New paving breaker range Launch, September 2007 Valéry Rolin Welcome remarks TBD. 11/4/2019

Improvements on paving breakers range My name is Valéry Rolin. I am responsible for light construction equipment in the ESA zone. Julien has introduced the compressors topic. The 7 bars family represents the biggest part of machine sales. Main application: Road works in connection to paving breakers. In the next 20 min, I will show you how the range has been improved in order to help you grow the sales. Improvements on paving breakers range Light Construction Utility Equipment

Agenda Objectives Paving breakers market trends Ingersoll Rand range evolution Promotion weapons Pickhammers Objectives Understand the new paving breakers range Pick up selling tips We will see how to improve the sales thanks to our advantages. We keep some time at the end questions and answers.

Handheld ground demolition market: Paving breakers 1. Trends Handheld ground demolition market: Paving breakers Pneumatic breakers are more powerful, more ergonomic, more reliable, more economic than Electric, Hydraulic and Petrol breakers. Safety trends in Europe: Ingersoll Rand range has been transformed in order to meet weight requirements Noise reduction  Vibration reduction Weight reduction  Legislation on admitted noise and legislation on admitted vibrations. Still no legislation about weight lifting at work.

Too heavy weight lifting creates backpain 1. Trends Maximum recommended lifting weight: Man: 25kg Woman: 16kg These recommended weight are defined for handling at the waist level.

New paving breakers range Gap between 15 and 28 kg New 21 kg breaker: IR20 IR21 becomes IR25 IR15 IR21 IR30 IR40 The choice of the right breaker for the right application is a trade-off between the power (more power for heavy breakers) and the maneuverability (light breakers are easier to move). More consistency in the names with regard to the real weights.

New paving breakers range Gap between 15 and 28 kg New 21 kg breaker: IR20 IR21 becomes IR25 IR15 IR21 IR30 IR40 IR25 IR20 The choice of the right breaker for the right application is a trade-off between the power (more power for heavy breakers) and the maneuverability (light breakers are easier to move). More consistency in the names with regard to the real weights.

Practical information 2. Range Changes achieved by Practical information New steel handle: 1.3 kg lighter Shaving off material out of the cylinder All breakers are available with stiff or with vibration reduced handles Many common spare parts through the family New manuals for IR20 and IR25 Super-session of IR21 cpn’s to IR25 The new designs have been submitted to intensive testing. Principle is to remove weight from the top: easier to lift.

New IR20 2. Range High power to weight ratio Best noise (105 dBA) and vibration (5.1 m/s²) values in its category (IR20 + chisel) <25 kg Available with 25Hx108 and 28Hx160 shanks IR20 is likely to become a best seller in countries where there is growing care about safety at work.

Why is IR20 not available with 32Hx160? 2. Range Why is IR20 not available with 32Hx160? Choose the right chisel size for your tool Too small piston vs chisel Too big piston vs chisel IR20 has a too small piston in comparison to a 32Hex chisel: it would not work. Using a heavy chisel makes lose the benefit of a light breaker. Light Construction Utility Equipment

Product split in ESA 2. Range Old range IR15 IR21 IR30 IR40 S 10 45 30   IR21 IR30 IR40 S 10 45 30 15 100 New range IR20 IR25 5 40 120 The new IR20 should cannibalize some sales from IR15 and IR25 but it generate new sales for about 20% of the overall breaker range. Having a complete range should enhance the sales of the rest.

Sales weapons 3. Promotion Tools display rack Pipe roll promotion Information CD Rack improving the visibility of the range at the points of sales. Free pipe roll for a combined purchase. Full information CD with range, training, marketing and service material. Do you have questions?

New integrated lubricator 4. Pickhammers New integrated lubricator No need for the external in-line lubricator Top lubrication at all times Easier maintenance Availability as of January 2008 Rack improving the visibility of the range at the points of sales. Free pipe roll for a combined purchase. Full information CD with range, training, marketing and service material. Do you have questions?

Summary New structure for Ingersoll Rand paving breakers range in order to improve weight requirements: Brand new IR20 IR25 is the new name for the improved IR21 IR30 and IR40 are slightly lighter (IR20 + chisel) <25 kg The objective was to understand the new breakers range and selling tips. … These improvements should generate a revenue increase by about 20%.