Breakout Room Sessions: Schedules & Topics

Details success at 4 customer sites driving FIELDVUE instruments as the plant standard installed everywhere, even on competitive valves. Leveraging diagnostic data to displace competitor valves with new Fisher products. Critical to the building blocks for Valve Condition Monitoring contracts.
Presenter: Angela Badrieh

Driving visibility and accountability using CRM (SalesForce) for Turn It All Green initiatives. Whether it be for BUL's to track Fisher product Initiatives or develop their own, taking advantage of your CRM allows you to maximize your sales team's time and effectiveness while letting you keep track of each initiative at the click of a button
Presenter: Brian Ostrum

ESG initiatives and marketing that makes us more relevant to the customer base. Leads from the Hart Energy Seminar will create higher level contacts. Capture wins since the start of the program in January
Presenter: Ashley Hurley

The value of OEM parts is well known, but sometimes the value message gets lost amid the sea of replicators selling parts at about 60 - 70% of Fisher pricing. Applied Control turned a valve failure and 3-day facility downtime caused by a non-OEM part into a longterm commitment to OEM parts at Yellowstone Electric LP. Applied Control was able to demonstrate not only the value of genuine Fisher parts, but also the strength of the solution-based ongoing partnership that has been fostered since the event.
Presenter: Robb Meineke

Timing is critical in providing customers with budgeting information. Delivering to customers the findings and recommendations from outages while it is still fresh in their minds is extremely important for growing service business. Proconex has implemented a few different tactics to gain outage scope with both new and existing customers which had led to increased service and new product business. Waiting for customers to ask for business does not lead to success - we need to be aggressive in pursuing service opportunities if we want to stay in the game.
Presenters: Jason Cheshire and Matt Dezzi

By utilizing Instant Repair as a selling tool and strategically targeting Masoneilan valves, the Puffer sales team has been able to successfully displace 20+ Masoneilan valves in FY21. A combination of providing quick quote responses, having readily available material and delivering assemblies in a short period of time has positioned Emerson as the preferred control valve supplier at site. The success with Instant Repair has also opened up new control valve applications and positioned us to provide differentiating technology with reliability focused solutions.
Presenter: Jose Breton

Using data to understand win rate by order size then creating a process that required a communication using CMR/ERP. We will share how analyzing quote data resulted in enhanced communication, improved processes and most importantly higher win rates
Presenter: Terry Kerr

With 2,200 sites currently producing biogas in the US and 14,900 new ripe sites ready to be explored, the RNG (Renewable Natural Gas) market is on the rise all over North America. Power-to-Gas is another emerging renewable energy process producing hydrogen that can be injected in the natural gas grid. Navigating this market can be challenging with multiple stakeholders from Gas Utilities to Producers and with various governmental and budgeting constraints. The key to explore this opportunity is to offer turnkey packages from RNG injection skids to Hydrogen Blending Stations and others, including Engineering Design and Manufacturing. This presentation highlights best practices in penetrating this market and maximizing customer value through Emerson products and solutions including Flow Controls solutions.
Presenter: Angela Badrieh

This will walk through the pursuit and success of a CCI Displacement by leveraging our new Steam Assist Nozzle technology. This technology can allow for shorter pipe runs downstream by providing better saturation
Presenters: Michael Webb and Justin Goodwin

Time to harvest the demand created with your installed assets and make the experience of your Flow Controls team live forever. Participants will be exposed to key strategic planning and utilization techniques using the Installed Base Tool. The following are focused demand creation capabilities within the tool:
- Obsolescence Planning, Trim Cartridge Asset Identification and Parts, Historical Repairs, Compeitive Intelligence
- Assign Actions, Bridging the Knowledge Gap - Transition Information, Instrumentation Ugrades
This discussion will also include future report generating, utilization capabilities and interconnectivity of the tool.
Presenters: Sam Johnson, Don Sarpong

This presentation will walk through how customer issues at start-up across a fleet of facilities led to competitive displacement opportunities and improved our customer relationships.
Presenters: Brent Kitchens

Effective demand generation programs begin and end with a solid understanding of customer behavior. This workshop will explore how Applied Control utilized website data to understand target audience behavior and pivoted digital communications to increase connection with target customers.
Presenter: Jen Sparks

This presentation will touch on the new trend in Green Diesel projects and the complexity that comes with the brownfield and greenfield facilities. Collaboration and messaging to multiple parties is key to success.
Presenter: John Ketelsen

Topic TBD

ECI will demonstrate how they are utilizing the IIR website as well as Salesforce to grow their mechanical services business through funnel management and new customer acquisition. They will discuss how they utilize the information obtained through IIR to build a target funnel in Salesforce for the account managers and track the outcomes of the engagement.
Presenter: Eric Slevin

Topic TBD

As new engineers join the workforce, developing career subject matter experts can be a challenge. This workshop will explore a development plan that Applied Control has used to establish career inside sales engineers.
Presenters: Sam Ford, Joel Stehlik

This presentation will showcase how ESG initiatives and carbon credits led to opportunities for low bleed/no bleed retrofits in the upstream space. This particular customer adopted the electric well pad platform and leveraged Emerson equipment to meet environmental targets
Presenter: Barry Kraft

This presentation will walk through how to get to the key stake holders at a facility that have spending power. This will share best practices on focusing on operations and getting to the person that controls the budget
Presenter: Jon Williams

Vision of digitally managing control valves assets, combining AMS push alerts and Valve Condition Monitoring time-based analysis to drive action with CMMS Integration
Presenter: Will Newton

The Rotary BU will be introducing the new to the world next generation areo-noise product that can be used with any valve. The Model 6060 WhisperTube is available in the FF2 sizing engine now and inventory will be in place late CY 2021 / early CY2022. Rotary will also be introducing the new mid-tier wafer butterfly valve model 8540 with Inventory available late CY2021. Rotary will close out our presentation with the new Digital Isolation™ full port ball valve / actuator model DSV1000.

Presenters: Brandon Bell, Shelby Richardson Mike Hoyme

The Sliding Stem BU will be highlighting our two major NPD focus areas: the newly released Trim Cartridge as well as highlights from the easy-Drive™ actuator in an informative and interactive session. The team will review Trim Cartridge launch, the latest sales collateral and early business results. For easy-Drive electric actuation, the latest portfolio roadmap as well as a pre-release live demonstration of the 200R rotary easy-Drive with the released RPU-100 will be shown.

Presenters: Chris Roberts, Andrew Fish, Jeremy Ruddick, Scott Losing

The Return and Trusty Rusty: The Instrument Business Unit will introduce several new to the market technologies that can not be matched by our competition including; DPC2K Digital Process Controller, 4400 HART communicating position Transmitter, and DVC6200SIS High Cv. 

Presenters: Sean Raymond, Jerry VanStaalduine, Matt Estabrook

Engineered Products will review recent product releases expanding your ability to be market competitive and highlight innovative design features targeted at eliminating the threat of replicators. We will also provide details of our current product releases targeting the LNG market and our uniquely differentiated solution for interstage attemperator application in combined cycle power generation. We will then provide details of the work being done on next generation turbine bypass and noise technologies. Then finish with details and plans associated with Specials quotes and order engineering lead times. 

Presenters: Kirt Daniels, Justin Goodwin, Tim Parrie, Mark Henson, and Jeff Von Arb

We will introduce the new Parts BU leader Bob Boyle who will provide an overview of the Flow Controls Fisher Parts business over the preceding 12 months. Growth programs such as Independent Service Providers and Project Parts will be reviewed, as will a soon to be available Parts kitting pilot program. A myriad of marketing updates and parts availability "fundamentals" projects were identified during the creation of the Parts BU in June of 2020 and a progress report will also be provided.

Presenter: Bob Boyle

The Rotary BU will be introducing the new to the world next generation areo-noise product that can be used with any valve. The Model 6060 WhisperTube is available in the FF2 sizing engine now and inventory will be in place late CY 2021 / early CY2022. Rotary will also be introducing the new mid-tier wafer butterfly valve model 8540 with Inventory available late CY2021. Rotary will close out our presentation with the new Digital Isolation™ full port ball valve / actuator model DSV1000.

Presenters: Brandon Bell, Shelby Richardson Mike Hoyme

The Sliding Stem BU will be highlighting our two major NPD focus areas: the newly released Trim Cartridge as well as highlights from the easy-Drive™ actuator in an informative and interactive session. The team will review Trim Cartridge launch, the latest sales collateral and early business results. For easy-Drive electric actuation, the latest portfolio roadmap as well as a pre-release live demonstration of the 200R rotary easy-Drive with the released RPU-100 will be shown. 

Presenters: Chris Roberts, Andrew Fish, Jeremy Ruddick, Scott Losing

The Return and Trusty Rusty: The Instrument Business Unit will introduce several new to the market technologies that can not be matched by our competition including; DPC2K Digital Process Controller, 4400 HART communicating position Transmitter, and DVC6200SIS High Cv.

Presenters: Sean Raymond, Jerry VanStaalduine, Matt Estabrook

Engineered Products will review recent product releases expanding your ability to be market competitive and highlight innovative design features targeted at eliminating the threat of replicators. We will also provide details of our current product releases targeting the LNG market and our uniquely differentiated solution for interstage attemperator application in combined cycle power generation. We will then provide details of the work being done on next generation turbine bypass and noise technologies. Then finish with details and plans associated with Specials quotes and order engineering lead times.

Presenters: Kirt Daniels, Justin Goodwin, Tim Parrie, Mark Henson, and Jeff Von Arb

We will introduce the new Parts BU leader Bob Boyle who will provide an overview of the Flow Controls Fisher Parts business over the preceding 12 months. Growth programs such as Independent Service Providers and Project Parts will be reviewed, as will a soon to be available Parts kitting pilot program. A myriad of marketing updates and parts availability "fundamentals" projects were identified during the creation of the Parts BU in June of 2020 and a progress report will also be provided. 

Presenter: Bob Boyle

Is monitoring Fisher Valves important to you? Emerson and the Impact Partners are working to understand how we supercharge VCM and need your input. We will present work currently being done and would like gain insight to ensure future success in North America.
Presenters: John Carlow, Zach White

There will be a brief discussion on the value of Sales & Operations Planning, and how North American Flow Controls uses the inputs from Impact Partners to develop and refine our S&OP outputs. The conversation will then shift to discuss process improvements to include: the number of requests to Impact Partners, suggestions on how to improve the communication between the partners and S&OP team, along with defining what success looks like. 
Presenters: Keith Sink, Bobby Rauch

Open Round Table Discussion on areas Flow Controls and Impact Partners can leverage to mutually grow the business. Requirements to participate and opportunity to benefit from the program will be defined with a focus on growing Parts, Competitive Displacements and Steam Penetration. 
Presenters: Ross Turbiville, Barry Kraft

A successful STO requires a solid account plan. Developing an in-depth understanding a customer’s key KPIs and objectives that are driving the STO is critical in maximizing our share of the MRO spend during the event. Examples of implementing and partnering together resulting in incremental wins will be discussed. 
Presenters: Karl Lanes, Guy Titler, Dong Sarpong, Scott Grunwald

Severe Service displacement has been a long-term growth program focus, with more specific focus over the past year. This session will be an update on the Severe Service Displacement program, highlighting progress and successes. Also, part of the discussion will be ways in which we've seen competitors develop programs to threaten our installed base. 
Presenters: Eric Dobbs, Impact Partner

Join GGC leadership for this session on current actions and future vision for the GGC business. We will share activities undertaken for service level and support improvement with the target to accelerate North America growth. 
Presenters: Dave Draves, Matthew Hoven, Michal Pierczhalski

Rollout of new sales tool for LTSA's created from a focused Fisher Advisory Board sub-committee. Join the discussion to review leveaging this new tool to shorten your develop time, use existing language and contract information as well as templates to quickly create LTSA’s. 
Presenters: Will Newton, Larry Baumber

This section is meant to be an open discussion on what is working and what is not for Trim Cartridge. Impact Partners should come prepared with lessons learned and best practices through the first 1-1/2 months of launch.
Presenter: Andrew Prusha

Get the latest information on Green Diesel in North America: New Sales Tools, Expanding opportunities, MRO and other valuable insight.
Presenter: Janelle Prusha

After a brief introduction to Emerson's employee resource groups, we will hold a Courageous Conversations session where a few individuals will share their personal journey both inside and outside of work. The courage to tell one's personal story requires vulnerability, authenticity, and trust. As we understand each other's personal journeys, then we can become a more inclusive and better organization.
Presenter: Janine McCormick

Information on success of new parts BU and how we are using it to drive business. An update on the New North America Parts CAT will be provided.
Presenters: Bob Boyle, Wendy Richard

New in FY22, the PowerCAT will be driving growth in Parts through maintenance interval planning; and Severe Service through a new ground breaking steam technology. Come learn what is coming and how we plan to engage your office with on-site PowerUp Strategy sessions in FY22.
Presenters: Ted Geelhart, Brian Ostrum, Matt Hoven

Topic TBD

A closer look at some of the details involved in the repair transition to the Impact Partners, our Premier Service Providers. The Emerson team will guide attendees through what to expect in 2022 and basics on executing the service business.
Presenter: David Beck

An introduction to Project 140 and an open round table discussion. Impact Partners can share where they are seeing replicated Fisher assemblies, tactics that have worked/not worked to prevent replicators entry at customers and how they have been successfully removed.
Presenter: Brendan Piscitelli

Topic TBD