FY10ATC Resources
Contents
Parker contacts
Escalation lists
Parker push products
Pricing
Buy Site
Training
Extranet
Repairs/RMAs
New Application Registration Forms (NARFs)
Target marketing
Landing pages
Sales Lead Services (SLS)
Parker brand identification standards
Parker’s new branding strategy
Parker catalogs & literature
Joint activities
Parker Cup
Earn-a-Demo-Case program
Parker merchandise store
Tools for your web site
Application stories
Newsletters
Press releases
Sales and technical bulletins
Trade show schedule
Ad & PR schedule
Product launches
Development/Winovation input
Distributor Advisory Councils (DAC)
Heavy hitters
The cATCh program
Terms of sale
Special programs:
- Winning in a Challenging Business Environment
- Empowered to Win
Document Updated April 28, 2010
Parker Contacts
List & whom to contact for what
Applications Engineering – Rohnert Park
Dave McFerren
707-584-2531
Applications Engineering – IPS
Donal Chapin
330-335-2133
Applications Engineering – Irwin
Tom Baric
724-861-3219
Customer Service – Rohnert Park
Barb Costa
707-584-2469
Customer Service – IPS
Corey Raub
330-335-2151
Customer Service – Irwin
Suzanne McCurdy
724-861-3286
Marketing
John Guite
707-584-2596
Strategic Pricing
Joanne Botka
707-584-2530
Information Technology
Bud Parer
707-584-2491
RoHS Compliance
Bryan Woods
707-584-2445
Corporate Branding & Advertising
Dave Grager
216-896-2815
Marketing Communications
Mark Hawthorne
707-584-2449
Product Managers
Andy Balderson – Control Products, Promotional
630-295-8046
Miguel Bolio – IPS
832-724-5437
Dave Bugajski – Linear Products, Technical
330-335-2136
Ben Furnish – Linear Products, Promotional
724-861-8200
John Guite – Servo/Stepper Drives, Stepper Motors
707-584-2596
Jay Schultz – Rotary & Linear Servo Motors
707-584-2417
Jeff Nazzaro – Gearheads
516-484-5482 x106
Product Managers, continued
Jim Wiley – Control Products, Technical
707-584-2541
Training
Dean Moody
707-584-2443
Escalation lists (who to go to for what)
Rohnert Park, New Ulm, Port Washington (Gearheads), and Milford:
Customer Service, Repairs, and Application EngineeringCustomer Service & Repairs (CMR and CTC) / Applications Engineering (CMR) / Applications Engineering
(CTC)
Primary Contact / Customer Service Rep
800-722-2282 / Applications Engineering Dept
800-358-9070 / Applications Engineering Dept
513-831-2340
Secondary Contact / Barb Costa
707-584-2469
1st Level Escalation / Dave McFerren
707-584-2531
2nd Level Escalation / John Guite
707-584-2596
Pricing and Custom Quotes
Pricing Quotes
(CMR, CTC) / Custom Quotes
(All other CMR, CTC) / Custom Quotes
(Rotary Servo Motors, FLX & MP-FLX) / Gearheads
Primary Contact / Customer Service Rep
800-722-2282 / Customer Service Rep
800-722-2282 / Customer Service Rep
800-722-2282 / Customer Service Rep
800-722-2282
Secondary Contact / Barb Costa
707-584-2469
/ Barb Costa
707-584-2469
/ Barb Costa
707-584-2469
/ Barb Costa
707-584-2469
1st Level Escalation / Joanne Botka
707-584-2530
/ Joanne Botka
707-584-2530
/ Joanne Botka
707-584-2530
/ Joanne Botka
707-584-2530
2nd Level Escalation / John Guite
707-584-2596
/ John Guite
707-584-2596
/ Pat Wilson
516-484-5482 X102
/ Pat Wilson
516-484-5482 X102
Marketing and Product Management
Rotary & Linear Servo Motors / Controls
Primary Contact / Jay Schultz
707-584-2417
/ Jim Wiley
707-584-2541
Secondary Contact
1st Level Escalation / John Guite
707-584-2596
2nd Level Escalation / Ken Sweet
707-584-2581
Marketing and Product Management
Servo & Stepper Drives
Primary Contact / John Guite
707-584-2596
Secondary Contact
1st Level Escalation / Ken Sweet
707-584-2581
2nd Level Escalation / TBA
Marketing and Product Management
Gearheads / HMI/Visualization
Primary Contact / Jeff Nazzaro
516-484-5482 X106
/ Andy Balderson
630-295-8046
Secondary Contact
1st Level Escalation / Pat Wilson
516-484-5482 X102
/ John Guite
707-584-2596
2nd Level Escalation / Ken Sweet
707-584-2581
/ Ken Sweet
707-584-2581
IPS:
Customer Service, Repairs and Application EngineeringCustomer Service & Pricing (IPS)
Wadsworth, OH / Applications Engineering
(IPS) / Customer Service & Pricing (IPS)
Marlborough, MA / Product Manager
(IPS)
Primary Contact / Customer Service Rep
800-333-4932 / Applications Engineering Dept
800-333-4932 / Customer Service Rep
800-333-4932 / Miguel Bolio
832-724-5437
Secondary Contact / Jody Meister
330-335-2196
/ Donal Chapin
330-335-2133
/ Karen Lay
330-335-2134
/ Corey Raub
216-401-3226
1st Level Escalation / Karen Lay
330-335-2134
/ Corey Raub
216-401-3226
/ Barb McCall
508-303-6410
2nd Level Escalation / Corey Raub
216-401-3226
/ Miguel Bolio
832-724-5437
/ Corey Raub
216-401-3226
Daedal and Bayside Linear/Systems
Customer Care SpecialistsPlace Orders, Standard Product Quotes, Delivery information, Expedite Requests
Shipment Information, Change Orders, Direct Calls to Appropriate Dept (Apps Engineer, etc.)
Primary Contact / Cathy Trice
Customer Care Specialist
724-861-3248
/ Christine Darragh
Customer Care Specialist
724-861-3249
Secondary Contact
1st Level Escalation / Suzanne McCurdy
Customer Service - Irwin
724-861-3286
2nd Level Escalation / Brian Handerhan
Business Unit Manger (Daedal & Bayside Linear/Systems)
724-861-3274
Application Engineers
(Defined Territories) / Custom Product Engineers
Pre-Sale Technical Issues
Quote Generation, Technical Inquiries / Large quotes
Primary Contact / Per Territory Chart
Sales Applications Engineer
800-245-6903
Reference SAE Contact Chart / Jim Dunn
Applications Engineer
724-861-3234
/ Pat Spano
Applications Engineer
724-861-3235
Secondary Contact / Kathy Tometich
Application Engineering Supervisor
724-861-3269
1st Level Escalation / Tom Baric
Engineering / Applications Manager
724-861-3219
/ Tom Baric
Engineering / Applications Manager
724-861-3219
2nd Level Escalation / Brian Handerhan Business Unit Manger (Daedal & Bayside
Linear/Systems) 516-484-5482 Ext. 102
/ Pat Wilson
Business Unit Manger (Bayside Gearmotors)
724-861-3274
Repair Processing
Returns, Warranties, Spare Parts, Field Failures / Problems, Non-Warranty Repairs,
IRWIN / PORT WASHINGTON
Primary Contact / Customer Service Rep
800-722-2282 / Customer Service Rep
800-722-2282
Secondary Contact
1st Level Escalation / Paul Wright
Operations Team Leader
724-861-3253
/ John Scatamacchia
Quality Manager
516-484-5482 x115
2nd Level Escalation / Brian Handerhan
Business Unit Manger (Daedal & Bayside Linear/Systems)
724-861-3274
/ Pat Wilson
Business Unit Manger (Bayside Gearmotors)
516-484-5482 Ext. 102
Marketing and Product Management
Linear Products -Promotional / Linear Products – Technical / Gearheads
Primary Contact / Ben Furnish
Product Marketing Mgr. (Irwin, PA)
724-861-3229
/ Dave Bugajski
Product Manager (Wadsworth, OH)
330-335-2136 / Jeff Nazzaro
Product Mgr.
(Port Washington, NY)
516-484-5482 X106
Secondary Contact
1st Level Escalation / John Guite
Marketing Manager
707-584-2596
/ John Guite
Marketing Manager
707-584-2596
/ John Guite
Marketing Manager
707-584-2596
2nd Level Escalation / Brian Handerhan
Business Unit Manger (Daedal & Bayside Linear/Systems)
724-861-3274
/ Pat Wilson
Business Unit Manger (Bayside Gearmotors)
516-484-5482 Ext. 102
Parker Push Products
Parker has designated the most important products as “push products.” The list is located at: and a PowerPoint presentation is at:
400LXR
ACR9000
ACR9000 ETHERNET Powerlink (EPL)
Aries
Aries ETHERNET Powerlink (EPL)
Compax3
E-AC Stepper Drive
E-DC Stepper Drive
HPC PowerStations
HPLA
HV/LV Stepper Motors
I-Force Linear Motors
I-Force Linear Positioners
I-Force Metric Linear Motors
InteractX
InteractXpress Manager
MPP
MX80/LX80
PROmech LD28
PROmech LP28
PV gearheads
RIPPED Ironcore Linear Motors
RIPPED Ironcore Linear Positioners
Stealth gearheads
ViX
XPR PowerStations
Pricing
Price lists
Special pricing –Pricing policies and procedures are included in the Master Price List, available in PDF format on the Extranet. Special pricing requests can be made by entering a quote request on the Extranet. Special price requests fall into two categories – exception pricing and non-standard product pricing.
Exception Price Requests - Please enter an Exception pricing request on the Extranet. Please include end-customer information including drop-ship address. Also include the rationale for the exception price including annual volume, shipment quantities, and detailed competitive information if it is relevant to the request. Requests are typically processes within 24 hours and requests for more information will be made if necessary. Please contact Joanne Botka, Strategic Pricing Manager, should you have questions.
Non-Standard Product Requests – Please enter a custom product quotation request on the Extranet. Please select the category of product that you require and enter a quote specific to the product. For example, if you would like a non-standard rotary motor, please use a “Custom Motor” request form. Please include in the form the end-customer information including drop-ship address. Also include specific information about the modification you are requesting. In some cases, an attached form will need to be completed. Please follow the instructions provided on the Extranet quotation form.
Most non-standard quotation requests are completed within 3 business days. However, quotes cannot be processed with incomplete information and some require vendor responses or higher-level engineering work. If this is the case, we will process as soon as possible. If there is a specific deadline you need, please let us know. If additional information is required, you will be contacted.
For more information on non-standard quoting, please contact the following individuals depending upon the quote type:
CTC SPR Forms – Joanne Botka
Bayside Customs – Kathy Tometich
Daedal Customs – Kathy Tometich
Rotary Motor Customs – David Bellig
Custom Electronics or Linear Motors – Gannon Holt
General Process or Escalation – Joanne Botka
Buy Site
The parkermotion.com buy site ( is an e-commerce tool; sales on this website generate commission for the ATCs. Customers using the buy site must enter their ZIP code at check out. They then must choose the ATC they have worked with in the past (or wish to work with, if they are a new customer) from a list of ATCs authorized for that territory. Repeat buy site customers are automatically assigned to the ATC they used for previous transactions through the use of “cookies.” The ATC selected then receives a 27% commission on the transaction and notification of the lead for this customer. All transactions are credit card purchases at list price, and the buy site does not offer discounts. ATCs can link to the buy site, and any transactions generated this way provide the ATC with additional commission (28% total commission) -- contains full instructions on linking from your website. Our records show most of these transactions are relatively small (they average two items worth a total of $1,200) and are for replacements, spares or small trial projects. Customers tell us that more than 40% of them have not done business with Parker or an ATC before, and they like the convenience of 24/7, fast credit card purchases.
Training
Parker offers sales and technical training for Distributors and Parker employees.
ParkerAutomationSchool () is for sales people and technical people needing sales exposure, it consists of two week long courses. One course is focused on controls, drives, motors, HMI and Industrial PCs, the other is focused on high-precision linear positioning systems, industrial linear positioning tables, industrial actuation & structural framing and gearheads & gearmotors. The courses include product overviews, sales information and hands on training. The Electronics course takes place in Rohnert Park, CA,one hour north of San Francisco; the Mechanical course takes place for five days in Irwin, PA (near Pittsburgh). Students should have a basic knowledge of motion control and positioning terms, the Electromechanical Fundamentals is recommended for students with no prior motion experience.
There are two technical courses, the ACR Programmer's course and Compax3 with IEC61311 Programmer's course. The ACR course is based on Compumotor's multi-axis ACR controllers that are capable of controlling servo and step motor systems and Parker's new ETHERNET Powerlink digital motion network.The class is focused on programming fundamentals, application development and troubleshooting and includes significant hands on work. There are no pre-requisites. The Compax3 course is based on Compumotor's single-axis Compax3 controller/drives that are capable of controlling servo motors.The class is focused on programming issues and includes hands on activity. A basic familiarity with CoDeSys and Servo Manager is preferred.
Classes for public viewing:
Classes for ATC-only viewing: (under “Training and Events”)
ParkerAutomationSchool classes, viewable to the public:
To sign up for training classes, contact r call Patti Celestina at 707-584-2476.
PlaceWare – Parker offers web-based training on a monthly basis on the second Monday of each month during 2009. Sessions are offered at 9AM and 3PM Eastern Time, and usually last 60-90 minutes. Topics include product launches, programs, processes and other material relevant to the ATC sales team.
Upcoming PlaceWare sessions are scheduled for September 14, October 12, November 9 and December 14.
The agenda for the current meeting is posted at: . Presentations are archived at:
On-site – there are opportunities for on-site training, depending on need (minimum number of students, relevant topics, etc.). Please contact the appropriate Product Manager for product specific training, Dean Moody, or John Guite.
Extranet
Launched in 1998, the Parker Electromechanical Automation Extranet is your first stop when you have a question about Parker or its products. The Sales Tools/Doing Business portion of the Extranet is the place to turn to for details on current product launches; marketing efforts targeting the life sciences, medical, packaging, and semiconductor industries; advertising and promotional campaigns; Parker contact information; sales tools; and more.
Quotes:
Lead time, availability & ordering:
Order status:
Repairs/RMAs
Looking for answers? The Extranet keeps you informed every step of the way. Simply select the Open RMAs link on the Extranet home page and you will have everything you could want to know about an RMA right at your fingertips. And with “tech notes” you can see for yourself what the technician has discovered while reviewing the unit as well as what is needed to repair it.
RMA Policy
A return merchandise authorization (RMA) number is required for all units returned to ElectromechanicalAutomation for repair. All RMAs are to be processed through the Extranet. To request an RMA number,please use the Extranet or the fax form provided in the Master Price List. Units should be sent in freight pre-paid (not collect).
If the unit is a non-warranty repair, return freight will be charged to you. If the unit is under warranty, wewill pay the return freight using the same method of shipment used to send the unit to us. The followinginformation is needed for an RMA:
- Name and e-mail address of the person responsible for the return
- Technical contact name and phone number to answer questions
- Telephone/Fax number
- Accurate description of the symptoms
- A purchase order number for non-warranty repairs (required) fees are quoted at 35% of list for houseaccounts, 45% for distribution business.
- Model number
- Serial number
- Quantity
- Customs broker (if outside of the U.S.)
- Method of return shipment
Units returned for repair should be addressed as follows:
Products Manufactured at the Rohnert Park, California, Facility
Parker Hannifin Corporation
Electromechanical Automation Division
RMA# ______
5500 Business Park Drive
Rohnert Park, CA94928
Products Manufactured at the New Ulm, Minnesota, Facility
Parker Hannifin Corporation
Electromechanical Automation Division
RMA# ______
2101 North Broadway
New UlmMN56073
For information on Repair Charges, Repair Expedite Service, Replacement Services, No Problem Found Classification (NPF), Warranty Void/Inspect & Advise and Expedite Fees, please see the current version of the Master Price List on the Extranet, under “Sales Tools”:
New Application Registration Forms (NARFs)
The NARF system ensures that an authorized Parker distributor who sells Parker product to a customer for use in a new application receives the discount he or she is rightly due. (Please refer to your ATC contract for complete details on NARFs.)
Target Marketing
With so many promising market segments that use or could use Parker solutions, the challenge becomes how to identify and reach the markets with the strongest growth path for electromechanical motion, positioning our company as the leader in motion control for specific industries. Using the target marketing business strategy, Parker is honing in on a number of growing fields. Through this proactive focus on certain market segments and a carefully directed marketing plan, we’re making more efficient use of our promotion dollars.
Our target marketing page on the Extranet includes market-specific information and tools, market- focused product lists, tradeshow information, detailed information on market campaigns and selling tools for campaigns:
Campaigns include:
- market attractiveness and trends
- market-focused value message
- market-focused promotional materials: flyer, postcard, eblast, etc.
- market-focused landing page
- tele-qualified leads
- landing pages on parkermotion (see section below)
Submit a target market idea for a market focused campaign in your area
Landing Pages
Sometimes a Parker product, service or technology demands some extra attention. One way we can accomplish this is by creating a special landing page on our Web site, which we can then promote in mailings, eblasts and advertisements. These are also great for target marketing campaigns.Here’s a brief guide to what you can find on our site.
Analytical Instruments -
Applications -
Big Dogs Heavy Industrial - High Power Drives and Motors -
Engineered Systems -
Engineering Corner -
ETHERNET Powerlink -
Flat Panel Display -
Heat Pumps -
InteractX -
IPS (structural aluminum) -
Medical -
Mobile -
Motion Sizer -
Motors -
Packaging -
Parker Automation School -
Parker Factory Display -
PROmech -
Semiconductor -
Solar Panel Manufacturing -
Videos -
What's New (Latest products and programs) -
Xpress -
Sales Lead Services (SLS)
Parker’s Sales lead system is managed on line and ATCs can follow up on Parker sales leads online.
Distributors can follow up and manage all of their sales leads in the Sales Lead Services area of the Parker web site! Easy lead follow up instructions are listed below. Lead follow up information received via fax, email, phone, etc., are also accounted for in distributor follow up percentages. No special sign on is required for distributors to access this area. Lead information is updated in real time, so the most current follow up information is always displayed. Our goal is to have 100% sales lead follow up and to help you grow your business!
Parker’s Sales Lead Services processes leads from a variety of sources. Sales leads generated from 1-800-C-PARKER and Data Mining projects (leads from these highest lead quality sources are color coded online) as well as the Parker web site, engineering/purchasing web sites, trade shows, magazines, etc. are processed through Parker’s global sales lead system. Various leads are tele-qualified prior to field distribution, and detailed tracking and reporting capabilities are available online.