ISA Marketing & Sales Summit

 Marcus Tennant and Kyoko Fukuda of Yokogawa will talk about marketing after a disaster and Pieter van der Klooster of Optimis  will discuss a case study of product marketing at ISA.

Marketing after a Disaster

Over the past 10 years there have been several tragic natural disasters that have occurred throughout the world. As the global economy becomes more connected through supply chains and information, what role does marketing have in helping customers and other stakeholders affected by the disaster?   This presentation will discuss how Yokogawa responded to customers impacted by the Tohoku earthquake & tsunami.  They will give examples of how marketing groups in companies like Home Depot and Wal-Mart take action before and after a disaster and suggest ways marketing, communication and even sales can help an organization respond to a crisis and help customers and employees.

Global Marketing Meets New Marketing

A Case Study in Product Marketing at ISA

This presentation will discuss an example of targeting global customers by using an ISA standard as a brand.  Several years ago it was decided to bring the ISA standards into attention of the global market. Websites were built for some of the standards. A good example is www.ISA-95.com.   On Google this website is always on the first page when someone searches for ISA-95. Visitors can download some information. When you want to download more detailed information you have to become a free ISA-95 member by registration on the website. Several of these types of members from all over the world sign up every day.  This has resulted in a huge and valuable database with very interesting detailed marketing information.  Some of the data shows which verticals are interested in ISA-95 and how this standard is adopted e.g. in India and China.  Be at the forefront of adapting innovative new marketing concepts, improve them and manage to get them out of the lab into the real world.

About the Presenters

Marcus Tennant has been with Yokogawa Corporation since December 2008 as a Principal Systems Architect.  Prior to Yokogawa, Marcus was employed at Rockwell Automation for 10 years as a Product Manager and Application Engineer. Prior to that, he was with Morton International for 10 years holding various positions in Process Development, Project Engineering, and Q.A. and with Jones-Blair Company for 5 years as an R&D Chemist and Process Engineer. Marcus has a B.S. in Chemical Engineering from Michigan State University and an M.S. in Operations and Technology Management from the Stuart School of Business at Illinois Institute of Technology.  He is a member of AIChE, ACS (American Chemical Society) and ISA.

Kyoko Fukuda has 15 years experience in global sales activities for industrial automation mainly in the Asia Pacific and the EU..  She has 10 years experience in the power supply business with HP, CISCO and Aglient and 4 years of product marketing. She is currently a member of the Process Automation Product Marketing department at Yokogawa headquarters in Tokoyo and a member of the global strategic business marketing committee and the information-initiative working group for web and inbound marketing.

Pieter Van der Klooster founded his company, Optimis about 1 year ago. Prior to founding Optimis, he focused his 30-year professional career in sales, marketing, and general management to several industrial automation and process control companies. Mr. van der Klooster was also founder and CEO of Promatic, a Netherlands based international provider of Siemens automation solutions to the European industry. Prior to joining Promatic, he was a Division Director of one of the largest Siemens System Integrators in Europe. Currently, he is also a Director of ISA, responsible for Europe, Middle East and Africa.   Mr. van der Klooster holds a Bachelor’s degree of Science in Electrical Engineering, a BS Ed, and BS in Business Administration from Fontys University-Eindhoven, and a degree in Industrial Marketing from Erasmus University-Rotterdam.

This topic will be presented by at the Summit by Maurice Velasquez and John Sherk of Team RealWorld

There are key mistakes that keep you from selling more. This presentation will tell you what mistakes you make during all phases of

th

e sale. There are mistakes that you can avoid prior to the initial call, during the initial call, during the initial meeting, after the initial meeting and in the closing process. You will learn how to avoid those mistakes and sell more.

First of all, have you assessed your skills and talents to determine if you should be in sales? Not everyone should be. Maybe you do have the skills and talents, but do you know where you are the strongest and what areas you need to work on? Do you have a game plan? Do you have a daily routine and does it really work? Do you know that your customers have different personality types and that there is a way to sell to each one of them? Join us at the Summit and find the answers to these questions and many more.

About Maurice Velasquez

Maurice is currently the President of Real World, which he founded in 2008. In 1989 Maurice became the Project Development Manager for Fifth Generation Systems, a world-wide leader in the software industry. In 1994 he launched a Computer Services Academy and developed over 75 manuals and workshops to help clients with technological efficiency and software solutions. In 2003 he became the Director of Sales with a team of over 200 salespersons in several states. He grew the operations over 60% in 4 years with effective programs, training skills and organizational processes. Since 1994, Maurice has worked with hundreds of small and mid-size companies and helped thousands of professionals and leaders become more effective individually and with their teams. His approach is effective and the tools he provides are innovative and tailored to meet the specific needs of his clients. He develops training programs that are effective and measurable. His approach to training is engaging, lively and inspirational.

Maurice resides in Baton Rouge, LA with Leah, his wife of 17 years and their 3 children. An entrepreneur at heart, he has launched and managed successful training companies, a private classical school and is the Jr. Warden of the church he and his family attend. He is an avid soccer player, movie buff and he enjoys music, history and classical education. You may contact Maurice at [email protected] or 225-772-4357.

About John Sherk

John is currently the Director of Metrics and Measurements for Team Real World. John works with executives, boards and directors on strategic development, board development, leading change, sales development and people skill dynamics to help them build effective change management and financial stability. He is a dynamic facilitator and bottom-line driven. He is also CFO and oversees all aspects dealing with growth, finances, strategy and systems.

John is the president of Fundraising Wisdom and is dedicated to helping non-profut organizations raise funds and improve their capital. He currently resides in Baton Rouge. You may contact John at [email protected] or 225-772-4357.

Team Real World helps clients grow and improve their workplace culture and performance by training them how to work better together with effective tools and processes so they reach their common goals and values.

On the morning of August 15^th, just before the afternoon workshops, attendees can participate in the TECO -Westinghouse Wind Turbine Tour. “We will be in a plant environment, so please dress accordingly. No shorts, open toed or heeled

shoes allowed.” Limited space is available so register for the 7^th Annual Marketing and Sales Summit today. http://marketingsalessummit.com/register/

TECO-Westinghouse Motor Company is headquartered in Round Rock, Texas, just 20 miles north of Austin. With over 100 years of experience in motor design and application, TECO-Westinghouse Motor Company is a premier supplier of AC and DC motors and generators. Ranging from fractional hp ratings to 100,000 hp, these high-quality machines are used to drive pumps, fans, compressors, rolling mills, grinders, crushers, and a variety of other rugged applications. Our motors and generators are utilized in petroleum, chemical, pulp, paper, mining, marine propulsion, steel, electric utility and other industries throughout the world.

Most recently, TECO-Westinghouse launched into the emerging wind energy industry as a contract manufacturer for an experienced wind turbine supplier, making TWMC the only utility scale wind turbine manufacturer in Texas. A major part of this effort is the management of the Supply Chain for the wind turbine nacelles and hubs, as well as internal and external logistics. TECO-Westinghouse also offers a variety of generators for wind turbine applications, including permanent magnet, synchronous, and doubly-fed induction generators.

TECO-Westinghouse has more than 400 manufacturing, engineering, sales and marketing employees working at the Round Rock site, which now spans 114 acres, having recently added 50 employees to support the new wind turbine business. More manufacturing and engineering staff is expected to be hired as TECO-Westinghouse’s wind energy business expands.

Currently, TWMC is in a unique position of being able to provide quality motors and generators, drives, motor repair solutions, and wind turbines, all from our headquarters in Round Rock, Texas. These capabilities, combined with our global manufacturing resources, uniquely position TECO-Westinghouse Motor Company to serve not only our customer needs, but also assist in promoting a cleaner environment through our clean energy involvement.

We would like to thank TWMC for their generosity in accommodating our group for the tour.