FY10 ATC 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
dmcferren@parker.com
RoHS Compliance
Bryan Woods
707-584-2445
bwoods@parker.com
Applications Engineering – IPS
Donal Chapin
330-335-2133
drchapin@parker.com
Corporate Branding & Advertising
Dave Grager
216-896-2815
dgrager@parker.com
Applications Engineering – Irwin
Tom Baric
724-861-3219
tbaric@parker.com
Marketing Communications
Mark Hawthorne
707-584-2449
mhawthorne@parker.com
Customer Service – Rohnert Park
Barb Costa
707-584-2469
bcosta@parker.com
Product Managers
Customer Service – IPS
Corey Raub
330-335-2151
craub@parker.com
Customer Service – Irwin
Suzanne McCurdy
724-861-3286
smccurdy@parker.com
Marketing
John Guite
707-584-2596
jguite@parker.com
Strategic Pricing
Joanne Botka
707-584-2530
jbotka@parker.com
Information Technology
Bud Parer
707-584-2491
bparer@parker.com
Andy Balderson – Control Products, Promotional
630-295-8046
abalderson@parker.com
Miguel Bolio – IPS
832-724-5437
mbolio@parker.com
Dave Bugajski – Linear Products, Technical
330-335-2136
dbugajski@parker.com
Ben Furnish – Linear Products, Promotional
724-861-8200
bfurnish@parker.com
John Guite – Servo/Stepper Drives, Stepper Motors
707-584-2596
jguite@parker.com
Jay Schultz – Rotary & Linear Servo Motors
707-584-2417
jschultz@parker.com
Jeff Nazzaro – Gearheads
516-484-5482 x106
jnazzaro@parker.com
Product Managers, continued
Jim Wiley – Control Products, Technical
707-584-2541
jwiley@parker.com
Training
Dean Moody
707-584-2443
dmoody@parker.com
Escalation lists (who to go to for what)
Rohnert Park, New Ulm, Port Washington (Gearheads), and Milford:
Customer Service, Repairs, and Application Engineering
Primary Contact
Secondary Contact
Customer Service & Repairs
(CMR and CTC)
Customer Service Rep
800-722-2282
Barb Costa
707-584-2469
bcosta@parker.com
Applications Engineering
(CMR)
Applications Engineering Dept
800-358-9070
1st Level Escalation
Dave McFerren
707-584-2531
dmcferren@parker.com
2nd Level Escalation
John Guite
707-584-2596
jguite@parker.com
Applications Engineering
(CTC)
Applications Engineering Dept
513-831-2340
Pricing and Custom Quotes
Primary Contact
Secondary Contact
1st Level Escalation
2nd Level Escalation
Pricing Quotes
(CMR, CTC)
Customer Service Rep
800-722-2282
Barb Costa
707-584-2469
bcosta@parker.com
Joanne Botka
707-584-2530
jbotka@parker.com
Custom Quotes
(All other CMR, CTC)
Customer Service Rep
800-722-2282
Barb Costa
707-584-2469
bcosta@parker.com
Joanne Botka
707-584-2530
jbotka@parker.com
Custom Quotes
(Rotary Servo Motors,
FLX & MP-FLX)
Customer Service Rep
800-722-2282
Barb Costa
707-584-2469
bcosta@parker.com
Joanne Botka
707-584-2530
jbotka@parker.com
Customer Service Rep
800-722-2282
Barb Costa
707-584-2469
bcosta@parker.com
Joanne Botka
707-584-2530
jbotka@parker.com
John Guite
707-584-2596
jguite@parker.com
John Guite
707-584-2596
jguite@parker.com
Pat Wilson
516-484-5482 X102
pwilson@parker.com
Pat Wilson
516-484-5482 X102
pwilson@parker.com
Gearheads
Marketing and Product Management
Primary Contact
Rotary & Linear Servo Motors
Controls
Jay Schultz
707-584-2417
jschultz@parker.com
Jim Wiley
707-584-2541
jwiley@parker.com
Secondary Contact
1st Level Escalation
John Guite
707-584-2596
jguite@parker.com
2nd Level Escalation
Ken Sweet
707-584-2581
ksweet@parker.com
Marketing and Product Management
Servo & Stepper Drives
John Guite
707-584-2596
jguite@parker.com
Primary Contact
Secondary Contact
1st Level Escalation
Ken Sweet
707-584-2581
ksweet@parker.com
2nd Level Escalation
TBA
Marketing and Product Management
Gearheads
HMI/Visualization
Jeff Nazzaro
516-484-5482 X106
jnazzaro@parker.com
Andy Balderson
630-295-8046
abalderson@parker.com
1st Level Escalation
Pat Wilson
516-484-5482 X102
pwilson@parker.com
John Guite
707-584-2596
jguite@parker.com
2nd Level Escalation
Ken Sweet
707-584-2581
ksweet@parker.com
Ken Sweet
707-584-2581
ksweet@parker.com
Primary Contact
Secondary Contact
IPS:
Customer Service, Repairs and Application Engineering
Primary
Contact
Secondary
Contact
1st Level
Escalation
2nd Level
Escalation
Customer Service &
Pricing (IPS)
Wadsworth, OH
Customer Service Rep
800-333-4932
Jody Meister
330-335-2196
jmeister@parker.com
Karen Lay
330-335-2134
klay@parker.com
Corey Raub
216-401-3226
craub@parker.com
Applications Engineering
(IPS)
Applications Engineering
Dept
800-333-4932
Donal Chapin
330-335-2133
drchapin@parker.com
Corey Raub
216-401-3226
craub@parker.com
Miguel Bolio
832-724-5437
mbolio@parker.com
Customer Service &
Pricing (IPS)
Marlborough, MA
Customer Service Rep
800-333-4932
Karen Lay
330-335-2134
klay@parker.com
Barb McCall
508-303-6410
bmccall@parker.com
Corey Raub
216-401-3226
craub@parker.com
Product Manager
(IPS)
Miguel Bolio
832-724-5437
mbolio@parker.com
Corey Raub
216-401-3226
craub@parker.com
Daedal and Bayside Linear/Systems
Customer Care Specialists
Primary Contact
Place Orders, Standard Product Quotes, Delivery information, Expedite Requests
Shipment Information, Change Orders, Direct Calls to Appropriate Dept (Apps Engineer, etc.)
Cathy Trice
Christine Darragh
Customer Care Specialist
Customer Care Specialist
724-861-3248
724-861-3249
ctrice@parker.com
cdarragh@parker.com
Secondary Contact
1st
Level Escalation
2nd Level Escalation
Suzanne McCurdy
Customer Service - Irwin
724-861-3286
smccurdy@parker.com
Brian Handerhan
Business Unit Manger (Daedal & Bayside Linear/Systems)
724-861-3274
bhanderhan@parker.com
Application Engineers
(Defined Territories)
Primary Contact
Secondary Contact
1st Level Escalation
2nd Level Escalation
Custom Product Engineers
Pre-Sale Technical Issues
Quote Generation, Technical Inquiries
Per Territory Chart
Sales Applications Engineer
800-245-6903
Reference SAE Contact Chart
Kathy Tometich
Application Engineering Supervisor
724-861-3269
ktometich@parker.com
Tom Baric
Engineering / Applications Manager
724-861-3219
tbaric@parker.com
Brian Handerhan
Business Unit Manger (Daedal & Bayside
Linear/Systems)
516-484-5482 Ext. 102
bhanderhan@parker.com
Large quotes
Jim Dunn
Applications Engineer
724-861-3234
jmdunn@parker.com
Pat Spano
Applications Engineer
724-861-3235
pspano@parker.com
Tom Baric
Engineering / Applications Manager
724-861-3219
tbaric@parker.com
Pat Wilson
Business Unit Manger (Bayside Gearmotors)
724-861-3274
pwilson@parker.com
Repair Processing
Returns, Warranties, Spare Parts, Field Failures / Problems, Non-Warranty Repairs,
Primary Contact
IRWIN
PORT WASHINGTON
Customer Service Rep
800-722-2282
Customer Service Rep
800-722-2282
Paul Wright
Operations Team Leader
724-861-3253
pwright@parker.com
Brian Handerhan
Business Unit Manger (Daedal & Bayside Linear/Systems)
724-861-3274
bhanderhan@parker.com
John Scatamacchia
Quality Manager
516-484-5482 x115
econway@parker.com
Pat Wilson
Business Unit Manger (Bayside Gearmotors)
516-484-5482 Ext. 102
pwilson@parker.com
Secondary Contact
1st Level Escalation
2nd Level Escalation
Marketing and Product Management
Primary Contact
Linear Products Promotional
Ben Furnish
Product Marketing Mgr.
(Irwin, PA)
724-861-3229
bfurnish@parker.com
Linear Products –
Technical
Dave Bugajski
Product Manager
(Wadsworth, OH)
330-335-2136
dbugajski@parker.com
Gearheads
Jeff Nazzaro
Product Mgr.
(Port Washington, NY)
516-484-5482 X106
jnazzaro@parker.com
Secondary Contact
1st Level Escalation
2nd Level Escalation
John Guite
John Guite
Marketing Manager
Marketing Manager
707-584-2596
707-584-2596
jguite@parker.com
jguite@parker.com
Brian Handerhan
Business Unit Manger (Daedal & Bayside
Linear/Systems)
724-861-3274
bhanderhan@parker.com
John Guite
Marketing Manager
707-584-2596
jguite@parker.com
Pat Wilson
Business Unit Manger (Bayside Gearmotors)
516-484-5482 Ext. 102
pwilson@parker.com
Parker Push Products
Parker has designated the most important products as “push products.” The list is located at:
http://extranet.compumotor.com/docs/pushproducts.htm and a PowerPoint presentation is at:
http://extranet.compumotor.com/docs/Overview.ppt
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 http://extranet.compumotor.com/atc_support_compumotor.asp
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 nonstandard 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 (https://buy.compumotor.com/) 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) -http://extranet.compumotor.com/atc_buy.asp 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.
Parker Automation School (www.parkerautomationschool.com) 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: http://www.parkermotion.com/support_training.html
Classes for ATC-only viewing: http://extranet.compumotor.com/atc_support_compumotor.asp
(under “Training and Events”)
Parker Automation School classes, viewable to the public: http://www.parkerautomationschool.com
To sign up for training classes, contact emn_training@parker.com or call Patti Celestina at 707-5842476.
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:
http://extranet.compumotor.com/docs/placeware.pdf. Presentations are archived at:
http://extranet.compumotor.com/atc_placeware_archive.asp
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: http://extranet.compumotor.com/atc_quote.asp
Lead time, availability & ordering: http://extranet.compumotor.com/atc_availability_multi.asp
Order status: http://extranet.compumotor.com/atc_emn.asp?status=both
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.
http://extranet.compumotor.com/atc_open_rmas.asp
RMA Policy
A return merchandise authorization (RMA) number is required for all units returned to
Electromechanical Automation 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,
we will pay the return freight using the same method of shipment used to send the unit to us. The
following information 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 house
accounts, 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, CA 94928
Products Manufactured at the New Ulm, Minnesota, Facility
Parker Hannifin Corporation
Electromechanical Automation Division
RMA# ______________
2101 North Broadway
New Ulm MN 56073
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”:
http://extranet.compumotor.com/atc_support_compumotor.asp
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.)
http://extranet.compumotor.com/atc_narf.asp
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, marketfocused product lists, tradeshow information, detailed information on market campaigns and selling
tools for campaigns: http://extranet.compumotor.com/atc_target_markets.asp
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
http://extranet.compumotor.com/atc_target_markets.asp
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 - http://www.parkermotion.com/analytics/
Applications - http://www.parkermotion.com/applications/
Big Dogs Heavy Industrial - High Power Drives and Motors http://www.parkermotion.com/bigdogs/
Engineered Systems - http://www.parkermotion.com/systems/
Engineering Corner - http://www.parkermotion.com/engineeringcorner
ETHERNET Powerlink - http://www.parkermotion.com/powerlink/
Flat Panel Display - http://www.parkermotion.com/flatpanel/
Heat Pumps - http://www.parkermotion.com/heatpumps/
InteractX - http://www.easyesigs.com/
IPS (structural aluminum) - http://www.parkermotion.com/IPS/
Medical - http://www.parkermotion.com/medical/
Mobile - http://www.parkermotion.com/mobile/
Motion Sizer - http://www.parkermotion.com/sizing/
Motors - http://www.parkermotion.com/motors/
Packaging - http://www.parkermotion.com/Packaging/
Parker Automation School - http://www.parkermotion.com/school/
Parker Factory Display - http://www.parkermotion.com/pfd/
PROmech - http://www.parkermotion.com/promech/
Semiconductor - http://www.parkermotion.com/semi/
Solar Panel Manufacturing - http://www.parkermotion.com/solar/
Videos - http://www.parkermotion.com/video/
What's New (Latest products and programs) - http://www.parkermotion.com/whatsnew/
Xpress - http://www.parkermotion.com/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 1800-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 telequalified prior to field distribution, and detailed tracking and reporting capabilities are available online.







HOW TO FOLLOW UP ON PARKER SALES LEADS
Open the distributor sales lead report email sent monthly from salesleads@parker.com
o This email contains a list of outstanding sales leads (leads that have been sent but have
not been followed up as of the email date)
Click on the link included at the top of the email that will take them to the Sales Lead Services
area of the Parker web site at www.phconnect.com/sls
o A list of all outstanding leads, “In Field,” as well as any leads with a “Opportunity in
Process” or “Quoted” status, will appear
o If you need a PHConnect account, or have problems accessing your account, please
contact John Miller at: johnmiller@parker.com or 216-533-0152
Click on the blue key number link in the first column for any lead to view/update lead details
Enter appropriate lead information in Prospect Qualification Section
Update Lead Outcome from “In Field” status to another status (this designates the lead as
followed up)
Click Submit button
Effective June, 2006 - Distributor links to view/update sales leads online also included in each
sales lead email
If you have any questions, please contact Sales Lead Services (salesleads@parker.com) – we’d love to
hear from you!
Parker Brand Identification Standards
Parker’s brand standards and various tools can be found at:
http://www.parkerid.com/portal/site/brandbookonline
Images: https://phimages.aksess-it.com/Login.aspx?ReturnUrl=%2fHome.aspx
Logos:
http://www.parkerid.com/portal/site/brandbookonline/menuitem.1224f75fa523e172732d8d10842
0d1ca/?vgnextoid=8578430643571110VgnVCM1000000d0da8c0RCRD&vgnextfmt=default
Trade shows:
http://www.parkerid.com/portal/site/brandbookonline/menuitem.1224f75fa523e172732d8d10842
0d1ca/?vgnextoid=58b8430643571110VgnVCM1000000d0da8c0RCRD&vgnextfmt=default
Trade show pop-up displays:
http://www.parkerid.com/portal/site/brandbookonline/menuitem.1224f75fa523e172732d8d10842
0d1ca/?vgnextoid=949c2f09c99d3110VgnVCM10000048021dacRCRD&vgnextfmt=default
Parker’s New Branding Strategy
In July of 2007, Parker launched an initiative that brings together its marketing efforts to show “one
face to the customer.” Highlights include the new “Engineering Your Success” tagline, which replaces
“Anything Possible” and is designed to reflect the importance of the customer. The tagline is a piece of
custom artwork that can be downloaded from parker.com/id.
Other highlights:

Parker’s new brand promise
The previous promise – “Parker is the world’s leading diversified manufacturer of motion and control
technologies and systems” – has become “Parker is the global leader in motion and control
technologies, partnering with its customers to increase their productivity and profitability.”
The emphasis on “partnering” links Parker to the supplier attribute that is most important to global
customers and one that is largely not delivered by our competitors.

New Parker.com
The new Parker.com site has launched.
To get a sense of who is using the site, Parker surveyed its customers, distributors and potential
customers.
They then engaged a design firm to create a new site, employing a “best practices” approach.
We hope that you’ll find the new Web site is an improvement over the previous one. For one thing, it
should be easier to navigate.
Parkermotion.com will eventually be migrated into Parker.com with a landing page.

New Technology Tag
The new technology tag, which you’ll see in a moment on a display ad, depicts all nine technologies in
a single graphic element that reinforces the scope and breadth of Parker’s offerings and its ability to
offer systems.
This graphic element will appear in ad and marketing material with the appropriate technology
highlighted.

New Global Ad Campaign
The goal for Parker’s new ad campaign is consistency. So, all print ads will contain a high level of
uniformity. For example, the main graphic element in all ads must encompass between 40 and 60
percent of the ad. All photos will be extremely high quality, and not use any “Photoshopping.”
The headline for every print ad must begin with the words “Together, we can…”

New Rules for Parker logos
For logos, again, the emphasis is on consistency, so Parker is mandating that we use either the black or
gold logos. The black logo should appear on light backgrounds and the gold logo on dark
backgrounds.
No more “Anything Possible,” no more stencil effects, no more group or division names with the logo.

Printed collateral material - brochures
You will begin to see that Parker brochures and catalogs are taking on a new look. For example,
brochure covers are to be dominated by a market or application photo and include the technology tag.
Inside pages will set the text into three columns.

Printed collateral material - catalogs
Because catalogs are generally longer than other printed pieces, we will have more latitude about how
we implement some of the new branding elements. For example, though catalog covers will follow
strict guidelines – such as a gray bar near the bottom to identify it as a catalog – the inside pages can be
designed as they have in the past.
What does this mean for ATCs?
First of all, the literature you have now is not obsolete. There is no need for us to reprint any existing
brochures or catalogs, but as new ones are created, the new standards will need to be adhered to.
Also, please download the new logos from parker.com/id and use these in place of any old logos you
may have on your Web site or elsewhere.
If you create any print ads or catalogs using the Parker brand, be sure you are using these guidelines as
well.
For more details on Parker’s new branding initiative, please contact Dave Grager at 216-896-2815 or
dgrager@parker.com
Parker Catalogs & Literature
Parker Electromechanical Automation has a wide variety of literature available. The most current
listing is posted at http://www.parkermotion.com/literature.htm. This includes cover images and a
short description of each piece. Other Parker literature is available at:
http://www.parker.com/Catalogs/. PDF downloads can be found at each product’s page at
parkermotion.com.
If you want to order multiple pieces of literature, please use the literature request (as listed on the
Extranet) - for 2 to 19 pieces, please visit
http://extranet.compumotor.com/atc_literature_request.asp
For 20 or more pieces, please call The Mail Room at 330-723-2978 x235. Note: Not all our literature is
stocked at TMR. If you require large quantities (20 or more) of pieces not in inventory, please contact
Sandy Long at sjlong@parker.com.
Customers can order single pieces of literature at
http://www.parkermotion.com/scripts/support_requests.asp
Joint Activities
Parker offers a variety of opportunities for partners to participate in joint promotional programs. These
include E-blasts, Postcards, Loaner equipment, Demo cases, regional “Blitzes” and special events.
E-blasts and Postcards: offered for major launches or special promotional campaigns, Parker will “cobrand” an e-blast or postcard. Contact Carrie Decker at carried@longenparks.com to set up
participation and provide Parker with your logos and contact information.
Loaner equipment: Parker has equipment available for loan for local trade shows, open houses, etc.
Contact Dave McFerren at dmcferren@parker.com or ask any product manager for details.
Demo equipment: We have demo cases for most push products, the list with descriptions, prices and
photos is on the Extranet at http://extranet.compumotor.com/docs/democases.xls. These cases are
generally offered at 50% of list price, with a few exceptions. If you have a need for a demo not on the
list, contact the appropriate Product Manager for assistance.
Blitzes: Contact your ARM to discuss the possibilities for regional sales blitzes. The marketing group
will work with you and the ARM to develop a program appropriate for your market.
Other special events: We can support your special events such as open houses or local trade shows
with demo equipment, staff (Product Managers, Executives, Technical experts, etc.) and literature.
Please contact your Regional Manager or Electromechanical Automation Marketing if you would like
assistance.
Parker Cup/Diamond Team
As our business evolves, so does the recognition and awards that we offer to our business partners, the
ATCs. As you are all aware, we introduced a new concept called the Diamond Team program for the
first time in FY07. This program is a comprehensive way to measure distributor performance and sets
a high threshold for reaching the ultimate status of Diamond Team level performance. Since we didn’t
want to forget another favorite recognition program, the Parker Cup, we kept a modified version of this
program as well.
After consulting with many of the ATCs, we made one very important change in the Cup competition
by making the award based on what we all get paid to do: grow sales. As everyone knows, in the past,
the Parker Cup was awarded to the distributor with the largest total in reported sales plus agency sales.
We are now measuring the players in the Parker Cup competition from this point forward based on
which ATC has the largest increase in total growth in purchase dollars, including agency sales.
Another important threshold is that in order to qualify for participation in the Cup award competition,
the ATC must have at least $1 million in purchases during the previous year, FY 2008 in this case.
Earn-a-Demo-Case Program
Parker distributors now have a great way to acquire selected product demonstration kits at no cost. All
you need to do is order a demo kit for the PROmech LP28 linear positioner, the HD Series linear
positioner or the 402/403XE Series low-cost positioning tables – or all of them. Once you have sold 20
of the associated product, Parker will credit the cost of the demo to you.
Look for more information – including part numbers, ordering instructions and future demos – on the
“Demo Challenge Program” in the February 2007 PlaceWare (see archive at
http://extranet.compumotor.com/atc_placeware_archive.asp) or contact Ben Furnish at
bfurnish@parker.com.
Parker Merchandise Store
You can buy Parker branded merchandise such as shirts, mugs, gifts, sports bottles, golf accessories,
bags and much more.
http://www.parkermerchandise.com/
Apparel
http://www.parkermerchandise.com/apparel.html
Banners
http://www.parkermerchandise.com/trade_shows.html
Tools for your website
Includes logos and banner ads:
http://extranet.compumotor.com/atc_website.asp
Other important items (what and where to get the latest information)
Application Stories:
Newsletters – ATC News, Automation Watch, article archive:
http://extranet.compumotor.com/atc_newsletters.asp
Press releases: http://extranet.compumotor.com/atc_press.asp
Sales and Technical Bulletins:
http://extranet.compumotor.com/atc_applications.asp?Section=Applications&Subject=Sales
http://extranet.compumotor.com/atc_applications.asp?Section=Applications&Subject=Technical
Trade show schedule – the trade show schedule is available on line at:
http://extranet.compumotor.com/docs/ParkerEMNtradeshowsched.pdf
Ad & PR schedule – we post the advertising and press schedule on the Extranet; please note that it is
subject to change.
Product launches – New product launches are announced several ways. We generally will present the
product during PlaceWare training and announce it through a Sales Bulletin, on the extranet, in a
booklet/CD, through e-blasts, mention it in articles, send press releases and other activities, depending
on the importance of the product. Launch materials usually include the Sales Bulletin, a PowerPoint
presentation, pricing, press release, articles, etc. This launch information is available on the Extranet
and in the launch booklet/CD (sent on a quarterly basis).
Development/Winovation input – Winovation is Parker’s product development process. ATCs can
submit ideas by using the link on the Extranet’s Doing Business page, or by emailing the Engineering
Manager, Steve Danek, at sdanek@parker.com.
Distributor Advisory Councils – Parker conducts regional and national distributor advisory council
(DAC) meetings to get feedback from the ATCs and to present ideas, programs and products. Contact
your ETM to get more information.
Heavy Hitters – Parker’s “Heavy Hitter” program recognizes ATC personnel who exemplify
excellence in promoting, supporting and selling the Parker brand. There are two “flavors” of Heavy
Hitters: Technical and Sales. The Heavy Hitters are recognized on an annual basis with plaques at
regional DACs or sales meetings. Parker utilizes the Heavy Hitters to get feedback on product
development, promotional programs, and other important activities.
The cATCh Program – Parker’s cATCh program helps distributors recruit graduate engineers from
their local area and train them as technical sales specialists. Each distributor completes an employment
requisition that describes the details of the position and the skills needed. During this process, there is
an opportunity to discuss any special needs the position requires. Next, using our extensive college
recruiting network, Parker will utilize its on-campus presence to fulfill both internal and distributor
requirements. There will also be opportunities to recruit jointly at select non-network universities, to
accommodate distinct geographic needs. For more information on the cATCh program, please contact
Dale Nogar, National Sales Manager, Automation Group, at dnogar@parker.com. (Note: the cATCh
program is not currently being executed.)
Terms of Sale
The items described in this document and other documents or descriptions provided by Parker
Hannifin Corporation, its subsidiaries and its authorized distributors are hereby offered for sale at
prices to be established by Parker Hannifin Corporation, its subsidiaries and its authorized distributors.
This offer and its acceptance by any customer (“Buyer”) shall be governed by all of the following
Terms and Conditions. Buyer’s order for any such item, when communicated to Parker Hannifin
Corporation, its subsidiary or an authorized distributor (“Seller”) verbally or in writing, shall constitute
acceptance of this offer.
1. Terms and Conditions of Sale: All descriptions, quotations, proposals, offers acknowledgments,
acceptances and sales of Seller’s products are subject to and shall be governed exclusively by the
terms and conditions stated herein. Buyer’s acceptance of any offer to sell is limited to these terms
and conditions. Any terms or conditions in addition to, or inconsistent with those stated herein,
proposed by Buyer in any acceptance of an offer by Seller, are hereby objected to. No such additional,
different or inconsistent terms and conditions shall become part of the contract between, Buyer and
Seller unless expressly accepted in writing by Seller. Seller’s acceptance of any offer to purchase by
Buyer is expressly conditional upon Buyer’s assent to all the terms and conditions stated herein,
including any terms in addition to, or inconsistent with those contained in Buyer’s offer. Acceptance of
Seller’s products shall in all events constitute such assent.
2. Payment: Payment terms from the buyer are 1% 10th and 25th, net 30 days from the date of delivery
of the items purchased hereunder. Invoices dated between the 1st and 15th of each month are eligible for
a 1% cash discount if paid by the 25th of the same month. Invoices dated between the 16th and the last
day of the month are eligible for a 1% cash discount if paid by the 10th of the following month.
Payments that take advantage of the cash discount are expected to be post marked by the 10th and 25th
of each month. If no discount is taken, invoices are due in 30 days. A statement will be mailed at the
end of each month. Amounts not timely paid shall bear interest at the maximum rate permitted by law
for each month or portion thereof that the Buyer is late in making payment. Any claims by Buyer for
omissions or shortages in a shipment shall be waived unless Seller receives notice thereof within 30
days after Buyer’s receipt of the shipment.
3. Delivery: Unless otherwise provided on the face hereof, delivery shall be made F.O.B. Seller’s
plant. Regardless of the method of delivery, however, risk of loss shall pass to Buyer upon Seller’s
delivery to a carrier. Any delivery dates shown are approximate only and Seller shall have no liability
for any delays in delivery.
4. Warranty: Seller warrants that the items sold hereunder shall be free from defects in material or
workmanship for a period of 24 months for Linear motors and 12 months for Positioning systems from
date of shipment from Parker Hannifin Corporation. THIS WARRANTY COMPRISES THE SOLE
AND ENTIRE WARRANTY PERTAINING TO ITEMS PROVIDED HEREUNDER. SELLER
MAKES NO OTHER WARRANTY, GUARANTEE, OR REPRESENTATION OF ANY KIND
WHATSOEVER. ALL OTHER WAR-RANTIES, INCLUDING BUT NOT LIMITED TO,
MERCHANTABILITY AND FITNESS FOR PURPOSE, WHETHER EXPRESS, IMPLIED,
OR ARISING BY OPERATION OF LAW, TRADE USAGE, OR COURSE OF DEALING ARE
HEREBY DISCLAIMED. NOT WITH STANDING THE FOREGOING, THERE ARE NO
WARRANTIES WHATSOEVER ON ITEMS BUILT OR ACQUIRED WHOLLY OR
PARTIALLY, TO BUYER’S DESIGNS OR SPECIFICATIONS.
5. Limitation of Remedy: SELLER’S LIABILITY ARISING FROM OR IN ANY WAY
CONNECTED WITH THE ITEMS SOLD OR THIS CONTRACT SHALL BE LIMITED
EXCLUSIVELY TO REPAIR OR REPLACEMENT OF THE ITEMS SOLD OR REFUND OF THE
PURCHASE PRICE PAID BY BUYER, AT SELLER’S SOLE OPTION. IN NO EVENT SHALL
SELLER BE LIABLE FOR ANY INCIDENTAL, CONSEQUENTIAL OR SPECIAL DAMAGES
OF ANY KIND OR NATURE WHATSOEVER, INCLUDING BUT NOT LIMITED TO LOST
PROFITS ARISING FROM OR IN ANY WAY CONNECTED WITH THIS AGREEMENT OR
ITEMS SOLD HEREUNDER, WHETHER ALLEGED TO ARISE FORM BREACH OF
CONTRACT, EXPRESS OR IMPLIED WARRANTY, OR IN TORT, INCLUDING WITHOUT
LIMITATION, NEGLIGENCE, FAILURE TO WARN OR STRICT LIABILITY.
6. Changes, Reschedules and Cancellations: Buyers may request to modify the designs or
specifications for the items sold hereunder as well as the quantities and delivery dates thereof, or may
request to cancel all or part of this order, however, no such requested modification or cancellation shall
become part of the contract between Buyer and Seller unless accepted by Seller in a written
amendment to this Agreement. Acceptance of any such requested modification of cancellation shall be
at Seller’s discretion, and shall be upon such terms and conditions as Seller may require.
7. Special Tooling: A tooling charge may be imposed for any special tooling, including without
limitation, dies, fixtures, molds and patterns, acquired to manufacture items sold pursuant to this
contract. Such special tooling shall be and remain Seller’s property notwithstanding payment of any
charges by Buyer. In no event will Buyer acquire any interest in apparatus belonging to Seller which is
utilized in the manufacture of the items sold hereunder, even if such apparatus has been specially
converted or adapted for such manufacture and notwithstanding any charges paid by Buyer. Unless
otherwise agreed, Seller shall have the right to alter, discard or otherwise dispose of any special tooling
or other property in its sole discretion at any time.
8. Buyer’s Property: Any designs, tools, patterns, materials, drawings confidential information or
equipment furnished by Buyer, or any other items which become Buyer’s property, may be considered
obsolete and may be destroyed by Seller after two (2) consecutive years have elapsed without Buyer
placing an order for the items which are manufactured using such property. Seller shall not be
responsible for any loss or damage to such property while it is in Seller’s possession or control.
9. Taxes: Unless otherwise indicated on the face hereof, all prices and charges are exclusive of excise,
sales, use, property, occupational or like taxes which may be imposed by any taxing authority upon the
manufacture, sale or delivery of the items sold hereunder. If any such taxes must be paid by Seller or if
Seller is liable for the collection of such tax, the amount thereof shall be in addition to the amounts for
the items sold. Buyer agrees to pay all such taxes or to reimburse Seller therefore upon receipt of its
invoice. If Buyer claims exemption from any sales, use or other tax imposed by any taxing authority,
Buyer shall save Seller harmless from and against any such tax, together with any interest or penalties
thereon which may be assessed if the items are held to be taxable.
10. Indemnity For Infringement of Intellectual Property Rights: Seller shall have no liability for
infringement of any patents, trademarks, copyrights, trade dress, trade secrets or similar rights except
as provided in this Part 10. Seller will defend and indemnify Buyer against allegations of infringement
of U.S. patents, U.S. trademarks, copyrights, trade dress and trade secrets (hereinafter ‘Intellectual
Property Rights’). Seller will defend at its expense and will pay the cost of any settlement or damages
awarded in an action brought against Buyer based on an allegation that an item sold pursuant to this
contract infringes the Intellectual Property Rights of a third party. Seller’s obligation to defend and
indemnify Buyer is contingent on Buyer notifying Seller within ten (10) days after Buyer becomes
aware of such allegations of infringement, and Seller having sole control over the defense of any
allegations or actions including all negotiations for settlement or compromise. If an item sold
hereunder is subject to a claim that it infringes the Intellectual Property Rights of a third party, Seller
may, at its sole expense and option, procure for Buyer the right to continue using said item, replace or
modify said item so as to make it non-infringing, or offer to accept return of said item and return the
purchase price less a reasonable allowance for depreciation. Notwithstanding the foregoing, Seller
shall have no liability for claims of infringement based on information provided by Buyer, or directed
to items delivered hereunder for which the designs are specified in whole or part by Buyer, or
infringements resulting from the modification, combination or use in a system of any item sold
hereunder. The foregoing provisions of this Part 10 shall constitute Seller’s sole and exclusive liability
and Buyer’s sole and exclusive remedy for infringement of Intellectual Property Right. If a claim is
based on information provided by Buyer or if the design for an item delivered hereunder is specified in
whole or in part by Buyer, Buyer shall defend and indemnify Seller for all costs, expenses or
judgments resulting from any claim that such item infringes any patent, trademark, copyright, trade
dress, trade secret or any similar right.
11. Force Majeure: Seller does not assume the risk of and shall not be liable for delay or failure to
perform any of Seller’s obligations by reason of circumstances beyond the reasonable control of Seller
(hereinafter ‘Events of Force Majeure’). Events of Force Majeure shall include without limitation,
accidents, acts of God, strikes or labor disputes, acts, laws, rules or regulations of any government or
government agency, fires, floods, delays or failures in delivery of carriers or suppliers, shortages of
materials and any other cause beyond Seller’s control.
12. Entire Agreement/Governing Law: The terms and conditions set forth herein, together with any
amendments, modifications and any different terms or conditions expressly accepted by Seller in
writing, shall constitute the entire Agreement concerning the items sold, and there are no oral or other
representations or agreements which pertain thereto. This Agreement shall be governed in all respects
by the law of the State of Ohio. No actions arising out of the sale of the items sold hereunder of this
Agreement may be brought by either party more than two (2) years after the cause of action accrues.
Special Programs
It’s a challenge we all face: finding new business. But it’s especially difficult in an economic downturn
like the one we’re currently experiencing. That’s why Parker has two initiatives to help.
Winning in a Challenging Business Environment
In order to help you win business in this challenging economic climate, we have started a “Winning in
a Challenging Business Environment” series of articles, PlaceWares and other information. We will
include success stories, competitive information and sales tools.
Empowered to Win
Empowered to Win is a flexible discounting program for featured (push) products. The goal is to
provide a faster, easier way for you to work with Parker Electromechanical Territory Managers
(ETMs) to gain new business and displace competitors.
The program pre-defines discounts that ETMs may authorize if needed to secure new business. It is
strictly managed by the ETMs. As an authorized Parker distributor, you can work directly with your
ETM to incorporate the additional discounts entitled by the program into other marketing programs.
Essentially, Empowered to Win allows for some pre-authorized push product discounts for new
business.
The program is has been extended through the end of the calendar year – December 31, 2009 – so ask
your ETM about Empowered to Win today! You may also contact Joanne Botka at 707-584-2530 or
jbotka@parker.com.