Aftermarket Parts and Services Industrial Agent Training 2016 Presented by: Ryan Arbuckle

WesTech Aftermarket Parts & Services WesTech Aftermarket Services offers: - Fast, accurate responses. - Standardized acknowledgements (inquiry, quote, order, shipment). - Equipment retrofits - Turnkey services - Drive rebuilds & replacements - Service Agreements - Aftermarket data research In the past, WesTech’s aftermarket department only sold replacement parts for WesTech equipment. Now, WesTech’s aftermarket has expanded our services to include,, Equipment retrofits/rebuilds, Turnkey services, Drive rebuilds & replacements, Service Agreements, Data Research to help develop your aftermarket business. To help us to provide Fast, accurate responses to you and our customers, we have developed standard acknowledgements to keep you and our customers informed of their inquiry or order status. I invite you to join our Workshop this afternoon to hear more about our services and ask any questions you may have.

Fast, Accurate Responses WesTech Aftermarket Parts & Services Fast, Accurate Responses

Include WesTech’s Job Number!! WesTech Aftermarket Parts & Services Aftermarket Process: Inquiries: please send all inquiries to: parts@westech-inc.com Include WesTech’s Job Number!! We will return an inquiry acknowledgment within 24 hours. Who is copied: WesTech AM account manager Agent over aftermarket Ryan Arbuckle

Standard Acknowledgements WesTech Aftermarket Parts & Services Standard Acknowledgements

WesTech Aftermarket Parts & Services Inquiry Acknowledgement: Thank you for your recent inquiry. I have been assigned to prepare your requested quote.  Please find the details of your quote below.   Plant Name (Agency):                                                                   Plant Contact Name:                                                                      Description of items needed:                                                    Date Inquiry received:                                                                  WesTech’ s Aftermarket Job #:                                                 WesTech’ s Prime Job #:                                                              Estimated Date quote will be completed:                            WesTech can also offer the following aftermarket services for your project:  Drive Rebuilds and Replacements  Installation labor services (Turn-key Services)  Service Agreements Please contact me for additional Turn-key pricing. Let me know if you have any questions or need additional information on how WesTech can support you with your equipment or process improvement needs. 

WesTech Aftermarket Parts & Services Quote Acknowledgement: Please find attached your requested quotation.   If you have any questions or need any additional information, please don’t hesitate to contact me. When placing your order – you can email or fax your purchase order to my attention, or sign the attached Quotation and return it to me. Please be sure to include your exact Billing and Ship To addresses. If your organization is tax-exempt, a copy of your tax-exempt certificate will also need to be included. Thank you for choosing WesTech Engineering. Regards,

WesTech Aftermarket Parts & Services Order Acceptance Acknowledgement: Thank you for your purchase with WesTech Engineering.  Attached is an Order Acknowledgement for your review and acceptance.   Please confirm your acknowledgment within the next 24 hours by signing the Order Acknowledgement and returning it to me or simply confirm by email. Please note the Shipment Date and Freight Terms. If you have any questions or need any additional information, please don’t hesitate to contact me. Regards,

WesTech Aftermarket Parts & Services Shipping Acknowledgement: Your order has shipped. Please find the details of your shipment below.   Customer Purchase Order #:      WesTech’s Customer Order #:   Desired Ship Date:                           Actual Ship Date:                              Carrier:                                                 Tracking #:                                          WesTech appreciates your business and we look forward to continuing to support you and your company with any of your equipment or process improvement needs. If you have any questions, please contact us at parts@westech-inc.com. Thank you again for your business. Regards,

WesTech Aftermarket Parts & Services Equipment Retrofits, Turnkey Services & Drive Rebuilds and Replacements

WesTech Aftermarket Parts & Services Service Agreements

WesTech Aftermarket Parts & Services WesTech Aftermarket Service Agreement What WesTech provides: During each onsite visit, a WesTech field service technician will deliver the following operational services and benefits: Review of maintenance records. A detailed inspection of WesTech equipment. An equipment performance audit. Service and maintenance to keep equipment in top operating performance. Train operators to increase their understanding of equipment. Recommend replacement parts and/or modifications, if necessary. As a Service Agreement customer, customers will receive the following cost savings: 25% savings on Field Service Labor beyond your scheduled visits. 5% discount on replacement parts based on a One-Year Service Agreement. 10% discount on replacement parts based on a Two-Year Service Agreement. 15% discount on replacement parts based on a Three-Year or Longer Service Agreement.

WesTech Aftermarket Parts & Services WesTech Aftermarket Service Agreement Operational Benefits- Customers can decide how often they need WesTech to visit their site.   Number of Trips Per Year ____ x $_____ per trip = $__Yearly Service Agreement Total. WesTech will provide rates that are all inclusive vs. T&M.   Financial Benefits – For any length of service agreement, the customer is guaranteed a 25% discount on additional Field Service labor.   ____ One Year Term (5% Discount on Replacement Parts) ____ Two Year Term (10% Discount on Replacement Parts) Three Year Term (15% Discount on Replacement Parts) ____ Year Term (15% Discount on Replacement Parts)

WesTech Aftermarket Parts & Services WesTech Aftermarket Service Agreement (Tier 1 & 2) What’s in it for the agent? Typically, WesTech does not pay commission on Field Service. However, WesTech has included a 5% commission on Service Agreements. WesTech can provide the agent up-to-date information regarding WesTech installed equipment in their territory. If you have questions about the service agreements, contact your Aftermarket Account Manager or Ryan Arbuckle in Aftermarket.

Aftermarket Data Research WesTech Aftermarket Parts & Services Aftermarket Data Research

We want to know our customers better WesTech Aftermarket Parts & Services Aftermarket Data Research - What is the life-time value of our customers? How frequently are customers purchasing from us? Who isn’t purchasing from us and why? What is the lifetime of each part so we can be proactive vs. reactive in keeping customers operating. CRM to keep up-to-date information on plants Plant audits We want to know our customers better

WesTech Aftermarket Parts & Services Aftermarket Summary There is more to aftermarket than just selling spare parts.

© WesTech Engineering, Inc. 2016 WesTech Aftermarket Parts & Services © WesTech Engineering, Inc. 2016