Sales Guide for Distributor Reps

1 Sales Guide for Distributor Reps 3M Fibre Discs 782C and 787C. An unbeatable combination of performance and value This new class of value-priced fibre discs is designed to make conventional ceramic abrasives obsolete! Positioned to win against the competition, 3M Fibre Discs 782C and 787C are powered by the legendary speed, long 787C for stainless and non-ferrous life and unmatched performance of 3M precision-shaped grain technology. metals These discs offer a high initial cut and the durability to outlast conventional 782C for ceramic fibre discs giving our customers an outstanding value. carbon steel Customer Applications The 3M solution problems Fast cut: 3M precision-shaped grain stays Grinding Beveling sharper longer than conventional ceramic fibre discs, helping produce more parts per hour, Weld removal Edge chamfering Customer needs reduce labor and shop time per part and boost to accelerate profitability.

2 Production Versatility: Ideal for fast surface preparation, Features Advantages Benefits weld grinding, beveling, deburring and finishing. Faster cut with less pressure Customer needs to Long life: Longer lasting than conventional ceramics or AZ discs, helping produce more 3M precision- High initial and More parts improve throughput, parts per disc and lower the cost per grind. shaped grain sustained cut per shift produce more Durability: Fibre backing helps More parts parts per shift withstand the toughest applications per disc Customer needs High initial and sustained cut: The sharpness Stands up to Durable resin the demands to improve of 3M precision-shaped grain delivers a high fibre backing of aggressive Greater disc life initial cut, with less grinding pressure.

3 Performance grinding Smooth operation: Smooth-running feel for operators Long life Customer's current Consistent cut: 782C and 787C fibre Grinding aid for versus Reduced bluing discs are designed to wear evenly. heat-sensitive or warping of fibre disc is wearing Optimize performance with 3M Fibre alloys (787C). conventional work piece ceramic discs or glazing too quickly disc Backup Pads (see following page). Metal Fabrication NAICS Machinery Manufacturing NAICS Transportation NAICS. Fabricated Structure Metal Construction Machinery Ship Building 332132 333120 336611. Manufacturing Manufacturing and Repairing Plate Work Oil & Gas Field 332313 333132 Military Armed Vehicle/Tank 336992. Manufacturing Machinery & Equipment Sheet Metal Work Food Product Machinery 332322 333294 Boat Building 336612.

4 Manufacturing Manufacturing Metal Tank (Heavy Gauge) Farm Machinery and Heavy Duty Truck 332420 333111 336120. Manufacturing Equipment Manufacturing Manufacturing Conveyor & Conveying Industrial Truck, Machine Shops 332710 333922 333924. Equipment Machinery Tractor, Trailer Fabricated Pipe and Pipe Fitting 332996. 3M Fibre Discs 782C and 787C. 30. NEW 3M Fibre Discs 782C and 787C deliver high initial cut and outlast conventional ceramic fibre discs.*. 25. 20. Stock Removal Rate 15. 982C. Co 10 nve New 782C. nti on al 3. M. 5 Dis cs 0 * Internal test resluts disc Life (time). 982C 36+ 983C 36 988C 36 782C 36+. Competition AZ AO. Manufacturer Ceramic (Aluminum (Aluminum Zirconia) Oxide). Blaze F980. Blue Fire Norton F968 Gemini F226.

5 F826P. Red Heat XF885, XF870, VSM ZF714, ZF713 KF808, KF708. XF760. Soft Medium Hard Extra-hard United 9S, 8S, 7S 3Z 2A, 3A. Abrasives/SAIT. Blending & Finishing High Stock Removal Target Applications and Backup Pad Recommendations Hermes CR456 RB414 RB314. Backup Pad System Plate Recommendation per disc Size Target Application 4 and inch 5, 7 and 9 inch Edge chamfering, edge 36+ Black (Hard) Red (Extra Hard). Tech Corner removal and beveling Always review used or discarded discs. Large weld removal 36+ Black (Hard) Red (Extra Hard). 60+ Black (Hard) Black (Hard). Small weld removal 80+ Gray (Medium) Gray (Medium). General sanding, 80+ Gray (Medium) Gray (Medium) Pad is too soft Pad is too hard Pad is optimal grinding, finish S hiny metal capped S helling or minimal niform fracturing U.

6 Refinement and blending 120+ Gray (Medium) White (Soft) mineral on disc contact area with of mineral high wear 3M Fibre Discs 782C and 787C. Making the call Key questions to ask yourself What tools do I have to help me? Q: How do I determine whether to sell 3M Fibre Discs 782C/787C 3M Literature: Brochure (61-5002-8423-9). or 3M Cubitron II Fibre Discs 982C/987C? 3M Fibre disc Video A: Utilize the new 3M Fibre Discs 782C and 787C. Value Analysis training is available when Cubitron II discs 982C and 987C do not provide an adequate value proposition. 3M Guaranteed Trial Order (GTO): Utilize 3M's GTO offering to allow your customer to try 3M Fibre Discs 782C and 787C for an Q: What if the customer still pushes back on price?

7 Extended period with no risk. 3M guarantees performance and will A: S. ell 3M Fibre Discs 782C/787C when the price jump from provide a credit if necessary. Put these discs to the test today! the competitive product to Cubitron II is too dramatic, or Single packs ( in.): 3M Fibre disc 782C (PN 87254), when the customer is concerned that operators may not 3M Fibre disc 787C (PN 87256). fully utilize the extremely long lasting Cubitron II discs. Single packs (7 in.): 3M Fibre disc 782C (PN 87255), Q: W. hat is my key target for competitive conversion? 3M Fibre disc 787C (PN 87257). A: All competitive crushed ceramic and AZ fibre discs! New 3M Fibre Discs 782C and 787C outperform crushed ceramic and are priced right for your customers to improve performance over AO, AZ and Ceramic Fiber Discs.

8 Where you haven't won with Cubitron II discs 982C/987C. Answering the customer's questions Q: How do I know which fibre disc to use on what substrate? A: 782C is used for carbon steel. 787C is used for stainless steel and other non-ferrous alloys such as aluminum and titanium. Q: What applications would you use a fibre disc for? A: Applications such as beveling, edge chamfering, large and small weld removal, grinding and blending are prime for NEW 3M Fibre Discs 782C and 787C. 3M. Abrasives Systems Division 3M Center, Building 223-6S-03. St. Paul, MN 55144-1000 Please recycle. Printed in the USA. 1-866-279-1235 3M 2016. All rights reserved. 3M and Cubitron are trademarks of 3M Company. Issued: 8/16 11927HB Used under license by 3M subsidiaries and affiliates.