Experience the Difference!

Electrical • Lighting • Automation • DataComm

Schaedler Yesco EXPO 2016

What do you need to know about your Supply Channel

Relationships?

Experience the Difference!

Electrical • Lighting • Automation • DataComm

Our Mission and Values

Mission

Values

I - Integrity

P - Profitability

A - Accountability

T - Teamwork

“To enhance our customers’ performance and profitability by being

the leading provider of distributor services and solutions.”

We focus on our mission with two thoughts in mind; our customers’

needs and a value-added creative solution. SYD has successfully

partnered with consultants, engineers, contractors and worldwide OEMs

to provide integrated solutions for our customers.

Experience the Difference!

Electrical • Lighting • Automation • DataComm

Markets We Serve

GOVERNMENT

INDUSTRIAL OEM CONSTRUCTION

COMMERCIAL

Experience the Difference!

Electrical • Lighting • Automation • DataComm

Our Products

Lighting DataComm AutomationElectrical

Experience the Difference!

Electrical • Lighting • Automation • DataComm

Our Competitive Advantage

• 11 joint venture locations with APR and

IPS throughout PA

• Some of the things that give us a

competitive advantage are:

SIMS

Staging and storage

Energy saving solutions

Wire inventory, paralleling and pulling heads

Extensive inventory solutions

World Class Supplier

Relationships

E-commerce capabilities

Government market intelligence

Experience the Difference!

Electrical • Lighting • Automation • DataComm

E-commerce Capabilities

• Website: www.sydist.com

– Product resource center

• Web Order Entry (WOE)

• Mobile Order Entry App

(MOE)

Experience the Difference!

Electrical • Lighting • Automation • DataComm

Our Brand Promise

“Experience the Difference”

• Customers are our top priority.

• We understand your success depends on the quality of

service we provide.

• We will work with you to provide a first class experience

and help you come to a creative solution you can be

proud of.

What this means?

What Do You Need to Know About Your Supply Channel

Relationships?

Presented by Hoffman Training

Jim Hoffman

What distributors are trying to accomplish.

• Better Product Files – more information than ever at distributor’s disposal.

• Images, links, specifications $$

• Internet Everywhere – more computing power everywhere.

• Sales Force, Drivers, Technicians, and Specialists $$

• Employees who think like owners.

• Put decision making power closer to the customer

• Knowledge of product, customer, and business $$

How distribution’s goals serve distribution’s

customers.

• Customer Retention• What is good for the customer is ultimately good for the distributor.

• Profitability• Every link of the supply chain needs profitable partners.

• Sustainability• Services that are accurate, repeatable, and scalable.

Things to expect from distribution.

• Increased service levels.

• Right product, right place, right time, right price

• Continued, but ever slowing consolidation.

• The big will get bigger and better

• Mass customization.

• Tailored to the customer (would you like to have that?)

• The second coming of EDI (at least 850’s, 855’s and 810’s)

Things to ask of distribution.

• Questions are free, ask for everything and anything.

• The discussion that has to happen.

• How can we partner in a way that allows both of us to win?

• Competitive pricing

• High level of support

• Consistent services

All Play

What Are The Potential Benefits to Supply Chain Partnerships?

Ed Orlet, VP of Government Affairs, NAED

Welcome to the

Audience Participation portion of our program:

What “Good” Are Supply Chain Partnerships?

Benefits to Supply Chain Partnerships

• Eliminate waste, cut costs

• Better understanding of our capabilities and needs

• Identify non-obvious improvements

• Use lessons learned to improve other relationships

So, What’s the Problem?

Trust: why partnerships succeed or fail

• Mindsets: cultures, behaviors, history

• Models: personpower shortage, personnel changes, layers of organizations

• Methods: Pace of business versus pace of information, lack of planning, soloed information

Personality Based Partnering Organizational Relationship

Skinning the Cat

Personality Based Partnering Organizational Relationship

Skinning the Cat

You Must Remember This:

Partnering: It’s cultural!

Trust ISN’T universal; it IS required and means tough conversations

Partnerships must be planned and even the best aren’t meant to last forever

All Play

What Are The Potential Benefits to Supply Chain Partnerships?

Thanks for your attention.

Bob Edwards, PG, CEM, CDSM Chief, Plans and Operations Division

PA Department of Military and Veterans Affairs Bureau of Plans, Operations and Maintenance

Building 0-13, FTIGAnnville, PA 17003

Phone: 717.861.2847Fax: 717.861.8413

www.dmva.state Fort Indiantown Gap

4/26/2016Macro Energy – Schaedler Yesco

Project Implementation and the Role of the Distributor

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Overview of Macro Energy

Macro Energy is an energy solutions provider thatseeks to streamline the process of achieving energysavings via lighting alternatives. The team has oversixteen years of combined experience, and can offerdetailed design builds to satisfy the most exactingrequirements.

The company is an authorized representative ofnumerous American-made fixture manufacturers,representing the best-in-class energy-efficient fixturesutilized by S&P 500 companies and the US government.

Macro Energy deploys a complete turnkey solutionincluding:

• Easy to understand documentation of savings and light levelenhancements relative to your goals

• A design build with photo metrics

• Old fixture removal

• Certified recycling at an authorized reclamation center

• Installation of the new energy-efficient LED fixtures and/orfluorescent fixtures

• Any necessary scissor and articulating boom lifts

• Submission of utility, state, and federal incentive paperwork

• Achievement of your complete satisfaction as indicated witha 10 on our Report Card

• Honoring of manufacturer’s warranties

• Ongoing updates pertaining to advancements in energyefficiency

Previous Customers Include:

Post Solution Deployment

Implementing the Chosen Solution

Generate Solutions

Perform a Strategic Review

Establish a Baseline to Measure Energy Savings

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The Macro Energy Process

Establish Baseline Strategic Review Solution Implementation Post DeploymentSolution Generation

• Establish client goals on a site specific basis

• Detailed on-site survey to verify existing facility lighting configuration

• Detailed analysis of existing utility invoices for kWh and local utility rebate information

• Creation of as-built drawings in most cases

• Voltage, wattage and burn hour verification

• Analyze current costs

• Review customer goals and vet potential technologies

• Address any potential installation pitfalls and develop risk mitigation plan

• Analyze local and state utility rebate programs

• Identify structural electrical issues if applicable and develop risk mitigation plan

• Comprehensive facility design including photometrics

• Sourcing across multiple manufacturers to find the ideal fixture for the project application

• Clear presentation of local utility rebate programs and effect on overall financials

• Detailed comparison of existing and proposed fixtures to maximize savings

• Clear presentation of pre and post configuration and savings calculations

• Pre Installation meeting conducted with Macro Energy project management staff to ensure minimal impact to client core operations

• All utility rebate forms submitted on behalf of client, pre inspections coordinated with local utility where required

• Pre amp meter and light level readings documented

• Highly specialized crews on site with experience in client’s specific industry

• Daily email updates on installation progress

• Project is not closed until we receive a “10” on our report card

• Utility rebate follow up

• EPAct2005 tax documentation provided where applicable

• Fixtures recycled at EPA authorized reclamation center, certificate provided to customer

• Ongoing warranty coordination

• Post amp meter and light level verification

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Key Distributor Advantages:

Within every project there are choke points. Macro Energy relies on our distributors to providethe following to alleviate issues in both the generation of our solution and the implementation ofthe solution.

Establish Baseline Strategic Review Solution Implementation Post DeploymentSolution Generation

• Access to Measurement and Verification Software and Hardware

• Survey support with in house lighting experts

• Access to analysis tools and databases

• Assistance with identified site conditions

• Materials and know how when structural electrical issues arise

• When required, outsourced photometrics

• Sourcing across multiple manufacturers to find the ideal fixture for the project application

• Assistance with alternate fixtures when budget becomes a factor

• Access to in-stock inventory for fast track projects

• Ability to manage inventory and consolidate shipments throughout the project to maintain schedule

• Financial support by maintaining OEM relationships directly

• Quick response to OEM issues across multiple vendors

• Stock replacement fixtures as needed for scope changes.

• Ongoing warranty support and responsiveness

• In stock inventory for any required replacement fixtures

Key Take-Away – A significant portion of the value that Macro Energy brings to our clients is made possible because of the distributor relationship

Questions