1. www.us.hilti.com/b2b 1 For internal use only B2B – IQC 2.0 (Intelligent Quote Conversion) Sep 2015

2. www.us.hilti.com/b2b 2 For internal use only What is IQC (Intelligent Quote Conversion)?  An eB2B solution which allows our customers to easily (2 click conversion) and quickly convert quotes into orders from within the quote email.  Can be used with any existing customer – no customer specific setup required.  Quotes are converted within 5 minutes, customer receives email confirmation.  Converted quotes are eCommerce orders.

3. www.us.hilti.com/b2b 3 For internal use only How does Intelligent Quote Conversion work? 1. Create Quote Hilti user (AM, CS, HC, etc.) creates quote in SAP/CRM 2. Send IQC email to customer IQC email with quote sent to Hilti user Hilti user forwards email to customer 3. Customer converts quote Customer uses email to convert quote into order – no need to call, etc.

4. www.us.hilti.com/b2b 4 For internal use only Creating the quote in SAP/CRM ●Ensure quote is set up with the correct ship-to address, shipping condition, and the correct contact details (buyer and ship-to if required). ●Input correct items, quantities, and prices then save. ●If you have a pricing override on the quote, please insert “IQC” along with notes for override reason under Internal customer note (to expedite release by our discount dept/profit desk). Quote conversion using IQC is fully automated. Hence, it is important to pay attention to the following when you create a quote:

5. www.us.hilti.com/b2b 5 For internal use only Forwarding the quote to the customer After creating the quote in SAP/CRM, you will receive an IQC email (see below). Once received, this should be forwarded to the customer.

6. www.us.hilti.com/b2b 6 For internal use only Forwarding the quote to the customer (continued) When forwarding, remember to do the following: Clean up the subject line. Delete all content preceding the Hilti branded banner:

7. www.us.hilti.com/b2b 7 For internal use only Final IQC view before sending Once you have completed the previous steps to forward, your final email should look like this:

8. www.us.hilti.com/b2b 8 For internal use only How to explain the quote conversion steps to your customers Reminder: IQC only works if the customer wants to convert the quote to an order WITHOUT ANY CHANGES. What they need to do if they want to convert the quote into an order: 1.Click on the “here” link in the email. 2.Add purchase order number following “GO AHEAD” in the subject field then click Send. ●Do not change anything else in email as it may cause the conversion to fail. ●Customer can attach their own PO as well (optional), but this should not be sent separately as it may generate a duplicate delivery. Don’t forget to tell your customer about the free standard and saver shipping!

9. www.us.hilti.com/b2b 9 For internal use only Exceptions ●IQC email will be generated for all quotes except: 1.Will Calls – HC stock can’t be guaranteed for period between quote creation to quote conversion (theoretically up to 30 days) 2.Fleet quotes – different process 3.Repair quotes – different process  You will still receive the traditional non-IQC quote email for these excluded categories ●IQC should not be used for quotes with: ●Configurable items requiring manual selection ●Cash accounts/credit card orders ●Plant overrides to source from specific plants  These MUST BE MANUALLY EXCLUDED To disable IQC for a certain quote, simply replace the entire IQC email content with your own verbiage before forwarding to the customer.

10. www.us.hilti.com/b2b 10 For internal use only We passionately create engaged customers in partnership with Hilti Business Questions/Issues? please don’t hesitate to contact the B2B support team at b2bsupport@hilti.com