Mark Haner 06-03-2010

1. Kaiser Aluminum Sales Meeting Sales Info Training Mark Haner 06-03-2010

2. Introduction • Sales Info is a giant database where information about bookings & shipments is stored • It is a sales tool focusing on pounds • It is not a financial tool to analyze cost & profitability • The first version of the program was introduced in 1997. There have been 6 major revisions • Sales Info adds value to the sales process by telling you : • How much of what each of your customers are buying • What’s happened over time • Collectively what’s happening in your territory Kaiser Sales Info

3. How much of what kind of information is there? • 36 Data Fields to manipulate / 80 data fields displayed • 3,451 customers with 7,193 ship-to locations • End-user shipments only – no intra-plant transfers • Shipments from all mills except Newark and Greenwood Kaiser Sales Info • Trentwood • Tennalum • LAX • Richland • Sherman • London • Bellwood • Richland • Chandler • Kalamazoo • Tulsa • Current Year +/- 3 (Based on order entry date)

4. How much information Do I get to see? • Data visibility controlled 3 ways • All data from all plants including financial information • Division VP’s • Plant and/or Product line specific data including financial info • General Managers & Controllers • Marketing Managers & Inside Sales Manager • Territory specific data including ponds but not profit dollars • RSM’s • 4 types of assignments • “Primary customer Rep” = HQ responsibility • “Primary location Rep” = sole account location responsibility • “Customer Rep 2” & “Location Rep2” = Information only • Location assignments critical to what RSM’s see • 18 users assigned location responsibility (m=400) • Tied to 5-digit location number Kaiser Sales Info

5. Reliance HQ responsibility Actual Location Bralco HQ responsibility Will-Call Bralco Location responsibility Drop-Ship Visibility only – No Responsibility Toller Obsolete

6. How Accurate is the data? • Shipments & Bookings are 100% accurate • “Sales Rep” data is dependable • This is dependent on the correct account assignments • Product Group, Type, Alloy, Temper are 100% accurate • Shape is accurate but vague for SAE depending on date range • i.e. Rectvs Rectangle or Round vs Precision Rod or Solid • Delivery Performance is accurate from FRP & HAE but not currently from SAE • 7-14 days lag for data entry from truckers Kaiser Sales Info

7. How Accurate is the data? • “AA Market” & “Sub-Market” are not accurate • “Kaiser End Market” can vary by order but is generally undependable • Dim A, B & C are dependable from FRP & HAE but not SAE • “Spread Dollars” are not accurate Kaiser Sales Info

8. Where is the data? • 62 different Reports divided into 10 categories • Reports are just pre-defined searches that you refine Kaiser Sales Info

9. Where is the data? • There are “Summary” reports and “Detail” reports • Summary reports group orders • Detail reports list specific orders • Double clicking on an order provides details • Most of the reports are the same • Only the sort order or “GROUPING” is different • Sometimes the “Hidden columns” vary • Exceptions: • Contract reports • Delivery reports Kaiser Sales Info

10. How do I find what I want? • Choose a report and then define the data • The search Filter is like a genie – be careful what you ask for • Reports are just pre-defined searches that you refine Kaiser Sales Info Who What Where When

11. Search Results = 3 Views • 3 Tabs at the bottom left of the search results • Pay attention to the date range – it can vary • Each view can be sorted differently and show different columns • Order View = What was ordered (fo the specified date range) • Booked lbs = lbs on PO’s that were entered • Shipped lbs = lbs on PO’s entered that are also expected to ship • Ship View = What did ship (for the specified date range) • Booked lbs = Volume booked for the orders that actually shipped • Shipped lbs = Items that actually shipped • Promise View = What is promised to ship (for the specified date range) • Booked lbs = Volume booked for the orders that we planned to ship • Shipped lbs = Expected shipments for the date range Kaiser Sales Info

12. Search Results: Order View Kaiser Sales Info What orders did we receive during this date range?

13. Search Results: Ship View Kaiser Sales Info What did we ship during this date range?

14. Search Results: Promise View Kaiser Sales Info What did we promise to ship during this date range?

15. Key Functions • Right click on output to manipulate search • Grouping Data(filtering) • Define which columns are displayed • Re-define sort order • Sorting • Hidden Columns - More data for customizing output • Pivoting • Divide the data by Week, Month, Quarter, Year • Sub-Totaling – More than just summing • Count, Average, Maximum, Minimum, Standard Deviation, Variance Kaiser Sales Info

16. Useful Features • Lists • Company defined Customer Lists (people icon) • Pre-defined (red scroll) • Self-defined (blue scroll) • 12 types of lists are available • Pre-defined date ranges • Exporting to Excel • Best solution for graphing • Useful for statistical analysis & incorporating in presentations • Printing • Control the print range • Print to file like a .pdf Kaiser Sales Info

17. Drill Down to Order Detail • Double click on a line of data to get specific details Kaiser Sales Info