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Sales 2010/2011 TEuro C3 Customer
71
Partnerships:
cooperative relations with customers
Cooperation to raise awareness of and imple-
ment useful standards
AMEV (
) is a public sector or-
ganisation in Germany and is jointly run by all bodies
such as municipalities, states and the central govern-
ment. Working groups made up of specialists define
technical standards to be used when equipping pub-
lic properties. The result of this is a guide line building
automation and, in particular, on the use of BACnet.
Since 2010, we have been working with AMEV to pro-
vide information about and implement the technical
specifications and Publish the AMEV regulations on
our website. In a large, annual forum lasting several
days and involving planners and integrators, we offer
the AMEV representatives the opportunity to present
their standards to a broad audience.
The aim of the cooperation partnership is to promote
sustainable building automation and thus increase
the use of automation.
in the field of ICA/ automation technology. They are
highly efficient and offer excellent proximity to the
operators and owners both geographically and
thematically.
In years 2010 and 2011, we increased our business
with system integrators by more than 20%, and our
partners grew with us – the number of certified
Saia® PCD system integrators only increased by 5%
over the same period.
As companies, system integrators are independent of
us. However, dependency still exists in every specific
project, as with a rope team climbing a steep face
or a glacier. Each person must be able to rely on the
others. Errors affect everyone equally.
Cooperation for the purposes of business devel-
opment with independent system integrators
We are not involved with project or plant servicing
businesses. To enable Saia® PCD systems to be used
in properties, we successfully cooperate with system
integrators.
System integrators are usually small to medium-
sized companies. Their business capital is their skills
Revenue distribution of DDC device
hardware among 500 system
integrators in CH/D/F/I/NL:
quality not quantity!
Rope teams –
a classic form of cooperation
This is how we run our
project business:
we will only reach the summit
(
satisfied operators/owners)
by working with planners and
integrators
(home page)
