Opening AGENDA
10.30 - 11.00 uur
Ontvangst en registratie bij binnenkomst
11.00 - 11.15 uur
Opening / Marktsituatie - Dirk Thomaere, General Manager Toshiba Benelux
11.15 - 12.00 uur
Product Portfolio - Inno Frencken, Marketing Manager
12.00 - 12.10 uur
Communicatie strategie - Lieven De Meester,
Communications Marketing Manager
12.10 - 12.30 uur
Sales strategie – Paul Spaenjers, Sales Manager
12.30 - 12.40 uur
Q&A
12.30
Aanvang lunchbuffet
Marketshare Toshiba
Toshiba Europe Notebook Unit Sales grew.
Record Sales Volume in August.
ASP for Toshiba fell.
European ASP drop.
Toshiba Belgium Notebook Unit Sales decrease.
Fierce pricefight started.
Battle focus in Retail.
Pricepoints below 1000 Euro significant
Reseller Meeting Product Strategy & Portfolio
Ubiquitous Network Society
AV-Note-PC
Commodity
Thin & Light
Corporate
Reseller Meeting Product Strategy & Portfolio
Technology roadmap
roadmap for
for ubiquities
ubiquities computing
computing
Technology
Home network
Home network
Human
Human
interface
interface
Security
Security
HD-DVD, CODEC/DECODER,
High video quality
Provide new values
Provide new
Develop
new values
markets
Develop new markets
Ubiquitous
Ubiquitous
computing
computing
Security“Always
ON” technology
Robust
and highly
Robust
and highly
reliable
designing
reliable designing
HighHigh
density
density
mounting
technology
mounting
technology
LED Backlight, Power Controller, Direct Methanol Fuel Cell
Power saving
Power saving
technology
technology
Reseller Meeting Product Strategy & Portfolio
How do we see the market
Market
Fit
Growth potential
Strategy
Consumer
High
High
Maintain
SMB
Medium
High
Invest
Large account
Low
Limited
Focus
Reseller Meeting Product Strategy & Portfolio
Strategy Toshiba Benelux
Team with our partners and provide tools to win.
Work on the Invest and Focus part with you..
Increase contact with our resellers. (Sales structure)
Increase offer of Toshiba Options.
Serviceoffering to increase sales to B2B customers.
Value proposition to Large Accounts.
Maintain marketshare through Volume Sales
in B2C market.
Choose selected partners.
Toshiba Offers
In country decisions !
Talk to us.
You want to win we want to win!
Ask Toshiba,we will find a way !.
Value proposition.
Think option Selling, help us to fight all propositions.
Differentiated products.
R200, M300, S3....
Qosmio Line-up.
Possible to ask premium.
We stay to fight it out !
Reseller Meeting Product Strategy & Portfolio
Reseller Meeting Product Strategy & Portfolio
Inno Frencken
Marketing Manager Benelux
10/12 October 2005
Reseller Meeting Product Strategy & Portfolio
Topics:
Product technology strategy
High Definition (HD)
Green procurement
Product roadmap line-up
Product Presentation:
Toshiba Tecra S3
New Notebooks Q4 2005 with differentiators
More4You accessories
Reseller Meeting Product Strategy & Portfolio
Technology roadmap for ubiquitous computing
Provide new values
Develop new markets
Home network
Human
interface
Security
HD-DVD, CODEC/DECODER,
High video quality
Ubiquitous
computing
Security“Always
ON” technology
Robust and highly
reliable designing
High density
mounting technology
LED Backlight, Power Controller, Direct Methanol Fuel Cell
Power saving
technology
Definition: “HD readiness” vs. “basic HD readiness”
“HD ready” is an industry standard
defined and protected by EICTA.
As a contrast, Toshiba introduces “basic
HD readiness” for products meeting a
standard defined by Toshiba. Basic HD
readiness means that WMV content can
be viewed in High Definition quality.
“HD-ready” (EICTA)
“HD ready” devices receive the signal
through a video-in port. EICTA sets
standards for display, display engine
and specifications of the port.
“Basic HD-readiness (Toshiba)
“Basic HD ready” notebooks do not have
a video-in port. They generate the HD
signal internally using WMV content
from DVD or HDD.
“HD ready” requirements:
The logo testifies that a Toshiba
notebook is capable of playing 720p
WMV HD content (sourced from ODD or
HDD) without framedrops on the
integrated minimum 720p capable
widescreen display. PCMark04 result of
notebook must be above 3000, min.
Pentium® M 730 (no Celeron CPU),
min. 512 MB of RAM, external GPU with
128 MB video card, Internal widescreen
display only (scaling allowed, 1280x800
not required), 16-bit sound card
speakers, Microsoft® Windows® XP,
Windows® Media Player 9 series.
Notebook supports 720p WMV video
playback with 24 frames/sec without
frame drops ...but NO H.264 decoding
[HD DVD]!
1.Display, display engine: The minimum
native resolution of the display (e.g.
LCD, PDP) or display engine (e.g. DLP)
is 720 physical lines in wide aspect ratio.
2. Video Interfaces. The display device
accepts HD input via: o Analogue
YPbPr1, and o DVI or HDMI HD
capable inputs accept the following HD
video formats: o 1280x720 @ 50 and
60Hz progressive (“720p”), and o
1920x1080 @ 50 and 60Hz interlaced
(“1080i”). The DVI or HDMI input
supports content protection (HDCP)
Reseller Meeting Product Strategy & Portfolio
“HD TO GO” vs. “HD-DVD” Logo
After introduction of HD-DVD
drives in 2006 there will still be
Toshiba B2C notebooks
offering “HD to go” for viewing
WMV content.
For WMV content/
WMV encoding technology
Cannot read HD-DVDs or
decode H.264 standard
For H.264 encoding
technology
(notebooks need a
higher processing power
than for WMV)
Both the “HD to go” logo as well as the “HD-DVD” logo will therefore exist parallel in
the Toshiba product portfolio (but not both on the same notebook)
All machines coming with these two different logos will offer a HD viewing
experience, but based on different content encoding technologies.
Reseller Meeting Product Strategy & Portfolio
RoHS Directive (Reduction of Hazardous Substances)
The European Union (EU) RoHS Directive (the
restriction of the use of certain hazardous
substances in electrical and electronic equipment)
is intended to reduce the use of substances that
may pose risks to human health or the
environment. The Member States’ RoHS laws
shall ensure that after July 1, 2006 most new
electrical and electronic equipment cannot be sold
in the EU if it contains the following substances
above specified concentrations (w/w) at the
homogeneous material level:
Lead
(0.1%)
Mercury
(0.1%)
Cadmium
(0.1%)
Hexavalent chromium Polybrominated
biphenyls (PBB)
(0.1%)
Polybrominated diphenyl ethers (PBDE)
(0.1%)
Reseller Meeting Product Strategy & Portfolio
TECRA S3 conforms to RoHS compliance
No parts used by TECRA S3 contain any of the six toxic
substances (*1).
All the parts enclosed by TECRA S3, such as a packing
box, manuals, an AC adaptor, cables and a Battery also
support RoHS directive.
(*1) Cadmium, Hexavalent chromium, Lead, Mercury, and PBBs (Polybromobiphenyls)
and PBDEs(Polybromodiphenylethers).
Product roadmap line-up - Satellite & Qosmio:
Reseller Meeting Product Strategy & Portfolio
Product roadmap line-up - Satellite Pro & Tecra:
Reseller Meeting Product Strategy & Portfolio
Product roadmap line-up - Portégé + Libretto:
Reseller Meeting Product Strategy & Portfolio
Products Portfolio vs. Screen size
B2C
B2B
7,2"
Libretto U100 (1)
12"
Portégé R200 (1)
Portégé M300 (1)
Portégé M200 (1)
14"
Tecra M3 (2
Tecra M4 (1)
15"
Satellite L20 (2)
Satellite Pro L20 (2)
Tecra A2 (1)
Tecra S3 (2)
15,4"
Satellite M40 (1)
Satellite M70 (3)
Qosmio F20 (1)
Satellite Pro M70 (1)
Tecra A4 (2)
17"
Satellite M60 (2)
Qosmio G20 (1)
* Not all models are available in Belgium and The Netherlands
Reseller Meeting Product Strategy & Portfolio
The Satellite / Satellite Pro L20 series
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The Satellite / Satellite Pro M70
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Qosmio F20
Product Features
and Technologies
Reseller Meeting Product Strategy & Portfolio
Qosmio G20
Product Features
and Technologies
Reseller Meeting Product Strategy & Portfolio
Qosmio G20
QosmioPlayer
(Instant-on entertainment)
17” Toshiba TruBrite WXGA+ TFT
display brightness 500 cd/m2
QosmioEngine
(Advanced video experience)
Microsoft®
Windows® XP
Media Centre
Edition 2005
Harman Kardon®
Speakers (30mmΦ)
Remote Control for
MCE and Qosmio Player
Analog terrestrial
TV tuner
w/ MPEG2
hardware
encoder
RAID 0 and RAID1 support
for data backup and realtime disk mirroring
DVD Super Multi drive
(Double Layer)
SRS® TruSurround XT™
technology and SRS® WOW™
Reseller Meeting Product Strategy & Portfolio
The Satellite M60 series
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The Tecra A4
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Toshiba Tecra A3X
To be launched in November 2005 (same design as Tecra A2)
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The Tecra S3
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Positioning
TECRA S3
A fully scalable
corporate or SMB
platform
offering superior security
and reliability.
Reseller Meeting Product Strategy & Portfolio
Why choose the Tecra S3?
1
Full EasyGuard
2
TCO platform
3
Latest technology
4
Latest ports expansion and legacy ports
5
Full wired and wireless connectivity
Reseller Meeting Product Strategy & Portfolio
New and exclusive: Toshiba EasyGuard
Toshiba EasyGuard is the better way to
enhanced data security, advanced system
protection and easy connectivity.
This next-generation computing experience
incorporates technologies enabling optimal
connectivity and security, Toshiba
anti-accident innovations and advanced software
utilities for carefree mobile computing.
Reseller Meeting Product Strategy & Portfolio
Three core elements for carefree mobile computing
In addressing the need for enhanced data security, advanced system protection and easy
connectivity. Toshiba EasyGuard features can be divided into its three core elements:
Elements:
Benefits:
Secure
Features that deliver enhanced system and data security
Protect & Fix
Protective design features and diagnostics utilities for maximum uptime
Connect
Features and software utility that ensures easy and reliable wired and
wireless connectivity
Reseller Meeting Product Strategy & Portfolio
Toshiba Anti-theft Protection Timer
What is the Toshiba Anti-theft Protection Timer?
Allows users to set up a timer-activated BIOS password that will prevent
unauthorised system access in the event of theft.
Features and benefits
User set a time duration before BIOS password is
activated (1-28 days).
User can logs-on ‘as usual’ during the defined
period of time.
If user doesn’t log-on during the period of time, the
timer activates the BIOS password request. If
password unknown, user (or thief) cannot log on.
User has peace-of-mind, because access to its
system is locked if notebook is stolen.
Example: Time Limit = 5 days
Time
User logs-on
Windows,
as usual
User doesn’t log-on
(Vacation/ Notebook
Stolen…)
July-10
July-13
BIOS Password
is requested
to log on
July-18
Reseller Meeting Product Strategy & Portfolio
Fingerprint Reader Single Sign On
What is the Fingerprint sensor technology ?
Support user authentication and secure access (single sign-on),
as well as easy selection, launch and control of applications for
security and ease of use.
Summary of features and benefits
Non duplicateable authentication (unique
fingerprint for each person)
Convenient and fast log into the machine.
With the simple touch of a finger you can access
confidential content on your PC/Network
Pre-boot authentication (BIOS logon) is newly
supported by fingerprint on TECRA S3.
Authentication
in the BIOS
Replacing the boot password
• User does not need to type in the password, and
just swipe his/her finger.
Realizing the Single touch boot feature
• User can sign on to BIOS, Windows and HDD by a
single swipe of the fingerprint.
• User no longer need to type in password three times
or swipe finger three times.
in the OS
Just one swipe
Reseller Meeting Product Strategy & Portfolio
ConfigFree™
Version 5.7
Automatic Network Device Switch
New main features
Automatically switch between LAN/WLAN/WAN
W-WAN Auto Connect Feature
It will automatically dial up with Mobile
Data / 3G Card when both LAN & WLAN
are disconnected
Dial up Device Selection
Select which device to dial-up with.
(supports any device such as data cards or
3G cards that can be used by dial-up)
Auto Launch of Program
Select Program to execute after Dial-up
connection (e.g VPN client, IE)
Reseller Meeting Product Strategy & Portfolio
Diversity Antenna
What is the Diversity Antenna?
This Toshiba innovation is in reality three antennae. Selected
notebooks now have two Wi-Fi™ antennae and one Bluetooth™
antenna incorporated into the top lid of the LCD display as well
as automatic antenna selection that provides users with optimal
wireless connectivity.
Summary of features and benefits
Two W-LAN antennae - Increases the reliability and stability of
wireless connectivity
Antennae in top lid of LCD display - Prevents signal
interference from users’ desk hands, etc
Dual-band antennae - Makes it easier to connect quickly and
maintain stable performance
With Diversity
Antenna
With Standard
Antenna
Bluetooth™ antenna between the two W-LAN antennas
maintains the diversity effect and maximises the user’s ability
to connect quickly and easily
Reseller Meeting Product Strategy & Portfolio
Toshiba RAID* support What is RAID?
RAID stands for Redundant Array of Inexpensive (or
sometimes "Independent") Disks. RAID is a method of
creating one or more pools of data storage space from
several hard drives.
Supports RAID Level 1* and ensures that data from main
HDD (hard disk drive) is mirrored to optional Ultra-slim
SelectBay HDD for full data redundancy and protection
against accidental data loss
It can offer fault tolerance and higher throughput levels
than a single hard drive or group of independent hard
drives.
Data mirroring ensures data availability in event of HDD
crash and allows for quick and simple swapping of
defective HDD with intact HDD for minimum downtime
Standalone
Intel IAA’s RAID1
Application
Toshiba RAID1
Application
Application
RAID-1
RAID-1
0
1
2
3
4
Unable to read data in
the bad block.
Fixed
0
1
2
3
4
0
1
2
3
4
Read from 2nd HDD and
fix No2 of 1st HDD
Not
fixed
0
1
2
3
4
0
1
2
3
4
Read from 2nd HDD. But
does not fix No2 of 1st HDD
* Optional second HDD and HDD adapter is required for Toshiba RAID support
Reseller Meeting Product Strategy & Portfolio
Toshiba RAID* support
Summary of features and benefits
RAID-1 supported
Customer can continue computing with zero downtime even when one of hard
drives is crushed (reliable computing by RAID-1 technology).
Hard drive hot plug is supported
Hot insertion/extraction of the select bay hard drive is still supported on the RAID-1
system as same as stand alone configuration.
Hard drive password is supported
Hard drive password is still supported on the RAID system when insert the select
bay hard drive on Windows running state as same as stand alone configuration.
Hot reconfiguration is supported
Customer can change the configuration status from/to stand alone to/from RAID-1
mutually by using RAID utility on Windows.
Easy access to RAID status icon on task tray
Easy to open the RAID utility and to check/change the status of RAID configuration.
Alarm by buzzer and pop up message
The RAID system notify users by buzzer and pop up message when one of the two
hard drives have trouble (hardware crash or one of two hard drives is extracted).
* Optional second HDD and HDD
adapter is required for Toshiba RAID
support
Reseller Meeting Product Strategy & Portfolio
Shock Protection Design
What is the Shock Protector?
Toshiba Shock Protection Design delivers enhanced
system component protection against notebook damage
in instances of drop, collision and physical impact of the
notebook. The concept offers specialised features to
withstand the physical trials of travelling, while also
protecting against accidents.
Summary of features and benefits
Shock protection through larger base,
rounded and protruding corners
Rubber protection surround LCD
Rubber tabs encase the hard disk drive for
increased cushion
Rubber security encircles and protects the
delicate inverter
Reseller Meeting Product Strategy & Portfolio
Spill-resistant Keyboard
What is the Spill-resistant Keyboard?
Prevents system damage from accidental
spills onto the keyboard
Spill-resistant Keyboard - A layer of bending
insulation beneath the keyboard holder to
cover areas that would otherwise be exposed.
Two-sided Tape
Insulator Tape
Front
KB Cover
Back
with Spill-resistant keyboard
What is the benefit?
The Spill-resistant Keyboard gives users
enough time to save their data and shut down their
notebook in the event of an accidental spill.
This allows them to save valuable data as well as
ensure that the liquid is not contacting running
components.
Will work when water is spilt.
w/o Spill-resistant Keyboard
Will not work when water is spilt.
Reseller Meeting Product Strategy & Portfolio
HDD Protection (3-axis)
What is the HDD Protection?
Prevents HDD from being damaged from
shock or vibration (full 3-axis motion monitoring):
Toshiba system board with accelerometer sensor
Unload head from HDD disks
Improvement durability of HDD
What is the benefit?
The unique combination of Toshiba cutting-edge 3D accelerometer
and HDD Protection offers an enhanced impact protection solution
compared to systems without these features. The 3D monitoring
capability accurately filters out minor tilt movements and detects
sudden vibrations to unload the HDD head before impact.
Reseller Meeting Product Strategy & Portfolio
Mobility and performance
Best all-round mobile performance
Thanks to the latest
Intel® Centrino™ Mobile Technology including
Intel® Pentium® M processors,
(up to 533 MHz FrontSide Bus and supporting Execute
Disable Bit)
Mobile Intel® 915PM Express chipset.
(up to 533 MHz Front Side Bus and Intel® Display Power
Saving Technology)
Intel® PRO/Wireless 2200BG Network Connection
(supports latest IEEE standard and new optional
PROSet/Wireless software v.9.0
with improved GUI for simplified WLAN capabilities)
The new Intel® Centrino™ mobile technology features
PCI Express technology which doubles data transfer
rates and improves graphics performance.
Mobility and performance
Displays for large viewing with stunning 3D graphics
15" XGA TFT display with 1,024 x 768
and SXGA+ TFT display with 1,400 x 1,050
resolution for large viewing and working area in a
thin and stylish design
15"
Enjoy the stunning 3D graphics performance of the latest
NVIDIA® GeForce™ 6600 with 128 MB Video RAM
supporting PCI Express bus architecture
Reseller Meeting Product Strategy & Portfolio
Powerful, versatile mobile computing
512 or 1.024 MB DDR2 system memory, expandable to 2.048MB,
technology DDR2 RAM:
• DDR2 is the next-generation evolution
of DDR memory technology.
• DDR2 memory features faster speeds, higher data bandwidths,
lower power consumption and enhanced thermal performance.
Primary 60 or 100 GB hard diskdrive, 5,400 rpm, Serial ATA
• Serial ATA is an evolutionary replacement for the Parallel
ATA physical storage interface
• Users of the Serial ATA interface benefit from greater speed,
simpler upgradeable storage devices and easier configuration.
Easy to deploy and manage fully scalable corporate platform
Reduces the cost of evaluating, deploying and training users on
new models with consistent software images and long lifecycles
Backwards-compatibility is assured by common options such as
Advanced PortReplicator III Plus and Ultra-slim SelectBay
modules for enhanced expandability and ease of use
Fully compliant with EU directives for environmentally-friendly
electronic equipment (RoHS / WEEE)
No parts used by Tecra S3 contain six kinds of toxic substances*
such as AC adaptor, cables and battery
* Six substances which RoHS compliance have forbidden are Cadmium,
Hexavalent chromium, Lead, Mercury, and PBBs (Polybromobiphenyls) and
PBDEs(Polybromodiphenylethers).
Reseller Meeting Product Strategy & Portfolio
Easy to deploy and manage
Reduce the cost of evaluating, deploying and training users on new
models with the consistent software image and long lifecycles
Backwards compatible common docking available with the optional
Advanced Port Replicator III
Great Versatility
Full APR-III docking support offers a wide range of interfaces for using peripherals
and digital devices.
The ARP III enables users to step back into the office and immediately adjust back to
their office environment; this enables consistent and
1394
Line in/out
PS/2
USB
RGB
DVI
Parallel
Serial
Modem/LAN
DC-IN
…….uncompromised mobile working.
Reseller Meeting Product Strategy & Portfolio
Easy expansion
•
3 USB 2.0 ports
•
ExpressCard™ slot for future-proof
PC Card support
•
PC Card slot for 1 Type II card
•
SD™ Card media slot
•
i.LINK® (IEEE1394)
•
Monitor (RGB) port
•
TV-out (S-Video) port
•
Serial port
•
Parallel port
Reseller Meeting Product Strategy & Portfolio
A choice of 5 ways to connect
Built-in dual-mode Wireless LAN 802.11b/g
Fast InfraRed port
Internal international V.90 modem
10/100/1000 Gigabit Ethernet LAN port
Bluetooth™ V2.0 with EDR (Enhanced Data Rate)
The EDR technology has a data rate that is up to three
(3) times faster than Bluetooth version 1.2.
Backward compatible to standard rate mode
Toshiba Presentation button
Presentations made simple
Touch’and’Present
Ideal for mobile road warriors
Programmable “One-Touch” switching from
•
•
“Single Display (LCD only) with Single Image”
“Dual Display (LCD and CRT) with Single Image”
Programmable options
• Single image on Dual Display:
Ext. display resolution of 1,600x1,200, 1,280x1024,
1,024x768 or 800x600
• Dual image on Dual Display:
Fn+F5 Toggle Menu
vs
Single Display w/ Single Image
(NB LCD only)
Toshiba Presentation Button
Dual Display w/ Single Image
(NB LCD & Ext. CRT)
Ext. display resolution the same as the notebook
Reseller Meeting Product Strategy & Portfolio
Intel® High Definition Audio
TECRA S3 have 2-channel audio codec compatible with the
Intel® High Definition (HD) Audio Interface.
This codec provides Stereo 24-bit resolution with sample rates up to 96kHz.
It is able to play back at higher audio format than previous system (AC’97).
if 24 bit / 96kHz sound source played…
• 24=16 times accuracy of sound volume than AC’97.
• 2 times range of possibility playback frequency than AC’97.
24 bit
up to
96 KHz
Reseller Meeting Product Strategy & Portfolio
Options & Services: Tecra S3
Basic options Tecra S3
PA number
Power
AC Adapter
PA3377E-2ACA
Battery
PA3356U-3BRS
High Capacity Battery
PA3357U-2BRL
Expansion
512 MB USB Memory
PX1161E-1M51
Drives
80 GB HDD Kit (Serial-ATA)
PA3407U-2H80
Ultra-slim SelectBay HDD Adaptor
PA3408U-2ETC
Connectivity
Advanced Port Replicator III
PA3474E-1PRP
USB 2.0 Port Replicator II (Ethernet)
PX1173E-1PRP
Carry Cases
Leather Case
PX1186E-1NCA
Desk-based
USB Retractable Travel Mouse
PX1096E-1NAC
Services
International Warranty Extensions
EMEA On-site Repair, Next Business
Day Response Service
Contact Dealer
Contact Dealer
Reseller Meeting Product Strategy & Portfolio
Options & Services
Toshiba
Notebook PCs
… to the next 20 years
Reseller Meeting Product Strategy & Portfolio
You’re part of our communication team
Lieven De Meester
Communications Marketing Manager
Spreading the word - Toshiba
Mass marketing
Vertical
marketing
(Promo of the month)
Public Relations
• Interviews
• Tests
Marketing
Communications
• Advertising
• Radio
• Email
• Bannering
To partner
Vertical
Communication
Channel magazines
Partner Place
Emails
Partner
Through partner:
• Special Conditions
• POS
• Email template
• Fax mailing template
• Banners
• Call Centre
Enduser
Through partner:
• Face to Face
• Seminars
• Direct marketing
• Call Centre
• Bannering
• Emails
What’s in it for you?
We want you to spread the word with our full co-operation:
Communication-cheque
Make a communicationplan and mail it to: ideas@toshiba.be
• Free subscription to a magazine of your choice
• Funds
2nd Reseller Meeting
Paul Spaenjers, Sales Manager
12 October 2005
Statement 1ste Meeting vs. what have we done up to now?
No real reseller program
Go Toshiba & Go Toshiba VIP
Limited cooperation
Partner Place, Direct Communication, SBO’s, Collaboration
No funding or back rebate
2% if 12K euro and 20% growth this year
Only knowledge of a small number of resellers within Toshiba
Already 80 respected VIP Partners
No direct contact person within Toshiba
Dealer Account Manager + Collaboration with CAM
Direct Accounts Toshiba Benelux
100% pure channel !
Resellers are important for us!
Objectives with you as partner …
Please contact us, we will be pleased to collaborate on projects,
SME & Corporate.
Example: Presentation Tecra S3
Win – Win situation
Local decisions in BNL
Margins on Toshiba are good
Let’s communicate, work together,
fight accounts, win backs
Who is Who in BENELUX
SM – NL
HR
EDP
GM
SM
Int. Sal.
DAM
CAM
Mrkt
Oper
Ch.Mrk
PM
RAM
DAM
S&S
PM
CAM
ComMgr
REP
E-bus
crm
Inside Sales
New function:
Not an assistant or secretary
Inside sales will inform you as reseller
Communication on hot topics, promo’s, …
Support to resellers
We are convinced that it will bring more
Toshiba business for and to you
LFP versius BDP
All reporting via EDI
Warehousing
Logistics
Communication (Refrech, Reflex, HTML, …)
Minimum turnover and minimum regular buying customers
They are also BDP’s
LFP versius BDP
Not necessary stock-keeping partners
Not ‘new sub-distributors’ but BDP’s
Minimum turnover and minimum regular buying customers
Should bring more ‘noice’ around Toshiba notebooks
Should bring new business for Toshiba
They have the contacts to enter into new channels
Unique Selling Points (USPs) - Toshiba Benelux
First meeting…
Strong service & support (in-house knowledge):
7 x 24 worldwide support
(local language during business hours)
Free pickup & return after user registration within Benelux region:
Repairs Belgium handled by Apem & Toshiba Benelux Repair Centre
Hardware service (break&fix) is done:
Local and global TASC’s
Toshiba Benelux, close interaction with sales organisation
The prove: some statistics
Apem Average Repair Time
7
6
Days
5
4
Days
3
2
1
0
Apr
May
Jun
Period
Jul
Aug
The prove: some statistics
TISB Repair Time (receiving until finishing the unit)
6
Movement from Capelle to Breda !
5
Days
4
3
2
1
0
Jan
Feb
Mar
Apr
Period
Mei
Jun
Jul
The prove: some statistics
Spare Part Performance 2005
Spare Part Performance 2005
100%
100%
90%
90%
80%
80%
70%
70%
+5 days
+4 days
+3 days
+2 days
+1 days
Next day
60%
60%
Percentage50%
Percentage 50%
40%
40%
30%
30%
20%
10%
20%
0%
10%
+5 days
+4 days
+3 days
+2 days
+1 days
Next day
Jan
Feb
Mar
Apr
May
Period
0%
Jan
Feb
Mar
Jun
Apr
May
Period
Jul
Jun
Aug
Jul
Aug
Reseller Round Tables
To get feedback & to give
Feedback
Work together on possible
deals & accounts
Let’s face the good and the
less good things
Direct contact
Information – communication
Increase collaboration between
Toshiba and you
IQ + EQ = CQ
Current Incentive
Why this incentive ?
Who can participate ?
Start & End ?
Rules & targets ?
When will we go to ‘the sun’ ?
How many people ?
Extra Points
Success, you’ll be rewarded when you sell Toshiba
And we go to…
And we go to…
Goal 2006
January 2006, watch your mail…
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