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Results of the 2009 Business Trends Survey

Results of the 2009 Business Trends Survey. Presentation by: Urs Nager (Anderson Power Products) Committee members: Ed Dailey (GSP-Thyssenkrupp) David Hahn (Lift Technologies) Marc Kemper (Cascade Corporation) Urs Nager (Anderson Power Products) Chris Palmer (IMPCO) Jorge Roa (Michelin)

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Results of the 2009 Business Trends Survey

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  1. Results of the 2009 Business Trends Survey Presentation by: Urs Nager (Anderson Power Products) Committee members: Ed Dailey (GSP-Thyssenkrupp) David Hahn (Lift Technologies) Marc Kemper (Cascade Corporation) Urs Nager (Anderson Power Products) Chris Palmer (IMPCO) Jorge Roa (Michelin) 2009 ITA Fall Meeting The Barton Creek Resort & Spa

  2. Results of the 2009 Business Trends Survey Presentation by: Urs Nager (Anderson Power Products) Panel members: Aurelio Carinci (Exide Technologies) Jim Malvaso (Raymond Corporation) Jorge Roa (Michelin) Jeff Rufener (MCFA) 2009 ITA Fall Meeting The Barton Creek Resort & Spa

  3. 2009 Business Trend Survey Categories Markets and Models: China, India, South America & Economic Factors Procurement Practices Future Technologies and/or Design Changes ITA Related

  4. 2009 Business Trend Survey Markets and Models: China

  5. I) 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 by 2014? (Survey Question 1)

  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 II) 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 by 2014? (Survey Question 1A) A. Exporting US produced products to China 4.5 4.7 4.2 3.8 2006 2007 2008 2009 20 responses

  7. 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 III) 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 by 2014? (Survey Question 1B) B. Partnering with Chinese forklift mfg to produce trucks in China 7.1 7.1 6.9 6.7 2006 2007 2009 2008 20 responses

  8. IV) 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 by 2014? (Survey Question 1C) 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 C. Seeking parts suppliers in China 9.1 8.3 8.4 8.2 2006 2008 2007 2009 20 responses

  9. 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 V) 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 by 2014? (Survey Question 1D) D. Building Trucks in China for the Chinese Market 8.3 8.0 6.7 6.7 2006 2008 2007 2009 20 responses

  10. VI) 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 by Truck Class? (This includes trucks made by ITA member companies in China and shipped to the North America.) – (Survey Question 4) Class 2 Class 1 Class 3 20 responses 15 responses 20 responses Class 5 Class 4 19 responses 20 responses Revisedin2008

  11. 2009 Business Trend Survey Markets and Models: India and South America 11

  12. VII) 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 India and South America as a potential market in the following ways by 2014? (Survey Questions 2 & 3) Newin 2009 12

  13. º ITA India º ITA SA 10 10 9 9 8 8 7 7 6 6 5 5 4 4 3 3 2 2 1 1 VIII) 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 India and South America as potential market in the following ways by 2014? (Survey Questions 2 & 3 A) 3A. Exporting US produced products to South America 2A. Exporting US produced products to India 7.2 4.7 4.1 New Question 2009 2009 2009 20 responses 20 responses 13

  14. º ITA India º ITA SA 10 10 9 9 8 8 7 7 6 6 5 5 4 4 3 3 2 2 1 1 IX) 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 India and South America as potential market in the following ways by 2014? (Survey Question 2 & 3 B) 3B. Partnering with South American forklift mfg to produce trucks in South America 2B. Partnering with India forklift mfg to produce trucks in India 9.1 7.2 5.5 4.7 New Question 2009 2009 2009 20 responses 18 responses 14

  15. º ITA India º ITA SA 10 10 9 9 8 8 7 7 6 6 5 5 4 4 3 3 2 2 1 1 X) 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 India and South America as potential market in the following ways by 2014? (Survey Questions 2 & 3 C) 3C. Seeking parts suppliers in South America 2C. Seeking parts suppliers in India 6.6 4.7 4.7 New Question 2009 2009 2009 20 responses 20 responses 15

  16. º ITA India º ITA SA 10 10 9 9 8 8 7 7 6 6 5 5 4 4 3 3 2 2 1 1 XI) 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 India and South America as potential market in the following ways by 2014? (Survey Questions 2 & 3 D) 3D. Building Trucks in South America for the South America Market 2D. Building Trucks in India for the India Market 5.5 4.7 4.7 New Question 2009 2009 2009 20 responses 18 responses 16

  17. XII) On a scale of 1 to 10, with 10 indicating a very significant impact, what will be the impact of India-produced lift trucks on the North American market over the next 5 years by Truck Class? (This includes trucks made by ITA member companies in India and shipped to the North America.) – (Survey Question 5) Class 1 Class 2 Class 3 19 responses 21 responses 19 responses Class 5 Class 4 19 responses 20 responses 17 New Question 2009

  18. 2009 Business Trend Survey Markets and Models: Economic Factors 18

  19. XIII) Check the top 5 Markets that drive your companies overall business:(Survey Question 6) XIII) Check the top 5 Markets that drive your companies overall business:(Survey Question 6) Top 5 Markets 19 NewQuestionin 2009

  20. XIV) Compared to 2008 sales, how do sales for each of the 5 industries selected above look for 2009?(Survey Question 7) XIII) Check the top 5 Markets that drive your companies overall business:(Survey Question 6) NewQuestionin 2009 20

  21. XV) Compared to 2008 sales, how do sales for each of the 5 industries selected above look for 2010?(Survey Question 8) NewQuestionin 2009 21

  22. XVI) Does your company see any immediate positive impact from the Federal Government's economic stimulus package?(Survey Question 9) Does your company see any immediate positive impact from the Federal Government's economic stimulus package?? 2009: 17 Respondents 18% - Answered Yes 82% - Answered No If Yes, what areas do you foresee an impact? Infrastructure, government orders and auto parts NewQuestionin 2009 22

  23. XVII) Compared to 2008 material costs are ?? (Survey Question 10) In 2010 we are forecasting material costs to ??(Survey Question 11) 10 ) Compared to 2008 material costs are ?? 35% - Falling 45% - Stay the same 20% - Rising 11 )In 2010 we are forecasting material costs to ?? 0% - Falling 11% - Stay the same 89% - Rising 2009: 20 Responses NewQuestionin 2009 23

  24. XVIII) Compared to 2008 , demand for our products are?? (Survey Question 12) In 2010 we are forecasting demand to ?? (Survey Question 13) 12 ) Compared to 2008 demand for our products are ?? 65% - Falling 10% - Stay the same 25% – Rising 13 )In 2010 we are forecasting demand for our products to ?? 0% - Falling 20% - Stay the same 80% - Rising 2009: 20 Responses NewQuestionin 2009 24

  25. XIX) Compared to 2008, finished goods inventory are? (Survey Question 14) In 2010 we are forecasting finished goods inventory to ?(Survey Question 15) 14 ) Compared to 2008 our finished goods inventories are ?? 74% - Falling 26% - Stay the same 0% - Rising 15 )In 2010 we are forecasting finished goods inventories to ?? 0% - Falling 84% - Stay the same 16% - Rising 2009: 20 Responses NewQuestionin 2009 25

  26. 2009 Business Trend Survey ProcurementPractices

  27. XX) On a scale of 1 to 10 with 10 indicating a very significant likelihood, what is the likelihood that a continuing weak dollar will result in manufacturing and component sourcing be moved back to the USA from overseas? (Survey Question 16) NewQuestionin 2008

  28. XXI) If it is likely, what types of manufacturing processes and/or component sourcing would be transferred back to the USA? (Survey Question 17) New Question 2008

  29. XXII) 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. (Survey Question 18 A&B) • What percent of your components and subassemblies are you buying? • 2009: 58%2014: 54% • 2008: 66% 2013: 63% • 2007: 52%2012: 63% • What percent of your components and subassemblies are you buying? • 2009: 58%2014: 54% • 2008: 66% 2013: 63% • 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)? 2009: 28%2014: 36% 2008: 33% 2013: 34% 2007: 33%2012: 36% 18 responses 29

  30. XXIII) On a scale of 1 to 10, with 10 being very important, how important are these issues which are outside the supplier’s control? (Survey Question 19) Revised in 2008

  31. XXIV) On a scale of 1 to 10, with 10 being very important, how important is a supplier’s capability to provide the following: (Survey Question 20A) 18 to 20 responses in each category

  32. XXV) On a scale of 1 to 10, with 10 being very important, how important is a supplier’s capability to provide the following: (Survey Question 20B) 19 responses in each category

  33. XXVI) On a scale of 1 to 10, with 10 being very important, how important is a supplier’s capability to provide the following: (Survey Question 20C)

  34. XXVII) On a scale of 1 to 10, with 10 being very important, how important is a supplier’s capability to provide the following: (Survey Question 20D) 19 responses • 2007 2008 2009

  35. XXVIII) On a scale of 1 to 10, with 10 being very important, how important is a supplier’s capability to provide the following: (Survey Question 20 E&F) 19 responses 20082009 20082009 Revised in 2008

  36. XXXIX) Will your supplier base substantially increase, substantially decrease, or stay approximately the same over the next five years? (Survey Question 21) 19 responses

  37. XXX) Questions 22 A, 22B and 22C covered a manufactures ability to prove authenticity of specified materials, components and systems to verify such. (Survey Questions 22 A,B,C) 22A. On a scale of 1 to 10, with 10 being excellent, how would you rate your ability to prove authenticity of specified materials & components? 2009: 19 Respondents Average Rating: 7.8 out of 10 22B. Does your company have a quality system to identify counterfeit components? 2009: 19 Respondents 53% - Answered Yes 47% - Answered No 22C. Do you see a need for such a quality system over the next 5 years that would insure that authentic parts are used? 2009: 19 Respondents 68% - Answered Yes 32% - Answered No New Question in 2009

  38. 2009 Business Trend Survey Future Technologies and/or Design Changes

  39. XXXI) What percent of trucks currently use “add on” data management systems? (Survey Question 23) % of Market New Question in 2008

  40. XXXII) What percent of trucks will incorporate “OEM Produced” data management systems in 2014? (Survey Question 24) % of Market 19 responses 2008 Data = Base line

  41. XXXIII) What percent of trucks will use electronic horns in 2014? (Survey Question 25) % ofMarket % of Market 19 responses 19 Responses 2008 Data = Base line

  42. XXXIV) What percent of trucks will use LED lights/displays in 2014?(Survey Question 26) 19 responses % of Market 2008 Data = Base line

  43. XXXV) What percent of trucks will recover energy from regenerative braking by 2014? (Survey Question 27A) 19 Responses % of Market 2008 Data = Base line

  44. XXXVI) What percent of trucks will recover energy from lowering loads in 2014? (Survey Question 27B) 19 Responses % ofMarket % of Market 19 responses % of Market 2008 Data = Base line

  45. XXXVII) On a scale of 1 to 10 with 10 being the most likely, what is the likelihood that fuel cell powered trucks will be available by 2014? (Survey Question 28A) 19 Responses 18 Responses 18 Responses 19 responses 19 responses 19 Responses

  46. XXXVIII) What percent of the total electric truck market will fuel cells have in the next 5 years? (Survey Question 28 B) % of Market 19 responses 19 responses 19 Responses New in 2008

  47. XXXIX) When do you expect a fuel cell system (including hydrogen sourcing) to show a positive lifecycle cost versus lead acid battery and charger systems? (Survey Question 29) 18 Responses 2008 Data = Base line

  48. XL) On a scale of 1 to 10, with 10 being the most import, please rate the importance of the following items as they pertain to fuel cell technologies? - 18 & 19 Responses (Survey Question 30) New in 2008 2009 2009 2009 2009

  49. XLI) What other energy source technologies (other than lead acid batteries and fuel cells) could be used in 2013 (Lithium Ion, Carbon-Graphite Matrix (FireFly), etc.? (Survey Question 31) 14 Responses New Question in 2008- Lithium Ion, Super Capacitors, All the above (Lithium Ion is the one name mentioned the most often, but all were named)

  50. XLII) What percent of the market will be garnered by opportunity charging within 5 years? (Survey Question 32)

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