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2015 M&D Annual ITP Survey

Respondants

ITP Region

Years as an ITP

2015 - 37

AP

2014 - 33

LAM

<1 year

IND

2-4 Years

EUR

5-10 Years

MEA

>10 Years

NAM

Overall, what level of support do you feel GE M&D gives ITPs?


(2014 results shown in blue)

Low


Medium

6%
5%
42%
30%

High
52%

65%

Were M&Ds improvements to provide better support useful ?

Yes
84%
No
16%

How useful would you rate the ITP site ?
(2014 results shown in blue)

Which of the current support activites do you find most valuable?


(ranked in order of most popular choice)


1 - Technical product training
2 - ITP site
3 - Product training videos
4 - Customer success stories
5 - ITP Newsletter
6 - Marketing materials (e.g. brochures, popups, presentations)
7 - Customer recommendations/testimonials
8 - M&D booth at local trade shows
9 - Examples of customer requested changes
10 - Visits by GE M&D Sales Managers
11 - Technical papers in magazines
12 - Papers presented by GE M&D at conferences
13 - Visits by GE M&D Product Managers from factory

Never used

3%
3%

Poor

3%
5%

OK

15%
30%

Useful

48%
27%

Very Useful

30%
35%

How interactive is your regional Sales Manager


(2014 results shown in blue)

Very

67%
81%

Somewhat

27%
16%

Not

6%
3%

How
often would you be in contact with your Sales Manager?

Weekly
70%
Monthly
19%
Quarterly
3%
Yearly
5%
Hardly ever
3%
Do you know who to contact for which concern?
(2014 results shown in blue)
Yes

73%
97%

No

27%
3%

Which of the following would you like more of?


(ranked in order of most popular choice)


1 - Customer success stories
2 - Translated marketing materials (e.g. brochures)
3 - Marketing materials (e.g. brochures, popups, presentations)
4 - Financial incentives (e.g. competitions, discount, and sales targets)
5 - GE attendance at trade shows
6 - Digital Marketing (e.g. website)
7 - Customer recommendations/testimonials
8 - Advertising in global magazines
9 - Technical papers in magazines
10 - ITP Certificate levels
11 - M&D booth at local trade show
12 - Papers presentations by GE M&D at conferences
13 - Local advertising in magazines

How can GE M&D adapt its practices to suit your organisation


and better support you?

- Materials such as brochures and free gift
- More general training on how GE works
- Segment the market when there are more than two ITPs
- Improve communications & stability within the sales organisation
- Improve the after sales service
- GE must be less aggressive & help more to develop new customers
- More frequent communication
- Co-sponsor local magazines & web portal advertising campaigns
- Meeting Target Prices
- Better quality of products
- Support the success of the channel and develop a growth strategy
together
- Provide FREE Demo Units
- Easier way to contact Lisburn facility on phone

Products that you think you have in depth or expert knowledge


(2014 results shown in blue)

TM

How many people do you have to sell to within one customer


company?

TM

Kelman TRANSPORT X 54%



59%
Hydran M2


Hydran 201Ti

1
2
3
4
5+

57%
54%

TM

42%
43%
TM

Kelman MINITRANS


TM

Kelman TRANSFIX

Overall
Rating
Kelman MULTITRANS
TM

Perception

33%
41%

What do you think influences the customer the most when they
are considering placing an order?

42%
41%


1 - Price
2 - Technical features and specification
3 - Trust in vendor
4 - Reliability of product
5 - Stated accuracy of product
6 - Past experiences
7 - Customer service
8 - Willingness to adapt product and product offerings
9 - Accompanying software
10 - Ease of the management of the total sales process (e.g. from

(ranked in order of most popular choice)

33%
32%
12%
24%

TM

TM

Kelman TAPTRANS


TM

30%
22%

Intellix MO150

21%
19%

Intellix GLA 100


27%
16%

Intellix BMT 300


6%
8%

initital quote to agreeing terms and conditions of the purchase and delivery)

TRANSFIX
DGA 500
3%


Products
that you think you have poor knowledge (top five)

Intellix MO150
TRANSFIX DGA 500
Intellix BMT 300
Kelman TAPTRANS
Kelman MULTITRANS

Support

51%
46%
32%
30%
16%


What type of training do you prefer?
Face to face

Video
PP presentation
Other

78%
11%
11%
0%

What is the most important way that GE M&D can develop its
relationship with you?
(ranked in order of most popular choice)

1 - More sales and product training


2 - More frequent communication
3 - More updates from GE M&D
4 - Visits from a GE M&D local representative
5 - Visits from a GE M&D factory representative
6 - Training & events at GE Digital Energy factor in Lisburn
7 - Informal social meetings
8 - Global ITP events (e.g. recent ITP Event in Toronto)
Other ways GE M&D can help develop relationship with you?


Where
do you prefer to receive training?

ITP location
M&D Lisburn
Global sales event

3%
16%
41%
16%
24%

49%
41%
10%

Which of the following training/info would you like more of?


(Top 5 Answers, ranked in order of most popular choice)

1 - Technical product and sales training


2 - Market and competitor information
3 - Product installation training
4 - Product 1st level fault diagnosis training
5 - Product training videos

- Supporting local customers at technical seminars & events


- Define ways to Generate Need of a product that is not in the Spec
- More sales promotions
- More contact with the channel and having set goals to meet
- Product & sales training via Webinar, WebEx, manuals and videos
- Recognition for our promotional efforts, our work with the
customer and technical support
- Support from sales to ITPs, not fight projects among ITPs & GE
- Help us develop work & do not remove the ITP when a big sale
- Give us products exclusivity in the region
- Better support from GE M&D Sales Managers
- Development of M&D animations like there is in MDS
- A better understanding of GEs organisational structure
- To make manuals, brochures and softwares in Japanese
- To update any technical documents (manuals etc) on time so
that these have latest and correct information anytime

Copyright 2015, General Electric Company. All Rights Reserved.


GE, the GE monogram, TRANSPORT X, Hydran, Kelman, MINITRANS.
MULTITRANS, TAPTRANS, TRANSFIX, Intellix and Perception are
trademarks of the General Electric Company.

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