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Follow UsRitwij Kulkarni, business unit head, field products, Honeywell Process Solutions India elaborates to DQ Channels the stratagies and key solutions for Honeywell Field Products
Honeywell Process Solutions (HPS) India was founded in 1988 and is a supplier of automation solutions in the oil and gas, refining, power, chemicals and metals, minerals and mining industries of India. In the last five years, HPS has demonstrated strong growth globally, has a vast installed base ($17 Billion) and a leading position in the $23 Billion automation space. The Field Products business of HPS has also seen significant growth and profitability worldwide.
Business Strategies for Growth
India is an integral part of Honeywell's global growth strategy. In India, HPS is impacting not only its customers but is also powering the Indian economy which relies on the industrial sector for strong growth. We understand the need to improve the business performance of industrial customers through technology and automation solutions that focus on enhancing safety, reliability, sustainability and efficiency. Honeywell is also firm believer in innovation and having large R&D investments to sustain the business with a pipeline of new and innovative products that addresses current industry challenges.
In order to support these solutions and keep a constant check on the performance, Honeywell is integrated with a technology solutions lab - the global R&D centre headquartered in Bengaluru and has nine regional offices across the country. It has a world class system integration centre, a manufacturing facility in Pune, a dedicated technical assistance and training centre for customers, and an extensive service network spread across the breadth of the country.
Key focus verticals
Oil and gas, refining, pulp and paper, sugar, industrial power generation, chemicals and petrochemicals, biofuels, life sciences, and metals, minerals and mining sectors are key vertical focus areas for HPS in India.
Channel Model
There has been a specific focus on effective channel management to grow the channel business share in Honeywell's field products business in India. We have introduced defined processes for channel on-boarding, structured channel management practices to improve channel sales and operations effectiveness. Introducing and executing channel performance evaluation and incentive programs, setting targets for channels through mutually agreed plans and reviewing them on periodic basis are some of the other processes we follow.
Overall this approach has helped in increasing the channel business share further. Moving forward, we plan to further strengthen our channel business processes to make it more robust. We will continue to expand partner prospects and offer sustainable opportunities that will enable them to grow exponentially.
Channel Contribution
Our channel partners are critical to helping Honeywell meet customers' needs worldwide. We've built a strong partner network in India and are seeing the benefits of a solid distribution channel. Our partners offer exceptional knowledge and service that helps design, implement and support our customer's automation investment. They are an essential and complementary part of our sales force allowing Honeywell to expand its footprint in markets where Honeywell is not present while at the same time providing the high-quality service, expertise, support, and training that Honeywell customers expect.
In the last few years, while the economic environment remained tough, the field products business of Honeywell Process Solutions worldwide recorded growth yoy. New products launches like the Honeywell Smartline Transmitters, Honeywell Plantcruise by Experion, Honeywell Thyristors and extended bandwidth through enhanced channel coverage were key success factors of this growth. In the next few years, the field products business of Honeywell will grow even further with increased focus on channel engagement and by expanding the channel network in underserved geographies and markets.
Channel roadmap ahead
At Honeywell, we are committed to and are recognized for our continuous drive in helping partners grow their business, investing in partner competency and loyalty. We have partners such as Artee Flow and others with whom, we share long standing relationships and this has been possible through a strong collaborative approach focused on winning together in the marketplace, ensuring that channel profitability is maintained, and consistent investment are made in skill set development. We ensure that our channel base is empowered to grow their business by giving them a wide and reliable product portfolio, right training and prompt sales service back-up.
Over the last three years, our efforts in widening partner opportunities have resulted in increasing our channel network and engagement to a large extent. We are committed to the growth of the community and to identifying further joint business opportunities, and intend to involve them in our go-to market plan.
Solutions Portfolio
As I lead the Field Products (FP) business for the India region, let me elaborate on some of the key solutions under FP:
Honeywell's comprehensive portfolio of measurement and control products, including standalone instruments, smart sensors and integrated systems, combined with software solutions and open interfaces for data access, enable users to manage their plant assets better and optimize their productivity. Its SmartLine pressure transmitters monitor process control variables, deliver value across the entire plant lifecycle by improving performance and reducing the total cost.
Honeywell's OneWireless is a broad portfolio of solutions for a number of industrial process control applications. It helps sites tackle critical industrial challenges in the areas of reliability, safety and process efficiency. Honeywell's instrument portfolio consists of a range of wireless field instruments including wireless pressure transmitter, temperature, flow, level, and vibration sensors and wireless transmitters that fit into any industrial automation application.
PlantCruise by Experion, a proven, purpose-built and easy to use distributed control system for mid-size applications which can be used to maximize plant uptime, improve reliability, lower cost of ownership, and ensure no loss of control while enhancing operator effectiveness.
Honeywell's complete line of Thyristors, capable of switching loads from 30 amperes (amps) to 2,700 amps are designed to regulate accurate power to electrically heated industrial devices like ovens, dryers, furnaces etc. and provide protection from transient overvoltage conditions.
One of the key advantages HPS has over competitors is a robust installed base. HPS has many systems over 20 years old, which is incredible in the manufacturing industry. We are in a unique position to leverage this vast customer base and form long term partnerships with our customers. Our well trained channel network and adequate stocks of inventory ensure faster deliveries and service to customers at competitive pricing which is also well recognized in the industry.
As our customers seek to utilize technological advances to improve visibility into plant operations to help maximize productivity and availability, Honeywell is focused on leveraging these customer needs to deliver tangible results for them. For example, Honeywell's advanced pressure transmitters monitor process control variables, deliver value across the entire plant lifecycle by improving performance and reducing total cost.