AV University Training Program AeroVironment Auto Dealer Training Program GM’s official charging accessory

Auto Dealer Quick-start Training Program Who is AeroVironment 3 categories of charging Why educate customers about Level 2 Charging EV Charging equipment AV CONFIDENTIAL

Why AeroVironment? AeroVironment has been in the electric vehicle space for more than 25 years. AV is recommended by 9 top US auto manufacturers AV is the number 1 residential charging provider with thousands of installations nationwide. AV has been working with GM since 1989 with the design and development of the GM impact ________________________________________ GOAL: To help you provide a charging solution to your customer and sell more EV’s. We are here to support you sell more EV’s. CONFIDENTIAL DRAFT

Charging Options for EV’s? Category Info. Miles of charge per hour Plug Required Price Trickle Charger Included with vehicle purchase 4 mph Takes about 60hrs to fully recharge Bolt EV 120 volt Additional units $450 - $800 Purchase at Chevy Dealer 25 MPH 7.2 kW 240 volt 32amp $699 + Installation Will fully recharge the Bolt EV in about 9.5hrs Quick Charging – Available in public locations 50-90mph Available in certain EV models Commercial use only Level 1 Level 2 EVSE-RS There are three basic charging options available to your customer. Level 1, or the “Trickle” charging cord comes with the car. It takes up to 20 hours to re-charge using the 120V outlet that is commonly available in homes and garages. The Level 2 charging dock, which is what you’ll be selling, charges in only 4-6 hours, and connects to a 240V dedicated circuit. You should also be aware that there are other speeds of Level 2 charging available, The RS unit is a 7.2kW charger, but you can also purchase a 3.8 KW level 2 charger that will charge in 8-10 hours. Level 3 chargers, sometimes called “quick chargers” – charge very quickly, are extremely high powered, and are available at commercial or public locations only. Some Nissan dealerships do have quick chargers. You can call our dealer hotline for more information on installing a quick charger at your dealership. Level 1 and Level 2 [CLICK] are the daily charging regimens available for the home. It may be tempting for a new LEAF driver to rely on the included Level 1 trickle charging cord, but we often hear from customers who are in dire need for a better, faster charging solution. Level 3 * Charging time varies based on size of battery and on board charger

Who can increase EV sales at dealerships? General Managers Success at the dealership starts from the top down. GMs that offer Level 2 charging at the dealership are giving the sales team the tools they need to be successful. Sales Team Knowledgeable sales associates create customer trust from the beginning. Having the equipment available at the dealership gives them what they need for a complete customer experience. Parts Managers Basic knowledge of EV charging and how to order will empower sales people to refer their customers to the parts department for the equipment they need. Finance and Insurance Managers (F&I) Offering Level 2 charging can give finance managers an opportunity to add revenue to the dealership. CONFIDENTIAL DRAFT

Importance of EV charging education Sales team must understand why their customers should consider Level 2 charging. If the customer leaves the dealership without the charging equipment they need to be fully satisfied with their new EV, it could be reflected in your CSI score! EV charging is one of the most common questions about EVs. The ability to confidently educate customers will prevent them from leaving the dealership to “do more research”. CONFIDENTIAL DRAFT

Importance of Offering EV charging at dealership Gives the sales team the resources they need to overcome customer objections and offer a complete customer experience Gives the EV customers confidence that they are leaving the dealership with everything they need for their EV ownership Can be used as a bargaining tool to close the sale Shows customers that the dealership is committed to selling EVs by providing these necessary accessories It is another source of added revenue

AeroVironment EVSE-RS RS is powerful and fast, one of the smallest wall mounted units available today. Commercial grade Indoor outdoor installation 32 amp 7.2kw charger with a 25 foot cord Perfect solution for EV drivers looking for the fastest possible charge time 3 year warranty Current price: $699

What your EV Customers must know about their charging options Level 1 charging will provide between 2-5 Miles of charge per hour (depending on the car). Need to consider how far they will be driving each day vs how long it will take to recharge. EVSE RS charging will provide 25 miles of charge per hour (for the Bolt EV the Volt can only charge at about 14 miles per hour). Level 2 usually requires the simple installation of a dedicated breaker in their electrical panel and a 240V line to the station location. AV or any certified electrician can provide this service. State incentives may also be available: http://www.plugincars.com/federal-and-local-incentives-plug-hybrids-and-electric-cars.html Level 2 charging will give them what they need to fully appreciate their EV ownership experience. The #1 reason that customers choose not to purchase an electric vehicle is “range anxiety.” If a customer is seriously looking at purchasing a LEAF, they’ve probably already decided that they can safely make their commute with the 80-plus miles provided by the Nissan LEAF battery. [CLICK] BUT: What they may not realize is that if they drive 25 miles or more, they might be spending a lot more time charging with their “slow” trickle charging cord than they’d like. Somewhat related to range anxiety is the idea of being “tethered” to your home while you wait for your car to recharge. Even if the customer’s LEAF can get him through the day’s commute – how comfortable does the customer feel about having to stay home for more than 10 hours to wait for a full recharge? For heavy commuters, the wait might be very impractical and that’s not even considering unplanned trips and detours that may make the commute, and charge time, even longer! [CLICK] The solution? The Level 2 charging dock, that charges five times faster than the trickle charging cord. That means that instead of more than 20 hours, a customer can re-charge, fully, in only four to six hours, so your customer is free to have dinner after work, go into the office early in the morning, and in general, enjoy a more flexible schedule. [CLICK] Another consideration is the hassle of having to uncoil and plug in the Level 1 trickle charging cord every time the customer wants to recharge – and unplug and recoil every time he is done. Most drivers keep the Level 1 charging cord stowed in the trunk for emergencies, and use the convenient and fast Level 2 charging dock as their permanent home charging hub. [CLICK] Finally, in addition to the faster-charging benefit and the convenience of having a permanent home charging hub, the Level 2 charging dock from AeroVironment is the only Nissan factory-approved Level 2 solution, guaranteeing warranty compliance with the Nissan LEAF and its battery – the most critical component of the car. Our docks are designed to charge safely and reliably with all models of the Nissan LEAF, a claim that no other charging manufacturer can make. CONFIDENTIAL DRAFT

What your customers should know about AeroVironment EV Chargers AeroVironment equipment is the only official charging accessory for General Motors electric vehicles Installation is not included Charging stations can be included in payments AeroVironment equipment comes with a 3 year warranty. AeroVironment has installation solutions for homeowners, renters and condominium owners. Contact AV directly for more information.

Contact Information AeroVironment Dealer Support Group Dealers@avinc.com 888-499-8759 Or call your sales manager directly

Thank You! This concludes our training presentation… Please call the Dealer Hotline 888-499-8759 or email us at Dealers@avinc.con or CALL your local rep with any questions! CONFIDENTIAL DRAFT