1. Advanced Manufacturing Solutions Peter Dickin Marketing Manager Delcam plc

2. PMK R Design or import part Prepare a part for manufacture Manufacture the part Inspect the part PS PI NC PL NC PL PM NCC FC PS CC Product range OMV

3. Fundamental problem is that too many customers only have one Delcam product Broader range of products to each customer Data translation and repair to CAM customers Design for manufacture to CAM customers Multiple CAM solutions for all customer’s machines Metrology to machinists or vice versa Opportunity to re-structure how we market, develop and sell our core products Move from a product centric to solution / customer centric organisation Why change?

4. ‘….the complete process from receiving the patient’s data, to the design, to the programming, to the machining and to the finished implant has to have no surprises that would delay the operation……’ CopyCAD, PowerMILL, PowerSHAPE, Feature TM ISIQU Orthopaedics – Aztech SA >$50K Solution selling

5. PowerINSPECT, PowerMILL 5-axis, PowerSHAPE Turboatom – Adequate Systems Ukraine >$45K ‘….the demonstration was so successful that Turboatom decided not only to invest in PowerINSPECT but also to investigate adding the PowerSHAPE CAD software and the PowerMILL CAM system as well…..’ Solution selling

6. PowerMILL 5-axis, OMV, CopyCAD, PowerSHAPE Crosby Composites – Delcam UK >$85K "Since then we have used On- Machine Verification as much as we possibly can,” said Mr. Crosby. "It ensures that we can catch any mistakes before they reach our customers. In the six months since we started with this approach, we have only had one part rejected and that was because of just one undersize hole.” Solution selling

7. CopyCAD, PowerMILL, PowerSHAPE Garner Holt – Programming P NA >$40K …..we use a combination of Delcam programs; CopyCAD for reverse engineering, PowerSHAPE for detail design and PowerMILL for toolpath generation; plus custom- designed software from Robotic Solutions. Solution selling

8. Consistent branding Customers recognise that products are from same company

9. Update 160+ videos now Over 110,000 visits Average time on site 3.8 mins Visited by over 160 countries Need to encourage more foreign language content – initially from subsidiaries Delcam TV

10. New web sites being developed for all products First, PowerMILL, is now online Others to follow New web sites

11. Thank you