Anatomy of an Engineering Call Anatomy of an Engineering Call “Do’s” “Don’ts” Some Basic “Do’s” & “Don’ts” u Engineers have little or no time to waste u Their time is directed to billable hours. u Always start with Section Supervisor for Electrical u Obtain number of engineers & best meeting times, i.e. Lunch & Learn’s, morning vs. afternoon’s u Critical to identify their market specialty u Allows you to address proper product focus u Hospital’s, Commercial High Rise, Tenant Build Out’s, Schools & Universities u McGraw Hill u Allows you to address & track actual projects in progress while still in the specification mode u Greater opportunity to get involved and approved in project specifications u Allows you greater control in the quotation process 2012 Engineering Strategies

Product(s) Focus Product(s) Focus Bundle or Package New Product Launches Commercial Commercial u New 6 & 8 Inch FRPT u Made in USA u Recessed Connections – Ideal for greater capacity & safety u 50 / 50 or 60 / 40 Split for power and low voltage – Wiremold only offers a 50 / 50 u Hubbell Through the Floor Fitting comes in 2 pieces vs. Wiremold 4 – HBL much easier to assemble u Hubbell has a 2 inch opening for Data/AV – Wiremold goes up to 1 ½” on the 6 inch & the 8 inch requires an additional kit for 2 inch conduit. u Covers available in new Bronze & Nickel finishes u Meets UL Scrubwater Standard u Cover compartment doors fold down & in – Completely hidden & HBL Unit has dust cover to prevent dust & debris from getting into the device u For full spec compare attached sheet. u USB Receptacle u Industry Best 3 Amp Charging u Duplex Receptacle w/ 2 charging ports – Leviton, P&S & Cooper - Single Receptacle u Back & Side Wired u Tamper Resistant u 4 Port USB Receptacle due out in Engineering Strategies

Product(s) Focus Product(s) Focus Bundle or Package New Product Launches Commercial Commercial u Wire Basket Tray u Made in USA – Buy American Compliant, ARRA Compliant & US Gov’t Procurement Eligible u $75 Million market size in North America u Made from 100% domestic recycled steel – Ideal for customers seeking “Leed Certification” – Helps meet “Green” initiatives u Hubbell basket tray thickness is.5mm – Cablofil & B-Line is.4mm u No sharp posts on surface or edges – Prevents cabling & installers from getting cut during install u Available in Pre-galvanized steel, Black powder coat, Pewter powder coat, Stainless Steel type 304 & 316 (marine) & custom color finishes u Only Hubbell has painted tray that is still UL Compliant for grounding pathway u Only Hubbell has a “Flat Wire” Series – The flattened surface provides for a 70% reduction in the stress or strain on the cabling being supported u Can be mounted overhead, on walls or under floors. u Full Line of accessories for supports, brackets and fittings, etc. u Hubbell has a friendlier freight policy – PIP Freight Allowed levels vs. competition bills freight separately in addition to actual product / project cost u Wireless Sensors u Great solution for applications where running conduit is difficult but required making it cost prohibitive. u Reduces wiring labor & materials u Broad product line provides solutions of r multi switching, ceiling, wall and hallways. Daylight harvesting sensor also available u Works with Lutron’s Clear Connect wireless system u PIR Technology 2012 Engineering Strategies

Product(s) Focus Product(s) Focus Bundle or Package New Product Launches Industrial Industrial u Hazardous Location Non-Fused Disconnect Switches & Mechanical Interlocks u Made in USA – Buy American Compliant & ARRA Compliant u Disconnect Switches u Disconnect Switches available in 30, 60 & 100 Amp u Disconnects are also NEMA 4X, 7 & 9 u Suitable for Motor Disconnect / UL 98 Certified Switch u Small footprint u High Visibility Handle – Comply with OSHA Lockout / Tagout u Mechanical Interlocks u Mechanical Interlocks available in 30 & 60 Amp u NEMA 4X, 7 & 9 u Small footprint u Cannot make or break under load u Includes auxiliary contact u High Visibility Switch – Comply with OSHA Lockout / Tagout u Stainless Steel Disconnects u Type 304 Stainless Steel Enclosure is NEMA 4x & 12 & meets OSHA Lockout / Tagout requirements u Meets UL 94-5VA & VO Flammability classification & all materials are UV stabilized u Available in 30, 60 & 100 Amp u Small Footprint u Certified by NSF – National Sanitation Foundation for hygiene in Food Processing applications u Optional Stainless Steel Breather Drain 2012 Engineering Strategies

Specification Selling Tools Specification Selling Tools u Utilize Hubbell website with live demonstration u Show the key elements for downloading u i.e. – HMOSS CAD Drawings & Data Sheets u Literature u The WDK vertical market brochures have received a great deal of positive feedback. Provide great references on what types of products required for specific applications u Healthcare u Education u Government u New Literature u 6 & 8 Inch FRPT u Wire Basket Tray u MRI Receptacle u Wireless Sensors u Stainless Steel Disconnects u Hazardous Location Disconnects & Mechanical Interlocks u USB Receptacle** (NA) u Product Samples u Engineers prefer “Hands On” product training. Receive to much PowerPoint from Lighting & Gear manufacturer’s u Samples help drive discussion and distinguishes Hubbell from competition – “Best In Class” Approach u Provides great feedback for WDK Marketing & Engineering 2012 Engineering Strategies