Enterprise Communications as innovation enabler & TVH Kalman Tiboldi Chief Business Innovation Officer

▪ 4000 employees worldwide ▪ 45 companies in 24 countries ▪ 950 mil € turnover ▪ 32 native languages

Sense Earlier Respond Faster Acting as a Real Time Enterprise... ▪Innovation and creativity ▪High mobility and access to information ▪Continuously improving business processes ▪Componentized business model ▪IT driving force behind the innovation ▪Communication & Collaboration in the Cloud ▪Component-based business services ▪As a business innovator IT is a strategic component Business IT How TVH is making the difference? Working in a time based competition

BI²T Business Analysis Project Management Business Process Management Technical Product Management Warehouse Automation Business, Marketing& Competitive Intelligence Enterprise Architecture Business & IT joint teams Business Innovation Through IT Making the IT an attractive place for people and ideas

Inspiring creativity

▪ E-Commerce platform – more than 83% of daily activity ▪ TVH Warehouse Management System – Best logistic project of 2011 ▪ Pricing system – Calculating the price of the day ▪ Product & Equipment search engine for all makes all models ▪ Technical library using Google Search and Google Drive ▪ Integrated field engineer planning, track & trace system ▪ Mobile enabled Enterprise including BYOD ▪ Competitive intelligence, dealing with Big Data ▪ Cloud-based services ▪ Application aware hybrid WAN ▪ E-Commerce platform – more than 83% of daily activity ▪ TVH Warehouse Management System – Best logistic project of 2011 ▪ Pricing system – Calculating the price of the day ▪ Product & Equipment search engine for all makes all models ▪ Technical library using Google Search and Google Drive ▪ Integrated field engineer planning, track & trace system ▪ Mobile enabled Enterprise including BYOD ▪ Competitive intelligence, dealing with Big Data ▪ Cloud-based services ▪ Application aware hybrid WAN TVH

TVH e-Commerce Platform More than integrated customers in 165 countries

TVH Just-In-Time delivery process Delivery of replacement parts ▪Where maintenance & repair is planned ▪Drop-shipment ▪Reduced inventory for our customers ▪Shorter lead time ▪Reduced costs Delivering spare parts used by our customers in the right place at the right time Optimizing the Supply Chain ▪Managing a large number of external suppliers ▪Optimizing the inventory – keeping the right stock level ▪Improve internal logistics operations ▪Reducing transport and storage emission Involved players ▪Customers using myTotalSource e-Commerce platform ▪Suppliers using TVH QuickSupply ▪TVH by its automated warehouse system ▪Integrated carrier companies

Planning, track&trace, M2M

Team Collaboration Anywhere Anytime Any device Communication enabled business processes Collaborative enterprise People (Culture) Process Technology Unified Business Communication

Unified Communications & Collaboration UC&C Mail Calendar Contacts Collaboration & Social Network Voice Calling Voice, Web Video Conferencing Instant Messaging Multiple communication tools, presence management, single UI

Reliable network is a must

▪For companies operating in large geographical areas, with sites in different regions of the world, network connectivity is a necessity and becomes more and more a utility component ▪Looking to the network just in terms of availability and bandwidth is not enough. We need application aware networks with focus on the performance and visibility of applications and services ▪With the increasing role of the Cloud, we are confronted with a high volume of none-relational data traffic: video, document sharing, voice services, which requires dedicated QoS ▪For some sites hybrid networks with MPLS/Internet or Internet/Internet can be considered. The choice depends on the volume and the nature of traffic ▪Technology independent approach: Let the provider to choose which is the best solution to deliver the expected service. We look for reliability, flexibility, performance, quality of service and cost ▪Having a single provider for all communication services is more convenient What we really need A platform to achieve productivity gain, increase business efficiency and foster innovation

Security IP Telephony ▪Integrated VoIP ▪Contact Center Integration ▪Voice Mail ▪SIP Trunking ▪Perimeter security ▪Virus/Malware across WAN ▪Data Loss ▪Security exposure between branches Application aware network design, fundament for enterprise communication services Collaboration ▪Videoconferencing ▪Content sharing ▪Team Collaboration ▪Messaging Establishing network requirements Applications ▪Core business applications ▪Utility applications ▪Cloud-based services ▪Web-Services

▪ A WAN which is not a sum of point-to-point connections, but a smart solution for Any-To-Any service ▪ Each location with a primary MPLS connection and with MPLS or Internet VPN-based backup ▪ Increased delivery of guaranteed services internal and external with Active-Active design with operational manageability by ensuring symmetric routing and the implementation of a central logic point of load sharing functionality, Application independent and Access technology independent ▪ Build-in redundancy with alternate media for last mile if possible ▪ Bi-directional Load-sharing/Off-loading of non-critical data like Internet traffic, Internal http applications, Content download ▪ Local internet configured in Split Tunneling mode allowing VPN users to accessing Internet and local LAN services at the same time ▪ Local secured internet break-out with access to cloud-services like zScaler ▪ Improved voice service through SIP trunking allowing local, international and toll-free calling Technical design requirements

▪Reliable, robust and efficient communication infrastructure ▪Network performance and quality are critical for our business ▪Ability to prioritize traffic for data, voice and video ▪Quality of Service (QoS) required by VoIP ▪Complete visibility into a corporate network is a necessity ▪IPSec VPN and WAN virtualization are growing but still seen as backup solution or used for less critical traffic While we still need MPLS ? Today, for a multinational company, the FIBER is an essential component, offering the only reliable solution which satisfies the increasing need for symmetric, non-contended bandwidth

▪Reduced number of service providers which are able to present a solution covering global connectivity with the required technical specifications. For this reason a new WAN contract is the result of very hard negotiations ▪To get a better price we have to sign long-term contracts (min.5year). There is also a high up-front investment in access lines (fibers) to get connected to the provider’s network ▪Changing provider takes several weeks, months and introduces a significant risk in terms of connectivity and performance ▪Contract terminations are arbitrary going from one month in US until one year at some EU providers ▪The focus of regulatory authority is on the residential users. Companies are supposed to be strong enough to negotiate themselves a good contract Problems we are confronted with All these elements generate a significant vendor lock-in

▪Global providers are delivering connectivity as close as possible to the local site but in most cases they have to deal with local service providers ▪Not all required services are available at QoS and other technical standards or at acceptable commercial terms ▪The decision of global service providers on whether or not to bid for contracts is influenced by the proportion of sites in areas where access is not available on reasonable terms ▪ Local loop the most costly component of the circuit 40-60%. For some of our circuits it was calculated at 85% of the total cost ▪ At contract termination, global providers refer to wholesale contracts they have with local providers. In our case, for some of our sites, we have required an extension of 2 months. We were obligated to take an extension of one year. In this way we pay double costs for those circuits. Local loop Our communication needs are cross-border and we are strongly limited by local access providers

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