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Results of the 2007Business Trends Survey

This presentation highlights the findings of the 2007 Business Trends Survey, focusing on the likelihood of forklift companies manufacturing in the US looking to China as a potential market, impact of Chinese-produced lift trucks on the North American market, Canadian regulation on technician training, procurement practices and outsourcing, and important considerations for product sourcing in the next five years.

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Results of the 2007Business Trends Survey

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  1. Results of the 2007Business Trends Survey Presentation by: Dick Davidson (Thombert) Business Trends 2007 Task Force Committee members include: Aurelio Carinci (Exide) Ed Dailey (GSP) Dirk von Holt (Superior Signals Inc) Urs Nager (Anderson Power Products) ITA Fall Meeting The Fairmont Banff Springs Banff, Canada September 2007

  2. Markets and Models: China Markets and Models: Canada Procurement Practices Future Technologies and/or Design Changes ITA Related

  3. Markets and Models: China

  4. º ITA º ITA º ITA º ITA 10 10 10 10 9 9 9 9 8 8 8 8 7 7 7 7 6 6 6 6 5 5 5 5 4 4 4 4 3 3 3 3 2 2 2 2 1 1 1 1 1) On a scale of 1 to 10, with 10 indicating a very significant likelihood, what is the likelihood that forklift companies currently manufacturing in the United States will look to China as a potential market in the following ways? (2006 Qn 1) A. Exporting US produced products to China High Low 2004 2005 2006 2007 18 responses

  5. º ITA º ITA º ITA º ITA 10 10 10 10 9 9 9 9 8 8 8 8 7 7 7 7 6 6 6 6 5 5 5 5 4 4 4 4 3 3 3 3 Low 2 2 2 2 1 1 1 1 1) On a scale of 1 to 10, with 10 indicating a very significant likelihood, what is the likelihood that forklift companies currently manufacturing in the United States will look to China as a potential market in the following ways? (2006 Qn 1) B. Partnering with Chinese forklift mfg to produce trucks in China High 2004 2005 2007 2006 17 responses

  6. º ITA º ITA º ITA º ITA 10 10 10 10 9 9 9 9 8 8 8 8 7 7 7 7 6 6 6 6 5 5 5 5 4 4 4 4 3 3 3 3 2 2 2 2 1 1 1 1 1) On a scale of 1 to 10, with 10 indicating a very significant likelihood, what is the likelihood that forklift companies currently manufacturing in the United States will look to China as a potential market in the following ways? (2006 Qn 1) High C. Seeking parts suppliers in China Low 2004 2006 2005 2007 19 responses

  7. º ITA º ITA º ITA 10 10 10 9 9 9 8 8 8 7 7 7 6 6 6 5 5 5 4 4 4 3 3 3 Low 2 2 2 1 1 1 1) On a scale of 1 to 10, with 10 indicating a very significant likelihood, what is the likelihood that forklift companies currently manufacturing in the United States will look to China as a potential market in the following ways? (2006 Qn 1) High D. Building trucks in China for the Chinese market 2005 2006 2007 19 responses

  8. 2) On a scale of 1 to 10, with 10 indicating a very significant impact, what will be the impact of Chinese-produced lift trucks on the North American market over the next 5 years? (2006 Qn 2) Class 2 Class 1 Class 3 18 responses 18 responses 18 responses HPT’s Class 4 Class 5 19 responses 18 responses 18 responses

  9. Markets and Models: Canada

  10. 3) What is the likelihood that the recently enacted Canadian regulation requiring technician training will result in the availability of information on proprietary diagnostic systems (that are currently available only to authorized dealers) to anyone involved in repair? (2006 Qn19) 17 responses

  11. Procurement Practices

  12. 4) With regard to procurement practices and outsourcing, please state the percentage of your business, currently and in five years, which can be characterized in the following ways. (2006 Qn 3) • What percent of your components and subassemblies are you buying? • 2007: 52% 2012: 63% B. What percent of those purchased components and subassemblies are used in other subassemblies (vs. being directly assembled on the truck)? 2007: 33% 2012: 36% 14 responses

  13. With regard to procurement practices and outsourcing, please state the percentage of your business, currently and in five years, which can be characterized in the following ways. 2006 RESPONSES • What percent of your components are you buying and assembling yourself? • 2006: 50% 2011: 47% B. What percent of complete subassembly units are you buying from suppliers? 2006: 34% 2011: 37% • What percent of your components and subassemblies are you manufacturing? • 2006: 35% 2011: 37%

  14. 5) In addition to cost and quality, please circle the top three considerations that you feel will most impactthe sourcing of products in the next five years. Supplier Controlled Issues: # 1: Ability to demonstrate capacity, flexibility and grow with us (26%) # 2: Engineering Support (19%) Issues Outside the Suppliers’ Control: # 3: Exchange rate/Strength of the US Dollar (21%) # 4: Availability/Quantity of available components/Global presence for key products, components, assemblies (13%) : # 5: Economic conditions (11%) # 6: Transportation/delivery (6%) # 7: China/Relationship between U.S. and China/China and India manufacturing (2%) # 8: Globalization of companies (2%) # 9: Other 27 issues identified by 19 responses

  15. 6) On a scale of 1 to 10, with 10 being very important, how important is a supplier’s capability to provide the following: 17 responses in each category

  16. 6) On a scale of 1 to 10, with 10 being very important, how important is a supplier’s capability to provide the following: 17 responses in each category

  17. 6) On a scale of 1 to 10, with 10 being very important, how important is a supplier’s capability to provide the following: 16 responses 17 responses

  18. 6) On a scale of 1 to 10, with 10 being very important, how important is a supplier’s capability to provide the following: 18 responses in each category

  19. 7) On a scale of 1 to 10, with 10 indicating a very significant likelihood, what is the likelihood that your company and your major customers will increase the use of reverse internet auctions for sourcing? (2006 Qn 5) 18 responses

  20. 8) Will your supplier base substantially increase, substantially decrease, or stay approximately the same over the next five years? (2006 Qn 6) 19 responses

  21. Future Technologies and/or Design Changes

  22. 9) A. Do you believe that fuel cells will be a significant share of the market? If so, when? (2006 Qn 17) 18 responses

  23. º Class 2 º Class 3 º Class 1 10 10 10 9 9 9 8 8 8 7 7 7 6 6 6 5 5 5 4 4 4 High High High Low Low Low 7.1 7.7 7 3 3 3 2 2 2 1 1 1 9) B. On a sale of 1 to 10, with 10 being very likely, what is the likelihood that fuel cell powered trucks will be available by 2012 in: 18 responses 18 responses 18 responses

  24. º Class 5 º Class 4 10 10 9 9 8 8 7 7 6 6 5 5 4 4 High High Low Low 5.4 6 3 3 2 2 1 1 9) C. On a sale of 1 to 10, with 10 being very likely, what is the likelihood that hybrid trucks will be in use by 2012? 18 responses 18 responses

  25. 10) What is the likelihood that international standard will be developed for fast charging by 2012? (2006 Qn 13) 18 responses

  26. 11) What percent of the market will be garnered by opportunity charging by 2012? (2006 Qn 14) 17 responses

  27. 12) With regard to batteries and chargers, what percentage of trucks will use fast charging by 2012? (2006 Qn 12) last year’s survey 17% for 2007 25% for 2010 (12 responses) 17 responses

  28. 13) Will international standards be developed regarding fast charging in the following areas by 2011 (2006 Qn 12) 17 responses

  29. 14) For engine powered forklifts, do you see an increase or decrease in the use of the following fuels? (2006 Qn 21) Diesel Gasoline 2006 2007 LPG CNG 18 responses

  30. 15) What do you believe the trend will be regarding the use of each of the following electric motor technologies between 2007 and 2012? (2006 Qn 22) Brushless DC AC 2004 2005 2006 2007 Series Separately Excited

  31. 16) With regard to electro-hydraulic controls for IC and battery 4-wheel trucks, what percentage of each do you anticipate will be using electro-hydraulic controls in 2007 and 2012? (2006 Qn 11) IC trucks Battery 4-wheel trucks 17 responses 17 responses

  32. º ITA º ITA º ITA º ITA 10 10 10 10 9 9 9 9 8 8 8 8 7 7 7 7 6 6 6 6 5 5 5 5 4 4 4 4 High High High High Low Low Low Low 3 3 3 3 2 2 2 2 1 1 1 1 17) On a scale of 1 to 10, with 10 being most likely, how would you rate the likelihood of future technology changes within specific product areas for new vehicles now and 2011 (2006 Qn 9) A. Use of fork positioners With “hang on” fork positioners With “integral” fork positioners 2007 2007 2006 2006 18 responses 18 responses

  33. º ITA º ITA º ITA º ITA 10 10 10 10 9 9 9 9 8 8 8 8 7 7 7 7 6 6 6 6 5 5 5 5 4 4 4 4 High High High High Low Low Low Low 3 3 3 3 2 2 2 2 1 1 1 1 17) On a scale of 1 to 10, with 10 being most likely, how would you rate the likelihood of future technology changes within specific product areas for new vehicles now and 2012 (2006 Qn 9) B. Sideshifting and positioning together With “hang on” With “integral” 2007 2007 2006 2006 18 responses 18 responses

  34. º ITA º ITA º ITA º ITA 10 10 10 10 9 9 9 9 8 8 8 8 7 7 7 7 6 6 6 6 5 5 5 5 4 4 4 4 High High High High Low Low Low Low 3 3 3 3 2 2 2 2 1 1 1 1 17) On a scale of 1 to 10, with 10 being most likely, how would you rate the likelihood of future technology changes within specific product areas for new vehicles now and 2011 (2006 Qn 9) C. Use of these technologies in high volume trucks As “hang on” products As “integral” products 2007 2007 2006 2006 18 responses 18 responses

  35. 18) What percentage increase in the use of “integral” versus “hang on” side shifters do you predict for the North American market by 2012? (2006 Qn 8) vs. 18 responses

  36. 19) What percentage of trucks will use single valve technology to control multiple functions in 2007 and 2012? (2006 Qn 10) 15 responses

  37. ITA Related

  38. º In Canada Committee activities? º In ITA Spring & Fall Meetings? º In GEC Activities? 10 10 10 9 9 9 8 8 8 7 7 7 6 6 6 5 5 5 4 4 4 High High High Low Low Low 7.8 5.9 7.4 3 3 3 2 2 2 1 1 1 20) On a sale of 1 to 10, with 10 being extremely important, how important is participation by Associate Members: 17 responses

  39. 21) Please indicate if the following individuals in your company were consulted in answering these questions (check as many as were contacted): Chief Marketing Manager: 13 Chief Technical Officer: 9 Other: 11

  40. Results of the 2007Business Trends Survey Presentation by: Dick Davidson (Thombert) Business Trends 2007 Task Force Committee members include: Aurelio Carinci (Exide) Ed Dailey (GSP) Dirk von Holt (Superior Signals Inc) Urs Nager (Anderson Power Products) ITA Fall Meeting The Fairmont Banff Springs Banff, Canada September 2007

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