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Schneider Electric IT
(APC by Schneider Electric)
Sustainability & Green Premium
Raymond Lizotte
Director, SEIT Environment Stewardship Office
October 2013
All content in this presentation is protected – © 2013APC by Schneider Electric
Agenda
Introduction
Sustainability
Green Premium
Business Value
Conclusions
Focusing on energy
Energy is key to our business – from generation to use….
72% of energy consumption
• Energy and infrastructure
• Industry
• Data centers and networks
• Buildings
• Residential
Integrated solutions
where energy is used…
● Electric utilities
● Water & waste water
● Oil & Gas
● Marine
● Mining, Mineral, Metals
● Machine builders
● Data centers / IT
● Hospitals
● Hotels
● Buildings, Retail
● Residential
SE-IT (APC) Business Overview
Sales by Offer
Business Description
€3.6B
2012 annual sales
UPS
Services
Cooling
Racks/PDUs
Software
16% Services
#1
#1 or #2
#3
#1 or #2
#2
45% Transactional
Worldwide
39% Solutions
Sales by Geography
37% New Economies
63% Mature Economies
Surge Protectors
Industrial UPSs
Segment Responsibility
Data Centers
Home & Professional
UPSs
Finance
Cloud/Collocation
IT
Our Story
Our Vision
We see a world where we can all achieve more while using less of our
common planet
Our Mission
We help people make the most
of their energy
Brand Promise
Schneider Electric’s broad portfolio of
activities in efficiency management
Makes our products, solutions, and
services
safe
green reliable
productive efficient
Sustainability Conversation with Customers
• Our Sustainability Story is part of the conversation, the
• Sustainability Story of our customers is the rest.
• About 10-15% of our customers have
defined, articulated Sustainability Stories
Customers
• About 10% of our customers don’t
care about Sustainability and don’t
want it part of the conversation
• Remainder care about Sustainability, but
do not yet have a Sustainability Story
defined.
Care with story
Care no story
Don't care
What is Green Premium?
RoHS
Compliance documentation
REACh
Sustainability Parameters
PEP
End-of-Life Guidance
EoLI
SE-IT Business (ITB) Green Premium Status
• Products responsible for 78% of
ITB and 2012 NR have Product
Environmental Profiles (PEPs).
• Green Premium and PEPs
highlighted on Product Pages of
www.APC.com.
• Marketing and customers have
easy access to environmental
data..
• All new product must be released
with PEPs.
Value of Product Environmental Profiles
• We are obtaining Business Value from marketing products
based on environmental criteria via PEPs.
• Obtain return on investment made to draft PEPs
• SEIT investment to produce PEPs in 2011/2012: 95K€
• Winning Tenders – Sustainability information included in
proposals
• Differentiating products – especially in online search engines
• Environmental performance improvements – Providing new
criteria when older criteria lose value and promoting continuous
improvement.
Communicating with Customers who Care
• Cutting edge customers want information on Sustainability
• Instead of having no answer
•
•
…..Green Premium provides the answer.
• Marketing teams are making use of Green Premium data
• ~10% of proposal requests require Sustainability parameters
• Prior to Green Premium, each request was answered
individually or not at all.
• Via PEPs, marketing easily includes Sustainability information
in proposals.
• According to one business area (Spain country manager),
Green Premium was included in all contracts that they were
awarded in 2012.
Online Retain and Environmental Value
• By 2014, most business transactions will be performed online
•
Differentiation from the crowd is the challenge…
…..Green Premium provides an answer.
• SE-IT initiative: Embrace Online Retail
• SE-IT “wins” when sorting by price, performance, or any other
parameter.
• SE-IT products are gaining market visibility and winning when
Search Results use Sustainability parameters
• APC branded products are “topping” search results when
“environmental, green, efficient” search parameters are used.
Online search for “UPS,” no sustainability criteria.
APC UPSs are
intermixed with
37 other UPS
products.
APC UPS are
2 of the top 10
and 5 of the 37
Online Search for “Environmental UPS”
APC UPSs
are top six
offers!
Similar results
achieved when
other search
criteria used
Internal Design
• We strive to do the Right Things for our Air, Water,
and Land….
……but are we doing the Right Things Wrong?
• The data used to develop PEPs provides
engineers with the data to make better
engineering and sourcing decisions.
• PEP data becomes the basis
of SE Eco-Design Program.
• Instead of “guessing” what is the best
solution, engineers have a numerical
tool to make better “Right” decisions.
Questions
Raymond Lizotte
[email protected]
+1 978-670-2440