Advanced Manufacturing SolutionsPeter Dickin

Marketing ManagerDelcam plc

PMKR

Design or import part

Prepare a part for

manufactureManufacture the part Inspect the part

PSPS NCPLNCPL

PM

NCCNCC

FCPSPS

CCCC

Product range

OMV

• Fundamental problem is that too many customers only have one Delcam product

• Broader range of products to each customer• Data translation and repair to CAM customers• Design for manufacture to CAM customers• Multiple CAM solutions for all customer’s machines • Metrology to machinists or vice versa

• Opportunity to re-structure how we market, develop and sell our core products

• Move from a product centric to solution / customer centric organisation

Why change?

‘….the complete process from receiving the patient’s data, to the design, to the programming, to the machining and to the finished implant has to have no surprises that would delay the operation……’

CopyCAD, PowerMILL, PowerSHAPE, Feature TM

ISIQU Orthopaedics – Aztech SA

>$50K >$50K

Solution selling

PowerINSPECT, PowerMILL 5-axis, PowerSHAPE

Turboatom – Adequate Systems Ukraine

>$45K >$45K

‘….the demonstration was so successful that Turboatom decided not only to invest in PowerINSPECT but also to investigate adding the PowerSHAPE CAD software and the PowerMILL CAM system as well…..’

Solution selling

PowerMILL 5-axis, OMV, CopyCAD, PowerSHAPE

Crosby Composites – Delcam UK

>$85K >$85K

"Since then we have used On-Machine Verification as much as we possibly can,” said Mr. Crosby.  "It ensures that we can catch any mistakes before they reach our customers.  In the six months since we started with this approach, we have only had one part rejected and that was because of just one undersize hole.”

Solution selling

CopyCAD, PowerMILL, PowerSHAPE

Garner Holt – Programming P NA

>$40K >$40K

…..we use a combination of Delcam programs; CopyCAD for reverse engineering, PowerSHAPE for detail design and PowerMILL for toolpath generation; plus custom-designed software from Robotic Solutions.

Solution selling

Consistent branding

• Customers recognise that products are from same company

UpdateUpdate• 160+ videos now• Over 110,000 visits• Average time on site 3.8 mins• Visited by over 160 countries•Need to encourage more foreign language content – initially from subsidiaries

Delcam TV

• New web sites being developed for all products

• First, PowerMILL, is now online

• Others to follow

New web sites

Thank you