ALTERNATIF KLIMA SISTEMLERI

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ALTERNATIF KLIMA TEKNOLOJILERI
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Company Profile

• It is an official importer and distributor of
  Hitachi Air Conditioning products in Turkey.
• Direct all activities of Hitachi AC in Turkey
  such as design, application, sales, installation
  and maintenance as well as service.
• Responsible of all sales and marketing activities
  of Hitachi AC products in Turkey and increasing
  the market share.
• Provide After Sales Services of Hitachi AC when
  it is necessary.

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Company Profile

• It is an official importer and distributor of
  Galletti fan coil units in Turkey.
• Responsible of all sales and marketing activities
  of Galletti fan coil units in Turkey.
• It is a producer of Four Season Air Handling
  units in Turkey.
• It is a producer of Four Season Heat Reclaim
  Ventilation Units in Turkey

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Organizational Structure
Account Finance
Board of Directors
Foreign Trade Logistics
General Manager
Sales Marketing
Branch Offices

• - Istanbul
• - Izmir
• Ankara
• Northern Iraq
• Libya (very soon)

After Sales Dept.
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PRODUCT RANGE
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RESIDENTIAL SPLIT TYPE A/C
SET FREE VRF SYSTEM A/C
UTOPIA TYPE A/C
MULTIZONE A/C SYSTEMS
CHILLER GROUPS
CHILLER GROUPS
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FAN COIL UNITS
HEAT RECLAIM VENTILATION UNITS
AIR HANDLING UNITS
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Founder of the Company

• Tarik AKTUCCAR Chairman
• Mechanical Engineer
• 1978-1984 Sales Engineer / TEBA Co.
• 1984-1988 Regional Manager - ANKARA /
  TEBA Co.
• 1988-2003 General Manager / TEBA Co.
• Directed HVAC Sales and Marketing activities of
  Teba Company.
• The company has grown with his efforts
• DAIKIN became number one in Turkish Market among
  Japanese Brands
• 2003 He has founded Alternatif Klima
  Teknolojileri Co.
• 2003- 2010 General Manager /
  Alternatif Klima
• 
  Teknolojileri Co.

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GM of the Company

• Hakan OTYILDIZ General Manager
• Mechanical Engineer
• 1996-1997 Sales Engineer / TEBA Co.
• 1997-1999 Marketing Manager VESTEL
  Co.
• 1999-2001 Marketing Manager / TEBA Co.
• 2001-2005 Sales Manager / DAIKIN Dealer
• 2005-2011 Corporate Sales Manager /
  TeknoSA Co.
• 2011- General Manager / Alternatif
  Klima
• Teknolojileri
  Co.
• President of Split and VRF System
  Commission of ISKID
• ISKID ( Association of Turkish
  Air-Conditioning and
• Refrigeration
  Manufacturers)

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When Did We Start?

• Alternatif Klima has started sales and marketing
  activities of HITACHI AC in Turkish market on
  September 2003.

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What Did We Do?

• Established HITACHI brand name in Turkish Market
  in a very short time.

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How Did We Do?

• Our founder Mr. Tarik Aktuccar has been
  involved in HVAC business for many years and had
  experience with DAIKIN AC brand for 20 years.

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How Did We Do?

• - Our GM is also in the a/c sector for
  approximately 15 years.
• - Our sales team is also very exprerienced.
• - We have a strong after sales service group.

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How Did We Do?

• Sales Team
• Branch Offices
• Marketing Activities
• Customer Visits
• Network (sales after sales)

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How Did We Do?sales team

• Very experienced sales engineers in HVAC sector
  have been employed.

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How Did We Do?offices

• Head Office in Istanbul
• Branch offices in Izmir, Ankara (capital city of
  Turkey) and Northern Iraq
• Branch office in Libya will be opened up very
  soon.
• 90-95 of the Turkish designers and contractors
  are located in Istanbul and Ankara.
• Many of the contractors do business outside of
  Turkey are also located in Istanbul and Ankara.

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How Did We Do?marketing activities

• 1. Technical Catalogs (in Turkish language)
• 2. Referance Catalog
• 3. Periodicals (called Hitachi News)
• 4. Exhibitions (Sodex 2004 2006 2008 - 2010)
• 5. Advertisements (Newspaper and technical
  magazines)
• 6. Dealer Meetings
• (Istanbul 2004 Izmir 2005 Antalya 2006
  Izmir 2007 Istanbul 2008)
• 7. Service Meeting (2004 2005 -2006 2007
  2008)
• 8. HITACHI general publicity meetings (Istanbul
  Ankara 2007)
• 9. Others
• (promotional pen agenda- posters stands
  notebooks - flags outfits for service people)

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Some of the Advertisements
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How Did We Do?customer visits

• Visiting designers offices , contractors
  mechanical contractors, investors, architectural
  companies, goverment authorities
• Providing product catalogs and doing product
  introductions.

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How Did We Do?network

• Establishing a network includes 40 authorised
  dealer for sales and 50 after sales services.
• Continuing the activities to find new dealers and
  after sales services.

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How Did We Do?network

• All Alternatif Klima dealers
• Engineering Companies
• Capable of making projects and system design
• Have experienced team in installation, start up
  and after sales services
• Able to develop business in their regions
• Able to establish good communications with
  architecture and construction firms
• Able to offer first class installation and after
  sales services

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How Did We Do?Network

• After Sales Services in different points of
  Turkey
• Capable
• Trained
• Experienced team with neccessary tools
• For
• Installation
• Troubleshooting and maintenance
• Start up services
• of all units.

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How Did We Do?Network

• To reach High Level of customer satisfaction
  concerning
• after sales
• Understand and solve the problems at initial
  stage
• Start consideration to customer satisfaction at
  Dealer stage
• Efficient and qualified after sales services
• Intensive care to understand services and their
  expectations
• Continous training programs and seminars
• Quick supply of spare parts
• Controlled, trained, standardized and well
  equipped Services

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Our Strong Points

• Effective MARKETING activities
• Many SATISFIED customers
• Strong and skillful SALES TEAM
• Wide variety SALES ARGUMENT
• Wide variety MODEL RANGE
• Advanced TECHNOLOGY
• Offering total service
• Technical support
• Affluent SUCCESS EXAMPLES
• Introducing NEW TECHNOLOGY

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Our Strong Points

• To have years of knowledge in HVAC sector
• To know history and future of HVAC sector
• To know HVAC market structure very well
• To know the competitors weak and strong points
  very well
• To have a very good connections with
• Design offices in all regions
• Architectural Companies
• Contractors
• Dealers
• Government Authorities

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Result
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Some of our referencesin Turkey

• Formula 1 / Istanbul
• Ofton Elysium Residence / Istanbul
• www.ofton.com.tr
• Agaoglu My World Atasehir / Istanbul
• www.myworld.com.tr
• Incity Kozyatagi / Istanbul
• www.incity.com.tr/
• Maya Vera Cekmekoy / Istanbul
• www.mayavera.com
• Uphill Tower Atasehir / Istanbul
• www.uphillcourt.com

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Some of our referencesin Turkey

• Karsiyaka City Hall Building / Izmir
• Silivri City Hall Building / Istanbul
• Cetinkaya Shopping Center / Ist.-Antalya
• Esnaf Hospital Beyazit / Istanbul
• Cine State Hospital Cine / Izmir
• Halkapinar Sports Hall for 10.000 people / Izmir
• Celal Bayar University Library Building / Izmir
• Migros Stores 9 different locations / Balcova
  Bartin Balikesir Sisli Urfa Gaziantep
  Ankara - Atasehir

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Some of our referencesin Turkey

• Central Bank-Izmir
• Central Bank-Adana
• Is Bank
• Ziraat Bank
• University of Hacettepe
• University of Anatolia
• University of Dumlupinar
• Oyak Renault
• Korean Tobacco
• Türk telekom

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Some of our referencesin Azerbaijan

• Zakala Olimpic Complex / General Construction
• Gence State Hall / Meta Teknik
• Zagulba Apartment Project - 90 flats / Dia
  Holding
• Baku Palace Museum / Dia Holding
• Yesil Vadi Luxury Residences / Dia Holding
• Yesil Vadi Luxury Residences, Security Building /
  Dia Holding
• Onkoloji Hospital/ Metafor Company
• Beynel Halkbank/Metafor
• Hanlar Gadirov Ofis Building / Alternatif Klima
• Aliyev Villa / Alternatif Klima
• Bayramov Villa / Alternatif Klima

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Some of our referancesin Azerbaijan

• Merkez Klinika / Metafor
• Hanlar Gadirov Office Building
• MTN Office Building / Alternatif klima
• Ofis Building / Global Construction
• Ali Mahkeme Building / Imran Ahmedov
• Black-White House
• Ofis Buildings / DIA
• 4 villas
• Fitness center
• Seki Fitness complex
• SPA center

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Some of our referancesin Turkmenistan
Uzbekistan

• Avaza Social Facilities / Erku Contracting Ser.
  Cons. Tou. Int. Co. Ltd.
• Building of Ministry of Foreign Affairs
• Ashkhabad / Erku Contracting Ser. Cons. Tou.
  Int. Co. Ltd.
• Toy Theatre - Ashkhabad / Polimex
• Russian School - Ashkhabad / Erku
• State House Uzbekhistan
• Fergana Guest House
• Ashkhabad Apartment project 80 flats / Erku
  Contracting Ser. Cons. Tou. Int. Co. Ltd.
• Ashkhabad School / STC Construction Co.
• Mir 436 flats

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Some of our referencesin Kazakhstan

• Ofis Building Almaty / Kazvent System
• Borobay Facilities Borobay / Sembol
  Construction Co.
• Karagonda Government Guest House - Karagonda /
• Sembol Construction Co.
• Hotel Almaty / Sembol Construction
• Maxima and Garden Residence Projects Almaty /
  Ideal Construction
• Dans School / Sembol Construction Co.
• School Astana / MTT Mekanik Tes. Ins. Ltd. Sti.
• Astana Guest House / Sembol Construction Co.
• Almaty Edelweiss Residence Project
• Temirhan Villa
• Convention Center Astana / Sembol Construction
  Co.

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Some of our referencesin Northern Cyprus

• Golden Tulip Hotel Lefkosa / Orbit
• Mercury Hotel Girne / Akfen
• www.mercurecyprus.com
• European University of Lefke / Acron Air
  Conditioning Co. Ltd.
• www.lefke.edu.tr
• Middle East Technical University Dormitory
  Buiding Lefkosa / Mehmet Oskay Eng.
• Lefkosa State Hospital / Acron Air Conditioning
  Co. Ltd.
• Teachers Union Building / Acron Air Conditioning
  Co. Ltd.
• KKTC Union Administration Centre / Acron Air
  Conditioning Co. Ltd.
• Corineum Hotel Girne / Dekodizayn Const. Co.
• Bayramoglu Hotel Girne
• Nike Shop / Acron Air Conditioning Co. Ltd.

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Some of our referencesin Northern Iraq

• Naz City 700 flats - Arbil / Nursoy Const. Co.
• Sulaimania 176 flats / Nursoy Const. Co.
• Sulaimania 320 flats / Nursoy Const. Co.
• Arbil Social Facilities / Nursoy Const. Co.
• Arbil Guest House - / Zagros Company
• Sports Hall Arbil
• University of Sulaimania Compt. Eng.,Fine
  Arts,Police Station / Tepe Construction
• Arbil International School / Gorkem Construction
• Noble Hotel Arbil / Ardi Construction
• Apartment 24 flats / Hewa Group

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Some of our referencesin Northern Iraq

• Sulaimania Kurdistan Technology / Choman Co.
• Halabja Institute 3 buildings / Choman Co.
• Arbil Emergency Hospital / Tigris Const. Co.
• Arbil Medos Hospital / Tigris Const. Co.
• Arbil Orkida Hotel / BTK Engineering Co.
• Arbil International Airport New Buildings / BC
  Group
• Arbil Saphire Restaurant / BC Group

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Some of our referencesin Afghanistan and others

• Kabil Residences
• Kabil International Airport
• Afghanistan Social Facilities
• Afghanistan Air Traffic Control Center
• Afghanistan Airport Container Building Kabil
  International Airport
• Hotel Halab - Syria / Ali Yanikkaya Cost. Co.
• USA Embassy Building - Belarus
• Hotel Uganda / Orbit Elect. Mech. Const. Co.
• Social Facilities Karachi Pakistan
• Nato Base Romania
• Nato base- Afghanistan
• Shopping Center / Tiflis
• Toyota Factory BuildingSt. Petersburg / Enka
  Holding

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Some of our referencesothers

• Toyota Factory Petersburg / Enka Company
• Practice Hall Uganda / Orbit
• NATO Base Afghanistan / Zafer Electric Co.
• Social Facilities Afghanistan / Metis Epik Co.
• Social Facilities Pakistan / Metis Epik Co.
• NATO Base Romania / Metis Epik Co.

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Turkish VRF Market

• Main competitors are Japan brands
• - Hitachi
• - Daikin
• - Mitsubishi Heavy Industries
• - Mitsubishi Electric
• - Toshiba
• - Fujitsu
• - General

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Turkish VRF Market

• Korean and Chinese Brands, Local Manufacturer
• - Samsung
• - LG
• - Midea
• - Gree
• - Arçelik

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Turkish VRF Market

• Very tough competition mainly on price
• Big discount rates especially on big projects
• Aggresive marketing policies
• Especially local manufacturer making a big attack
  at the recent years
• Japan brands opening their own offices and living
  the market and projects closely
• Organising insentive tours to factories for the
  decision makers
• Brands giving big support to the distributors
• Antidamping tax for some units for Chinese
  products

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VRF Outdoor Units Sales
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VRF Indoor Units Sales
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VRF Price Positionings
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Turkish Split a/c Market

• There are 3 groups of Brands and Products
• Japanese and American Brands
• - Hitachi, Daikin, Mhi, Melco, Toshiba,
  Carrier, Fujitsu,
• General, Sharp, Fuji Electric,
• B Class Korean, Chinese and Local Brands
• - Arçelik, Vestel, Airfel, Bosch, Siemens,
  Midea, LG, Samsung
• Haier, Demirdöküm, Vailant, Electra,
  Diamond Electric, etc.
• Other countries and OEM Brands
• - Americool, Baxi, Rubenis, Sigma, Regal,
  Altus, etc.

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Turkish Split a/c Sales Channels

• There are different sales channels
• 1. White good sales stores. ( Arçelik,
  Vestel, Bosch, Siemens)
• 2. Air-conditioning dealer stores ( Hitachi,
  Mhi, Melco, General)
• 3. Hypermarkets like Carrefour, Bauhaus,
  Metro etc.
• 4. Dealers selling mixed brands ( Daikin,
  Airfel, Fuji, etc.)
• 5. Web shopping sites.

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Turkish Split a/c Sales Channels

• There is an exact tendency to inverter models
• There was a sharp decrease in the year 2009 due
  to ecomical global crisis
• Due to the weather conditions in the year 2010,
  the sales reached to the volume of 2008.
• For the year 2011 the market is expected as
  approximately 1.000.000 unit / year

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Wall Mounted Split On/Off Sales
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Wall Mounted Split Inverter Sales
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Wall Mounted Split Total Sales
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Capacity Table
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Light Commercial On/Off Sales
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Light Commercial Inverter Sales
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Light Commercial Total Sales
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Multi Outdoor Unit Sales
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Multi Indoor Unit Sales
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• Thank you