Working together for a profitable future

Working togetherfor a profitable future

Alliance

Collaboration /// Service /// Support /// Sales development ///Strength /// Opportunity /// The future /// Security ///

SIsSYSTEM INTEGRATORS

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Partnership /// Alliance /// Partnership /// Alliance /// Partnership /// Allianc

A perfect partnership

Mitsubishi Electric’s success has longbeen founded on trust and partnership,helping it to become one of the world’slargest organizations with a turnover ofover 3.7 trillion Yen (approx 27.6 billionEuro).

Through its e-F@ctory Alliance program,it is now looking to extend its relation-ship with Systems Integrators in Europefor mutual growth.

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ce /// Partnership /// Alliance /// Partnership /// Alliance /// Partnership ///

More than ever, companies need to findnew and innovative ways to do business– and win business that will last.

By working together, sharing informa-tion and expanding both your portfolioof solutions and your routes to market,you can be part of an alliance that willenable you to access new vendor part-ners and benefit from an excitingrewards program that is designed tohelp your business grow.

that rewards success

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e-F@ctory Alliance /// e-F@ctory Alliance /// e-F@ctory Alliance ///

The challenge

A competitiveWorldSystem Integrators have to survive in anever more hostile market place. Toughcompetition, increasingly even fromsuppliers, as well as internal shareholderpressure means finances are squeezed.Customers are demanding solutionswhich offer productivity increases and aspeedy Return On Investment but alsothat these need to work harmoniouslywithin their existing business environ-ment.

Many System Integrators pride them-selves on offering market leading, "bestin class" solutions but then have to com-pete with "total solution suppliers". Thesales and engineering teams work hardto come up with customer centric offersand value added propositions but run tostand still. There must be a better way ...and there is.

“Together westand , dividedwe fall” AesopIn today’s highly volatile market, thebenefits of combining our strengths aremanifold but it needs a motivation toshare and a foundation of mutual trust.

Alliance

Working together, respecting each others expertise

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Automation Solutions

Mitsubishi EZSocket Partner Products

EZSocketMitsubishi Communication Software

Mitsubishi Integrated FA Software

Manufacturing Execution System

Operation & Planning

SHOP FLOOR

PLANTPlant Integration

Level

MESManufacturing

Execution System

TOP FLOOREnterprise ResourceManagement

ERP


e-F@ctoryAllianceThe e-F@ctory Alliance is a concept cre-ated by Mitsubishi Electric and vendorpartners. It is an umbrella organizationwhich is designed to deliver a workingenvironment where System Integratorscan thrive and grow without sacrificingtheir core company values or existingbusiness principles.

The partners of the e-F@ctory Alliancehave realized that by working togetherwith System Integrators that they canjointly expand their market reach,increase penetration and increase theircustomer value proposition withoutcompeting with each other.

Sounds too good to be true? Read on!

The triple winThe e-F@ctory Alliance works to deliverbenefits and opportunities for the threegroups in the sales chain: vendors,System Integrators and End Users.

Each part of the relationship chain has toreceive a clear and identifiable benefit

� The vendors need to win

� The System Integrators need to win

� The End User (customers) need to win

PerfectteamworkThe optimum interoperability of manyautomation components, deliveredthrough the engineering “know how” of System Integrators forms the basis for a new manufacturing dimension. The e-F@ctory.

The e-F@ctory is a catalyst for solutions and information sharing

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Alliance

The benefits ofworking together

Winning withthe e-F@ctoryAllianceAt the core of the e-F@ctory Alliancestrategy is the drive to create extra andmore profitable sales through a workingcollaboration which delivers a "triplewin": customers win, System Integratorswin and vendors win. How?

� Win 1: The customer/End User

Many of us have a good understandingof our customers needs. They have hugepressures to meet targets, squeeze costsand maximize productivity. For answersto these constraints they turn to SystemIntegrators and vendors like us. It wouldnot be hard to imagine that customerswould look favourably on suppliers whooffer open solutions which complimenteach other but still offer choice. And themore we can make this work togethereffortlessly, reduces their time and costs.

In addition, finding good quality con-sultants and System Integrators is not aseasy as we all think – having a pool ofendorsed e-F@ctory Alliance integrationpartners, which the End User can selectfrom; who have the industry knowledge,product mix and skilled people, willreduce the customers risk and increasestheir confidence level.

A common understanding helps to define a common solution

Together we can deliver

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� Win 2: The System Integrator

The System Integrator is the heart of thee-F@ctory Alliance. Your unique andprivileged position helps you become abridge between vendors like us and thecustomer.

The e-F@ctory Alliance can help partnerSystem Integrators by offering support,opportunities and a market differentia-tor to distinguish your services fromyour competitors.

The e-F@ctory Alliance can offer youthese benefits as awards which are pro-vided on a tiered basis.

Award benefits can include:

� Longer credit terms

� Financing options

� Access to free seminars and work-shops

� Presales support

� Website listings

� Advertising on vendor websites

� 24 hour telephone support

� Engineering support

� Access to special software tools

� Access to libraries of prewrittensource code

� Training

� Involvement in focus groups forfuture product development

� Early access to software

� Access to solution packs

In addition we plan that any of yourexisting accreditations* with vendormembers of the e-F@ctory Alliance arealso recognized, while also offering theopportunity to contact new vendors inthe Alliance to develop new businesssolutions and opportunities.

All of this in an environment which isdesigned to support your business,through mutual respect and trust.

� Win3: The vendor

To gain access to the awards SystemIntegrators are encouraged to earnpoints through two simple means

a) Train your staff on vendor products

b) Confidentially provide informationon projects whether quoted for, wonor lost

It is clear that, as vendors, our target is tohave a trained and qualified SystemIntegrator network so we can offer ourcustomers better support, quickerimplementation and less risks.

Information is the life blood of sales. Soit is clearly an advantage to know wheresales have taken place and for the future,where opportunities lie. Armed with thisinformation, vendors can then workwith you to increase the chance for pos-itive sales conversion.

Together we can win!

* Implementation of this is currently under discussion as a potential updated benefit.

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Alliance

Give more,get moreThe award benefits each SystemIntegrator can receive come from thevendors, so the more each SI works withthe e-F@ctory Alliance the more you willget in return.

Entry is FreeIt is free to sign up for membership ofthe e-F@ctory Alliance. However, to startearning benefits you need to accruepoints.

Points gain you access to different statuslevels each with their own benefits andadvantages.

Your level is determined at the begin-ning of each award year and is depend-ent upon the number of points earnedin the previous year – the exception ispoints awarded for achieving traininglevels such as Mitsubishi CertifiedEngineer status. These points expire atthe beginning of the next award yearafter their two year life.

For more information on the basic bene-fits, please see the status level andreward overview.

Points = rewardsPoints can be used at anytime to gainadditional reward benefits for your com-pany without affecting your status level.The nature of these rewards will vary sowatch out for a series of exciting oppor-tunities.

Key to success

Open communication, knowledge and understanding; a worthy alliance

A simple, open program - no hidden strings

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Project list Registration Date Mitsubishi in? Value Status Points

Project 1 After tender No 350k Lost 6

Project 2 Before tender Yes 12k Win 20

Project 3 Before tender Yes 60k No decision 0

Project 4 Before tender Converted 180k Win 240

Subjects Number of engineers Points

0 5 0

1-3 2 100

4-6 1 150

7+ 3 800

Projects 266

Engineers 1050

Total 1316

Earning points 1

Earning points 2

Earning points 3

Points can be earned in a variety of ways.The simplest is to confidentially informus about projects. We are as interested inpast projects as in future projects, proj-ects with e-F@ctory Alliance partnerproducts and with out. All informationyou pass us is held in strict confidenceand will not be shared with any otherSystem Integrator.

Each project registered will gain youvaluable points. You will get more pointsfor projects that are still at tender/offerstage and even small value projects canstill generate you significant returns.

The e-F@ctory Alliance SystemIntegrator partners can all manage andmaintain their profile on-line using ourself–service portal. Of course there is asmall delay before points are awardedwhile we verify the project information.Points are valid for 1 year

For each of your engineers who hasattended an official training course by avendor member of the e-F@ctoryAlliance and has achieved their recog-nised competancy level

(such as a Mitsubishi Certified Engineer)your company will receive additionalpoints. The more engineers and themore subjects you have trained on themore points you get. Points will be validfor 2 years.

The sum of the points gained in theactive year will then determine the sta-tus level assigned to your company forthe following year.

Points will remain valid and available forredeeming of awards for 2 years. Pointshave no monetary value and may onlybe redeemed against e-F@ctory Allianceoffers. For full terms and conditionsplease see the website www.mitsubishi-automation.com.

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Alliance

More pointsMore benefits

The more starting points you have inyour account the more you can startenjoying the rewards.

The table on the opposite page high-lights what benefits could be achievedat the 3 levels.

As a ‘members’ driven club you can sug-gest other ways of redeeming yourpoints that helps your specific business.

Expand earningpotentialBy extending your accreditation toinclude other e-F@ctory alliance partnermembers as well, your points earningpotential can be expanded quite dra-matically.

InitialregistrationTo join the e-F@ctory Alliance takes notime at all, simply register inMyMitsubishi and then register yourcompany as a System Integrator - andthen you are already started!

You can then add the names of your co-workers so that together you can addprojects or have your certificationsincluded, gaining your company extrapoints!

As soon as you reach 200 points you willbe awarded the status level of"Registered" allowing you to start to gainvaluable benefits for your company.

A summary of the benefits are shown inthe table opposite.

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Key benefits at a glance Registered Approved Elite

Qualification threshold 200 points within 1 calendar year

1000 points within 1 calendar year

1500 points within 1 calendar year

Earning points Yes Yes Yes

Spending points Yes Yes Yes

Point validity 2 Years while you remain atthis level

3 years while you remain atthis level

5 years while you remain atthis level

Training waitlist priority Yes Yes Yes

Use of Alliance logo in yourmaterials Yes Yes Yes

Logoe-F@ctory Alliance S I

REGISTEREDe-F@ctory Alliance S I

APPROVEDe-F@ctory Alliance S I

EL ITE

Web site listing on any MEUwebsite #11 Yes Yes Yes

Engineering support fordefining the solution Yes Yes

Engineering support whenpresenting to customers Yes

Free of Charge use ofsoftware #1

Up to 5 licenses of each software

Up to 10 licenses of each soft-ware Unlimited

Access to special software tools Yes Yes Yes

Free 24 hour phone support#12 Yes Yes

Distribution lists Yes Yes Yes

Access to common "loan anddemo" stock #9 Yes Yes

Longer credit terms Yes

Access to Solution packs Yes Yes Yes

SCADA pack #2, PLC pack #3,Process pack #4, MES pack#5, Motion pack #6, Drivespack #7, CC-Link pack #8

Only 1 of each pack may be purchased

Only 1 of each pack may be purchased

Up to 2 of each pack may be purchased

Advertising on any MEUmanaged website #10

Up to 5 web months but no more than 2 consecu-tive web months in any one

section on the same web site

Up to 12 web months but no more than 2 consecu-tive web months in any one

section on the same web site

Access to a large informationresource including PDFmanuals

Yes Yes Yes

Note 1: Full terms and conditions are available in the dedicated SI Alliance area of the www.mitsubishi-automation.com web site.Note 2: Some rewards/benefits are subject to separate terms and conditions which may vary depending upon which country you are resident inNote 3: Some rewards/benefits are dependent upon a positive result from a local credit check and compliance with local financial regulations.Note 4: Non compliance with the terms and conditions may result in the immediate cancellation of your membership of the e-F@ctory Alliance.Note 5: All conditions, rewards/benefits are subject to change without notice.

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Alliance

Automatic on-lineManagement

The use of a self service, web based sys-tem means that you are in control. As aSystem Integrator who has signed up tothe e-F@ctory Alliance you can enterproject information etc and manageyour points on-line. For SystemIntegrators who have the status of"Registered" or higher you can enteryour contact information and web pro-file as well as monitor your points leveland add details of projects. It’s as easy asone, two, click!

You are in control

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Special SI product packs

Pack contents■ The SCADA packThe SCADA pack consists of one SCADAinstallation from a selected Alliancepartner and one Mitsubishi iQ series PLCsystem.

■ The PLC packThe PLC pack consists of one MitsubishiiQ series PLC system, one Mitsubishi FXsystem supplied with network cards forCC-Link.

■ The Process packThe Process pack consists of one installa-tion of Wonderware Intouch 10, oneinstallation of PX developer, oneMitsubishi iQ series Process system

■ The MES packThe MES pack consists of one MitsubishiiQ series PLC system with MX MES ITmodule

■ The Motion packThe Motion pack consists of oneMitsubishi iQ series PLC system with 2axis motion card and two MR-J3-B Servoamplifiers

■ The Drives packThe Drives pack consists of Mitsubishi iQseries PLC system, one FR-E700 suppliedwith CC-Link network cards to suit

■ The CC-Link packThe CC-Link pack combines oneMitsubishi iQ series PLC, one MitsubishiFX series PLC, one MR-J3T servo amplifi-er, one FR-E700, one ST remote I/O sta-tion and one GOT1000 HMI all withCC-Link network cards to suit.

■ The Profibus packThe Profibus pack consists of oneMitsubishi iQ series PLC, one MitsubishiFX series PLC, one FR-E700, one ST seriesremote I/O station and all Profibus net-work cards to suit.

Integration packsBeing a Registered SI member (orgreater) of the e-F@ctory Alliance meansyou have the right to buy specially pricedintegration packs.

These packs bring together key tech-nologies in to functional systems whichcan be used for sales or developmentpurposes. For example, the networkpacks allow you to build a small systemwith a wide range of products such asinverters, remote I/O and intelligent sta-tions. While the MES pack gives you aninstallation of MX MES IT which can thenbe used for connecting the Mitsubishi iQseries PLC system to a database* and/orERP* solution.

* depends upon your selected drivers at the time of purchase.

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What next

Interested?If you think you could benefit frombeing a System Integrator member ofthe e-F@ctory Alliance then we arehappy to talk with you. We look forwardto welcoming you to a powerful team ofsimilar minded people who are interest-ed in developing future sales opportuni-ties.

You can register for free atwww.mitsubishi-automation.com

Things to beconsidered� How the e-F@ctory Alliance can

complement your existing businessmodel

� Can you release project informationto the e-F@ctory Alliance

� Are there existing vendors who youalready work with or you think youcould work with

� How can you benefit from workingand being a part of a programdesigned to help your business grow

Alliance

Work together. Win together.

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Circle of excellence

The goal of increased transparency ofthe market has inspired many renownedcompanies to join the e-F@ctoryAlliance. The finest companies workingtogether in the factory automationindustry to benefit all involved.

e-F@ctory Alliance vendor partnersinclude:

A circle of excellence:

Adroit

Atos Origin

BALLUFF

BlackBerry

Beijer ELECTRONICS

Citect

CLPA

CoDeSys

Cognex

Contec

Control Microsystems

ePLAN

Festo

IBHsoftec

IBM

iTAC

ICONICS

ILS Technology

INEA

KH-Automation

Kontron

LEM

MPDV Mikrolab

PPT VISION

ProLeiT

RAIMA

Rittal

SCHAD

Schaffner

SICK

SMC

ubigrate

Global Partner. Local Friend.

Mitsubishi Electric Europe B.V. /// FA - European Business Group /// Gothaer Strasse 8 /// D-40880 Ratingen /// GermanyTel: +49 (0) 2102 4860 /// Fax: +49 (0) 2102 486112 /// [email protected] /// www.mitsubishi-automation.com

© Mitsubishi Electric Europe B.V. /// Specifications subject to change without notice /// 06.2012All trademarks and copyrights acknowledged

EUROPEAN SERVICE GROUPMITSUBISHI ELECTRIC EUROPE B.V.Gothaer Str. 8D-40880 RATINGENFree European Hotline: +49 (0) 1805 000 765Training Hotline:+49 (0) 2102 486 1880

EUROPEAN DEVELOPMENT CENTERMITSUBISHI ELECTRIC EUROPE B.V.Gothaer Str. 8D-40880 RATINGEN

FRANCEMITSUBISHI ELECTRIC EUROPE B.V.25, Boulevard des BouvetsF-92741 NANTERRE CEDEXPhone: +33 (0)1 / 55 68 55 68

GERMANYMITSUBISHI ELECTRIC EUROPE B.V.Gothaer Str. 8D-40880 RATINGENPhone: +49 (0) 1805 000 765Training: +49 (0) 2102 486 1880

UNITED KINGDOMMITSUBISHI ELECTRIC EUROPE B.V.Travellers LaneUK-HATFIELD HERTS. AL10 8XBPhone: +44 (0) 17 07 / 27 61 00Training: +44 (0) 17 07 / 27 89 16

Customer Technology Centre,HatfieldPhone: +44 (0) 17 07 / 27 89 90Regional Automation Center,Wakefield Phone: +44 (0) 1924 255 628

CZECH REPUBLICMITSUBISHI ELECTRIC EUROPE B.V.Radlicka 714/113 aCZ-158 00 PRAHA 5Phone: +420 - 251 551 470

ITALYMITSUBISHI ELECTRIC EUROPE B.V.Viale Colleoni 7I-20041 AGRATE BRIANZA (MB)Phone: +39 039 / 60 53 1

POLANDMITSUBISHI ELECTRIC EUROPE B.V.Krakowska 50PL-32-083 BALICEPhone: +48 (0)12 / 630 47 00

RUSSIAMITSUBISHI ELECTRIC EUROPE B.V.52, bld. 3 Kosmodamianskaya nab 8 floorRU-115054 MoscowPhone: +7 495 721-2070

SPAINMITSUBISHI ELECTRIC EUROPE B.V.Carretera de Rubí 76-80E-08190 SANT CUGAT DELVALLÉS (BARCELONA)Phone:+34 93 / 565 3131 //+34 935653131

Working together for a profitable future

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