Key Accounts

Ralf Hellwig, Brammer

plc, Group Key Account

Director

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The trademarks, logos and other registered marks of BRAMMER including,

but not limited to, the “BRAMMER” “INSITE” and “GENIE” trademarks and

logos, are the exclusive property of BRAMMER, and may not be used or

reproduced without BRAMMER’S prior written consent.

Agenda

Definition Brammer KA & Organisation 2

KA Segmentation & Platforms 3

Unique selling points 4

Way forward 5

About Brammer 1

What are Key Accounts?

• Definition European KA

– Multi Site Locations, minimum 2 countries

in Brammer Europe

– Minimum Potential (normally) €2 million

– KA Criteria minimum score 200 points

– BEKAT decision and commitment

– European contract with compliance rules &

implementation support

Definition Brammer KA & Organisation 2

• Tier1 European groups with European contract

• Tier2 European groups with National contract

• Tier3 European groups without contract

• Tier4 National groups with national contract

What are Key Accounts?

Definition Brammer KA & Organisation 2

BRAMMER Key Account Market Opportunity

Year 1 Year 2

Contract Period

0

10

The sales cycle after contract signing has been shortened; delivering instant value to

the customer and a quicker return on investment for Brammer

Year 3

Sale

s R

ev

en

ue (

M€)

5

Key Enablers • Improved Field Force Effectiveness

• Increased Sector Knowledge

• Improved Project Management Skills

• Better customer Analytics

• Improved Process and Procedures

• Best In Class Sharing

• Compliance targets tied to contracts

• Increased focus from our customers to

reduce costs

• Improved understanding of Brammer’s Value

Proposition and Total Costs of Ownership

Improved Efficiency

Brammer Sales Cycle shows a positive shift to the left

Definition Brammer KA & Organisation 2

What are Key Accounts? Future

Typical Sales Cycle

Brammer Sales Cycle

Market Segments

• Aerospace

• Automotive

• Chemical

• Recycling

• Transport

• Metals

• Pulp + Paper

• Packaging

• Utilities

• Pharmaceutical

• Construction &

Aggregates

• Electronics

• Engineering

• FMCG

• Food & Drink

• Glass

• Mining

KA Segmentation & Platforms 3

• European coverage

• Value Proposition

• Central Marketing support & Segmentation

• Segmented European KA Organisation

• Cost Saving approach

• European Tools and processes

• Insite Services

Unique selling points 4

Products Services ( Products) Services (Processes) Solutions

Electronic Ordering / Invoicing

Supplier Reduction Purchase Cards Energy Survey / Monitoring

Product Transformation / Adaption Blanket Orders Training

O.E. Parts Conversion Transaction Analysis Reporting Insite Services

Substitute Parts Consolidated Invoicing

Self Billing

Performance Measurement Delivery to Line

Condition Monitoring 24/7/365 Service Equipment Surveys

Technical Support Reduced Maintenance Training

Repairs Technical Consultancy Insite Services

Drive Design Component Kitting

Application Advice

Training

Product & Brand Rationalisation Stock Profiling Consignment Stock Management

Vendor Managed Inventory Insite Services

And we do it through -

Wh

at

valu

e d

o w

e d

eliver

to y

ou

?

Reduce Total

Acquisition Costs

Brammer Product

PortfolioImprove

Production

Efficiency

Reduce Working

Capital

Unique selling points 4

Value Proposition

Cost Savings

Unique selling points 4

• 2004 €3.2m

• 2005 €6.6m

• 2006 €13.4m

• 2007 €35.0m

• 2008 €26.4m

• 2009 €34.2m

• 2010 €38.8m

• 2011 >€42m

Cost Savings

Unique selling points 4

2 Improving production efficiency

3 Reducing working capital

1 Reducing total acquisition costs Blanket Orders

Substitute Parts

Consolidated

Invoices

Sto

res

Ma

na

ge

r & B

uye

r

Technical

Consultancy

Pu

rch

as

ing

Dire

cto

r

Training

Strategic

Innovation Projects

Co-ordinated

Supplier Projects

Targeted Cost

Savings

Cu

sto

me

r Ac

ce

ss

24 /7

Cost Savings

Management

Information

Stores

Consultancy

Inventory Profiling

Product & Brand

Rationalisation

Brammer

Consignment Stock

On Site Sales

Ordering Process

Procurement and

Expediting

Warranty

Management

Sourcing

Consultancy

Supplier Reduction

OEM Parts

Conversion

Component Kitting

Asset Management

(motors & G’boxes)

Preventative

Maintenance

Condition

Monitoring

Reliability Centred

Maintenance

Delivery to Line

Continuous

Improvement Proj.

Store Room

Management

VMI

Insite

™ L

ite

Insite

™ M

ax

Insite

™ M

ed

En

gin

eerin

g &

Pu

rch

asin

g

Ad

de

d V

alu

e a

nd

Cu

sto

me

r Be

ne

fit

Insite™ Services

Unique selling points 4

Bosch Award

Eaton Award

Unique selling points 4

Some references

REXAM Award

• Growth through existing customers

– i.e. ALCOA

• Growth through product range

extension T&GMHS and Fluid Power

• Growth through new customers

– i.e. PepsiCO, Amcor, etc.

Way forward 5