1- About Honeywell...- More than 35% of HSP products 5 points - More than 30% of HSP products 3...

Honeywell Proprietary

Honeywell Safety Products

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1- About Honeywell



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Honeywell today

• US$36B in sales in 2011• Nearly 140,000 employees operating in 100 countries• One of World’s Most Admired Companies by Fortune Magazine

Automation and Control Solutions (ACS)

41 %

Aerospace32 %

Specialty Materials14 %Transportation Systems13 %

Diverse Businesses, Technologies & Products



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2- Who is Honeywell Safety Products



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Honeywell Safety Products (HSP), a global manufacturer of leading

personal protective equipment brands such as

offers the most complete head-to-toe in personal protective

equipment.

Honeywell Safety Products: Reference leader

Whatever the industry, whatever the risk, HSP offers the world's most extensive range of high quality solutions.



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HSP in figures

• More than 10,000 employees in 30 countries

• Strong industrial and development capabilities• 40 manufacturing plants• 30 research centers & laboratories

• Premium service delivered through• Global network of expert sales team and product

specialists• 25 distribution centers covering the Americas, Europe,

the Middle-East, Africa and India, Asian and Pacific countries

• Global reach through local presence• 69 offices to serve customers in all continents

throughout the globe



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EMEAI54 sitesEMEAI54 sites

AMERICAS24 sites

AMERICAS24 sites

ASIA-PASIFIC23 sites

ASIA-PASIFIC23 sites

A global provider of PPE solutions

2 MD USD year 2012 More than 10,000 employees Leading position in the PPE

market

Well-known brands Leading in technology and design Strong key account organization and end user

focus



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Your local HSP support

• Local dedicated Sales Representative

• Product Specialist for each product category

• Local Customer Service for order, support, logistics etc.

• Local marketing department

• Local Financial Department



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• Head Protection:- Hard Hats- Safety Eyewear & Faceshields - Welding Helmets- Hearing Protection Devices

• Body protection- Protective Gloves & Sleeves- Protective Clothing- Safety Footwear- Overshoes

Honeywell Safety Products: Protection solutions from head-to-toe

• Respiratory Protection- Single Use Respirators- Reusable respirators- Powered Air Purifying Respirators- SCBA & supplied air systems

• Electrical safety

• Fall Protection- Personal Fall Protection- Height Access Solutions- Collective protection and prevention

systems



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Culture of Safety Definition

A culture of safety exists when safety is everyone's priority, and where workers learn to make safer choices on their own.

Honeywell can help!

Culture is what everyone knows and therefore does not have to be written down. Roughton - 2002



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HSP occupies an ideal position to help the safety manager build an enduring

culture of safety. With the broadest portfolio of stylish, comfortable, and high-

performance products, innovative technologies, global reach with local teams,

and a comprehensive set of training and education programs, we understand,

and can best serve, the safety manager’s needs and expectations for

improving the work environment.

LEAD THEM TO SAFETY



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Build an enduring culture of safety through

comprehensive education, innovative technologies,

and comfortable, high-performance products that

inspire workers to make safer choices on their own.

Honeywell Safety Products is the ideal partner for

organizations committed to a cultural transformation

that minimizes injuries and maintains a safer, more

productive workplace.

LEAD THEM TO SAFETY

HSP Preferred Partner Program



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Meeting objectives

1. Explain and present HSP Preferred Partner Program

2. Preferred Partner levels

3. Your tools

4. Preparing our future collaboration

5. Questions and Answers



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Presentation of the programPart 1 :



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HSP Preferred Partner Program Definition• At Honeywell Safety Products, our goal is to build a long-term relationship with

qualified added value distributors in PPE. The HSP Preferred Partner Program provides all of HSP’s partners in the value chain 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 and to strengthen the partnership for a long-term business relationship with our partners. The program will allow HSP to transform its business partner relationship from that of a simple manufacturer to one of a value-added commercial partner that enhance customer’s profitability, new levels of growth and competence.

The key success factor is to drive a profitable business together geared for growth



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HSP Preferred Partner Program - Objectives

1. Provide a comprehensive set of incentives and benefits to our distributors to drive mutual business growth

2. Reward our strongest partners for their loyalty to Honeywell Safety Products

3. Reward and incentivize partners for their commitment to build and promote together the HSP leading products & brands

4. Structure and segment our distribution network in order to provide the right level of HSP commitment and ensure a balanced relationship

5. Prioritize our sales, marketing & logistics resources and spending according to the potential of the customer



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Structured way to market

• Head-to-toe offering allowing customers one-stop shopping

• Most compelling combination of brands in the industry to build customer, partner loyalty

• Strong distribution network, supported by direct sales force at end users

• Leading technology and designs to improve safety, durability

• More patents than any other competitor

• Offerings designed to maximize comfort and performance



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Our Proposition1. To define, clarify & share clear rules of cooperation and strategy with our

partners

2. To create differentiation vs. Our competitors’

3. To provide a privileged relationship in order to improve margin & mutually grow business

4. To provide expertise and increase productivity for our partners towards end users

5. To define & to share mutual commitments to generate growth

6. To reward the investment and loyalty of our partners through a selection of advantages & benefits linked to levels

7. To ensure the integrity of HSP Preferred Partner Program (with no exceptions)

Generate mutual GROWTH!



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Brands included in HSP Preferred Partner Program

• Sperian• Miller (PPE)• Howard-Leight• KCL• North• Chainex• Antec (PPE)• Fenzy• Timberland PRO

MTS, Combisafe, Nacre, SP Defense, Söll, Delta protection are not part of the HSP Preferred Partner Program



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12 LOBs (Line Of Business) included in the HSP Preferred Partner Program

• Hard hats (head)• Hearing (including Intelligent Hearing*)• Eye & Face (including Laser*)• Welding• Respiratory• SCBA*• Timberland PRO* (Clothing, Gloves & Shoes)• Clothing (Workwear & Single Use Clothing)• Gloves• Gloves KCL*• Shoes• Fall protection (PPE)

* Specific LOBs: In order to receive the maximum discount, the partner will be required to fulfil special criteria (pre-requisites).



21 Prerequisite (criteria & access)

1. Prerequisite to access the Timberland PRO product rangeDedicated space in the shop for Timberland PRO range including a display and/or a dedicated web page

2. Prerequisite to access the maximum discount :SCBA :

– To be a Honeywell Certified Service CenterChainex :

– To offer a full range of PPE dedicated to Slaughter houses (white boots, disposable clothing, etc. or full range of cutting equipment)

– To have at least one person fully trained on the Chainex range that will be able to evaluate the need for repair of aprons & gloves

Laser :– To have one person fully trained on the Laser range (1 full day of training) – To agree to a minimum yearly sales target of 10k€

KCL :– To have a person fully trained at KCL facility & receive training certification– To commit to develop 5 glove concepts per year

Intelligent Hearing (Quiet PRO, Quiet Dose & VeriPRO):– To have one person fully trained on the Intelligent Hearing range (1 full day of

training) – To agree to a minimum yearly sales target of 10k€

Independently of the Status, for some technical LOBs, there are some specific businesses which required expertise from the distributor.

Prerequisites Criteria for some LOBs



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HSP Preferred Partner Program Levels

Part 2 :



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HSP Preferred Partner Program levelsHoneywell Safety Products partners will be organized into four distinct levels. These levels will be determined using a point system based on quantitative and qualitative criteria.

You can be elevated to the next level during the annual evaluation cycle by gathering points throughout the year. Your level for the following year will be calculated on the current year achievements.

Platinum Partner Gold Partner Silver Partner Bronze Partner



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Point allocation – General Overview

• Sales (1) : 0 to 30 points • Growth rate (1) : 0 to 25 points• 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 Shoes, Gloves & Fall protection which should represent 6%)

• Active marketing (2) : 0 to 10 points

• End User (2) : 0 to 30 points

• Brand loyalty (2) : 0 to 15 points

(1) Quantitative criteria(2) Qualitative criteria

Total Maximum 135 points



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Quantitative CriteriaSales : 0 to 30 points

CA > 1m€ 0,5m€ < CA



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Quantitative Criteria

Nbr LOB Points

1 3

2 6

3 9

4 13

5 16

6 19

7 22

8 25

9 25

10 25

11 25

12 25

To be considered as a LOB, it should represent 3% of the turnover done with HSP with the exception of Shoes, Gloves & Fall Protection which should represent 6%

LOB : 0 to 25 points



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Qualitative Criteria Active marketing criteria 0 to 10 points

- HSP products* present in the catalogue/web/national referencingon the consolidated selected LOBs** 0 to 5 points

- More than 35% of HSP products 5 points- More than 30% of HSP products 3 points- More than 20% of HSP products 1 point- Less than 20% of HSP products 0 point* Number of product references excluding sizes** To be considered as a selected LOB, it should represent 3% of the turnover done with HSP with the

exception of Shoes, Gloves & Fall protection which should represent 6%)*** For Clothing, we will only map the SUC & Certified products

- Launch of new HSP products* on selected LOBs 0 to 5 points

- More than 50% of HSP new products launches 5 points- More than 30% of HSP new products launches 3 points- Less than 30% of HSP new products launches 0 point * At the product reference level, new products are defined as those launched in the last 18 months and if the product is in the distributor stock



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Qualitative Criteria End user criteria 0 to 14 points

• Sell out information on HSP products 0 or 7 pointslinked to market with net prices

- Distributor is providing information on request 7 points- Distributor is providing partial information 4 points- Distributor is not providing information on request 0 point

7points: Quarterly information on sell out to end users, split by platform, agency4points : Partial information 0 point: No information

• Services from distributor to end-customer 0 to 7 points(EDI / e-catalogues, logistic capabilities, customization, dedicated stock, key

accounts manager... )- High 7 points- Good 4 points- Low 0 point

High : at least one KAM & one dedicated stock & one EDI / e-catalogue with a key account Good : at least one key account managerLow : not organised to support key account customer



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Qualitative Criteria Technical support to end-users 0 to 16 points

(for fall protection, SCBA & intelligent hearing* )

• 1/ Authorised Service Point– Authorised for the complete range 8 point

(Ex: Soft and hard goods for fall protection) – Authorised for part of the range 4 points

(Ex: soft goods for fall protection) – Not authorised 0 point

* Intelligent Hearing = Quiet Pro, Quiet Dose and VeriPro

• 2/ Expertise of the sales force– At least 50% of the sales force trained level 1 8 points– At least 25% of the sales force trained level 1 4 points– No sales person trained 0 point

Level 1: 1 full Day training including practice and theory by our trainers.



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Qualitative Criteria

Brand loyalty 0 to 15 points

• Carry only branded products 15 points• Branded products + Tactical private label 7 points• Branded products + Strategic private label 0 point

Strategic Private Label definition • Number of products lines with private label - More than 3• Number of products in each LOB - More than 5



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HSP Preferred Partner Program Advantages



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Advantages by levelBENEFITS PLATINUM GOLD SILVER BRONZE

REBATEAnnual sales growth rebate X% Y%

HON Partners Advantage Program √ √

PRICING

Tiered discount €€€€ €€€ €€ €

HSP tender pricing √ √ √

Introductory Offers for New Product Launches √

HSP Specific price for One-Shot deals √ √

MARKETING ALLOWANCE Marketing allowance /Co-op X%

LOGISTICSEDI Allowance √ √

Logistics priority - Delivery & product allocation √

MARKET DEVELOPPMENT TOOLS

Quarterly Business Review √

International HSP Key Account support thru key account management for Key End User business development √ √

Product Training sessions by HSP sales force to customer √ √ √

Lead Generation from HSP Marketing Campaigns √ √ √

Lead Generation from HSP Salesforce √ √

Other Local events √



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Engagement by level

Engagement PLATINUM GOLD

SALES TARGET

Mutual agreement to sales growth target with HSP√ √

Mutual agreement of yearly sales objective by selected LOB with definition of a shared action plan √ √

MARKETING

Catalogue - A proofreading must be done by Honeywell prior to print √ √Use all Honeywell marketing/merchandising/ signage collaterals advertising space in the shop of partner √

Mutual agreement to an annual marketing plan with HSP√

LOGISTICS Share sales & logistical forecast on top 50 HSP products over 6 months Quarterly Quarterly

MARKET DEVELOPPMENT ACTIONS

Quarterly Business Review √Commit to yearly HSP product training for their sales staff √Share business trend √Build a yearly program for joint end-user visits linked to high business potential for conversion to HSP products √ √

Communicate sell out of HSP products for market with net prices Quarterly √

OTHERQuality management & Traceability capabilities/ ISO certification

√



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Your toolsPart 3 :



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Getting Started : The Tools

• Program Name & Visual Identity

• Welcome Pack

• External Communication tools

• Emailing template

• Website for partners



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Program Identity

The HSP Preferred Partner Program



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A presentation box containing :• A welcome letter• Program brochure• A partner plaque to be displayed • A notepad • A USB key containing all the different marketing

programs and tools.

BUT also A Folder for regional/local branches containing :• A welcome letter• Program brochure• Adhesive labels with level

Welcome Pack



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A Folder containing :• A welcome letter• Program brochure• An adhesive with level

Welcome Packs for Customer



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This brochure describes the program’s philosophy, its objectives, the methodology, the structure of the channel and the advantages for partners.

The Program Brochure



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Turnkey Marketing Tools & Programs

Turnkey Marketing

Tools

Turnkey Marketing

Tools

Newsletter

Program Launch

Offer

TelemarketingCampaign



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Preparing our future collaborationPart 4 :



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Local Implementation Planning

• Today: presentation of the Program and levels

• July : official Go Live of HSP Preferred Partner Program

• July to December: fine-tuning and final assessment of the status

• Q4 2012 :Communicate new terms & conditions, price list & discount structure to customers

• GO LIVE Jan 1st, 2013 with new terms & conditions



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CONCLUSION



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7 reasons to choose Honeywell Safety Products

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 - HSP 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 - The Honeywell Safety Products brands are the most recognized of the market.

4 - The Honeywell Safety Products sales team offers you its sales expertise and its end customer

relationships.

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 HSP, we commit ourselves to rewarding your loyalty.

7 - HSP is not only a supplier but also a partner for growth.

1- About Honeywell...- More than 35% of HSP products 5 points - More than 30% of HSP products 3...

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