Licence partnership
Medium Voltage
Build a partnership …
… with Schneider Electric
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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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
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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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
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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Licence Implementation Milestones
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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Transfer of technology milestones
● After signing the Licence, there's a number of steps that should be
followed
1
2
Mutual knowledge
MOU**
Licence
Contract
Business
Plan
3
Preparation
of techno transfer
Training
Payment of Cash Fees
4
Implementation
Contractual
Audits
Validation
Delivery of 1st components
Support
1st delivery
**Memorandum Of Understanding
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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Licence contract
1
2
Mutual knowledge
Licence
Contract
3
Preparation
of techno transfer
4
Implementation
Support
Express the motivations and needs of both parties
Protect respective company interests
Guideline to clarify day to day relationship
Be significant of a long term policy
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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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
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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Licence contract content (2/4)
● 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)
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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Licence contract content (3/4)
Additional legal clauses
● 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
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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Licence contract content (4/4)
Coming into force
● 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
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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A comprehensive training
to give full autonomy
1
2
Mutual knowledge
3
Preparation
of techno transfer
4
Implementation
Support
Payment of Cash Fees
Training
Give access to the technology
2 or 3 days training in partner's factory (NEX offer)
1st Job study with support of a SE specialist
Visit of the Schneider Electric global plants
Transmission of file & tools
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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Transfer of Technology
File content
● Commercial tools :
● Product presentation
● Catalogue
● Sales promotion kit
● Typical Technical specifications
MCset Transfer file
Level C
● 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
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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Transfer of Technology
Implementation 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
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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Validation
Green light before "SELL" decision
1
Mutual knowledge
2
3
Preparation
of techno transfer
4
Implementation
Support
Validation
Preliminary check/audit by country Partner Support Team
THEN
2 to 3 days on Partner site to check product transfer
Validation of Product : 1st job or prototype assembly
Validation of Process / Quality system and Organisation
Release of Certificate
Shared action plan before 1st customer delivery
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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Contractual audit
Time to share experience and re-validate
1
2
Mutual knowledge
3
Preparation
of techno transfer
4
Implementation
Support
Contractual Audit
Review of manufacturing operations
1 day on Partner site
Quality / Process / Improvements
Renewal of Certificate of Capacity
Shared action plan
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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Day to Day Support
● To ensure product quality and help you to grow your business
1
Mutual knowledge
2
3
Preparation
of techno transfer
4
Implementation
Support
Ongoing technical support :
1 dedicated contact in Schneider Electric in your country
Design for new requirements
File 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
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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Transfer of technology milestones
Global average timing
● Average total time from the signature of the licence contract till the
delivery of the 1st job : 6 months
1
2
Mutual knowledge
MOU**
Preparation
of techno transfer
Licence
Contract
Business
Plan
3
4
Implementation
Training
Payment of Cash Fees
~1 month
Validation
Delivery of 1st components
~4 months
Support
Contractual
Audits
1st job delivery
~1 month
**Memorandum Of Understanding
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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2 Types of Contracts
Schneider Electric
Express the motivations and needs of both parties
Protect respective company interests
Guideline to clarify day to day relationships
Be significant of a long term policy
France, MV
Licence Contract
Schneider Electric
Local Sales org.
Commercial Contract
Partner
Panel Builder
For loose parts and components:
specific devices, CB, relays, CTs, VTs,
accessories
Agreement on general sales terms and conditions
Formalize price & delivery
Valid for 1 year
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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MV Activities - Organisation Chart
President & CEO
Jean-Pascal Tricoire
Infrastructure BU EVP
Michel Crochon
MV Activities EVP
Frédéric Abbal
Product Activity SVP
Gilles Boisseau
Equipment Activity SVP
Joachim Dams
Marketing
Offer Creation Product & Channel
Yann Fromont
Marketing
Offer Creation Equipment & Channel
Frank Wrobel
MV Partner Channel
Support & Management
Michel Ceddia
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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Infrastructure Business
MV Partner Channel Organisation Chart
Product Activity
Marketing
Yann Fromont
Equipment Activity
Marketing
Frank Wrobel
MV Partner Channel Support
Michel Ceddia
Contract Management
Technology Transfer
Christiane Jomet
Dominique Carladous
SM6-24
TT* Pilot
Victor Guevara
SM6-36 CB’s
TT* Pilot
Bulent Ayguler (50%)
MCSet 1-2-3
TT* Pilot
Jean-Luc Vanpouille
CB’s / Cradle
TT* Pilot
Mathieu Gandon
RM6, FBX, FLUOKIT
TT* Pilot
Raphaël Jurado
Motorpact
TT* Pilot
Maurice Sartin
NEX
TT* Pilot
Ma Hui
Kiosk
TT* Pilot
Marc Bidaut
APOD PSP
Manager
Ma Hui
FLUSARC 36 / UNISARC
UNIFLUORC
Partners
Business Support
Eric Giroux
Partners
Business Support
Dhananjay Singh (50%)
MV/LV Substation
Specialist
Marc Bidaut
TT* Pilot
PIX / Cradle PIX
TT* Pilot
Manfred Naftz
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
* TT: Technology Transfer
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Become partners
to increase performance
years saved
You want to quickly
develop your sales
in the MV market
We offer you a
license partnership
As a Schneider Electric partner
you will quickly become
operational to manufacture and sell
MV equipment in accordance with
latest IEC standard
You will earn 2 years in the
development of your sales
> Make the most of your energy
Schneider Electric - BU Infrastructure - MV Partner Channel Support & Management - Michel CEDDIA – 201203
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