Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

1. Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD Steve Gray, General Manager, Manuli Hydraulics (Americas) Inc. Chair, NAHAD Standards Committee Debbie Mitchell, Manager, NAHAD Standards Program

2. Differentiating Your Company with the NAHAD Hose Assembly Guidelines and Listed Members Program • What is the program and why should you care • Latest & Greatest from the Standards Committee • Delivering value through Training • Delivering value through Marketing • Driving recognition in the marketplace • New Tools • Other updates – NAHAD website, etc. • New Rules (audits for Listed members) • Break • Using the Guidelines for Training and Marketing: tools and case study • Lunch • Roundtable discussions – sharing ideas and networking • Break • Success Stories and Panel Discussion • Wrap Up around 4:00

3. Ever run into these issues?? Non-conforming Material Reports…. Quality Audits… Root Cause /Corrective Action… Customer Returns…

4. Solution: Hose Assembly Guidelines Program • Improve the quality, safety and the reliability of products in the hose industry. • Provide enhanced employee training and recognition opportunities. • Create marketing advantage (differentiation) for participating NAHAD Members. Creates predictability and consistency – both internally and for customers

5. The Deliverables • Hose Assembly Specification Guidelines Manuals – Each manual provides comprehensive set of basic recommendations for the specification of fabricated hose assemblies. • Hose Assembly Design Web Document – Created to assist in designing hose assemblies for specific applications. • Hose Assembly Fabrication Web Document – Created to assist fabricators and hose assembly shops in the proper methods and techniques for hose fabrication. • Hose Assembly Specification and Design/Fab Exams –Developed to test knowledge of key hose assembly personnel on basic hose specification procedures. Developed and administered under the guidance of NOCTI (National Occupational Competency Testing Institute) • Marketing - Tools to help you differentiate yourself in the market, and programs to help drive visibility in the marketplace

6. NAHAD Listed Members • A recognized group of NAHAD members committed to: • Continually improving and defining best practices in the industry • Actively supporting the development & maintenance of NAHAD Hose Assembly Guidelines • Making their companies the best they can be

7. Listed Member Benefits • Listing of company name and/or location on the new publicly accessible NAHAD Listed Members website • Use of ‘NAHAD Listed’ logo for each eligible location • NAHAD Listed Certificate recognizing the location as a Listed Member of the specific assembly group(s) • Special pricing for the five Hose Assembly Specification Guidelines manuals • Access to the online Hose Assembly Design & Fabrication web documents • Access to the online Hose Assembly Specification and Design/Fab Exams • Access to marketing tools, logo merchandise etc. to help you drive the program internally and with your customers • The benefit of NAHAD’s marketing campaign communicating the availability of NAHAD Listed Members to end-users and buyers of hose assemblies

8. Assembly Guidelines History 1995 Hose Assembly Guidelines Created Specification Manuals, Design & Fabrication guides 2008 Marketing Tools 2006 Spec. Exams Feb – workshop Dec - launch November Roadshows 2006 Cleveland 2007 Houston 2008 Baltimore 2007 Design/Fab Exams Feb – workshop Nov - launch

9. Training – Providing tools & Processes to Help Develop Employees Lead: Alex McGill, McGill Hose • 10 exams – 5 specification exams, 5 design/fab exams • Open book, on-line exams • Certificates of Completion • On-line interactive industrial design & fab tool • To come: Video training, narrated powerpoint presentations Consistency of employee knowledge for better business processes and assembly fabrication

10. This tool is a step by step instruction on how to fabricate an industrial hose assembly. As you “drill down” through the process, the selection tool eliminates options that don’t comply with the NAHAD standards. INTERACTIVE SELECTION TOOL

11. For instance, a petroleum hose is commonly assembled using Cam & Groove couplings. Cam & Groove couplings are commonly crimped on hose ends. In addition, detail on hose preparation (cutting and preparing the ground wire) is also listed. INTERACTIVE SELECTION TOOL

12. The fabrication procedure includes working and test pressure guidelines for the finished assembly as well. This allows the sales engineer to determine with his customer the “hose system” working pressure as hose, fitting, and crimping/banding procedures all affect the final rated working and test pressures. INTERACTIVE SELECTION TOOL

13. Specification Exam Content • Assembly components • Hose, hose construction • Couplings, fittings, accessories • Materials • Assembly Dimensions • Attachment Methods • Safety • Production Testing • Marking, Packaging & Shipping • Documentation

14. Sample Specification Exam Questions

17. Taking the Exams • Companies must assign a training/exam coordinator who will be responsible for • Setting up a computer in the local office to access the exams • Purchasing and assigning exam codes ($59/exam, $49 each for a set of 5, and $39 each for a set of 10) • Tracking exam code usage • Receiving/communicating exam results or notifying the NAHAD office of which manager should receive the results • Exams must be taken in the office (not at home) • Exams are open-book and should take about one hour to complete, although two hours are allowed • Results are pass/fail, not specific scores

18. Who should take the exams? • Those who can leverage the advantages of hose assembly standards with customers • Inside/Outside Sales • Other customer-facing personnel • Those impacting hose assembly quality and safety • Technical support • Warehouse personnel • Welder/assemblers • Fabricators • Managers

19. Hose Assembly Guidelines Design & Fabrication Exams • Create on-line testing for the Design and Fabrication Guides for each of the five NAHAD Hose Assembly groups, again using NOCTI • Targeted at more technical employees – design, technical support, fabricators, more technical Sales, etc. • Available NOW • On-line, multiple choice, 2 hours to complete, open book, roughly 60-80 questions each • Copies of the on-line documents may be printed for exam purposes

20. Training update – progress to date Numbers of Certificates 1774 Total

21. In the Works: Video Training • Each Hose Assembly Group technical team to review their fab guide and note areas where videos would be useful training tools (completed for Industrial Hose) • Obtain appropriate videos – could be done professionally, could be a member contest – approved by the technical teams • Integrate those with the on-line fab guides and advertise to the membership

22. SampleSection from Industrial Fab Guide D. How to Make the Assembly Static (Electrically) Conductive After the hose has been squarely cut, pull the helical wire(s), static wire(s) approximately ½ inch, or expose the wire reinforcement enough to insure complete contact with the insert of the fitting. Bend the wire(s) towards the inside of the tube so that the wire(s) lay parallel to the axis of the hose to insure full contact with the insert of the fitting. The same procedure needs to be completed on both ends of the assembly to make the assembly electrically conductive. It is important to bend the wire(s) to make sure that they do not back out of the end of the hose. When utilizing a staple, place the staple in direct contact with the static wire or wire reinforcement of the hose. Make certain the staple has the opposing leg towards the inside diameter of the hose to insure full contact with the insert of the fitting. The same procedure needs to be completed on both ends of the assembly to make the assembly electrically conductive. (click here to see this process)

23. Marketing - Creating visibility in the marketplace Lead: Jim Reilly, GHX • Logo recognition • New tools & deliverables • Linkages with other Standards or regulatory groups Differentiation!

24. Cleveland November 2006 Houston November 2007 Houston lessons Sharing best practices for Training and Marketing - leveraging Hose Assembly Guidelines to drive the business Roundtable discussions with peers Panel discussion “case studies” (highlights shortly) Ideas: Training Videos Blogs Recognition (hats, uniform patches, etc.) in addition to certificates for exams Drive Logo Recognition Linkages with Other Standards/Regulatory Groups Assembly Guidelines Roadshows

25. New Logo • Simple & consistent - helps drive logo recognition • Downloadable from the NAHAD website • Uses limited only by your imagination!

26. New Marketing Deliverables Tools to help you leverage the guidelines to drive your business • Presentations (down-loadable and customizable) • Customer brochures • Listed Member Sales Presentation Kit • Counter mats • STAMPED order forms • New Logo: • Hard Hat Stickers • Posters, patches and more…

27. Driving Visibility in the Marketplace: Linkages with other Groups –Lauren Witter, Omni Services • What • “Brand” recognition • Leverage Assembly Guidelines (when you think “hose assemblies”, think “NAHAD”) • Who(three phase project) • Major “National” customers • Standards Groups • Industry Associations & Trade Shows

28. Examples

29. Trade Show Suggestions

30. What else is new NAHAD website updates – making it easier • Separate section for the Guidelines • Includes direct links to the design/fab guides, and to the exam information and order form • Tips on getting started • Easy links to other resources for Listed Members • NEW: Listed Member marketplace www.nahad.org/guidelines

31. New Resources • Guide for Custom Made Hose • Hydraulic design/fab update • Ducting Guide • New Fittings Guide on the way

32. New ResourcesGuide for Custom Made Hose Team: Buddy Pepp, TITAN INDUSTRIES Chad Rogers, SALEM - REPUBLIC RUBBER James A. Dunchuck, SALEM - REPUBLIC RUBBER John H. Jeffreys, WATTEREDGE INDUSTRIAL HOSE, A DIV. OF WATTEREDGE Ron Chevalier, GOODYEAR ENGINEERED PRODUCTS CANADA Donald Slowicki, HOME RUBBER CO., LP Bill Thompson, TEXCEL Gary Wood, HBD Thermoid Scott Moss, MOSS RUBBER How to get one: $15 for Listed Members, $50 for non-Listed

33. Team: Tony Cefalu, Motion Industries Steve Gray, Manuli Ty Henry, Parker Zeke Metzler, Ryco Paul Bieszczad, Eaton Lane Oltmanns, Gates What changes were made and why Industry shifts in testing processes – added better testing sections Increased customer focus on quality and longer life of hose assemblies – beefed up the sections on cleanliness standards, and tools to help Added excellent section on failure modes – with great pictures Added suggested self-audit guide Added more detail and pictures to help with installation and routing issues New ResourcesHydraulic Design/Fab Updates On-line documents available to Listed members via the NAHAD website

34. Listed Program Sub-Committee Lead: Don Fritzinger, RW Connection Charter: • Recruitment of new Listed Members • Develop a tool that outlines the value proposition of being a Listed member • Look at potential fee simplification strategies for Listed member dues • Drive a process to support 100% of manufacturers belonging to NAHAD to become Listed Members

35. Audit Task Group Lead: Mike Armbruster, Valley Belting & Hose Charter: • Determine verification processes to ensure Listed members are adhering to Standards • Identify self-audit tools for the membership • “Duty to Educate” – what legal responsibilities exist which may be supported by the Standards; help quantify the potential costs when companies fall short • Ensure a process exists to regularly update the Standards • Research and provide a list of independent testing facilities as a resource for the membership

36. New Audit Requirements Announcing • Phase 1: All Listed Distributors will need to attest to the requirements by January 1, 2010 in order to continue to be Listed • Phase 2: All Listed Distributors will need to attest to an additional set of requirements by January 1, 2011 in order to be Listed • Phase 3 (future): Independent third party audit of the above

37. Phase 1 Audit Requirements • Member of NAHAD and Listed Program • Can access the Listed Members Only portion of the NAHAD website • Have a designated training/exam coordinator for their company • For each hose group in which the company does business, have a minimum of one person per company who has successfully completed the specification and design/fab exams for that hose group • Have at least one copy per location of the relevant Hose Assembly Guidelines Specification manuals • Have the ability to access the on-line Design & Fab guides in each fabrication location • Fabricates hose assemblies in conformance with the appropriate NAHAD Hose Assembly Guidelines Fabrication Guide in all fabrication locations.

38. Phase 2 Audit Requirements • Possess the ability to effectively conduct the appropriate hydrostatic, electrical conductivity, or other tests of the finished assembly as specified in the relevant Hose Assembly Guidelines manuals. • Maintain an appropriate record of regularly scheduled calibrations for any associated testing equipment. • Maintain a company Quality Handbook or manual that conforms to the standards listed in the Hose Assembly Guidelines Specification Manual for all Hose Assembly groups in which they do business. • For each hose group in which the company does business, have a minimum of one person per location who has successfully completed the specification and design/fab exams for that hose group • Maintain a well organized and environmentally controlled hose inventory that meets or exceeds requirements for inspections and storage of hose outlined in the relevantHose Assembly Guidelines Specification Guide(s). • Utilize hose tagging or identification methods in conformance with the NAHAD Hose Assembly Guidelines Specification Guide(s).

39. Making the Guidelines Work For You – Resources & Case Study Debbie Mitchell, Standards Manager, NAHAD Robyn Henderson, Director Of Education, RGA-Corporate

40. Getting Started with the Guidelines • Become a Listed Member if your company isn’t already • Order Specification Manuals for employees to study OR • Have them study the on-line Design & Fabrication guides (get creative – start a study group) • Identify a Training Coordinator for your company • Order exams (you may combine Specification exam orders with Design/Fab exam orders) • Take exams and get Certificates of Completion • Start marketing the heck out of it! See the handout in your folder for additional information

41. How the Guidelines are being used • Training and recognition for employees • Safety procedures and manuals • Quality assurance / Operations • Marketing

42. TIPCO and the Guidelines – Corporate Quality Plan TABLE OF CONTENTS • Quality Philosophy: 3 • Management Responsibility 4 • Quality System 5 • Requirements Review 5 • Document and Data Control 6 • Purchasing 6 • Product Identification and Traceability 7 • Process Control 7 • Control of Inspection, Measuring and Test Equipment 7 • Outbound Inspections 8 • Control of Non-conforming Material and Products (Appendix F) 8 • Corrective and Preventative Action 8 • Control of Quality Records 9 • Internal Quality Audits (Appendix G) 9 • Training 9

43. Corporate Quality Plan “TIPCO serves a wide variety of markets, customers and industries. This diversity has led us to form a quality program that maintains the flexibility to address our client’s needs in a cost effective and efficient manner. In order to manage and implement our program while maintaining and controlling costs we have established a requirements driven quality assurance / quality control program. Our baseline quality plan is designed to assure that products are safe and perform to general industry NAHAD standards.” “Assembly requirements: TIPCO follows the NAHAD, Hose assembly guidelines in the fabrication of hose assemblies and in the selection of components. All hose assembly requests are verified to assure consistency with these guidelines. “

44. New Marketing Deliverables • Updated Customer Presentations (down-loadable and customizable) • Tri-Fold Brochure outlining the value proposition for doing business with a Listed Distributor (down-loadable & customizable) • Listed Member Sales Presentation Kit • Counter mats • STAMPED order forms • New Logo: • Hard Hat Stickers • Posters, patches and more…

45. New Deliverables Listed Member Sales Presentation Kit • Includes: • Sexy folder • Sell sheet – customizable template to spiff up customer communications • Marketing Tri-fold – customizable template outlining the value-add of doing business with a NAHAD Listed member • Guidelines for Dummies • Frequently Asked Questions sheet regarding the exam process • Order Form • How do I get one? Order off of the NAHAD website - one pack of 20 for $25

46. Case Study:RGA and the Guidelines Setting RGA apart from the competition as a value added service provider – safety, quality, reliability Consistency of operations and processes across all locations • Driven top down, across all locations • Focal point in place to drive – Robyn Henderson, training director, also on the hook for tying in marketing, sales literature, customer documentation… • Strategy: everyone trained, then spreads the word to customers • NAHAD and Goodyear/STAR logos on everything • Notepads, quotes, delivery tickets • “This hose assembly was fabricated according to NAHAD standards XYZ…” • “Hey, what does this mean??” – opens the door to talk about standards and the value of doing business with a Listed company • Determine which customer roles will see the most value in the Guidelines and target them

47. RGA Culture Change • Heavy support from the top • Testing first • Even the old timers learned something new  • Roadtrip – talk it up, how’s it going?? • Company-wide webinar to reinforce importance, roles & resources, and next steps, including marketing support

48. Guidelines Value-Add for RGA Training • Increases relevant knowledge and skills for employees • Creates a baseline of knowledge for the company – consistent across everyone: inside/outside sales, warehouse, management, shop floor • Consistent language and expectations for everyone involved with the business • Inspires customer confidence Marketing • Educate Sales to ensure they’re finding the right person to sell to – shorten the sales cycle • Marketing materials to support the sales process – real, delivers value • Future: industry-specific target specific customer roles such as Safety managers; customized brochures Operations • Supports growth at RGA – bringing on new locations – consistent operations • Build and test the same way every time – consistency, dependability for the customer • Quality control, safety on the job • Customer relationship management software – can track call reports and use of NAHAD & Guidelines – track usage and progress centrally Competitive edge in today’s economy – any advantage helps

49. RGA – Lessons Learned • Creating a new culture doesn’t happen overnight (15-16 months and counting) • The Guidelines don’t matter to every customer • It’s critical to educate the sales force so they can educate their customers about the value of the Guidelines and why they should do business with a Listed Distributor • This is an on-going process

50. Case Studies: Manufacturers & the Guidelines Manufacturers: Goodyear/STAR program Dixon Training Truck