Eaton
 
 

  Next: Organizing for Success
Introduction
Financial Highlights
Letter to Shareholders
Focal Points
Our Business Model
  Organizing for Success
The Power of One Eaton
Bold New Solutions
Growth Opportunities
Financial Review
Leadership
 
        

Over the last few years, Eaton has undergone a dramatic transformation. We changed from a traditional vehicle components manufacturer to a truly diversified industrial enterprise with four broad business segments: Fluid Power, Industrial & Commercial Controls, Automotive and Truck. We changed our business model and began managing our enterprise as one integrated operating company instead of four independent businesses. We introduced the Eaton Business System as a framework for capturing the benefits of our size, strength and scope. And we expanded the roles of Eaton's four senior vice presidents. In addition to running their lines of business, they were given corporate responsibility for the company-wide functions of marketing, innovation, quality, regional operations and supplier resource management. It's working. Today, we are less capital intensive, quicker in responding to market cycles, more capable of achieving savings and efficiencies with our supplier partners, and better equipped to seize new service and aftermarket business. Our Cutler-Hammer Engineering Services and Systems (C-H ESS) business demonstrated how Eaton's redesigned management model enabled us to profit from new market sectors. A total solutions source for facility electrical service and system needs, C-H ESS sales grew at a rate of 23 percent in 2001, in an economy where most businesses spiraled downward. Our business model also helped grow Eaton's Truck aftermarket division, established in March 2000 to mitigate the impact of industry downturns and create additional growth by offering parts and service solutions to customers in the commercial vehicle market. During the second half of 2001, it posted five consecutive months of sales growth, amidst a declining market for new vehicles. With a less vertically integrated organization, we can successfully drive other key growth initiatives across the company including: new product development; global expansion and acquisition; partnerships and outsourcing opportunities; robust supply chain management; a strategic marketing focus; heightened levels of customer responsiveness; involvement in burgeoning areas of the economy; and total immersion in a Web-enabled environment. For example, we continued to invest in Eaton University, our largely virtual institute for training and professional development. From traditional classrooms to a complete Web-based learning environment, Eaton University is helping to develop the skills and talent of our employees and channel partners. Fueled by a new business model that delivers real results, Eaton is well on its way to becoming a premier diversified industrial.