Machine Tool DealerMachine Tool Dealer

Value Added Reseller ProgramValue Added Reseller Program

Presentation to:

June 1, 2010

VAR Program Agenda

• Introductions• Executive Value• Reseller Program• Program Requirements• Business Development• Next Steps • Questions, Answers, Wrap Up

John Rattray

Executive Value

Manufacturing needs to be more efficient!

There are tools available to deliver

Productivity Improvement

on the shop floor in the

5 - 20% range

What’s New

• Memex has grown

– Business is in OEE+DNC, Memory Upgrades, Connectivity

– Part of Astrix Networks Inc. group of companies

– Building on strengths since 1992

• New Products – Add to your core solution

– OEE+DNC tools – monitor and control machines

– Connectivity tools – machines to the internet

• Much Promotion and Business Development

– Seminars, Webinars, Articles published, Press Releases

– Opportunities – we will be at IMTS 2010

Let’s Make Money!

Imagine going to your customers and asking:

“If they could increase their manufacturing productivity 5 - 20% How much would that be worth?”

($20 million/yr spent on shop floor with a 5% improvement = $1,000,000)

Would your customers be pleased with you for offering added value?

Our Objective – is to share with you how this can be a value addedvalue added differentiator FOR YOU so you garner more business and big projects.

Especially in this lean economic times – clients need efficiency

Manufacturing Productivity Tool, Machine Monitoring – OEEMachine Monitoring – OEE in real-time

Breakthrough business value – it is HOT!

Reseller Program Overview

• Generate more strategic business with solid projects Machine Monitoring is hot - OEE is a CEO level strategic driver

• Provide “Value Added” to your customers Increase efficiency of their shop floor using Machine Monitoring

• An opportunity to reconnect with your customers You know manufacturing, you know your customers, add to core products

• Make money on commissions, fees and services

• Build on your expertise with lean manufacturing initiatives Offer a suite of tools, supported directly by Memex

Benefits to DealerBenefits to Dealer

Reseller Program Overview

StructureStructure• Three tiers:

– Introductory Agent Getting started, based on opportunity, low margin Good contacts, no need for technical depth

– Standard Dealer - Reseller High Memex support, strong margin, typical product sale, installers Deal direct with customer, strong machine knowledge

– Master Dealer Typically Exclusive, Value Added, Revenue Commitment, installers Deal direct with customer, strong machine knowledge

• Determined by commitment level– By sales volume– By level of training/certification– By ability to support customers

Reseller Program Overview

RequirementsRequirements

• Must Qualify with:– Mature business (minimum 2 years)– Extensive baseline knowledge of machines

• Varies by specific focus and controls • OEE, CNC Memory, Connectivity

– Valid business license– Business web address– Two business references– Culture and Fit to work together

• Register at the Memex Dealer Website– http://www.memex.ca/dealers/

Program Detail

Memex VAR Program BenefitsLead Generation & Sales Assistance

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Pre-qualified leadsReceive qualified leads prioritized by your region, program authorization and certification level. Notification of leads are e-mailed where the lead can be viewed and registered.

Deal RegistrationRegister your major deals to obtain pre-sales volume discounts and special account exclusivity.

Finders Fee Recognition of opportunity identification and relationships, payable on closed deal.

Dealer Discount Standard Business terms to encourage reselling products

Volume DiscountBack-end rebates available for achieving volume requirements. Higher authorization levels receive greater discounts.

Territory Exclusive Based on specific value added, market development, commitments

Partner LocatorPostal code reseller lookup, prioritized by region and certification level (higher qualified resellers listed first (along with their level of authorization) to reward commitment).

Joint Promotions Participate in joint regional promotions including promotional e-mails, ads, events, etc.

Effective Communications

Monthly newsletter & e-mailsValuable information requested by our partners. Includes special announcements, applicable alliance deals, updated Q&A and new sales tools.

Partner Program ContactsYou can talk to the Partner Program Manager if you need to know anything about the Partner Program, have any problems or suggestions. Call 905-635-0590

Reseller forumHave a question about configuration, sales strategies, or overcoming objections? Visit the Dealer site to post your.

Program Detail

Memex VAR Program CriteriaTechnical, Training & Sales Support

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Free TrainingGet up to speed on the product, sales approach and installation within the self-paced FREE training. Many of these feature streaming video. As close as possible to on-site training.

CertificationRegister for our certification program to become expert at all aspects of network storage. This additional qualification you achieve a higher authorization level which provides additional margins to reward you for your expertise and commitment.

Priority Reseller Tech SupportCall a special Partner-only 800 number and go straight to the top of the queue for quick tech support.

Customer First Line Support The VAR Dealer must maintain the customer relationship, Memex supports the Dealer

Financial Arrangements direct with customer (1)

The VAR Dealer must maintain the customer relationship. (1) Dependent on OEE certification

OEE Project Certification Based on specific training and certification

Opportunity Identification Joint Business development. VAR Dealer knows their customer base

Product Development In specific market areas, geographic, language

Dealer WebsiteDownload brochures, Feature Sheets, Presentations, price list, Sales tools, white papers, brand leverage, market information, technical information and more

Not For Resale Demo units Demo units are available at a significant discount to Partners.

Machine Control Knowledge Requires a baseline understanding of control systems and how they really work

Program Detail

• Pre-Qualified Leads– Need a services team onsite to work the project

• Training of Dealer– Level 1 = Opportunity Identification

Webinar based, learn key issues, approx. 1 hour– Level 2 = Project Installation services

Webinar & study based, learn installation technique, approx. 4 hours– Level 3 = Project Deployment

First installation done on a joint basis. Memex trains your key installer side by side on a hands-on basis.

• Certifications– Opportunity Identification– OEE Installation services– CNC Memory – Connectivity Installation services

• Hands-on support to make each project successful– You know the customer, we know the products – we support each other

Memex will Offer DealerMemex will Offer Dealer

Business Development

Opportunity IdentificationOpportunity Identification

• Memory Upgrades– Bigger programs on machines – need more memory

• Connectivity– Ethernet on to the shop floor– Companies are going through a technology shift

Serial is way outdated, expensive, cumbersome, poor information

• OEE+DNC Machine Monitoring & Control– Need for real-time information about the machine– Lean initiatives and process improvements– Time study analysis– Typically 20+ machines on the shop floor

Business Development

Prospecting Feature SheetProspecting Feature Sheet

Sell directly to your target market

Business Identification

Solution Fact SheetSolution Fact Sheet

Machine Monitoring - OEE

Keep on your desk

Visible Sales Tool

Solution Fact SheetValue Proposition• Productivity Tool: 5 – 20% increase in efficiency

Key Differentiator• Software & Hardware from Memex

• Real-Time visible Dashboard metrics - status of production

• OEE + DNC = Monitor & Control

• Any Machine; CNC & non-CNC, PLC and any other with some signal.

Target Market• Fabrication, CNC Machining; Industrial Equipment, Aerospace,

Press Shops, Plastics, Injection Molding

Decision Makers• CEO’s, Plant Manager’s, Manufacturing Mgr’s, Continuous Improvement Mgr’s

Key Drivers• OEE—Overall Equipment Effectiveness• Productivity & Efficiency

Solution Fact SheetQualifying Criteria• Need to improve productivity in Discrete, Repetitive Manufacturing• 10 or more machines, Revenues $20M+, 24 hour operations Benefits• Real-time, OEE, Identify Problems Fast, data collection and reporting• Downtime & Reject cause analysis, Assess Operator Productivity• Labour tracking, Usage-based Preventive Maintenance, Scheduling, ERP 

– Payback to bottom line measured in months– Easy to install & start collecting data within days

Solution• Hardware, Software, Handhelds, scanners, devices etc., Real-Time connection• Over 400 data elements collected, Comprehensive reporting in 8 ways

Next Step• Offer a Pilot Trial for one machine – Prove to them it works!

– 60 days, computer, s/w, h/w, install, $4,000

Contacts• Memex: John Rattray, Dave McPhail

Next Steps

Sign-On to the VAR program

• Review fit on Checklist

• Website form to register VAR

Complete appropriate certification

Find a prospective customer

• Start selling

Do a Product Webinar

• to confirm fit and interest

Pilot Trial

• to prove solution

• minimize risk

Bid a Project

• Let’s start making money

Questions & Answers

Thank You

©2010 Memex Automation Inc., 3425 Harvester Road Suite 200, Burlington Ontario Canada L7N 3G1 (866) 573-3895

www.memex.ca