1. 30th November 2011 in Frankfurt
Sales Partner Meeting 2011
30th November 2011 in Frankfurt

2. Sales & Marketing Topics – Overview
Introduction „Euromold Special“ Promotion
Review Summer Sale Promotion
Outlook: Promotion January till March 2012
smartSELECT – next generation
Sales Partner webpages
New marketing materials
Application reports
New about Breuckmann products
Cooperation request
New handling of exhibition leads
RMA (Return Material Authorisation)

3. Euromold Special Promotion – valid till 31st December 2011
Just valid for Germany + EMEA:  
1. System package includes:
 smartSCAN 3D (C2) including one field of view
Choice of workstation or laptop
Tripod
Measuring and evaluation software OPTOCAT 2011
Rapidform XOR software
Total package price: now only: € !
 Optional Extras:
“Flight Case” or „Light Case“
turnTABLE for automated object acquisition

4. Euromold Special Promotion – valid till 31st December 2011
2. System package includes: smartSCAN 3D (C5) including one field of view Choice of workstation or laptop Tripod OPTOCAT Update Contract (OUC) one year Measuring and evaluation software OPTOCAT 2011 Rapidform XOR software Total package price: now only: € ! Optional Extras: “Flight Case” or „Light Case“ transport case turnTABLE for automated object acquisition

5. Review Summer Sale Promotion
Summer Sale Promotion from 14th July till 30th September 2011! Breuckmann smartSCAN 3D Summer Sale Promotion System package included: smartSCAN 3D (C2) including one field of view Choice of workstation or laptop Tripod Measuring and evaluation software OPTOCAT 2011 Total package price was only € 34,700.-! What´s your experience ? Your feedback is very appreciated.

6. Special Promotion – valid from January till March 2012
From 1st January 2012 till 31st March 2012: 1. System package includes: smartSCAN 3D (C2) including one field of view Choice of workstation or laptop Tripod Measuring and evaluation software OPTOCAT 2011 Rapidform XOR software Total package price: only € ! Optional Extras: “Flight Case” or „Light Case“ transport case turnTABLE for automated object acquisition

7. Special Promotion – valid from January till March 2012
2. System package includes: smartSCAN 3D (C5) including one field of view Choice of workstation or laptop Tripod OPTOCAT Update Contract (OUC) one year Measuring and evaluation software OPTOCAT 2011 Rapidform XOR software Total package price: only € ! Optional Extras: “Flight Case” or „Light Case“ transport case turntable for automated object acquisition

8. smartSELECT – Next Generation
smartSELECT was developed as an easy quotation and order tool.
Sales Partners can use the tool on customer side for price information, to prepare quotations and to order the systems – quick and easy!
Improvements:
Runs on all Microsoft Office versions now
All available systems included
Design
Separated in list price and Sales Partner price

9. smartSELECT – Next Generation
 Project details
For price information on customer side

10. smartSELECT – Next Generation
Calculation of Sales Partner price

11. Project Information
Delivery times: Depending on the system  5 to 10 weeks after receipt of order Needed project details: - Cable length (options in smartSELECT) - License type (options in smartSELECT) - Delivery address and invoice address: - What´s the name of the customer (company name) ? - In which kind of business area is the customer working? Please specify the system application. - Metrology or digitalisation? Please use our smartSELECT order form and send us all needed project details together with the order in future.

12. Education and University Discount (Recommendation)
We recommend to offer an additional discount for non-profit customers, which should be in the range between 10% and 20%. Considering the individual system configuration and the total project price.
Conditions:
You have to inform and discuss the discount with us in advance
Sales Partner has to reduce the margin to the same conditions
Breuckmann will overtake half of the additional discount (between 5 and 10%; equally splitted 50% / 50%)
Additional discount can´t be grant on Special Promotion activities

13. Breuckmann Price Lists
On demand of our Sales Partners, we updated our price lists with more product details and discount codes. And reduced the system prices significant. We regret the weak feedback with regards to our price reduction and our new price lists.

14. News About Breuckmann Products
Workstations: *workstation professional Intel® Xeon ® processor, min. 24"-TFT-monitor, Windows 7 64bit, operating system and keyboard “English”, 12 GB RAM, 1 TB HDD, DVD +/- rw, with IEEE1394b interface, fast graphic adapter *We reserve the right to deliver an equal or higher grade host computer. Change of OS + keyboard language on request (with surcharge) smartSCAN 3D without flight or light case: Since the release of new smartSCAN 3D series, you have the possibility to order the systems without flight or light case. System will be shipped in a stable cardboard and packed in air foil for safety reason.

15. News About Breuckmann Products
Light Case Comfortable and light; advantage for customer who have to travel with the system Industrial Working Desk Industrial working station, moveable, designed for computer, monitor and accessories. It allows for a flexible application. Mobile Working Desk Mobile working station especially designed for easy travel with the system and equipment. Come and see on our booth!
Industrial Working Desk

16. News About Breuckmann Products
turnTABLE-50:
- load capacity: up to 50 kg
weight: 7 kg
dimension (mm): 400 (plate diameter) x 115 (h)
turnTABLE-100:
- load capacity: up to 100 kg
weight: 13 kg
dimension (mm): 400 (plate diameter) x 480 x 115 (h)
turnTABLE-300:
- load capacity: up to 300 kg
weight: 60 kg
dimension (mm): 800 (plate diameter) x 895 x 190 (h)

17. News about Breuckmann Products
OPTOCAT Verifier are there any questions, remarks …? Software schedule OPTOCAT 2012 Release 1 release on Euromold 2011 (Dec. ‘11) - OPTOCAT 2012 Release 2 release on Control 2012 (May. ‘12) - OPTOCAT 2013 Release 1 release on Euromold 2012 (Dec. ‘11)

18. OPTOCAT Update Contract (OUC)
Did you notice our new strategy regarding OPTOCAT Update Contracts?
We included one year OUC in our basic standard system packages of:
smartSCAN 3D-C5
smartSCAN 3D-HE
stereoSCAN 3D
Are there any questions, remarks… ?

19. Review - New smartSCAN3D Series
The new smartSCAN series was launched in the 2nd quarter smartSCAN 3D-standard smartSCAN 3D-C2 smartSCAN 3D-C5 smartSCAN 3D-HE 1.4 smartSCAN 3D-HE C1.4 smartSCAN 3D-HE 4.0 smartSCAN 3D-HE C4.0 Are there any questions, remarks …?

20. Sales Partner Webpages
Some of the Sales Partner websites show old information.
We invite all partners to keep the Breuckmann part of their web presence up-to-date.
We ask you to consider:
Breuckmann products should be up-to-date
New Breuckmann logo has to be used
Pictures have to be up-to-date
Try to use our corporate design
Links have to be correct
Latest material, like product pictures, text description, logo etc. are available on our Sales Partner Centre.

21. Marketing Material Orders
As already introduced, you will get the opportunity to order Breuckmann marketing materials twice a year. Prints will be ordered always before our two major exhibitions ‘Control’ (first week of May) and ‘Euromold’ (first week of December) and distributed to you directly after these events. You can find the order sheet on our Sales Partner Centre (Marketing Material – Useful Tools). This list serves as basis for your print orders. After we have collected all orders and updated the costs accordingly, you will be informed about the final price. If you are interested in ordering prints, please fill in the list and send it to Martina Maier

22. New Breuckmann Image Brochure

23. New Breuckmann Image Brochure

24. Application Reports

25. Appliacation Reports
As you can see, we are increasing the number of application reports steadily. Currently, there are 24 application reports available. We would like to invite you to support us on our way! This is also a good way to get in contact with your existing customers again! On our Sales Partner Centre you can find Tips & tricks “How to write an application report about a client project”. Also you can find there our application report layout! We are looking forward to receive your reports!

26. Cooperation Request
Regular updates about ongoing projects / quotations are requested
 In regard to our smartSELECT tool and the decreasing numbers of quotations, written by Breuckmann to you as Sales Partner, it´s very important that you inform us about your ongoing projects
Terms of Payment
 The terms of payment which are agreed and confirmed to the time of order confirmation can´t be changed after delivery. In special cases, we are pleased to discuss special terms of payment before order confirmation.
Keep Breuckmann internal contact persons in mind; try to avoid to send the same to several contact persons
You can find your contact persons at the end of this presentation.
Keep us informed about new colleagues and their functions or persons who have left your company
 All Sales Partner contacts are in our data base and we administrate all Sales Partner Centre log-ins. If someone has left your company, we have to delete the log-in. You know, we have lots of confidential documents there.

27. Sales Forecast Sales Forecast form
                             
Business Field
Branch/ Application
Customer
Competitor
Product
Qty
Amount
Order probability (%)
Expected ordering month
Required delivery month
Due date: within the first three weeks of January
Update for remaining year: till 30th June
You will find the Sales Forecast sheet on our Sales Partner Centre as well.

28. Lead Registration
Period of Lead registration remains the same. That means: LEADS FORWARDED BY BREUCKMANN Leads which we forward to you  registration time is 3 months. This means, after 3 months you have to fill in the lead follow-up sheet to update us about your actions taken. After that, we will register the lead for a period of one year for you (if necessary) or terminate the lead protection. Please note: The lead follow-up sheet doesn´t replace the lead registration on our Sales Partner Centre! If you have additional lead information, we ask you to register these leads by yourself. Please don´t include them in this sheet. LEADS SENT TO BREUCKMANN Leads which are registered directly from your side  registration time is one year. After this year, you have to renew the registration (if needed). Please understand that in this case we expect an update about your further planning.

29. New Procedure Of Leads Received During Exhibitions
Tasks carried out by Breuckmann:
Breuckmann will collect the lead information during exhibition
Breuckmann will forward the leads to the responsible Sales Partner
Breuckmann will provide lead follow-up texts to the Sales Partners
Breuckmann will provide all current available brochures, data sheets and applications reports on the Sales Partner Centre which can be used for the follow-up via
Breuckmann will ask for updates about the taken actions of the leads
Tasks carried out by Sales Partner:
Sales Partner should use the follow-up texts and marketing materials to get in contact with the lead
Sales Partner should register the leads in our Sales Partner Centre after having collected more detailed information (e.g. time frame, order potential…)
Sales Partner should update Breuckmann about the taken action and the further steps

30. Future Forecast And Lead Administration
Outlook:
We are currently planning to offer web access to our CRM / ERP software „COMBIT“
Advantages:
Every Sales Partner is invited to register and update Lead information in Combit directly (without using the lead registration and lead follow-up form anymore)
Every Sales Partner will get the possibility to fill in the Sales Forecast and update the order probability regularly (without using the Sales Forecast form anymore)
We will keep you updated about the further steps!

31. Sales Partner Status Premium Partner:
To make the different Sales Partner Statuses more clear, you will receive a guideline to become a Premium Sales Partner within the first quarter 2012.
Advanced notice:
Breuckmann will check all the current Sales Partner statuses
If applicable, we will upgrade or demote some Sales Partners 2012/2013
For your information:
Two Sales Partners will leave our Sales Partner network in 2012.
The contract of company Euromize (Denmark) and ACMIS (Belgium) will end by 31st December We terminated the both Sales Partner contracts in mutual agreement.

32. RMA (Retourn Material Authorisation)
Within the last months, we received very often systems, parts… without being informed in advance. To ensure a fast and smooth process of return deliveries, we created a RMA (Retourn Material Authorisation) form. Please use this form and fill in all the needed details. You can find the RMA form and instructions and itself in our Sales Partner Centre!

33. Contact Persons and Responsibilities @ Breuckmann
Technical inquiries
Industry & Engineering
Juergen Pfeifer
Bodymetry & Life Science
Yvonne Sauermann
Art & Culture
Bernd Breuckmann

34. Contact Persons and Responsibilities @ Breuckmann
Harald Rein  Head of Marketing & Sales
Tobias Ausperger
Responsible for Germany
Miriam Goerner
Sales inquiries, quotations, price information….
Support Team Laurent Wurmser Oliver Vogelsang Hans Woerner Sebastian Zinck
Direct Sale
Sales Partner (except: technical inquiries)
Jörg Fauland
Responsible for Austria
Christoph Egloff
Responsible for Germany
Direct Sale
Support
Direct Sale
Martina Maier Marketing materials, trade shows, Homepage, PR….
Marketing
Xiaobin Zhou
Responsible for China
Direct Sale

35. Contact Persons and Responsibilities of Breuckmann Staff
Sabine Clauss
Order confirmation, delivery note, invoice, all kinds of shipment documents….
Frank Halbauer
Priska Krumscheid-Plankert
Order process
Current projects
License

36. Thank you for coming to Germany and attending this meeting
Sales & Marketing
Thank you for coming to Germany
and attending this meeting
and Euromold show.
Enjoy the time in Germany

37. Sales Partner Meeting 2011
Discussion & Feedback

38. Discussion & Feedback
Is our company strategy matching with your strategies? Global market size is growing, how about your local markets? Where do you see the future markets for our products? What´s your estimation about the competitor situation? Any further topics to discuss?