Tools & General

Maintenance

Philippe Hervieux,

Brammer plc,

European Tools & General

Maintenance Director

Intellectual Property Notice

The trademarks, logos and other registered marks of BRAMMER including,

but not limited to, the “BRAMMER” “INSITE” and “GENIE” trademarks and

logos, are the exclusive property of BRAMMER, and may not be used or

reproduced without BRAMMER’S prior written consent.

Tools & General Maintenance

1. Range Definition

2. Market Opportunity

3. Why Tools & General Maintenance

4. The UK Experience

5. Buck & Hickman

6. Tools & General Maintenance Product Division

7. Sales Development Plan

8. 2012 Q1 Activities

Growth Objective The Market Opportunity

Bearings 2.0 bn

MPT 5.0 bn

Fluid Power 10.0 bn T&GM+PPE

25.0 bn

> €40 bn

The Market Opportunity

EUROPEAN MARKET € Billions

HAND TOOLS 5.0

POWER TOOLS 7.0

SAFETY 7.5

OTHER 5.5

Largest Growth Opportunity

• Size of the market = € 25 bn

Why Tools & Maintenance?

Why Tools & Maintenance?

Largest Growth Opportunity

• Size of the market = € 25 bn

Same customers

• Over 250,000 potential contacts

Why Tools & Maintenance?

Why Tools & Maintenance?

Largest Growth Opportunity

• Size of the market = € 25 bn

Same customers

• Over 250,000 potential contacts

Key Account request

• 1/3 of our customer quote « vendor

reduction » as a key focus area

Why Tools & Maintenance?

Opportunity = Cross Selling

Brammer

Share = 12%

1/3 Loyal

2/3 Promiscuous

4%

24%

7 bn €

28%

Customers

Vendor Reduction

Sales Force

Network

Opportunity = Cross Selling

3 Customer segments:

• Key Accounts

• Focus on tenders

• Engagement with Key Account teams

• Insites

• Supplier rationalisation

• Innovation introduction

• Regional Accounts

• Catalogue

UK Development

Sales strategy

• Right Products

• Right Price

• Right Availabity

UK Development

• Established for over 180 years

• The first major tools distributor in the UK

• Still the UK’s leading distributor of Tools,

Maintenance and Health & Safety products

• 2,100 page catalogue regarded as the

‘Industry Bible’

Buck & Hickman Overview

Our customer proposition is based around

delivering excellence in four key areas:

• Products – the definitive source for all your

Tools, Maintenance and Health & Safety

needs

• Service – a team that can be trusted to

deliver the goods

• Relationships – giving service a human face

• Solutions – taking cost out of customers

supply-chain

Buck & Hickman Overview cont..

• £105 million sales in 2011

• 540 FTE employees

• 28 branches

• 100,000 sq ft warehousing and storage in

Coventry NDC

Buck & Hickman Overview cont..

Mission:

Position Brammer as a specialist in Tools,

General Maintenance and Health & Safety in

Europe

Deliver improved customer satisfaction and

revenue growth

The European Product Division

Product Division Structure & Mission

CATEGORY MANAGEMENT

SALES SUPPORT

MARKETING

SUPPLIER DEVELOPMENT

Product Division Structure & Mission

CATEGORY MANAGEMENT

• Range definition

• Products

• Brands

• Supplier negotiations

• Supply chain coordination

• Life cycle management

• Technical support

Product Division Structure & Mission

SALES SUPPORT

• Sales plan definition and support

• Value proposition adaptation

• Customer facing activities

• Key Accounts

• Regional Accounts

• Tender response handling

• Contract implementation

Product Division Structure & Mission

MARKETING

• Catalogue publication

• Marketing plans

• Public relation

• Private label strategy

• Sales campaigns

• Web content

Product Division Structure & Mission

SUPPLIER DEVELOPMENT

• Supplier rationalisation

• Margin improvement programs

• Training

• National field based joint activities

2012 Q1 Activities

Product Division Team

• 11 persons recruited

Range Creation

• Supplier conference held in March.

100 persons from 62 brands.

• 50 supplier negotiations underway.

• 13 supplier agreements concluded.

2012 Q1 Activities

Catalogue

• 70 000 copies in 10 languages

• Range definition progressing alongside

supplier negotiations

Added Value Services

• Proposition definition underway

2012 Q1 Activities

Key Accounts

• Engagement started with Key Accounts

Team.

• Some customer negotiations underway

(Alcoa, PepsiCo …)

Tools & General Maintenance

1. Range Definition

2. Market Opportunity

3. Why Tools & General Maintenance

4. The UK Experience

5. Buck & Hickman

6. Tools & General Maintenance Product Division

7. Sales Development Plan

8. 2012 Q1 Activities

Tools & General Maintenance

Thank You