James Hardie Industries Plc. · NYSE:JHX
James Hardie Industries — Investor Presentation (March 2010)
17 slides from James Hardie Industries's investor presentation, Mar 30, 2010
Slide 1: Go to Market Strategy James Hardie
Go to Market Strategy James Hardie
Slide 2: Sell-in model
SELL IN MODEL Traditionally, building materials suppliers often go to market using a 'sell-in model'. This means that the focus is on filling the Channel - perhaps doing promotional deals with distributors to assist. It's in part driven by the fact that the manufacturer may be one of a number of sup
Slide 3: Demand driven model
DEMAND DRIVEN MODEL James Hardie goes to market using the demand driven model.This means that our sales and marketing efforts focus on activating users and influencers across the market to create demand, fulfilled by our channel partners. BUILDERS DEVELOPERS SPECIFIERS CONSUMERS
Slide 4: Feature to mainstream: top 9,300 small-medium builders
DEMAND DRIVEN MODEL FEATURE TO MAINSTREAM TOP 100 9,300 SMALL-MED BUILDERS Traditionally, while James Hardie has had the primary share of the fibre cement category, the use of the product has been largely limited to 'features'. That is, small uses of the product as a design accent. We recognised tha
Slide 5: Feature to mainstream: trend-makers
DEMAND DRIVEN MODEL FEATURE TO MAINSTREAM TREND-MAKERS One of the features of the construction market is that trends tend to be driven by early adopters, innovators and the early majority - just as they are in many other markets. But the innovation does not occur evenly across all building sectors.
Slide 6: Feature to mainstream: the brick wall
DEMAND DRIVEN MODEL FEATURE TO MAINSTREAM TREND-MAKERS THE BRICK WALL There are many entrenched views about the most dominant cladding material in Australian housing, brick. These views are both a symbolic and actual brick wall, standing in the way of James Hardie achieving its end game. "A brick ho
Slide 7: A smarter way to build positioning
DEMAND DRIVEN MODEL FEATURE TO MAINSTREAM THE BRICK WALL TREND-MAKERS The 'A smarter way to build' positioning gave James Hardie the tools it needed to break down the brick wall. In essence, the promise James Hardie makes is that by continually applying construction and material science knowledge to
Slide 8: Channel strategy: product innovation
DEMAND DRIVEN MODEL CHANNEL STRATEGY SMARTERTOOLS BRICK PERCEPTIONS GENERATING DEMAND TRENDS James Hardie adds value to customers, users and influencers, and breaks down the brick wall to generate demand-through: Product innovation applying construction and material science knowledge to the developm
Slide 9: Channel strategy: specification and installation tools
DEMAND DRIVEN MODEL CHANNEL STRATEGY TRENDS SMARTERTOOLS BRICK PERCEPTIONS GENERATING DEMAND James Hardie adds value to customers, users and influencers, and breaks down the brick wall to generate demand through: Accelerate a soon-to-be-launched suite of best-in-class specification and installation
Slide 10: Smarter Partner for builders
DEMAND DRIVEN MODEL CHANNEL STRATEGY SMARTERTOOLS BRICK PERCEPTIONS GENERATING DEMAND TRENDS James Hardie adds value to customers, users and influencers, and breaks down the brick wall to generate demand through: Smarter Partner for builders (previously known as BusinessBuilder TM) design and constr
Slide 11: Smarter Partner for developers
DEMAND DRIVEN MODEL CHANNEL STRATEGY SMARTERTOOLS BRICK PERCEPTIONS TRENDS GENERATING DEMAND James Hardie adds value to customers, users and influencers, and breaks down the brick wall to generate demand through: Smarter Partner for developers built-form change program for selected developers.
Slide 12: Smarter Partner for distributors
DEMAND DRIVEN MODEL SMARTERTOOLS BRICK PERCEPTIONS TRENDS GENERATING DEMAND James Hardie adds value to customers, users and influencers, and breaks down the brick wall to generate demand through: Smarter Partner for distributors builder activation, demand generation and channel aggregation program.
Slide 13: Scyon TakeOff small to medium builder program
DEMAND DRIVEN MODEL CHANNEL STRATEGY SMARTER TOOLS TRENDS GENERATING DEMAND James Hardie adds value to customers, users and influencers, and breaks down the brick wall to generate demand through: ScyoTM TakeOff small to medium builder behavioural change program.
Slide 14: LookHome trend accelerator
DEMAND DRIVEN MODEL SMARTER TOOLS BRICK PERCEPTIONS TRENDS GENERATING DEMAND James Hardie adds value to customers, users and influencers, and breaks down the brick wall to generate demand through: LookHomTM trend accelerator and custom new home and renovation activation and proof vehicle.
Slide 15: Industry events, initiatives and media
CHANNEL STRATEGY SMARTER TOOLS BRICK PERCEPTIONS TRENDS GENERATING DEMAND James Hardie adds value to customers, users and influencers, and breaks down the brick wall to generate demand through: Industry events, initiatives and media industry awareness and influencing program.
Slide 16: The end game: multi-pronged approach
DEMAND DRIVEN MODEL GENERATING DEMAND SMARTERTOOLS CHANNEL STRATEGY TRENDS BRICK PERCEPTIONS THE END GAME MULTI-PRONGED APPROACH The result is more product on more buildings. It's driven through a multi-pronged approach to small to medium builders and the specifiers and consumers influencing the new
Slide 17: The end game
DEMAND DRIVEN MODEL GENERATING DEMAND CHANNEL STRATEGY TRENDS SMARTER TOOLS BRICK PERCEPTIONS PRODUCT ACCELERATE SMARTER SMARTER SMARTER SCYONTM LOOKHOMETM INDUSTRY INNOVATION PARTNER PARTNER PARTNER TAKEOFF EVENTS, FOR FOR FOR INITIATIVES BUILDERS DEVELOPERS DISTRIBUTORS AND MEDIA Go to Market Stra
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