Bearing Specialists Association

Bearing Specialists Association DISTRIBUTOR/MANUFACTURER RELATIONS COMMITTEE MEETING DoubleTree O’Hare Hotel Rosemont, Illinois MINUTES

DISTRIBUTOR/MANUFACTURER RELATIONS COMMITTEE MEETING MONDAY, SEPTEMBER 13, 2004

1.0 CALL TO ORDER AND OPENING REMARKS The meeting was called to order by Mr. Allen at 1:10 p.m. Those in attendance were: W.H. Allen Jr. Allied Bearings Supply Co., Inc. Eduardo T. Bichara Baleromex, S.A. de C.V. John Timble Bearing Headquarters Company Doug Savage Bearing Service, inc. Andrew H.Nations Bearings & Drives, Inc. Steven Sivo Bearings Manufacturing Co. Bruce Clarke Federal-Mogul Corporation Peter Horn Federal-Mogul Corporation Chuck Kitchen Interstate Bearing Technologies Rob Hamilton Koyo Corporation of USA Craig O. Faber Miller Bearings Inc. Ray Harrington Ruland Manufacturing Richard A. Shuster Shuster Corporation Robert Daniel Timken Corporation Jerilyn Church Executive Secretary William C. Ives Legal Counsel

2.0 ANNOUNCEMENTS Mr. Allen reminded those in attendance that the 2005 Winter Meeting will be held February 7-8, 2005 at the DoubleTree La Posada Hotel in Phoenix, Arizona.

3.0 REVIEW ANTITRUST POLICY Mr. Allen noted that all meetings would be conducted in accordance with BSA’s Antitrust Policy and that legal counsel was available to answer any questions attendees might have concerning the policy or its interpretation.

4.0 REVIEW COMMITTEE PURPOSE Mr. Allen reviewed the committee’s purpose which is to enhance the relationship between distributor and manufacturer and in so doing, enhance their image to the customer. Inherent in this purpose is the long-term viability and value of BSA.

5.0 APPROVAL OF MINUTES OF PREVIOUS MEETING After discussion, a motion was made, seconded and passed to approve the minutes of the April 24, 2004 meeting of the Committee.

Final Minutes for Distribution-Distributor/Manufacturer Relations Meeting Page 1 of 4 BSA 2004 Fall Meeting 6.0 REVIEW BSA STRTEGIC MISSION STATEMENT AND OBJECTIVES 6.1 In 2004 create a White Paper demonstrating the value of distribution in the industrial bearing industry. Chairman Kitchen reported. A Task Force has been formed to address this objective consisting of the following volunteers:  Chuck Kitchen, Interstate Bearings – Chairman  Randy Bowen, SKF  Rob Hamilton, Koyo Corporation  Bob Daniel, Timken Company  Ray Harrington, Ruland Manufacturing  Jan Lindhe, SKF Canada  Tom Armold, Applied Industrial Technologies  Hal Allen, Allied Bearing  Kevin Donaher, Loctite

The 2005 Convention Committee is considering a study of the Bearing Industry Supply Chain that would encompass the Value of Distribution White Paper and several other objectives of the BSA Strategic Plan and would be presented at the 2005 Annual Convention.

Information about the various contacts with possible white paper researchers/consultants that were made prior to the 2004 Convention and an article regarding the Value of Distribution authored by BSA First Vice President, Doug Savage, and slated to appear soon in Machine Design Magazine are Attachment 6.1.2

If the 2005 Convention Committee decides not to conduct the study, the task force needs to pursue more detailed proposals.

Those who were available met earlier in the day and recommend that a white paper separate from the Industry Supply Chain Study be conducted. There was agreement that changes in the industry require that a message be sent to customers regarding the value of distribution. There was agreement that it should be an articulate document identifying the value of distribution for the customer.

When Mr. Kitchen asked for additional distributor help, Mr. Scott MacPherson volunteered. Mrs. Church reported that Mr. David Maher of Kaman also volunteered to participate on this task force.

6.2 Create a committee to investigate international opportunities for bearing distribution. Chairman Faber reported. A Task Force has been formed to accomplish this objective. They held their first conference call in August to initiate their work. Volunteers on the Task Force include:  Craig Faber, Miller Bearings - Chairman  Tom Armold, Applied Industrial Technologies  Peter Stoyanoff, Barden/INA/FAG  Randy Bowen, SKF Service Division Final Minutes for Distribution-Distributor/Manufacturer Relations Meeting Page 2 of 4 BSA 2004 Fall Meeting Mr. Zoesch volunteered to replace Mr. Stoyanoff on the Task Force.

6.3 Work with NAW to deliver a DREF type report focused on the bearing distribution industry to be completed by December 2005. Mr. Timble, Mr. Bonadio and Mr. Kontanickas volunteered to work on a task force to address this strategic plan objective. During discussion it was suggested that best practices for the Distributor Manufacturer relationship be established. Also, Mr. Timble reported that the task force would work with NAW, MDM and others to identify materials that may already be available.

6.4 Develop a PR (communications) campaign to change the image of BSA among the industry and unveil the campaign at the 2004 Convention. Mr. Allen reported that the PR Communications plan has been approved and is being implemented.

6.5 Monitor and report on at least the following issues: antidumping, gray market and health insurance. It was generally agreed that this information is important to obtain although no volunteers were identified to form a task force.

6.6 By December 2004 produce a White Paper describing the effects on the US bearing industry and homeland security of manufacturers moving overseas. Mr. Law was not present; Mrs. Church reported. A Task Force has been formed to accomplish this objective. They held a conference call in August to initiate their work. Volunteers on the Task Force include:  Wayne Law, Motion Industries – Chairman  Jim Collins, Emerson Power Transmission  Fred Bachert, Rockwell Automation Power Systems  Kari Groh, Timken Corporation

They expected their draft White Paper to be no more than two pages long and to incorporate information already available in a variety of sources. Their next conference call is scheduled for September 20, 2004.

6.7 Work with the Educational Services and Information Technology and Logistics committees to develop or endorse by December 2005 a sales training program that can be delivered in person or via the internet focused on developing selling skills for distributor employees. Chairman Aupperle reported. A Task Force has been formed to accomplish this objective. They are held a conference call in August to initiate their work. A survey of sales training programs currently being used by members was distributed and a summary will be reviewed at the task force meeting at 5 p.m. this afternoon.

Volunteers on the Task Force include:  Ron Aupperle, IBT Inc. – Chairman  Hal Allen, Allied Bearings Supply Co.

Final Minutes for Distribution-Distributor/Manufacturer Relations Meeting Page 3 of 4 BSA 2004 Fall Meeting  Tom Armold, Applied Industrial Technologies

 Linda Miller, Bearings & Drives  Bruce Clarke, Federal-Mogul Corporation  Peter Horn, Federal-Mogul Corporation  Rob Hamilton, Koyo Corporation  Craig Faber, Miller Bearings  Ellen Holladay, Motion Industries  Jim Little, NTN Bearing Corporation  Matt Boylan, RBC Bearings  Randy Bowen, SKF Service Division

The purpose of this sales training would include selling the value of the distributor manufacturer relationship to end use customers.

7.0 ENHANCE THE RELATIONSHIP BETWEEN DISTRIBUTOR AND MANUFACTURER .

It was agreed that developing a white paper identifying that distribution is the best way for customers to obtain product was the top priority of this committee. It was also agreed that the Sales Training Task Force was the second priority.

8.0 OTHER BUSINESS There was none.

9.0 SUMMARY  Develop or endorse a sales training program  Create a White Paper demonstrating the value of distribution in the industrial bearing industry.  Monitor and report on antidumping, gray market, health insurance  Produce a White Paper describing the effects on the US bearing industry and homeland security of manufacturers moving overseas.  Work with NAW to deliver a DREF type report focused on the bearing distribution industry  Investigate international opportunities for bearing distribution

10.0 ADJOURNMENT There being no further business to come before the Committee, a motion was made, seconded and passed to adjourn the meeting at 3:00 p.m.

Final Minutes for Distribution-Distributor/Manufacturer Relations Meeting Page 4 of 4 BSA 2004 Fall Meeting