Mill4 range

Awareness Campaigns EMEA_Indirect channel
Q3 FY14
Playbook
Object
Call to Action
 Drive sales and capture market share with KMT latest technology, leveraging
Kennametal’s proprietary platforms to increase customer retention!
Campaign Timeline
 Feb. 1st through Apr. 30th , 2014 (A4 and Rodeka)
 Mill4 till the end of FY14
Customer Goals




Penetrate new accounts
Improve Indirect Sales in Q3 to fill our Gap to the FY14 plan
Improve the EDI/WEB purchasing usage (Kits)
KMT products retention on existing accounts
Product Goals are to Promote…
Proprietary and High-performance products
Newest Mill4 platform
Continue to support the Perfect-Beyond transition Turning portfolio
Applicable to Kennametal Branded products only
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Campaign Details
Products
 Complete Rodeka range (available into the Innovations 2014 catalogue)
 A4 range, only Beyond grades (no modular tools)
 Mill4 range (with Starting Kits)
Proposal
Different proposal based on the products offering, details in the next pages
For Indexable milling:
Avoid the steel for free in order to increase Margin and Retention
The Campaign has been prepared following the process identified by the Marketing
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Program Guidelines
•
Limited time only.
• Offer applies to qualified, standard catalog products only and is not valid in combination with any
other offer or on exchange of current Kennametal products.
•
Program is void where prohibited by law. All local, state, and federal laws apply.
•
All purchases and exchange values are based on standard current customer pricing.
• All orders must be for immediate shipment. Previous purchases, scheduled agreements, contract
releases, blanked orders, and price concession orders are not covered by this program.
• All transactions are final. No returns are permitted other than defective product.
We will, however, issue the customer a credit for the purchased insert portion of the program.
• Inventory exchange must be from current customer stock and involve only tooling now used in an
ongoing customer operation.
• Kennametal Inc. reserves the right to confirm, adjust, or reject the amount of exchange
redemption.
•
Offer subject to change without notice.
© 2014 Kennametal Inc. l All rights reserved. l Proprietary and Confidential l 3
Turning - A4 range
Buy 20 “Beyond” inserts and
get the tool holder FoC
Buy 30 “Beyond” inserts and
get the boring bar FoC
Only
KCU25, KCU10
KCP25, KCP10
Target: increase by 45% # of Beyond inserts during campaign.
Drive the Perfect-Beyond transition
*Further technical information available on “Innovations Master Catalogue 2013”
© 2014 Kennametal Inc. l All rights reserved. l Proprietary and Confidential l 4
Indexable Milling – Rodeka range
Entire RodekaTM range
Buy 10 inserts per pocket and
get the body with 70% of Disc.
Target: increased by 46% # of inserts during campaign.
Applicable to all the Inserts and Grades of the range
*Further technical information available on “Innovations Catalogue 2014”
© 2014 Kennametal Inc. l All rights reserved. l Proprietary and Confidential l 5
Indexable Milling – Mill4 range
Starting Kits to support
the Launch!
State-of-the-art stepping down capabilities — “step less” solution!
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Mill4 range – Technical information
Integrated Wiper facet for
best in class floor finisher
Multiple Corner Nose Radii available,
from 0,4mm up to 1.2mm
Screw-on, End-mills and
Shell Mills cutters
Uneven Pocket
Spacing
Up to 15.5mm
ap capabilities
Double-sided insert with
4 cutting edges!
High quality
steel
48-52 HRC
TP15 insert screw
(M4) to provide
higher reliability and
safe process.
Internal coolant flow
optimized to increase
inserts performance
© 2014 Kennametal Inc. l All rights reserved. l Proprietary and Confidential l 7
Mill4 range
Screw-on head
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Mill4 range
Weldon shank
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Mill4 range
Cylindrical shank
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Mill4 range
Shell mills
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Mill4 range
Spare parts
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Mill4 Inserts geometries
Into the Kits
Different edge prep. and styles for a wide range
of applications and materials
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Mill4 Inserts geometries
Recommended Starting Feeds [mm]
© 2014 Kennametal Inc. l All rights reserved. l Proprietary and Confidential l 14
Mill4 Inserts grades
Newest Beyond Grades
KCSM30 and KCPM40
included into the Mill4
inserts offering!
© 2014 Kennametal Inc. l All rights reserved. l Proprietary and Confidential l 15
Indexable Milling – Mill4 range
Mill4 range - Starting Kits
12 Kits as standard on stock
with fixed aggressive price*
Ø25 mm - Ø63 mm:
1 cutter + 20 inserts
Ø80 mm - Ø100 mm:
1 cutter + 40 inserts
KC725M and KCPK30 only
SGE geometry only
* Distributors 20% disc. on disc. group (O1)
** Due to the high request product completely available in
stock starting from Mid of February ONLY. Distributors should
hurry up and start booking their first kits from now on!
Target: Achieve $ 220k of incremental sales.
Launch the new double sided shoulder milling platform of KMT.
Limited offering part of the Starting Kits
© 2014 Kennametal Inc. l All rights reserved. l Proprietary and Confidential l 16
Indexable Milling – Mill4 range
Mill4 range - Starting Kits Details
MM#
ISO Catalog
Description
5594975
5594976
5594977
5594978
5594979
5595300
5595301
5595302
5595303
5595304
5595305
5595306
M4KITD25Z02B25SGE20
M4KITD25Z02A25SGE20
M4KITD32Z03A32SGE20
M4KITD32Z03B32SGE20
M4KITD40Z04S16SGE20
M4KITD50Z05S22SGE20
M4KITD50Z06S22SGE20
M4KITD63Z06S22SGE20
M4KITD63Z07S22SGE20
M4KITD80Z07S27SGE40
M4KITD80Z09S27SGE40
M4KITD100Z08S32SGE40
M4 KIT D25MM Z2 WEL X20 KC725M&KCPK30
M4 KIT D25MM Z2 CYL X20 KC725M&KCPK30
M4 KIT D32MM Z3 CYL X20 KC725M&KCPK30
M4 KIT D32MM Z3 WEL X20 KC725M&KCPK30
M4 KIT D40MM Z4 SHL X20 KC725M&KCPK30
M4 KIT D50MM Z5 SHL X20 KC725M&KCPK30
M4 KIT D50MM Z6 SHL X20 KC725M&KCPK30
M4 KIT D63MM Z6 SHL X20 KC725M&KCPK30
M4 KIT D63MM Z7 SHL X20 KC725M&KCPK30
M4 KIT D80MM Z7 SHL X40 KC725M&KCPK30
M4 KIT D80MM Z9 SHL X40 KC725M&KCPK30
M4 KIT D100MM Z8 SHL X40 KC725M&KCPK30
List price soon in the SAP
All the info into the ISO catalogue code
© 2014 Kennametal Inc. l All rights reserved. l Proprietary and Confidential l 17
Questions and Answers
Q1 Are all campaigns offered globally?
A1 Campaigns are being offered globally based on the need of each individual market.
Q2 Are customers / distributors allowed to split a single order into multiple shipments to different end user
addresses?
A2 No, the campaign offer applies to a single immediate shipment for all items included in the campaign.
Q3 Are backorders allowed on an order?
A3 Yes, as long as the campaign offering is met, partial shipments and backorders are allowed.
Q4 Are modified standards included in the this offer?
A4 No, the campaigns are limited to our standard product offering.
Q5 Does customer pricing apply for this offer?
A5 Yes, system pricing applies.
Q6 What if a customer wants to buy from Kennametal but claims we are not price competitive even
with the campaign offering?
A6 Concessions are permitted for new business only and are restricted to one time! Follow standard
concession process and submit competitive information to the Concessions Team.
Q7 What if an account is penetrated with new product but inventory levels are insufficient?
A7 Qualify the customer's expected new and ongoing usage and submit a SIPPPR form to increase
production according to their requirements as necessary. Supply planning will monitor and respond to
routine back orders.
© 2014 Kennametal Inc. l All rights reserved. l Proprietary and Confidential l 18
Questions and Answers
Q8 Is inventory in place for the items included in the campaigns?
A8 Standard replenishment goals apply for A, B, and C types. The nature of this campaign is to
penetrate new product segments with existing customers and new customers. The success of the
campaigns may produce a spike in demand. Supply planning will monitor the item types sold and
quantity increases to adjust manufacturing production. The use of the SIPPPR process and
communication is key to address increases in demand.
Q9 Is there a limit on quantity?
A9 No, because the new customers may want to re‐tool their machine completely
Q10 Does the campaign apply to past purchases?
A10 No. campaign purchase is applicable to new orders only. Any past orders will not be covered under
this campaign
Q11 What if a customer needs technical help with tool selection before a sale can be finalized?
A11 Contact Customer Application Support or Field Sales Engineer while customer is on the line.
© 2014 Kennametal Inc. l All rights reserved. l Proprietary and Confidential l 19

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