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© 2008, TSI Incorporated Oliver F. Bischof TSI - Aachen Particle Instrument CPs EUMEA, Thessaloniki - August 24, 2008 What Is New at TSI Europe? 2008 Channel Partner Meeting
© 2008, TSI Incorporated Outline Changes at TSI in Europe EUMEA updates: –TSI Facilities –Particle Sales –Sales Operations –Marcom –Service Summary
© 2008, TSI Incorporated Changes at TSI TSI has grown considerably over past year(s) –Particle sales in EUMEA more than doubled in 2007! Are driving significant changes to sustain that growth Realize that TSIs delivery on customer satisfaction has been poor in past year –Many examples of failures to meet commitment to customers Product delays Late shipments Poor product quality Long service cycle times We are committed to changing that NOW –Many initiatives improving customer service & satisfaction
© 2008, TSI Incorporated TSI Facilities Europe Update Build-out of TSIs German facility –Centralizing functions at Aachen –Significant level of new hires TSI France office unchanged Closing of TSI Sweden office –Service moved to TSI UK New TSI facility in the UK
© 2008, TSI Incorporated New TSI Facility in the UK Relocation of TSI UK to new site completed on July 18 –Also in High Wycombe at Stirling Rd, Cressex Business Park –Larger, more modern & better suited to TSIs needs –All European service repair/calibration centralized at HW Swedish service operation moved and set up –Open House on September 4
© 2008, TSI Incorporated Build-Out of TSI Facility in Germany Effective October 1 all EUMEA Sales Operations and Technical Service will be managed out of Aachen –Central location focuses investment in people, facilities, and IT –More critical mass, positions us for scalable growth –Facility will support English, German and French languages All Marketing Comms resources also located in Aachen Aachen office renovation expected to begin in September
© 2008, TSI Incorporated Particle Sales EUMEA Update Alava Ingenieros Spain & Portugal Luchsinger srl Italy
© 2008, TSI Incorporated Particle Sales EUMEA Update (2) Ian Bennett continues in his role as Field Market Development Manager –Works closely with TSIs internal and external sales functions and Business Managers –His main focus for Particle is UFP Monitor Hans-Georg Horn continues in his role as European Market Development Manager –Regularly assists Sales with his vast PI knowledge, particularly in filter testing
© 2008, TSI Incorporated Sales Operations EUMEA Update Iris Schüürmann, new Sales Operations Manager EUMEA, located at Aachen Transforms current Sales Operations group to much more proactive Inside Sales function Objectives –Improve customer satisfaction –Set up clear processes, documentation and communication –Free up time of RSMs they can dedicate to selling and working with distributors
© 2008, TSI Incorporated Sales Operations EUMEA (2) Sales Support at Aachen –Hired 4 new people as Inside Sales Representatives (ISR) Have joined Ingeborg Duda at Aachen –Leslie Guillou (TSI France) also part of that team –Will be responsible for all Order Management Owner of customer requests – responsible until finished Enter orders Manage orders until completion New structure will go live" in early October, with all functions working from Aachen –Note, all orders from Channel Partners will need to be sent to Aachen from October 1 on! Detailed communication will follow
© 2008, TSI Incorporated Sales Operations Update (2) Contact for Particle CPs (until further notice): –Ingeborg Duda (Ph: +49-241-523 03 22) (TSI email addresses: email@example.com ) More detailed announcement and list with contact details will follow as soon as all new colleagues are trained and tasks have been assigned
© 2008, TSI Incorporated Marcom EUMEA Update Have just hired Marcom Manager Entire Marcom team EUMEA now centralized in Aachen –Still looking for one additional Marcom Specialist Contacts for Particle CPs (until further notice): –Claudia Schlösser-Humberg (Ph: +49-241-523 03 28) –Ina Vogel (Ph: +49-241-523 03 25)
© 2008, TSI Incorporated Service EUMEA Update Expanded EUMEA Service Center at new location in HW –All existing service operations consolidated into new facility –Will enhance service and allows us to focus resources to improve service quality and lead times –Added 4 Service Technicians in Q2, currently hiring additional R&A Service Tech and new RMA processor –In process of adding service and support capability for EECPC, WCPCs, UFP Monitor and Filter Testers Contacts for Particle CPs (until further notice): –Nick Cussens, Service Manager (Ph: +44-1494-429 642) –Wolfgang Völker, Service Support (Ph: +49-241-523 03 39)
© 2008, TSI Incorporated Service EUMEA Update (2) Technical & Application Support –New R&A Applications Engineer (see below) started July 1 –Currently hiring R&A Sales Support Engineer for High Wycombe site Contacts for Particle CPs (until further notice): –Axel Zerrath (Ph: +49-241-523 03 31) –Carsten Kykal (Ph: +49-241-523 03 27)
© 2008, TSI Incorporated Particle EUMEA Contact List In October you will also receive the updated, complete contact list with all TSI Particle Instrument information For all questions regarding: –Sales –Order entry –Order status –Delivery –Technical support –Service
© 2008, TSI Incorporated Summary Many positive changes, good for all of us in EUMEA –TSIs management team committed to EUMEA operations –This presentation already mentioned 17 people that have started with TSI in EUMEA since the beginning of the year, or that we are currently hiring! Expect more to follow Are positioning EUMEA for sustainable growth beyond this year –Expect to grow both direct sales through TSI RSMs and distributed sales through our channel partners
© 2008, TSI Incorporated Any Questions?
© 2008, TSI Incorporated Oliver F. Bischof TSI - Aachen Particle Instrument CP’s EUMEA, Thessaloniki - August 24, 2008 PI Channel Partner Performance YTD.
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