$1,000/month Marketing Materials Trade Show Registration Advertising Total Estimated Budget $7,894 $7,894 $7,894 $7,894 $7,894 $7,894 $7,894 $7,894 $63,152

1. National Account Manager
 Responsibilities:
 Recruit, negotiate and sign new national manufacturers
 Work with German Parent companies & Connect to USA
counterparts.
 Develop a strong understanding of key customer requirements
 Deliver clear and regular communication to internal staff & RSM
 Develop & maintain strong relationships with upper management
 Reach out to new customers to set up presentations / meetings.
 Present information and solutions in a professional manner
 Develops proposals, negotiates terms and conditions, and
contractual agreements.
 Forecast, budget and track revenues and cost

2. National Account Industries
 Defense
 Lockheed Martin receives 26% of the U.S. Air Force budget and is the top
contractor. How do we focus?
 Automotive / Truck
 Lightweight vehicle truck sales up 11.6% from one year ago.
 Additional 31 million people by 2020 means demand will increase
 Main focus of next decade is the powertrain for more efficiency: in all class of
vehicles: hybrid, diesel, gas, plug-ins, natural gas etc.
 Medical
 orthopedic market expects a growth rate from 6.4% CAGR in ‘09 to 6.8% CAGR by
‘13.
 FDA policies are causing large companies to reduce their supply base
 extremities and sports medicine/trauma, are expected to perform better than the
hip/knee and spine market segments
 Industry's is moving towards manufacturing products using advanced materials.
 SUD’s are being focuses upon.
 Aerospace
 How do we become competitive with the advanced prismatic shapes and composites
arriving in new products?
 New Aerospace manufacture park is being developed in Orlando area.
 Agriculture
 Weak dollar and increased exporting of corn and wheat are helping growth. High gas
prices are creating demand for bio-diesel and other petroleum subsidies.

3. National Account Targets
Companies with locations in 3 or more states, which have potential to utilize large
manufacturing programs requiring Index specific applications and resources.
 ZF Transmission  Bosch  General Dynamics
 Cummings Engine  Caterpillar  Bucyrus
 TRW Automotive  WABCO International
 Allison Transmission  Dephi / Nexteer  Mahle Engine
 GKN  Visteon  Rolls-Royce
 Parker Hannifin  John Deere  Flowserve
 Briggs & Stratton  Harley Davidson  Moog
 Maclean Vehicle Systems  American Axle  Honeywell
 Danfoss  Lockheed Martin  Tuthill
 SGL  ThyssenKrupp  CE Niehoff & Co
 Gardner Denver  Case New Holland  Electro-Motive
 Voith  Schaeffler Gear  Medtronic
 General Electric  Northrop Grumman  Curtis Wright FC
Companies  Ingersoll Rand
* List will expand in Medical, aerospace and defense

4. National Account Manager
Action Plan
 Review past activity of targets  Target Southeast to increase coverage
 Bosch, ZF, other target accounts
 Contact Tyler/Rhonda for previous
quotations  Focus Borg Warner, TN?
 Visit former potential customers  Develop external target list
 IL: Metform, Burgess Norton,  Divide Accounts into sub-territories
Mattoon Precision, Kay  Prepare and market IMX tradeshow
 Target German sister companies  25 invitations by July 30, 2011
 Work with German Sales
Manager to obtain application /  Obtain Department of Defense License
model / specs  Develop Testimonials / industry
 Top 5 sister companies/region  Monthly email sent with education or
 Cross Reference w /past activity event.
 Review 2009 feedback from RSM  Develop competitive database
 Installations / quotations / literature

5. National Account Manager
Action Plan
 Keep in Mind  Keep in Mind (con’t)
 Read Carl Henry Book  Prepare letter of introductions
 Develop Database  Survey IMTS target attendees
 Who are Advocates?  Review presentations/rehearse
 Review company websites  Review states commerce plans
 Google names prior to calling  Cross Reference accounts with:
 Purchase stock for news  UCC
 Join Local/National  IMTS
 PMTS
Association
 Create Supplier Tree, when we get a quote
 Trip to Factory the others should be quoting also.
 Learn mechanics/build
 Receive process education
 Receive German Sister
company information
 Visit German manufacturing
 Lean about economy

6. German Sister Company Territory Division
17 territories, 4 time zones
Priority will be given to 2,3,1,7 & 5
Database will be organized accordingly

7. IL
PA 7
WI 5
IN 10
OH 20
CA 18
Parker Hannifin
GA 2 1
1
ZF Lemforder
TX 10 1 1
MI 9 4 4
7 2 2
Continental
1
5
SC 3 2 1 1
Voith
1 2
1
2
NC 11 1 1 1 2
SGL
1
1
Danfoss
1 1
3 1
TRW
1 2 1
1 1
1
Wacker
1
1 2 1
1
ThyssenKrupp
3
Dailmer
Schaeffler
1 2 1 4 1
1
Getrag
1 1
1
1
Kendrion
2
1
2 Wieland
Eberspacker
1
Carl Stahl
1
1 1 Bosch
2
A. Berger Inc.
Rosenberger
2 1
Dorma
1
1 1
Brose
1
1
Spinner Atlanta
Deloro
2
Inc.
1
HC Stark
1
1 1
Hugo
1
1
Guhring
1
1
1 Haver
1
WIKA
1
Otto
* 270 of the 470 North America
accounts are in these 10 states
1
Telegärtner Inc.
1
Birgmann
1
Erbe
1
Voss
1
Erhardt
1
Daitest
1
ETO
1
Suessen
1
Fertigungstechnik
1
Vercore
1
FTE
1
Weinig
1
Brucher
1
Rohm
102 1 9 9 7 7 6 6 5 4 4 3 3 3 2 2 2 2 2 2 2 2 2 2 2 2 2 2 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1
1
Bucher

11. The Trent XWB has been developed and optimized exclusively
for the Airbus A350 XWB family, which has currently attracted
530 firm aircraft orders from 33 customers, an order book that
already exceeds 1,000 engines before its entered into service,
another record for any Rolls-Royce engine.

12. EXISTING ACTIVITY:
 Mattoon:
 They are currently
 GOAL:
investigate a Hydromat.  3 units / $4.5 USD
 Kay Manufacturing  42 pcs of qualified
 Quoting pinion shafts for 8 activity by 12/20/2011
speed transmission  20 pcs of qualified
 Metform activity 7/30/2011
 Currently quoting  IMX Goal : 25 invitations
 (3) ZF Transmissions
 (1) Allison Transmissions  7/30/2011
 (1) Mahle Piece
 (1) Clipper wind power
piece

13. Estimated Operation Budget
May Jun Jul Aug Sep Oct Nov Dec Total
Travel
Hotel
1,200 1,200 1,200 1,200 1,200 1,200 1,200 1,200 $9,600
Auto Rental
1,200 1,200 1,200 1,200 1,200 1,200 1,200 1,200 9,600
Home Office Expenses
(phone, postage, supplies
Monthly email program) 250 250 250 250 250 250 250 250 2,000
Dining / Per Diem
744 744 744 744 744 744 744 744 5,952
Air Fare
2,000 2,000 2,000 2,000 2,000 2,000 2,000 2,000 16,000
Mileage / Gas
500 500 500 500 500 500 500 500 4,000
Personnel Total
$5,894 $5,894 $5,894 $5,894 $5,894 $5,894 $5,894 $5,894 $47,152