1. Online Presentation John Gibbs Product Manager
Pricing and Quoting
Online Presentation
John Gibbs
Product Manager
MTS Confidential

2. Pricing and Quoting Readiness
Available for Quote (AFQ)
Quote Tool is now complete and functional
Using new and existing product pricing as appropriate
Readiness
Quote Desk Request (QDR) and Quote Tool
Quote text continues to be refined
Pricing set for launch, but still under review
Written Estimates for Basic Systems
Used to judge customer interest and develop leads
Also used to solicit feedback to verify market pricing
Assess timing and degree of interest
MTS Confidential

3. First Shipment to Customers – December 2012
Near Future
Configure / Price / Quote Tool (CPQ)
New global quote tool
Replaces Classys and Mobile quote tools
Planned for early 2013
MTS Acumen and MTS Criterion will be the first systems loaded into the new tool
First Shipment to Customers – December 2012
MTS Confidential

4. Basic System Pricing Basic System Market Pricing Load Frame
FT40-1 Station Controller
PC & MPE Software
10’ Cable Set
Power Cord Set
Load Cell
Installation & Basic Training
Market Pricing
Instron E1000 = $80,000 - $85,000
Instron E3000 = $90,000 – $95,000
MTS Confidential

5. Launch Pricing Written Estimate Pricing Acumen 1 Acumen 3
To be used for general customer inquiries
Purpose is twofold
stimulate interest
get feedback
Acumen 1
$84,000
Without options
Acumen 3
$92,000
MTS Confidential

6. Written Estimate
MTS Confidential

7. Pricing Available at Launch
Basic System
Load Frame
Controller
PC & Software
Cable Set
Power Cord
Load Cell
Installation & Basic Training
Optional Components and Accessories
Test Area Enclosure
Remote E-Stop
Low Force Load Cells
Stand
Selected Grips, Fixtures, Platens, Grip Supply, Etc.
Selected Extensometers
Bionix EnviroBath (1 Liter and 10 Liter sizes)
MTS Confidential

8. Late 2012 Pricing Basic System Optional Components and Accessories
Load Frame
Controller
PC & Software
Cable Set
Power Cord
Load Cell
Installation & Basic Training
Optional Components and Accessories
Test Area Enclosure
Remote E-Stop
Low Force Load Cells
Stand, Frame-specific Engineered Tables
Increased Selection of Grips, Fixtures, Platens, Grip Supply, Etc.
Increased Selection of Extensometers
Bionix EnviroBath (1 Liter and 10 Liter sizes)
MTS Confidential

9. Future Product Offerings
Planned Additions to Accessories and Configurations
Environmental Chambers
F1717 Spine Fixture
Horizontal Orientation
Adding Frame(s) to Existing Controller
Torsion Option
Plan to “productize” more as orders are received (driven by customer demand)
Additional Systems - Longer Term Plan
Lower Force
Higher Force
MTS Confidential

10. Quote Process for MTS Acumen
Based on Existing Quote Tools and Practices
Quote Desk
Quote Desk Request (QDR) on salesforce.com
Mobile quote tool
Quoting in English and $USD at launch
The Plan
Keep it simple at the beginning
Allow for some customization as customer inquiries dictate
24 Hour response for basic system with standard options
Hours for customized configurations
MTS Confidential

11. Quote Desk and QDR Quote Desk Staffing Quote Desk Request (QDR)
Paul Pederson – Primary
Ron Baron – Secondary
Jerry Pettipiece – Back-up
Quote Desk Request (QDR)
Available on salesforce.com
Designed to make quotes quick and accurate
Proven over the past year with Criterion
Also being used with new High-Temp offering
MTS Confidential

12. QDR Form on salesforce.com
MTS Acumen SRT Day 2, Morning Session
QDR Form on salesforce.com
SE kN
MTS Confidential
MTS Confidential

13. Quote Tool Basics Green, Yellow, Orange, Red Green (30 Day Lead Time)
Forecasted standard product
Yellow (60 – 90 Day Lead Time)
Non-forecasted standard product
Orange (Lead Time TBD)
Unique customer requests that require Engineering support
Red (Not Offered)
Items not offered with MTS Acumen
Some red items may be offered at a later date
MTS Confidential

14. Quote Tool Features Mobile Quote Tool Limited Options
Proven and supported
Allows for quick processing of orders within SAP
Processed by Quote Desk
Limited Options
Need to walk before we run
Supported by streamlined manufacturing process
Protects 30 day lead time – after we get past the initial launch phase
Customer Specials
Allowing limited customization options at launch
Plan to become more flexible as we mature
Increased lead times
MTS Confidential

15. Pricing and Quoting Summary
Written estimates now available
MTS Acumen is available for quote
MTS Acumen products will be added to Standard Product Price List (SPPL)
We know we have a limited offering at this stage
Tell us about all opportunities, even if they are outside our current scope
As customers request products or configurations not currently offered, we will assess adding them to our portfolio
Your feedback is essential
MTS Confidential