ISME#3

ISME #3 2016
1 EDITORIAL
ISME #3
2016
SOMFY MEA BA


ISME #3 2016
2
EDITORIAL
SOMFY SPIRIT DAY
P5
P6
P7
MARKETING
BU SECTION - LEVANT
PROJECT BUSINESS
EDITORIAL
P10
P3
EDITOR-IN-CHIEF DESIGN CONTRIBUTORS
WALID DAGHER STEPHANIE TANNOUS CLAUDIA ACCARI HILAL GIZBILI
ALINE FEGHALI MALEK CHALAK ZIAD BASAITA


ISME #3 2016
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EDITORIAL
Dear Colleagues,
I have informed you in the previous editions
about our DARE project and today I take the opportunity to introduce to you 2 major projects of DARE that we have started to implement in our BA: The CRM in GCC and
B2B e-shop in Turkey. Both projects demonstrate our commitment to move
into the digital world in line with the implementation of the 2020 Believe project.
CRM stands for Customer Relationship Management, which is the term used to reflect the company’s strategy, practices and technologies used for managing the relation- ships and interactions with current and poten- tial customers, as well as the End Users. CRM shall enable us to compile information about their purchases across different channels, analyze their data throughout their lifecycles and shall definitely support our target to retain them and ultimately drive the sales growth. Our
aim on one side is to gain more efficiency and productivity and on the other side to create new services that will help us improve our revenues and profitability. Somfy decided, after deep anal- ysis, to use Salesforce.com platform / software to implement the CRM.
B2B e-shop is an e-commerce platform that we use to bring more benefits to us and to our customers. Besides improving our efficiency and accuracy of orders, the platform enables our customers to order online, see purchase history (edit orders, update quantities...etc), see their specific pricing and personalized product catalogue. At the same time, it improves our branding and it shall enable us to cross sell and up sell our products through professional mar- keting approach, thus bringing more profitability to our result.
It shall be clear to everyone that the above tools
GHAZY ABDUL KHALEK
BA MANAGING DIRECTOR
CRM
B2B e-shop
will not improve our service if we do not change ourselves internally, as adopting the tools requires from us to change the way we
do business today. I am confident that our employees will foster this change and become a role example at Somfy.
Both projects will go live during 2017 and we will start launching in other BUs during the course of 2017 – 2018.
I hope you will enjoy reading the third edition of our newsletter, where you will find more information about LEVANT BU structure, objectives and the ongoing projects. You will also discover many activities and events that took place in different areas in our BA.
I would like to take the opportunity to extend my season greetings for you and you beloved ones.


ISME #3 2016
4 INTERNATIONAL NEWS Airbnb Business Model
What is Airbnb?
Airbnb is an online marketplace connecting travelers with local hosts. On one side the platform enables people to list their available space and earn extra income in the form of rent. On the other, Airbnb enables travelers to book unique home stays from local hosts, saving them money and giving them a chance to interact with locals. Catering to the on-demand travel industry, Airbnb is present in over 190 countries across the world.
• Airbnb provides insurance to listed properties. • Rating and review system for hosts and guests.
Value Propositions of Airbnb
• Gives cheap options to travellers to stay with local hosts.
• Enables owners to list their space on the platform and earn rental money. • Facilitates the process of booking living space for travellers.


ISME #3 2016
5 SOMFY SPIRIT DAY Somfy Spirit Day
On September 28, the BA organized in Dubai, UAE the Somfy Spirit Day.
Our MD, Ghazy Abdel Khalek, opened the day with a refresh session on the 2020 BA Strategy.
2 HR workshops followed to help the teams embed more the global strategy based on Connect : Living space, End user and Services. The day ended with the live broadcast of the speech delivered by our CEO , Jean - Guillaume Despature


BU SECTION | LEVANT
Strength and Growth
come through continuous effort and struggle
KEY INFORMATION
Although we are living in a critical region in LEVANT, we are overcoming the situation with an exceptional growth due to a good coverage and a strong BU team with high support from the BA in addition to entering various new channels.
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For how long has it been a subsidiary of Somfy?
For 22 years. It started in Lebanon in 1994.
Number of experts: 65 Experts.
Number of Clubs: 200
Number of trainees per year:
around 400 installers were trained in 2016 Number of employees:
Lebanon: 15 , Jordan: 4, Cyprus: 3, Iraq: 1 TOTAL LEVANT: 23 employees
TO Q1/Q2 2015 vs. TO Q1/Q2 2016 in %:
Quantity: + 43% (Somfy) TO: +38% (Somfy)
2016 actual vs. budget in %:
Q1, Q2 & Q3 2016: Quantity: +34% Q1, Q2 & Q3 2016: TO: +32%
TV Campaign (since when, awareness?):
- The 1st TV campaign was held in Lebanon in 2007.
- We have reached 92% of brand awareness in Lebanon this year.
ONGOING, UPCOMING PROJECTS FOR 2017
- Launching connexoon io for the Rolling Shutter and Access markets.
- Launching the new Digital Loyalty Program for all CLUB members in our network
in Lebanon.
- Communication campaign in Lebanon on several Medias: TV – Radio – Led screens –
Magazines – online.
- Finalizing the preparations for the Somfy Operational Specialist (Van and tools for
new installation and upgrading).
- Creation of a connect EU department to handle the direct sales from Lebanon’s
Showroom.
- Dedicating an RBD specialist in Jordan (Q4 2015) and in Lebanon (Q3 2016)
- Promoting Somfy Automation Solution “Tahoma” in malls through a Booth display - Starting a new Business model: approaching Electrician Channels in Lebanon
- Approaching Home appliances and Electronics Shops in Levant.
- Finalizing the deal with one of the top ISP (Internet service provider) in Lebanon
SUCCESS STORIES
The End User Journey is our success story.
We started selling directly to our End users from our showroom in Lebanon starting Mid Q2, 2016.
We are offering a full service solution to the End user including Somfy Solutions, end products’ Installation and after Sales service.
This business model is showing a success day after day. It’s not just about getting Leads but by closing those Leads with Sales.


TURKEY
CYPRUS
Buzzer – Innovation by Somfy Cyprus Team
JEDDAH
IWC Boost Plan:
ISME #3 2016
7
MARKETING
ACTIONS | BRANDING
20,000 Irismo B2C flyers are being distributed among 600 workshops to end users. 3 Experts are involved. 118 Samples were installed till now.
KUWAIT
Alusol showroom in Kuwait
Established in the year 2006, ALUSOL Rolling Shutter Industries, Kuwait has gone beyond the expectations with its quality products of insulated rolling shutter slats of 39, 41 55 and 77mm, with variety of colors, and boxes for rolling shutters of types 45, 90 degree and round boxes in different sizes from150 up to 400mm and variety of colors. We are producing line for octagonal steel pipes of 40, 60 and 70 mm in different thicknesses.
Great investments made with a dynamic approach in manufacturing, logistics,
and storage, which led our company to become the leading rolling shutter man- ufacturing company in the GCC states and MENA countries.
1- Customer visits: Adana region 25th August 2016
- Our new ESP expert PINAR TENTE Yusuf Delice - Pınar Delice - Semih Görür - Hilal Gizbili- Harun Aygen
- ESP expert USENMEZ TENTE visit to develop MFA business
Mehmet Usenmez - Semih Görür- Hilal Gizbili - Harun Aygen - Bahri Kızıltaş
2- Curtain Assembly Project
Analysis on the start up of the project was conducted by the team in mid 2016: Trend Perde Sedat Sarı - Abdo Aoun - Öykü Soysal - Hakan Kemer.
On a personal initiative, a new safety solution for garage doors has been created by Somfy Cyprus team.
This solution is ideal for commercial installations (shops and businesses) and safety-sensitive residential customers.
It is provided with the Rollixo io and the buzzer.
Being an io solution means that the user knows the status of the installation in real time adding an extra safety layer for the end user.


ISME #3 2016
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MARKETING
EVENTS | ADVERTISING
JEDDAH
Loyalty program launching event
EGYPT
Next Design
Date of publication: September, 2016
Somfy Egypt published 2 press insertions in “Next Design” magazine, September issue.
LEBANON
An interior radio campaign was held for 2 weeks mentioning the price of our Wirefree motor to attract the End User.
- 30 s Radio Spot
- Over 6 Radio stations - 600 spots.
Date: October 4
Location: Arab Ballroom, Jeddah
422 REC attendees - Class C workshops More than 400 installers registered with a loyalty card.
Somfy Loyalty Program is a rewards’ program offered by Somfy to Rolling Shutter installers. The installers’ will join this program free of charge and win Somfy gifts.
They will get Privilege Cards from Somfy and download the program application on their devices (to monitor their points). The points will be earned at the distributors on the tablets located on the POS. So the installers will collect points and redeem free gifts (motors and/or controls) from Somfy offices.
The loyalty program has only been imple- mented on the REC market for the time being. It will soon be spread in Riyadh, Dammam, Kuwait and at the end of year UAE. Stay tuned! Posters, flyers and danglers are distributed to the points of sale in the different countries.
Up to date: 800 registered installers in our database.
We also seized the opportunity to launch the new prices of Altus Boost Plan.


ISME #3 2016
9
MARKETING
FAIRS | NEW OFFICE
DUBAI
The Hotel Show 2016, Dubai
TEHRAN - IRAN
16th International Exhibition of Building Industry
SAF
Somfy New offices:
“Somfy South Africa moved from a 196sqm office space to a multi-functional building making up our own warehouse, office component, showroom, telesales and count- er sales area accounting for 1050sqm. This big move took place at the end of June. We moved to a completely empty shell and had to acquire shelving, racking, fork lift truck, new furniture and equipment to account for the new functions and channels we were not previously involved in.
The move was both exiting and stressful accounting for many overtime hours and late nights from all staff alike. Business contin- ued as per usual throughout this time. Our showroom space is a work in progress and almost complete reflecting our “connected” home solution by means of the product on display, and in the message that is being conveyed through our branded marketing actions.
I would like to thank each member of my team personally as none of the above would of been achievable without their valued input and efforts.” Ivor Louw, BU Manager SAF.
The largest most prestigious hospitality event in Middle East & Africa which brings together global suppliers and key decision makers from the hospitality industry.
Somfy participated with a unique 35sqm stand along with over 600 exhibitors from 45 coun- tries. Thousands of Visitors attended the show including designers, architects, developers, chefs, owners, directors, heads of department and managers.
Location: Tehran- Iran
Date: 12 -15 August 2016
Hovaran (ESP Customer) – Semih Görür - Hilal Gizbili - Sassan Azadi
RIYADH
Saudi build 2016
Somfy supported clients’ stands in Saudi build 2016.


ISME #3 2016
KSA
10 PROJECT BUSINESS UAE
PROJECT NAME
WORLD’S LARGEST LEXUS CARS CENTER
Type
Car Center
Location
Riyadh
Solutions Sold
Motors:
180 ALTUS 510/32 SASO
PROJECT NAME
WADI MECCA PROJECT
Type
Building
Location
Mecca
Solutions Sold
Motors: 93 Sonesse 40 RTS Controls: 20 Telis 4
PROJECT NAME
BARARI NEST
Type
55 exquisite rental villas
Location
UAE
Solutions Sold
68 Dexxo Motors
DOHA
PROJECT NAME
PARK HYATT – MSHEIREB
Consultant
Gensler
Location
Doha
Solutions Sold
Motors:1972 Sonesse 40 WT, 30 Glydea 60 WT
Controls: 664 Animeo 4AC MoCo
PROJECT NAME
SAUD BIN SULTAN PALACE PROJECT - PHASE I
Type
Residential Palace
Location
Jeddah - Obhur
Solutions Sold
Motors: 200 Irismo Wirefree Controls: 50 Telis 4
PROJECT NAME
DIP – GREEN COMMUNITY PHASE 3
Type
210 Villas
Location
Doha
Solutions Sold
210 Dexxo motors


ISME #3 2016
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PROJECT BUSINESS
CYPRUS JORDAN
PROJECT NAME
IHOME
Type
Residential
Location
Limassol
Solutions Sold
Motors Quantity: 80
Type: Sonesse, Glydea and
io Shutters with the Tahoma solution for both shading and lightning.
PROJECT NAME
UPB COMPANY NEW BUILDING.
Type
the biggest HVAC supplier in Jordan
Location
Jordan
Solutions Sold
Motors: 116 Sonesse RTS
LEBANON
Somfy Lebanon secured the 2nd phase of CMC project
PBS client: Libel
PROJECT NAME
CMC PROJECT
Type
Commercial Hospital
Location
Clemenceau
Solutions Sold
350 Altus motors


ISME #3 2016
12 HUMAN RESOURCES
NEW COMERS
Happiness is working with Great People....
SAF
MANDULELI MXINWA
Warehouse Supervisor
SAF
JONATHAN NDENGEZ
Warehouse Picker and Packer
LEBANON
MIA MELKI
Customer Service Specialist
LEBANON
DANIEL DANIEL
Residential Business Developer
SAF
EMILE PETERS
Telesales Specialist


ISME #3 2016
13 NEW BORN
Congratulations! ....
Take pride in loving and raising your little miracle
Karly Feghali
ALINE FEGHALI - LEBANON
DATE OF BIRTH : 6TH OF JUNE 2016
Karim Ayyash
FIRAS AYYASH - LEBANON
DATE OF BIRTH : 5TH OF AUGUST 2016
Andreas Vrahimis
HARRIS VRAHIMIS - CYPRUS
DATE OF BIRTH : 11TH OF SEPTEMBER 2016
Layan Fahmy
AHMED FAHMY - EGYPT
DATE OF BIRTH : 16TH OF SEPTEMBER 2016
Zuhair Urrehman
ZIA URRAHMAN - DUBAI
DATE OF BIRTH : 30TH OF JULY 2016
Ege Türkay
MURAT TURKAY - TURKEY
DATE OF BIRTH : 8TH OF AUGUST 2016


ISME #3 2016
14
WEDDINGS
Mohamed Ibrahim from Egypt Timur Timıroğlu & Nağme from Turkey DATE: 12th of August 2016 DATE: 10th of September 2016
Ugur Karpuz & Buket from Turkey DATE: 3rd of September 2016


ISME #3 2016
15 EDITORIAL