Condition Monitoring Field Marketing

Wil Riedijk SKF Condition Monitoring

Subject : Condition Monitoring Field Marketing and The Marketing Calendar

24 July 2014 Slide 0

SKF Condition Monitoring Marketing Calendar *SKF Internal info Only* Please run this as a presentation, use or to start

1

© SKF Group

CoMo Marketing Calendar

• What is it • How it works

24 July 2014 Slide 2

2014

First 12 months

2015

Next 12 months

Details

*SKF Internal info Only*

History

© SKF Group

CMC Marketing Calendar

• What it is • Why we need it • Set expectation • How it works • Improvements

24 July 2014 Slide 3 *SKF Internal info Only*

© SKF Group

Why we need it

• Better prepared for Launches • Better prepared for Promotions • Timely Information (min 3 x a year - first week Feb./June/Oct.)

• Open and transparent • Clear and consistent • Gives visibility inside Condition Monitoring processes • Post and Pre-launch planning shown (suggestions)

24 July 2014 Slide 4

Until today the info was Limited and not on a timeline

*SKF Internal info Only*

© SKF Group

Instructions Marketing Calendar

24 July 2014 Slide 5

Smiley Green = ok

=Launched

Click on picture or text shows planning

or info on SKF WWW

CMVL 4000-EN, SKF Wireless Microvibe Sensor Unit for Android Tablet's. To complement THE SKF wireless condition monitoring offering 2014 2015

Item Action Description

Confidenc

e level

Q1 Q2 Q3 Q4 Q1 Q2 Q3

1 Beta testing

2

Launch (incl final launch package) Expect launch time frame 80-90% X

3 Video ready for promotion video

4 Internal training CMC Group CSG & TSG may 1st

4.1

Internal training SKF Sales unit champion and Service

May /June

5

Send out press release Spider April 28th press

6

Prepare for add-in local magazine (yes) in launch manual

7 Case history +value proposition in magazine Monitor

Monitor

Monitor

- Product Designation - Key Benefits/Features

Yellow = uncertain or delayed

Click on this key to step back

*SKF Internal info Only*

No Smiley = Awaiting requested

© SKF Group

2013 - 2014 Product Launches and Campaigns (click on it)

December 2013 Apply for awards • Plant Engineering • Design News

January 2014 New PSP Brochures and PSP offering

February 2014 SKF Multilog IMx-B Railway Train Bogie Monitoring

March 2014 SKF Laser Vibrometer S2C Africa

November 2013 Reliability Meets Affordability Campaign (25 MCI + 1 MCA)

April 2014 Wireless Condition Monitoring Sensor Launched (May) S2C AP

October 2013 MCI for OEM Campaign

May 2014 Wireless MicroVibe launch S2C EMEA

September 2014 SKF Multilog IMx-M status-update

August 2014 SKF Multilog MTx for Machine tool spindles

July 2014 Alignment Tools TKSA 60-80 Firmware v 1.6 Enhancements:

June 2014 @ptitude Analyst 8.1 MR1 • Stat. Band Alarm • Derived Point+

2C USA IMX-M Surveillance CM

24 July 2014 Slide 6

= Certainty of Launch Date = Complete

Next year

*SKF Internal info Only*

© SKF Group

2014 - 2015 Product Launches and Campaigns

24 July 2014 Slide 7

December 2014 Apply for awards • Plant Engineering • Design News

January 2015 @ptitude Monitoring Suite MR (H1) Details Coming

February 2015 March 2015 Microlog IP Comm’s (H1) Details Coming

November 2014

April 2015 TKSA 60/80 Cardan Shaft Alignment Functionality V.1.8

October 2014 Wireless Vibration Transmitter ISA100 (H2)

May 2015 • Next Release TBD

September 2015 •TBD

August 2015

July 2015 @ptitude Analyst (H2) Details Coming

June 2015 • TBD

= Certainty of Launch Date = Complete

*SKF Internal info Only*

Back

© SKF Group 24 July, 2014 Slide 8

SKF Wireless V/T - ISA100.11a

Unit with wireless ISA100 Protocol, to compliment SKF Wireless Condition Monitoring offering for Balance of Plant rotating equipment. Currently Interfaces with Honeywell DCS system. Will support Tacho measurements.

2014 2015

Item Action Description Confidence level Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4

1 Beta testing site at a Power plant in the UK. pending Beta Beta

2 Launch (incl final launch package) Expected late H2-2014 50-70% H2 H1

3 Internal training CMC Group CSG & TSG ? 4 SKF Wireless Site (@ skf.com) ? 5 Video (on Web site) ? 6 Internal training SKF Sales and SKF Service ? 7 Pre-promotion external training (webinar?) 8 Send out press release (Local)

*SKF Internal info Only*

Back

© SKF Group

SKF MULTILOG on-line IMX-M protection system and SKF @ptitude Analyst Surveillance condition monitoring

24 July, 2014 Slide 9

CMON 5000-xx-x-xx: SKF Multilog on-line protection system IMx-M and SKF @ptitude Analyst Surveillance Condition Monitoring Best fit for machinery exhibiting moderate to long time-to-failure characteristics. Optimized for intermittent measurement data for Operator Driven Reliability, predictive maintenance analysis, and online surveillance monitoring applications. Offers support for the largest complement of offline and online Data Acquisition Devices (DADs). Designed to support the broadest range of possible measurements.

2014 2015

Item Action Description Confidence level Q1 Q2 Q3 Q4 Q1 Q2 Q3

1.0 Next release testing: Critical Rotating Machinery CM (built on SKF @ptitude Observer version (9.x) on going xxxx xxxx 2.0 Launch Surveillance CM (Build on @Analyst ) expected June Launched x 2.1 Launch Critical Rotating Machinery CM (Build on @ Observer V9.x ) open Open H2 H2 H1 H1 3 Internal training CMC group CSG & TSG ?

3.1 Internal training SKF Sales and SKF Service EMEA ?

SKF college

4 Video (on Web site) Movie. 5 Pre-promotion external training(webinar?) TBD ? 6 Refresh training / Internal CMC Group and SKF Sales Units ? 7 Send out press release x 8 Prepare for add-in local magazine Oil and Gas 9 Case history + value proposition in magazine

10 Proposal: Start Sales unit promotion First wave Condition Monitoring Protection promote in Generic industry Phase 2

Generic Industry ----- ------- ----- ------ ----- -----

11 Feedback market response to CMC unit

2.0 Released: 2.1 awaiting update on next release info expected in August / September

Item = 2.0 Released. Please refer to Sales Information Bulletin

CM2014-013 & 2014-021 (on Spider) for more information.

See also CM5121 publication statement of direction. Note: Item 2.1 Subject to changes

*SKF Internal info Only*

Back

© SKF Group

CMON 1501/1502: SKF Machine Tool Observer, on-line system for Assessment & crash detection for spindle applications

2014 2015

Item Action Description Confidence level Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4

1 Launch--> Launch Postponed till Q3/4 2014 80%/90% X X 2 SIB MTx end Quarter 3 X 3 DeMo kit ready for distribution X 4 Video on Web site?? t.b.d... 5 Internal CMC training TSG1 planned

5.1 Internal CMC training CSG 1 planned 5.2 Internal Sales Unit/FI Sales and SKF Service training SKF College 6 Send out press release x x 7 Prepare for add-in (local) magazine pending 8 Case history + value proposition in (local) magazine 9 Sales Training WEB ex X

10 Refresh Internal SU/FI Sales and SKF Service training SKF

college

11

Start Sales unit promotion First wave Automotive

IMTS Exhibition

AMB Stuttgart

First wave

12 Start Sales unit promotion Internal SKF Factories beta beta x x 13 Start Sales unit promotion Internal SKF Solution Factories Second Wave

Approved LD

24 July, 2014 Slide 10

CMON 1501/1502 - SKF Machine Tool Observer

*SKF Internal info Only*

Back

© SKF Group

CMWA 8800 SKF Wireless Machine Condition Sensor. Compact battery-powered sensor uses WirelessHART. Strengthen and to complete THE SKF Wireless condition monitoring offering. Certified for ATEX hazardous area. Only all-in one WirelessHART sensor, takes dynamic vibration readings, temperature data, providing an ideal Balance-of-Plant monitoring device. 2013 2014 2015

Item Action Description Confidence

level Q3 Q4 Q1 Q2 Q3 Q4 Q1 1 On Going Beta testing several versions (SW/FW) 2 Launch (incl final launch package) planned Q2-2014 Launched may 3 Internal training CMC CSG & TSG Done may19 4 SKF Wireless Site (@skf.com) Site active Active Active 5 Internal CMC application team training done 6 Video on Web site (finished ) video video video

7 Internal training SKF Sales (Web-ex) done t.b.d. 7.1 Internal training SKF Service t.b.d.

9 Send out press release (local initiative) O&G UK done

Prepare for add, in (local) magazine Oil and Gas or other magazine of relevance x

10 Case history + value proposition in magazine TEBU Done 11 Promotion external training (webinar?) t.b.d. 12 Refresh training / Internal CMC and SKF Sales unit x

1 <-Web site Wireless condition monitoring SKF.COM 2 <-video 3 <Sales training

24 July, 2014 Slide 11

CMWA 8800 SKF Wireless Machine Condition Sensor

*SKF Internal info Only*

Back

© SKF Group

CMVL 4000-EN, SKF Wireless Microvibe Sensor Unit for Android Tablet's. To complement THE SKF wireless condition monitoring offering. A cost effective , portable system for machine vibration Condition Monitoring - safe/quick/easy, up to 40 meter distance.(sensor unit/tablet)

2014 2015

Item Action Description Confidence level Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4

1 Beta testing

2 Launch (incl final launch package) Expect may Launched May

3 Video ready for promotion video

4 Internal training CMC Group CSG & TSG may 1st

4.1 Internal training SKF Sales unit champion and Service May

/June

5 Send out press release Spider April 28th press

6 Prepare for add-in local magazine (yes) in launch manual

7 Case history +value proposition in magazine Monitor Monitor Monitor

24 July, 2014 Slide 12

CMVL 4000-EN - SKF Wireless MicroVibe for Android

*SKF Internal info Only*

Back

© SKF Group

TKSA60-80 FW release improved functionalities I

Phase I

TKSA 60-80 SKF Shaft Alignment System, new Firmware version 1.6 Enhancements: Sunlight fix , User- Interface Workflow improvement, Separate Softfoot and Firmware upgrade via USB stick

2014

Item Action Description Confidence level Q1 Q2 Q3 Q4

1 Pre Launch-->to--> Official Launch Expected July 2014 99% x 2 Marketing Manager/Champion's training presentations for salespeople July 3 Establish web conference sales training dates June 4 Provide product user manual June

5 Investigate if SKF Service guys will be used as pre test sites For field feedback before /during beta April

6 Have SKF Service Comment on manual(s) Quick start card & package of unit when received/Language May

7 Start Internal Technical Training of CMC Apps team None 8 Start Internal Technical Training of CMC TSG July 9 Start Internal Product awareness of CMC Training CSG July 10 Start Internal Training SKF Sales units, First wave July 11 Start Internal Training SKF Sales units, Refresher Aug

Approved KV

24 July, 2014 Slide 13 *SKF Internal info Only*

Back

© SKF Group

TKSA60-80 FW release improved functionalities II

Phase II

TKSA 60-80 SKF Shaft Alignment System, new Firmware version 1.8 Enhancements: Cardan Shaft Functionality, better fit solution to customer needs

2014 2015

Item Action Description Confidence level Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4

1 Firmware launch/Brackets Expected H1- 2015 50% x x 2 Marketing Manager/Champion's training presentations for salespeople t.b.d. 3 Establish web conference sales training dates t.b.d. 4 Provide updated product user manual t.b.d.

5 Investigate if SKF Service guys will be used as pre test sites For field feedback before /during beta ?

6 Have SKF Service Comment on manual(s) Quick start card & package of unit when received/Language ?

7 Start Internal Technical Training of CMC Apps team 8 Start Internal Technical Training of CMC TSG t.b.d. 9 Start Internal Product awareness of CMC Training CSG t.b.d. 10 Start Internal Training SKF Sales units, First wave t.b.d. 11 Start Internal Training SKF Sales units, Refresher t.b.d.

24 July, 2014 Slide 14 *SKF Internal info Only*

Back

© SKF Group

PROMO’s

24 July, 2014 Slide 15

Special Promotion: Competitive System Trade-In, See for details Sales information Bulletin SIB 2014-18 2014 2015

Item

for Trade in Of : • Competitive or SKF old system trade in"IP price -25%"

when purchasing SKF microlog system hardware+Software) • +3 yrs. PSP discounted “ 45% end-user /SU 65% form list

Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4

1 CMXA75-M-K-SL/CMSW7300 START -- -- -- End 2 CMXA75-M-KSLZ2/CMSW7300 3 CMXA80-M-K-SL/CMSW7300 4 CMXA80-M-KSLZ2/CMSW7300 5 CMXA51-M-K-SL/CMSW7300 6 Awareness sheet of promotion : English x Special promotion CMAS 200 Finished 30 June 2014 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4

1

Machine Condition Indicator Campaign, 25 CMAS 200 Plus 0ne Machine Condition Advisor = CMAS100 at no extra cost. Basic CM promo for D/D Extended till 30th may 2014

end's May 2014

Pending Ended

2 Qualify Leads and start activity local

3 Plan customer WEB Demo with Q&A sessions April 1st 4 Sales follows up with D/D

*SKF Internal info Only*

Back