GENIUS FULLFILLMENT FOR

1. GENIUS FULLFILLMENT FOR Dennis Lamb – Architectural Wall Sales Manager (Region 2) Jesse Lamberg – Wall Sales Operations Manager Lisa Milton – Marketing Assistant / Interior Designer John Molitor – Site Project Manager

2. AFTER THIS TRAINING SESSION, YOU WILL LEARN: • How the Wall department works. • The most common wall myths in regard to processes and procedures. • All forms necessary through the order fullfillment process.

3. ESTIMATES & QUOTATIONS • Genius checklist • All information must be completed on this form for a base quote. • If additional information is needed that is not shown on the checklist, then write it down. • If information is missing, the quote process gets extended. • As good as our estimators are, they cannot read minds. • Do not ask them to call the customers for more info, they don’t have time and that is your job. • Mail it, fax it (920.468.2743 or email it to wall.quotes@ki.com.

4. MYTH #1 A small quote request can be completed in a short time and a large quote will take more days, the small quotes should have a faster turnaround. FACT #1 • Only the lineal footage take-off is faster with a small quote, as generating the pricing and letter take the same amount of time. • Quotes are typically completed on a “first-come, first-out” basis. • If the small quotes were done quicker or moved in front of larger quotes, we would continually need to push the larger quotes out further and further.

5. ESTIMATES & QUOTATIONS • Drawing of what needs to be quoted. • Architectural drawing • Thumbnail sketch • GIZA drawing

6. MYTH #2 Sketches on cocktail napkins, toilet paper or paper toweling are acceptable in handing information in for a quote. FACT #2 • Acceptable forms are again: CAD drawings, thumbnail sketches or GIZA drawings. All other types of drawings take much longer to try and translate. • If a drawing has been requested by your customer, then a CAD drawing must be provided to KI. • If we cannot attain a CAD drawing, the drawing process will be very slow because the CAD operator has to scale and draw every part of the building shell before they can begin the layout portion. • The PKB has over 200 existing elevations for your reference.

7. ESTIMATES & QUOTATIONS • What you will get back: • Quotation letter • Price • Lineal footage • Finish callout • Panel types • Quantities of doors per type • Quantities of electrical components • Ceiling height • Connector types • Finish listing of items KI will need to complete the specifications prior to ordering

8. MYTH #3 A drawing will be provided for each and every quote that is sent out. FACT #3 • Since the wall department’s conversion rate is 43%, the wall division does not deck extra resources to provide drawings with every quote. • Please contact the Sales Operations Manager for quote drawing request approvals. Projects noted as 90% and greater to close and of a value 75K or higher will typically be approved.

9. ESTIMATES & QUOTATIONS • Milestone of dates • This is a useful tool to review with your customer so they can get an understanding of the internal process each project needs to go through. • Also will give them an approximation of when their delivery date will be.

10. PO / LETTER OF INTENT / ORDER • Upon receipt of PO or Letter of Intent, the following will be sent back to you: • Confirmation Letter • Please review all information on this letter carefully. • In some cases KI is still awaiting information to be verified in order to process your order. • Closing Tool

11. MYTH #4 A letter of intent (LOI) is all KI needs to ship product. FACT #4 • A LOI is not a legal binding agreement between two parties. It allows KI to hold materials and start the ordering process, but the product is not released to manufacturing until a purchase order or contract has been received, reviewed and if needed signed by KI.

12. INITIAL DRAWING • Review content thoroughly • Signature by customer means the information on the drawing has been approved. • Reps should not sign drawing, the responsibility falls back on KI when this is done. • If customer makes changes, get a signature with the condition that “customer approve with changes noted”, this allows the order to proceed instead of going back and forth, which delays the order entry process.

13. MYTH #5 If a custom finish has been designated for this project, all KI needs is a color number or paper sampler. FACT #5 • KI will need an example of the color match on the substrate it will be used on to properly match a custom finish. • Samples are typically returned to KI in 1 – 3 weeks, depending on what is being matched (paint vs. veneer). • Because of the length of time, it is recommended that color matches are done at the very beginning at the Quote request phase.

14. CEILING HEIGHT GUARANTEE FORM • Crucial in the ordering of Walls • Verify (existing condition) • Hold dims (new condition) • Ceiling height is the MOST crucial piece of information needed when ordering Genius walls.

15. CUSTOMERSIGN-OFF • Understand what is on the drawing and make sure you know what you are going to receive. • If changes are made by the customer, a change order may occur at this time. • At this point, orders are now entered into the system and PSD can now be issued.

16. MYTH #6 • Orders can be entered with customer approval, but without field verifications. FACT #6 • The plants want complete orders being entered into the systems, this eliminates multiple ship dates, multiple dye lots and enables the ability to run a complete project through the line at one time.

17. ORDER ENTRY • Order will be entered upon the receipt of the following: • Approved drawings • Finish & hardware approval • Confirmation letter • Ceiling height guarantee form • Field verifications or “HOLD” dimensions

18. MYTH #7 • The PSD starts upon receipt of purchase order (PO) in the Wall Department. FACT #7 • The PSD starts from the receipt of all outstanding information, drawing approvals and field verifications.

19. PROMISED SHIP DATE (PSD) • Project Coordinator (PC) assigns PSD when entering the order. • Remember to calculate transit time when relaying the PSD to the customer. • PC should inform rep of any PSD changes. • Once all information on that project is entered, the PSD could possibly move up or out, depending on the purchasing info that is received. • If there are specials on the project, the lead time may move out, consult with your PC. • Traffic may repromise PSD’s, even though the delivery can still be met.

20. MYTH #8 • PSD stands for the date you will receive your product. FACT #8 • PSD stands for Promised Ship Date. You must calculate transit time when telling the customer the delivery date for their product. • Plan on adding 1 – 5 business days on to the date you are given by your PC for a final delivery date.

21. CHANGE ORDERS • Product involved in change order will not be ordered / released until KI receives signed change order back from the customer. • Could possibly change the lead time. • Could possibly change the cost. • Protects customer and KI in case of any disputes.

22. LEAD TIMES • All product needs to go through the system together. • No more staggering product on orders. • Cleaner orders may look like they are taking more time on the front end, but on the back end the result will be a clean order that will ship complete. • Current Wall lead times: • Standard product 9 weeks • Mockups – standard 3 weeks • Mockups – special 5 weeks

23. MYTH #9 • Receiving outstanding information and approved drawings is part of the 8 – 10 week lead time. FACT #9 • When a PO is received by the PC, they will start the drawing process and complete a confirmation letter to gather all info needed. • Once the drawings and finishes have been approved and field dims have been verified, the PC is now able to enter the order. • This process can take anywhere from 2 – 4 weeks, depending on how timely the information is returned back to KI and how many revisions may be necessary. • So overall, project lead time would be 10 – 14 weeks, the 8 – 10 weeks is manufacturing lead time.

24. SPECIALS • Cannot be written until all information has been verified. (Example: finishes, ceiling height, door hardware, etc…) • Lead time is 9 – 12 weeks. • A majority of specials done would be for door hardware and electrical. • Don’t recommend: • Plumbing in the Genius walls • Top-feed electrical in Thin Line glass panels

25. INSTALLATION • If included as part of your project, the KI Supervisor will coordinate the installation. • KI Supervisor will work directly with the rep or customer to coordinate delivery and set up installation. • Punchlist to be given from KI Supervisor to Project Coordinator. • Get to know your KI Services contacts – they can be life savers!!!!

26. INSTALLATION • If NOT included as part of your project, the rep in confunction with the dealer or end user will coordinate the delivery of the product and installation with the install group. • All information filters from rep to PC. • Punchlist to be given from Rep to Project Coordinator. • KI Supervisors are available.

27. PROJECT INFORMATION TRACKING • You will not see a PSD until product is entered into the system. • IBIS offers: • Real time data updates for orders. Any changes made to BPCS are displayed within minutes on IBIS. • Key order information is displayed- such as dollar values, ship to addresses, ship/delivery dates, model/options/quantities by specific lines. • Summary and detail packing lists can be printed for receiving and installation purposes. • Shipping detail such as carrier name and pro number are available. Links to carrier websites (such as Roadway) assist in tracking of shipments.

28. MYTH #10 • This tool allows a rep to see any changes that could result in bad news for the customer, but don’t worry, KI makes sure there is always a “silver lining” with all projects. FACT #10 • As Project Coordinators, it is our job and duty to inform you with information as we find out. That information may not always be good, typically it is not. • That information must be relayed to the customer so there are no surprises when the product delivers. • We find that even though it is not pleasant to hear bad news, at least customers will know what to expect when their project delivers.

29. “The definition of insanity is doing the same thing over and over and expecting different results.” -- Albert Einstein

30. WRONG WAY • Unhappy/angry customer leads to frustrated rep. • Wasted energy and time with unnecessary emails, phone calls and meetings, etc… • Which leads to delay in commission $. • Which leads to a un-referable account. • Which in the end leads to a black eye for KI.

31. RIGHT WAY • Happy customer wanting to do more business with you… • This makes life easier for everyone involved. • Which leads to more commission $. • Which leads to a referable account. • Which in the end leads to more profit for KI.

32. CONCLUSION • We have shown you: • How the Wall department functions. • The most common wall myths in regards to processes and procedure or the right way versus the wrong way. • All forms necessary throughout the order fulfillment process. • And here is the reason why: • Sales in 2006 were 32M, last years sales were 62M: and projects for 2008 are 75M. • Specials in 2006 were 3088, last years specials were 4661. • CAD hours in 2006 were 3986, last years CAD hours were 4661.

33. CONCLUSION We can no longer play at a 30M level. A better understanding of the Wall department’s procedures, processes and forms will help us perform better at the 60M level we will be playing at for years to come.

34. FINALE And now, the exciting finale…. The Future of Genius with SpecEngine……

35. FUTURE FOR GENIUS – SpecEngine • Contacts screen • Company and individual contact information is loaded in this screen. • Information loaded on this screen is pulled into the project level screens of SpecEngine.

36. FUTURE FOR GENIUS – SpecEngine • Layout checklist • Product specifications are loaded in this screen. • This screen is modeled after the current initial drawing checklist that all project coordinators complete prior to CAD drafting.

37. FUTURE FOR GENIUS – SpecEngine • Finish screen • All standard wall finishes are loaded on the software and viewable for selection purposes.

38. FUTURE FOR GENIUS – SpecEngine • Drafting screen • SpecEngine uses Flash software to generate layouts over the top of AutoCAD drawings received from the client. • Drawings are done in the 2D layout manager. • This project depicts a storefront application in plan view. • 2D elevations and 3D renderings are scheduled on future programming milestones.

39. FUTURE FOR GENIUS – SpecEngine • Bill of materials screen • SpecEngine calculates the same components our current tool does plus many more enhancements including the tedious task of manually counting panel connectors for location, size and finish. • Future milestones in development include costing for overall and unit price presentation.

40. FUTURE FOR GENIUS – SpecEngine • Specials drawings • The specials process becomes easier in SpecEngine as Pro-E drawings are generated real-time as you draw in the 2D Layout Manager screen. • Even if non-standard product is used, SpecEngine will generate the “specials” drawing as long as standard components are used.

41. FUTURE FOR GENIUS – SpecEngine • General information • Improved sales tool with drawings generated in the quote stage. • Real-time pricing and engineering drawings. • Faster custom component lead times as engineering drawings are generated quickly. • Accurate bills of material with less manual take-offs and margin of error.