ISME#2

1 ISME #1 2016
SOMFY MEA BA
ISME #1 - 2016


INDEX
EDITOR-IN_CHIEF
WALID DAGHER
DESIGN
STEPHANIE TANNOUS
CONTRIBUTORS
CLAUDIA ACCARI HILAL GIZBILI ALINE FEGHALI MALEK CHALAK ZIAD BASAITA
EDITOR
EDITORIAL
ISME #1 2016
IAL
P3
EVENTS
P6
P14
P7
TRAININGS
P15
BU SECTION - TAI
PROJECT BUSINESS


3 ISME #1 EDITORIAL
Dear Colleagues,
“2020 Believe” project preparation has been finished and for MEA it was officially launched in February 2016. I was very pleased to witness the Business Units adopting the new strategy and choosing
the projects that they will implement with clear milestones until 2020.
As you all know, the END USER is placed at the core of the corporate Believe project and indeed in our MEA BA project. I highlighted in my previous communication the pillars of the new strategy, where the aim is to be able to provide seamless experience to our End Users and demonstrate the brand promise ”Your Partner for Peace of Mind”. Although the “Connect End User” is one of the pillars of our strategy, we will also live the “End User Journey” in implementing the other 2 pillars
– Connect New Living Space and Connect Somfy Services. The BU managers and the BA team will be able to demonstrate this in the Believe sharing sessions that will be conducted in the second semester of 2016.
In order to meet the new challenges of the digital world around us, Somfy decided to launch the DARE project as an important transformation project inside the Believe 2020. Through Digitalization, we will be able to improve our customer experience and serve wide scope of End Users. Another aspect of digitalization is the potential to improve speed and efficiency, and provide new value and new services for our customers and users and it means we can improve the quality and productivity of our operations. One important project of DARE is the
CRM – Customer Relationship Management tool, which will be implemented starting this year with one BU and extends to the other BUs in the coming years. I am very excited at the potential that lies ahead.
As informed earlier, you will notice in this first edition of the newsletter of 2016, that the content and the structure are changed. From now on, Each BU will present itself, the objectives, projects and events to support the business. Turkey was the first to contribute this year, and I advise you to read and benchmark for your BU. The newsletter will also shed light on different international topics that many of you would be interested to read and it will still cover the important events and activities that happened in different areas in our BA.
GHAZY ABDUL KHALEK
BA MANAGING DIRECTOR
Digital
Acceleration for Relationship excellence with End users and customers
2016


4 ISME #1 MEETINGS
2016
Date: 27- 28 - 29 January 2016 Location: Le Royal - Dbayeh
The Q1 manager meeting of 2016 that took
place in Beirut, Lebanon was boldly designed to cascade 2020 Believe project for the BAMEA.
57 of our human capital were invited to connect brains in order to write another successful chapter in the BA story. We enjoyed 2.5 days full of energy, engagement and dedication to our Believe 2020 project by having one full day of
HR workshop – Somfy Inventing Tomorrow & transformation vs. change – plus sharing the new
Somfy values and a dedicated workshop on how to embody these values in each one of us.
CONNECT NEW LIVING SPACE CONNECT END USER CONNECT SOMFY SERVICES
In addition, we had a full day and a half of workshop on the new Business strategy 2020 constructed and engineered around the Believe
project in 3 mini workshops: connect new living space, connect EU, connect Somfy services, to unleash the energy from different departments front & back functions and infiltrate all outputs collected into one direction to empower the vision strategy that was diffused by our MD – Ghazy Abdel Khalek.
In order to emphasize the vision the next 5 years, a logo was announced embracing the new strategy, transformation and values of Believe project in a connected form which will be used in all our internal communication.
HRM - Wissam Abou Dargham


Congratulations to all the winners who proved to embody SOMFY values! 5 ISME #1 HUMAN RESOURCES
2016
Employee Recognition Award of 2015 testimonies
Regional Office - Stephanie TANNOUS
I’m greatly honored to be receiving such an important award “Employee Recognition Award”. I›m really excited that I won it and want to thank you for supporting me and trusting my professional qualities. It›s the recognition of my hard work during this year. I sincerely thank each one of you, for helping me reach a stage where I can proudly hold up this award as a mark of my achievement. I also promise to pursue my hard work and make more achievements in the future. Thank you!
BU SAF - Riaan VISSER
Thank you very much for the award; it is a great honor especially when we work alongside such talented & dedicated colleagues. Kind Regards
BU Levant - Firas Ayash:
I would like to seize this chance to thank you
all (as the management team), especially Camille, for nominating me for this award. On the personal level it adds a lot of confidence knowing that my efforts are being well observed and appreciated. On the business level, engaging us in the managers meeting event as a whole, strengthened and aligned a spirit of well focused vision to the necessity for Change, embodying all the values of Somfy heading towards a brighter future. Thank you so much!
BU TAI - Selcuk HANUS
I would like to thank my managers for nominating me for this year›s employee recognition award. Throughout my career at Somfy, I have always believed in my company and in what I have done. I have always strived for the best. It is very motivating to see that my efforts are being recognized and valued. This is very motivating and it proves that our managers are aware of the efforts by each employee, even the employee is not directly reporting to the management.»
BU GCC - Samer EL ISMAIL
Winning the reward was an amazing surprise, knowing that employees working on the front lines but behind the scene will be recognized and honored by the management!! «The rewards for work well done are the opportunity to do more». Therefore,
I see this reward as responsibility to improve the daily business outcome and to focus on somfy «believe! 2020»; being a part of the BU successful achievements and taking the challenge to implement new business models, such as «RBD» and «electrical & security shops / contractors» axes.
I want to emphasize on the teamwork and team spirit of Somfy - Riyadh office and the support of Jeddah office seeing this reward as KSA - team reward.
BU CNAF - Lamine MGHEZZI
For me it was an honor to receive the employee recognition award, my surprise was great when my name was mentioned, because of what I am doing today in Algeria it is only my daily work, so this will encourage me to be even more ambitious to achieve more, always with respect for each other and to be more open and close at the same time from staff and customers, so thank you to all the management team. Best regards


WE ARE PROUD TO BE PART OF THE BA MEA
6 ISME #1 EDITORIAL
2016
BU SECTION
TAI
“Sales figures in our BU have been growing consistently during the last 3 Years”
Our success is highly linked to full-alignment & coordination with the BA management, strong team spirit, mastering the sales channels and implementation of the strategies in a structured approach.
TAI BUM - Semih Gorur
ONGOING, UPCOMING PROJECTS
PROJECT BUSINESS
Both on the residential and commercial sides, our efforts in the projects’ market is paying off as we were able to create
a significant pull-push effect. Also, through these efforts we are now able to guide & control our AB2Bs and AB2Cs with the prices and solutions they are offering to the projects.
MFA
Motorization of the MFA awnings is a key strategic project which will bring us a good business volume in the coming years. The current motorization rate in the market is quite low compared
to the European markets. Our strategy is to expand lower in the sales’ channel and touch the installers and ab2cs, on
top of the current AB2B & OEM customer portfolio. The ESP event in March allowed us to communicate our strategies and receive a good order of motors and sensors.
KEY INFORMATION
Number of experts: 123
Number of Clubs: 73
Number of trainees per year: 900-1000
Number of employees: 26 ( 2 Iran + 1 Azerbaijan)
For how long has it been a subsidiary of Somfy? 12 years
INTERIOR
Turkey has one of the largest curtain markets in the region with a very low motorization rate. Our target is to reach the retailers directly and supply them assembled curtain tracks with motors. With the Irismo range and taking the control of the prices of the assembled tracks, we believe we can also decrease the prices of a motorized curtain for the EU. We are expecting this initiative to become a very major contributor of growth until 2020.
QTY SALES 2015 vs. 2016 Q1: ESP : 126 %
ICC : 145 %
IWC : 88 %
REA : 256 % REC : 191 %
T/O SALES 2015 vs. 2016 Q1: ESP: 136 %
ICC : 146 %
IWC : 106 %
REA : 284 % REC : 184 %
ACCESS
We are at the full speed with installing the new partners as per our strategy of 80 flags at 80 cities of Turkey. Our market coverage is increasing day by day. It has been only 3 years since we started focusing on the sales of the REA products. We are an important player now and our market share is improving rapidly.
TV Campaign: Started in 2012. In 2016, Somfy awareness is 31
SUCCESS STORY
We have implemented a number of projects during the last 3 years, which resulted in gaining extra market shares on top of the regular growth in the market. For each line of business, we have action plans and strategies which we have been implementing. Analyzing, asking the markets, planning, deploying, implementing and assessing are the main components of the process.
BU TAI BU TAI BU TA
I BU TAI BU TAI BU TAI
BU TAI BU TAI BU TAI
BU TAI BU TAI BU TAI
BU TAI BU TAI BU TAI


7 ISME #1 PROJECT BUSINESS
Turkey
2016
PROJECT NAME
MODA BADEMLI
Type
Residential
Location
Bursa
Solutions Sold
450 Boost RTS
Telis 4 & Smoove RTS
PROJECT NAME
METEOR BALART
Type
Residential
Location
Bursa
Solutions Sold
200 Tahoma
PROJECT NAME
KAPLANKAYA DIDIM
Type
Residential & Hotel
Location
Didim
Solutions Sold
1350 Sonesse 40 3/30
PROJECT NAME
FAIRMONT HOTEL
Type
Hotel
Location
Istanbul
Solutions Sold
530 Ariene Motors & 50 Glydea
PROJECT NAME
EREN HOLDING
Type
Office
Location
Istanbul
Solutions Sold
Sonesse 1400 40 3/30
PROJECT NAME
FLAME TOWERS
Type
Residential
Location
Baku
Solutions Sold
3500 Sonesse 40 3/30 RTS, 300 Glydea 35, 430 Telis 16 & 1200 Smoove RTS


8 ISME #1 PROJECT BUSINESS
Turkey
2016
Lebanon
PROJECT NAME
DENIZBANK INTERTECH
Type
Office
Location
Istanbul
Solutions Sold
260 Ariene Motors 68 Animeo KNX Moco
PROJECT NAME
EGE YAKASI
Type
Residential
Location
Izmir
Solutions Sold
2300 Boost Motors
PROJECT NAME
EAU1
Type
Residential
Location
Clemenceau
Solutions Sold
270 altus 6/32 motors
Jordan
PROJECT NAME
HYATT REGENCY HOTEL
Type
Hotel
Location
Istanbul
Solutions Sold
350 Glydea & Irismo
PROJECT NAME
DAR EL HANDASAH
Type
Office
Location
Jordan
Solutions Sold
130 TILT & LIFT 25 RTS Wirefree
PROJECT NAME
SUMMER LAND
Type
Hotel
Location
Jnah
Solutions Sold
100 Glydea Systems


9 ISME #1 PROJECT BUSINESS
KSA
2016
PROJECT NAME
TAMKEEN TOWER
Type
Ministry of Planning & Economy
Location
Riyadh
Solutions Sold
334 ALTUS 506 SASO
with intermediate Brackets
PROJECT NAME
AL OLAYA TOWERS
Type
HR Development Foundation
Location
Riyadh
Solutions Sold
1150 ALTUS 506 SASO with intermediate Brackets
PROJECT NAME
HYATT REGENCY
Type
Hotel
Location
Riyadh
Solutions Sold
Guest Rooms Suits motors: 208 Glydea 60 DCT
Public Areas motors: 280, ALTUS 506 SASO
PROJECT NAME
KEMPINSKI AL OTHMAN
Type
Location
Beach Residences
Al khobar
Solutions Sold
269, Glydea 35 WT + Glydea 35 DCT


10 ISME #1 PROJECT BUSINESS
UAE
2016
PROJECT NAME
SHARJAH MILITARY HOSPITAL
Type
Hospital
Location
Sharjah
Solutions Sold
458 Sonesse 40 RTS
Qatar
PROJECT NAME
AL ZORAH
Type
Beach Residences
Location
Ajman
Solutions Sold
120 Sonesse 40 RTS
PROJECT NAME
WESTIN - HABTOOR CITY
Type
Hotel
Location
Dubai
Solutions Sold
120 Glydea 35/60 RTS 185 Irismo 35 RTS
PROJECT NAME
CENTARA GRAND
Type
Hotel
Location
Doha
Solutions Sold
385 Glydea 35 DCT 260 Sonesse WT


11 ISME #1 INTERNATIONAL NEWS
2016
APPLE’S BUSINESS MODEL...
SOMETHING TO GET INSPIRED FROM
The company divides its own product lines into iPhone, iPad, Mac, iPod, iTunes, Software, and Services, and Accessories. It’s grouped as three lines of business: Computing Hardware & Software, Mobile Devices, and the iTunes Store.
The Apple Business Model
What follows is an attempt at a business model for Apple, Inc.
The Future of Apple
Apple is positioned well for the future, and it’s not a company that’s willing to settle for current success. Notoriously secret, the company reveals little about the product pipeline, but it’s believed that Steve Jobs left a product roadmap for more than a decade.
One of the most significant rumors is that of an Apple Television, not to be confused with Apple TV. From one perspective, the Apple Television fits the progression from small internet- connected devices like the iPhone, to the larger iPhone, to an even larger screen, the television. It also fits with Apple’s pattern of disrupting staid media industries.


12 ISME #1 PARTNERSHIP
Somfy & Maroc Telecom partnership: A success story in Morocco
2016
Our main objective was to generate traffic to our website. Our Fb fanbase has increased by 1,047 followers and we got a total of 24,494 website clicks as a result of this campaign.
Somfy Morocco has signed a contract with Maroc Telecom promoting Somfy special package:
Tahoma box – IP Camera – Motion detector – Opening detector, and taking in charge the first level of hotline support. The offer started in Q1-2016.
Tahoma will be sold in all MT’s agencies (+200) under the name of “Smart Home” throughout Morocco.
Somfy will handle the storage, installation and after sales services. The launching phase will cover three big cities in Morocco: Casablanca, Rabat & Marrakech.
Maroc Telecom has put in place strategic marketing actions:
- Outdoor campaign in all three cities
- Promotion on their website
- Mailing & SMS to their customers - Displays in network.
Somfy will organize animations in five big agencies of MT totally equipped with Tahoma solution in order to make a real demonstration to the customers.
Somfy emphasized on MT advertising by also boosting the same message through digital platforms: Facebook and website.
Facebook: A campaign for a period of 3 weeks targeting three main cities: Casablanca, Marrakesh and Rabat.
Website: visitors were redirected to MT offer page when clicking on the ad.


13 ISME #1 CLIENTS
Morocco
“Fermetures 2000” - PBS Partner
Egypt
Heslo showroom branding
Heslo Blinds is an IWA Expert Somfy who opened their 2nd showroom at City Center in Alobour City.
Jordan
2016
KSA
“Fermetures 2000” is an industrial manufacturer of Aluminum & PVC slats created in Casablanca in 1980. Through this new partnership, Somfy will increase the RS market share significantly and provide them with the brand CANE via ASA.
Al Zamil Industry and Trade Co. was established in 1985 as a building material trading company specialized mainly in steel, cement, water tanks and water & heat insulation. In 1997 Al-Zamil started its own manufacturing facility to become today the largest and leading Polyethylene water tank factory in Saudi Arabia.
In 2015 Al zamil saw an opportunity to increase its business and adapted the GO and GDO business and found Somfy as the best partner in terms of support and training to help them achieve their target.
A thorough action plan has been set that included full support in exhibitions. in January big 5 was held in Jeddah and in March buildex was held in Dammam.
Guide Volet Roulant Motorisations et
automatismes
Radio technology somfy®
Somfy Jordan team secured a client outside their existing channels: 3V, a new client, launched a booth to market our Somfy Alarm system and videophone at the biggest shop of electronics in Jordan. The introductory order is: 25 alarm kits & 12 video phones


14 ISME #1 EVENTS
TURKEY
Date: 11-13 March / Location: Antalya.
Motorization of manual folding arm awnings is one of the key strategic projects for TAI BU. Due to the high number of end products sold each year and due to the low motorization & automation rate in the market, this business represents a big growth potential.
In order to give a momentum to the sales
and improve the awareness on the direct customers, Somfy Turkey team held an event with the cooperation of Awning Association. We had around 150 attendees from 100 different companies. We were able to communicate the necessity for motorization, the new technologies and the potential of business growth with motors & controls sales. The event was very successful as we received a good amount of orders for motors and controls.
UAE
Intersec
2016
Date: 14-19 January 2016
Location: Dubai International Convention & Exhibition Centre
Once again, Somfy has participated in Intersec exhibition with 1,280 Exhibitors from 54 countries and 31,260 Visitors from 127 countries, the largest and most comprehensive exhibition and conference for security, safety and fire protection in the Middle East.
UAE
Somfy Building Professionals’ event
On the week-end of March 11 – 12, 2016, Somfy Middle East & Africa has invited more than 60 building professionals from the Middle East to celebrate 10 years of growth with them in Project Business at the beautiful luxurious St Regis resort in Abu Dhabi.
The event was very constructive, entertaining and team-building: Golf lovers enjoyed their game at City Golf Club whereas Karting brought the inner kid in every participant at the Yas Marina circuit.
This Event was an important milestone in the development strategy of Somfy ME & Africa within the Building Professionals’ environment. It was an opportunity for Building Professionals from multi- discipline background to explore how Somfy has developed further in this industry to continue being closer to its markets and contribute further in being a great partner of Building Happiness.


15 ISME #1 TRAININGS
MARKETING MEETING
2016
KSA
On February 10th, KSA team held a training for Al Esra Aluminium, one of the biggest Aluminum partners of Somfy KSA and in the process of being an expert.
The training was held at their premises at Madinah where 12 sales and 25 technical employees were trained.
EGYPT
On February 16th and 17th, Marketing and HR department joined effort to organize a Marketing Meeting in Istanbul, Turkey in the presence of all BA Coordinators.
Part 2 was into Technical and Digital Marketing and how to make sure we get a good ROI on all Marketing Actions.
LEBANON
Intensive commercial trainings were done during Q1 2016 for all IWA experts in Somfy Lebanon where all sales in the showrooms are being trained for more than 2 hours on how to deal with end user and how to present Somfy solutions the best way.
Community which we will focus on sharing best practices, knowledge and processes in order
to empower local market with 2020 end user journey.
The first part of the seminar was about HR
“Mind set change, Meeting the Future Now“
that included the New Marketing coordinator Job Description. Also we launched the Marketing
First Training for Sedar team
Sedar, the biggest Curtains & Blinds manufacturer in the ME is opening his first branch in Egypt in April 2016. Somfy organized Sales & Technical training for Sedar Egypt team as part of the partnership agreement.


Happiness is working with Great People....
16 ISME #1
HUMAN RESOURCES
2016
WELCOME TO SOMFY
Pierre Khalbourji
Business Developer Manager EU Channel - Lebanon
TALENT OF THE QUARTER
Mazen Jrab
FOOTBALL TEAM
Morocco team playing football once a week against customers and installers.
A sneak peak on our colleague Mazen Jrab, 26 years (Business Developer, Project Business and Specifications, Western Region KSA), from Jordan: Engineering graduate in Princess Soumaya University, Amman. His hobby is music and specifically Guitar and Piano...


17 ISME #1 2016
EDITORIAL