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Working Hand in Hand for a Win-Win Situation Thinking Globally, Footing

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Working Hand in Hand for a Win-Win Situation Thinking Globally, Footing Special Report Working hand in hand for a win-win situation Discussing Delta’s distributor partnership management Brand People Thinking globally, footing locally in China Daryl Liao, Executive VP & General Manager of Delta China, talks on Delta's development in China Brand Circle Delta showcases industrial energy-saving solutions at 2013 CIIF DECEMBER 2013 CONTENTS Brand News 1 From the Editor Special Report 2 02 Working hand in hand for a win-win situation - Discussing Delta’s distributor partnership management 7 Brand Circle 07 Delta brand wins international recognition 09 Delta showcases industrial energy-saving solutions at 2013 CIIF 12 Delta presents green automation for a changing world at SPS IPC Drives 13 Innergie LifeHub™ be powered and comfortable all at once at 2013 IFA Show 13 Delta display solutions shine over SIDRS 2013 and CPSE 2013 14 Delta presented the concept of green building in the 12th China International Expo of Housing Industry 15 Delta IA solution for food packaging adds yet another highlight to the industry 15 Americas region implements MGPP process 16 Delta Designs a "360○ Sky Ring" for Fayaque 16 Taipei 48 Hour Film Project ends well 17 Delta's UPS protects the critical applications for clients around the world 18 Delta launches InfraSuite Manager for DCIM 18 Best for all industries: Delta AH500 medium-sized PLC 19 2013 Delta Environmental Law Forum at Zhengzhou University 19 Delta Electronics Foundation sponsors Xubai Zeng Journalism Awards 20 DGC participates in CSICF 20 Delta opens advanced R&D Centre in Singapore that will focus on sustainable technologies 21 Brand People 21 Thinking globally, footing locally in China - Daryl Liao, Executive VP & General Manager of Delta China, talks on Delta's development in China 24 Brand Academy 24 The IPCC 5th Assessment Report - Introduced by the Delta Electronics Foundation 27 News Station 27 News Station 28 Delta Green Life 28 Unusual border crossing tour to the lion city: low carbon travel 30 Delta and Kevin Lin to explore the world 31 "Thank you, Delta," spoken by director Po-Lin Chi Publisher: Ping Cheng Delta Brand News Bi-Monthly Editor in Chief: Shan-Shan Guo December 1, 2011 founded Editorial Board: Andy Liu, CS Chang, Charlie Pai, Jack Lin, Jesse Chou, May Wu, Sonia Wang, Wim Chang, Yiching Chang, Yi-Wen Wang Editor: Maggie Hsia, Milo Tseng, Sandy Chien, Shalom Hung, Thomas Chang All rights reserved. For further information, please contact Brand Management Office: [email protected] From the Editor "Welcome home!" Delta Founder Mr. Cheng greeted fellow Delta colleagues from Japan and Korea with a smiling face and booming voice at the company's Sunshine Building in Taipei. Just like our kids working abroad returning home at year end, our colleagues around the world came to Taiwan and visit Delta HQ during their annual group incentive tour. They also visited many green buildings built or sponsored by Delta, such as Taoyuan Technology Center, Namaxia Minchuang Elementary School, among others. They experience in person Delta's state of the art technology and active participation in Taiwan society. This is great opportunity for us to connect with Delta's expatriates and overseas colleagues and build their identification as members of the Delta family, sharing the recognitions and pride as a Delta employee. In November, EMEA team also held a large partner event and invited their most important distributors to visit Delta HQ, an occasion for us to show our appreciation and also to showcase the scale and capability of Delta group. As Delta is expanding its branded business through distribution network, channel partners play an important role between Delta and the end users. In short, they are the most critical joint representing Delta's brand in our customer's overall brand experience. Therefore, a well-managed distribution network would help in brand communication. In this issue's special report, taking EMEA partner event as an example, we will introduce the concept and practice of distributor management. "Brand People" in this issue features Mr. Daryl Liao, employee number 36. Through the interview, Mr. Liao shares how he leads our colleagues in China in changing their mindset and thinking for business transformation and continues to enhance the competitiveness of the corporate with organization adjustment and talent exchange. He constantly emphasizes that Delta overcame challenges through the perseverance and teamwork of its employees. Isn't it the best demonstration of the key word "Together" in Delta's brand promise? Before the publishing this issue, we were awarded the honor of "Best Taiwan Global Brands" for the third time in a row. Delta is now the only large electronic company to win the award for its industrial brand for three consecutive years. This means that the strategy and efforts of Delta's brand communications are recognized by the organizing organization. The Delta Group has won several important awards, which are recognitions for the investments Delta has made on its journey to become a stronger brand as well as the encouragement for all Delta employees. Do you remember "Delta's Ring of Celestial Bliss," the largest outdoor ring-shaped projection and installation of art, by Delta at Taiwan Lantern Festival in late February? With our own projection devices, lighting solutions and fascinating video, Delta articulated its own brand story. Recently, Delta's display system integration team successfully designed a 360-degree system named "Sky Ring" that is eight meters in diameter for Fayaque, a famous culture and technology product channel. It's another example in which Delta's brand promotion activities are bringing in actual business opportunities. A complete report is in "Brand Circle". Shan-Shan Guo, Brand Management Office Brand News 01 Special Report Working hand in hand for a win-win situation Discussing Delta’s distributor partnership management In November of this year, Delta organized three partner events in Taipei and Shanghai: the EMEA Partners Event, the DGC System Integration Partners Conference and the DGC Industrial Automation VIP Distributors Conference. In addition to showcasing Delta's capabilities and development to partners, our aim was to build consensus through face-to-face communication to achieve future growth together. The events were a testimonial to one of Delta's brand commitment - "Together", an important element of Delta brand. In this issue's special report we'd like to talk about "Distributor Management". Annual distributor conference demonstrates Delta's capability and brand commitment The Delta EMEA Partners Event was held at Delta headquarters in Taiwan for the first time in its history from November 11 to 13. More than one hundred distributors and partners from 66 corporations and 33 countries, including Russia and Europe and the Middle East, learned about Delta's corporate mission and branding initiatives as well as business strategies firsthand. The exciting three-day event was inaugurated by Delta Group founder and honorary chairman Mr. Bruce Cheng. Next, Chairman Yancey Hai delivered the keynote speech, which introduced Delta Group's progress in global development and expansion. Jackie Chang, president and general manager of EMEA and Ms. Shan Shan Guo, Delta's chief brand officer each gave a 30-minute briefing. The topics included a retrospective and the outlook of Delta EMEA, Delta's brand strategy, and implementation of corporate social responsibility initiatives. Group photo of 2013 EMEA Partner Event at Delta HQ, Taipei Brand News 02 Special Report At the conclusion of the three-day event, distributors had gained a deeper understanding of Delta's brand positioning and the future direction of the company. The tour of the Delta Technology Center in Taoyuan also helped participants gain an overall picture of the company's industrial automation and automotive electronics research and technology development. A tour of the building - which has been awarded LEED Gold certification - and an overview of energy-saving products manufactured by Delta complemented the visit, and participants felt they had learned a great deal during the event. During the China International Industry Fair - one of the most important event of China's industry sector, held in Shanghai from November 5 to9 - DGC invited VIP system integrators and industrial automation distributors based in China to jointly visit the Delta booth. This year, Delta adopted the theme of "Smart Factories" to showcase the company's comprehensive solutions for industrial automation, power supply and power quality, electrical energy conservation, power environment monitoring and 1 I Channel partners witnessed the management, and renewable energy solutions, all of which help customers energy-saving performance in Taoyuan achieve high-efficiency energy savings and reduced carbon emissions. R&D center 2 I Delta management and channel partners’ close communications What is distribution? Simply put, there are several different modes of delivering the finished product from the "Manufacturer" all the way into the hands of the "End users". An example is B2B: 1. Manufacturer → End users 2. Manufacturer → System integrators → End users 3. Manufacturer → Distributors → System integrators → End users 4. Manufacturer → Distributors → Retailers → End users Distributors, system integrators and retailers are all parts of distribution network and these four operating modes can be applied to B2B and/or B2C products, depending on actual market conditions. For manufacturers that produce both industrial and consumer products, such as Delta, distribution network they must manage may include distributors, system integrators and retailers. An example is the ODM/OEM business model. The sales team of each Delta business unit is responsible for taking orders directly from major customers. Customers that have placed orders may sell or deliver Delta's products, such as AC adaptors for laptops, to end users. Some major customers may require Delta's parts and components to complete products of a larger scale. Such a business model is quite simple.
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