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Honeywell Safety Products
Welcome to the HSP Preferred Partner Program
Honeywell Safety Products At Honeywell Safety Products, we remain committed to protecting men and women exposed to risks in all types of industries and work environments. It is this commitment that drives our design and manufacture of high quality equipment to meet the wide variety of workers’ safety needs.
HSP* in figures Strong industrial and development capabilities
• More than 10 000 employees in 30 countries • 40 manufacturing plants
lobal network of expert sales team and product •G
• 30 research centers & laboratories
• 6 9 offices to serve customers in all continents
• Premium service delivered
specialists
throughout the globe
Why choose HSP? Bringing Value to the Customer
oneywell •H
Safety Products designs, manufactures and markets the most complete Head-to-Toe offer
in personal protective equipment under international leading brands. These high added-value products are tailored to meet the requirements of all types of jobs and work environments combining advanced technology, comfort and ergonomic factors.
hatever the industry, whatever the risk, Honeywell Safety Products offers the world’s most extensive •W range of high quality solutions. Driven by our commitment to ongoing research and innovation, we design and manufacture high value-added answers to the most challenging situations. Our leadership position within the PPE market provides you with an established brand that you can leverage regionally.
• L eading technology and designs to improve safety, durability. Honeywell Safety Products brands portfolio includes:
* HSP: Honeywell Safety Products
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HSP Preferred Partner Program A new era for our partner relationships At Honeywell Safety Products, our goal is to build a long-term relationship with qualified added value distributors. The HSP Preferred Partner Program provides all of HSP’s partners with a transparent and organized channel structure, creating the business conditions that enable profitable, long-term growth. The aim of the HSP Preferred Partner Program is to build the foundation towards a long-term business relationship with our partners. The program will allow Honeywell Safety Products to transform its business partner relationship from that of a simple manufacturer to one of a value-added commercial partner. The key success factor is to drive a profitable business together geared for growth.
Program values For PPE professional distributors, the HSP Preferred Partner Program provides a set of advantages, engagement and commitment of both parties to sustain mutual business growth. The objectives of the program are:
1 - Provide you with a comprehensive set of incentives and benefits to drive mutual business growth. 2 - Reward you for your loyalty to Honeywell Safety Products. 3 - Reward
and incentivize you for your commitment to build and promote Honeywell Safety Products
leading products and brands.
4 - Structure the distribution network in order to provide you with the right level of Honeywell Safety Products commitment and ensure a balanced relationship.
12 Lines Of Business included in the Preferred Partner Program
• Head Protection
• Respiratory Protection
• Protective Gloves
• Hearing Protection
• SCBA*
• Protective Gloves KCL*
• Eye & Face Protection
• Timberland PRO*
• Protective Footwear
• Welding Protection
• Protective Clothing
• Fall Protection (PPE)
* Specific Lines of Business – the obtention of the maximum discount will be linked to the respect of prerequisites. MTS, Combisafe, Nacre, SP Defense, Söll are not part of the channel program.
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A segmented distribution network for greater efficiency
Preferred Partner Program levels
A segmented distribution network for greater efficiency based on fair qualification principles:
The level definition is based on values attached to a point system. You can be elevated to the next level
• The HSP Preferred Partner Program will use a qualification scale based on quantitative and qualitative
during the annual evaluation by gathering points throughout the year. Your level for the following year will be
criteria in order to segment its partners into 4 major levels.
• There are 6 major quantitative and qualitative criteria, each allowing Honeywell Safety Products to measure your level of commitment and performance and to allocate points fairly and accordingly. It is the total of all
calculated on the current year achievements.
Honeywell Safety Products partners will be organized into four distinct levels according to the number of points awarded.
cumulated points from each of the criteria that will determine the partner segmentation.
• All partners that realize less than 10K€ in annual turnover will automatically be in the bronze category. Platinum partner profile These partners have a large PPE offer and are often market leaders with significant key account management in industries & other specific segments. The are typically
HSP Preferred Partner Program point scale:
large companies organized nationally and/or regionally. They have considerable market share, technological know-how and/or services. They are willing to commit to
(1)
• Sales :
0 to 30 points
a comprehensive business development relationship in order to increase the level of
• Growth rate (1):
0 to 25 points
investment with Honeywell Safety Products.
• Number of LOBS (1)*:
0 to 25 points
(to be considered as a LOB, it should represent 3% of the turnover done with HSP with the exception of Fall Protection, Shoes and Gloves which should represent 6%)
Gold partner profile
• Active marketing (2):
0 to 10 points
HSP products present in the catalogue
0 to 5 points
Launch of new HSP products
0 to 5 points
• End User (2):
0 to 30 points
Sell out information
0 to 7 points
Supply chain services
0 to 7 points
Technical support
0 to 16 points
• Brand loyalty (2)
0 to 15 points
Silver partner profile
TOTAL AVAILABLE POINTS:
135 POINTS
These partners are characterized as medium-sized organizations with regional or local
(1) Quantitative criteria (2) Qualitative criteria * LOB = Line of Business.
These partners are strong national or regional organizations that consistently provide industry leading solutions and services to their customers. Honeywell Safety Products and Gold partners are strongly committed to each other with membership to our partner program.
presence. The advantages and commitments available at this level are moderate.
Bronze partner profile These partners are generally companies that have limited interaction with Honeywell Safety Products.
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A « win-win » Program
Partner Commitments
The HSP Preferred Partner Program provides access to a range of offers and services in order to secure
Strong partnership is also balanced partnership
Honeywell Safety Products partners’ loyalty and accompany their growth.
As much as Honeywell Safety Products will drive mutually beneficial growth partnerships, we will also ask
Every partner of the HSP Preferred Partner Program receives advantages according to their partnership level. It goes without saying that our most loyal partners will receive the most advantages. But, we are also very committed to encouraging our high-potential partners to increasingly promote Honeywell Safety
for a strong commitment from our partners to: • Actively promote and keep Honeywell Safety Products products top of mind
Products so that our program rewards them further year over year. The program is designed to give the
• Ensure Honeywell Safety Products are given excellent visibility to end users via all communication means
opportunity to all partners to move up within the levels.
• Communicate key business information to ensure effective planning
The more partners work with Honeywell Safety Products, the more they will be rewarded.
HSP Preferred Partner Program Advantages
Benefits
• Rebate
Annual sales growth rebate
HON Partners Advantage Program
• Pricing
Tiered discount
Platinum Gold Silver Bronze X%
Y%
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HSP tender princing
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Introductory Offers for New Product Launches
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HSP Specific price for One-Shot deals
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• Marketing
Marketing allowance/Co-op
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X%
• allowance • Logistics
EDI Allowance
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Logistics priority - Delivery & product allocation
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• Market
Quarterly Business Review
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• development
International HSP Key Account support thru key account management for Key End User business development
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Product Training session by HSP sales force to customer
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Lead Generation from HSP Marketing Campaigns
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Lead Generation from HSP Salesforce
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• VIP Club
Local events
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• tools
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7 excellent reasons to choose Honeywell Safety Products
lead them to safety
1 - You will benefit from the support of an international leader which designs, manufactures and markets the most complete offer of personal protective equipment in the market.
2 - H oneywell Safety Products allows you to benefit at a local scale from its technical know-how recognized at a world scale. This will allow you to propose the best technical solutions to your customer.
3 - T he Honeywell Safety Products brands are the most recognized of the market. 4 - T he Honeywell Safety Products European team offers you its sales expertise and its end customer relationship.
5 - A long-term partnership based on trust with Honeywell Safety Products will help your company to sustain and develop its activity.
6 - By committing yourself to promote Honeywell Safety Products, we commit ourselves to rewarding your loyalty.
7 - H oneywell Safety Products is no longer just a supplier, but a partner for growth.
Honeywell can help. Honeywell Safety Products has the broadest portfolio of leading safety solutions in the marketplace today. Our core mission is to help safety managers build an enduring culture of safety that minimises injuries and maintains a more protective and productive workplace. Partner with Honeywell to discover new ways to lead them to safety. Visit our website today.
www.honeywellsafety.com/culture
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Lead them to safety - Build an enduring culture of safety through comprehensive education, innovative technologies, and comfortable, high-performance products. Honeywell Safety Products is the ideal partner for a cultural transformation that inspires workers to make safer choices on their own.
Honeywell Safety Products Sperian Protection Nordic AB Strandbadsvägen 15 SE-252 29 Helsingborg Sweden www.honeywellsafety.com
March 2012 © 2012 Honeywell International Inc. All rights reserved.
