy • Penetrate Target Accounts • Focus on Branch Sales • Focus on Distribution Sales Arm • Create Pull for Kaiser Select • Joint Sales Calls • Continue awareness of The Value Proposition • Be a Source of Information for Marketing

  44. Hard Alloy Rod & Bar: Strategy 2012 Key Growth Objectives Distributors Name2012 Sales Goal • EMJ • Trident 50,000 25,000 Total 75,000

  45. Hard Alloy Rod & Bar: Strategy

  46. Hard Alloy TubingTerritory Review

  47. Hard Alloy Tubing: Competitive Analysis

  48. Hard Alloy Tubing: Competitive Analysis Alcoa • Lafayette, Ind. • Alloys: 1100’s, 2000’s, 3000’s, 5000’s, 6000’s and 7000’s • Markets: Aerospace, Recreation, Fluid Distribution, Automotive

  49. Hard Alloy Tubing: Competitive Analysis AlUNNA • Founded in 1914 226 Employees • Germany 660,000 sq Feet under roof • Seamless and Drawn Tube: .187 to 12 OD X .020 to 1.0 Wall • Porthole and Drawn Tube: .187 to 14 OD x .020 to 1.0 Wall • Benchmark for Drawn Tube Quality • Alloys: 1X, 3X and 6X • Automotive, Bicycle/Motorcycle, Aerospace and Defense • New 40 MN Indirect Press (2012) • New Triple Draw Bench (2011) and Double Bench s/d Aerospace • Currently: Approximate 50 week lead time

  50. Hard Alloy Tubing: Competitive Analysis Any Other HAT Producer • Precision Tube: North Wales, Pa. • Alloys 1100, 2024, 3003, 5052, 6061, and 6063 • Size Range: .010 – 3.625 OD .003 - .725 Wall • Bending, Flaring, Punching, Flatten & Rolled, Swaging, Reducing, Beading, Expanding, Piercing, and Special Shape Forming

More Related