Delcam Professional Services Antony Hall Business Development Manager Delcam plc

Manufacturing today Delcam services a wide range of markets –Aerospace –Automotive –Power generation –Medical These markets suffer from shortages of… –Skilled engineers –Process control –Automation –Cost and quality control

Possible solutions Increase production –Buy more machines but it is now difficult to get finance –Hire more people but it is now difficult to find skilled staff Increase productivity by using DPS skills and experience to –Improve efficiency –Increase automation –Reduce waste of time and materials

Professional Services Specialist team dedicated to large collaborative projects and focused on: Process / product development Turn-key projects Process automation High technical complexity Complimentary programming services Industrial Segments: Aerospace Power Generation Medical Others…

In-House Manufacturing Delcam is unique in having it’s own in-house Advanced Manufacturing Facility ISO9000 accredited machining and inspection Close links with OEM’s (machines, tooling, fixturing) Customer pre-production facilities Aids development of practical, efficient and cost effective software Validation of new software releases and new product development

Global coverage Paul Wilkinson and team in UK Brett Hopkins and team in North America Hans Kunen and team in Singapore

Place within Delcam Bring in Revenue –Automation of manufacturing projects –Process development services –Programming services Keeping up with Technology –Learn about new manufacturing trends –Introduce these into Delcam’s standard products –Keep Delcam products ahead of the competition Establish Contacts –Build relationships with key customers and suppliers

Supporting development DPS Activity Custom Manufacturing Solution No standard product meets the need Teaches Delcam about a new technology requirement DPS Activity Custom Manufacturing Solution No standard product meets the need Teaches Delcam about a new technology requirement First Generation Product Generate new products for specific applications These are sold as standard products but need customization Examples include NC- Checker and NC-PartLocator First Generation Product Generate new products for specific applications These are sold as standard products but need customization Examples include NC- Checker and NC-PartLocator Mature Product Technology is mature Sold as a standard product Does not generally need customization Wrapped into current products as new functionality or possibly a new product offering Mature Product Technology is mature Sold as a standard product Does not generally need customization Wrapped into current products as new functionality or possibly a new product offering Specific data for all projects is protected by non-disclosure agreements General experience from projects is used to develop standard software

Typical projects OMV installations Adaptive machining installations Process development Solutions include programming, selection of machinery and cutting tools, and trials Pre-production trials and prototyping Usually involving production of large, complex or expensive components in challenging materials

Typical activities A typical PSG project can include: Checking mechanical accuracy of machines Qualifying probing system Validating accuracy of fixtures Component quality checks New process development Programming of machining and measurement Optimising cycle times Testing new process Producing prototypes or initial samples

Customer benefits Gives access to specialist knowledge that might not be available internally Provides extra resources (people and equipment) without disrupting existing production Knowledge from international operations can be exchanged to increase skills base Close relationships with development staff help when customised software is needed

Secrets of success Skilled and experienced people Quality software products Link to development department for custom software development Active collaboration with Machine tool builders Cutting tool suppliers Fixture developers University researchers

Partnership value Case Study 1: DPS Aerospace project End customer using 6-axis machine tool Customer wanted to monitor machine build errors DPS supplied and configured NC-Checker Result Significant interest at customer board level in Delcam solutions Sale of entire Delcam software suite to machine builder

Partnership value Aerospace project End customer using Seco cutting tools Customer desire to optimise tool life and cycle times DPS supply and configure Delcam software DPS organise meeting with Seco HQ Collaborative agreement with Seco and Delcam in UK, Singapore and Russia More commercial agreements in the pipeline Numerous collaborative projects

Large company sales Easier entry into large accounts –No need to sell against existing CADCAM –Start with unique software or services Customers become aware of quality of Delcam products “Champions” can be developed for future sales

Large company success DPS success relies on maintaining close relationships with customers –Is pro-active and offers advice –Gains a reputation as being capable of “fixing anything” –Allows visits to recognise extra opportunities All of this builds credibility and allows introduction of other Delcam products and services

Conclusions Delcam Professional Services helps customers with –Specialist expertise –Access to staff and equipment without disruption of day-to-day operations Helps Delcam with –Awareness of customer problems –Input for development –Contacts with larger companies