Clean air solutions National Accounts Update Mark Davidson

Clean air solutions Winning the business feels like were pulling teeth 2-3 years to win 30% 4-5 years to win 60% After 5 years 85% plus The good news is that we keep the business; competitors rebid every 3 years How do we convert the business more quickly? Petersen Davidson Rumpler

Clean air solutions What we have here is a failure to communicate. Home Field Advantage

Clean air solutions What are we going to cover? Explain the NA sales philosophy Tell you what we are doing Talk about future plans Review third party players Show you some new ways we plan on communicating

Clean air solutions When Comparing Us to the Competition It’s Like Comparing Apples and Oranges

Clean air solutions ….the path less traveled….

Clean air solutions 7 © CAMFIL FARR 8/15/2015 Opening eyes to the reality right in front of them Cordless Drill Black & Decker Quality Variable Speed High Torque Powerful 18 Volts! Cordless Drill DeWalt Quality Variable Speed High Torque Powerful 18 Volts! $29.99$ Does anyone believe for one second, these two drills are exactly the same, but one is simply priced lower?

Clean air solutions What Makes Us Different? - NO Cheryl, Camfil appreciates the invitation. We at Camfil are confident that we could save Sears Holdings a great deal on their filter program. Often times Camfil products save so much cost on Energy & Labor that if our competitors were to provide free product – Camfil would still be less expensive. In fact, in some cases, we even “Guarantee” the savings. If you are interested in profoundly changing how Sears Holdings should view their filter program, we would love to talk. Unfortunately, the current auction format does not allow us to demonstrate the size and scope of the savings available. As a result, Camfil would like to respectfully decline Sears Holding’s offer to participate... Tom Rumpler Director National Accounts Camfil (513)

Clean air solutions 9 © CAMFIL FARR National Accounts Continuing Mission The Air War – The agreement drives the mission

Clean air solutions National Accounts Continuing Mission 10 © CAMFIL FARR House-to-House, Door-to-Door TCO

Clean air solutions 11 © CAMFIL FARR Meet with influential engineers in each platform of the business 2.Establish best TCO solution and gain commitment 3.Trial product & validate outcomes 4.Write case study 5.Establish influential engineer as case study author 6.Disseminate information through engineer throughout platform 7.Share case study with local service partners 8.Partner with local service partners to convert all other customer locations within the platform by using case study as best practice. The Case Study Approach

Clean air solutions 12 © CAMFIL FARR Winning the Hearts & Minds I get it! Would you like to meet my friends? They will pay $9.00 per pleat too! National Accounts Continuing Mission

Clean air solutions Business renewal and price increases by tracking and documenting results 13 © CAMFIL FARR

Clean air solutions After you install these…..would you ever go back to these?

Clean air solutions Is It Working ? Sales Exceeded $7,000,000 Up $1,000,000, in spite of $680,000 set back from Best Buy Nestle topped $1,600,000 - up $400,000 Major Growth ABM $300,000 Wrigley Mars $120,000 ConAgra $115,000 Tyson $50,000 AB $50,000 Major new opportunities ISS Bushes Baked Beans Parker 15 © CAMFIL FARR

Clean air solutions 16 © CAMFIL FARR LDS Church

Clean air solutions $ 2,000,000 !!!!!!

Clean air solutions Organic Growth 2013 Nestle $ 80,000 Con Agra $ 50,000 Tyson $150,000 Site Stuff $100,000 Anhueser Busch $ 60,000 ABM $150,000 ISS $ 50,000 Parker $ 30,000 Mars/Wrigley $ 50,000 – $750, © CAMFIL FARR

Clean air solutions Food & Beverage - Mark Industrial - Tom & Kyle Commercial & Campus - Kyle Grocery & Big Box Retail - Tom

Clean air solutions Integrated Suppliers An Unavoidable Reality An Opportunity or A Barrier? 20 © CAMFIL FARR “The rule is, not to besiege walled cities if it can possibly be avoided.” Sun Tzu – The Art Of War

Clean air solutions A Rules-Based Approach National Account pricing (30% Distributor GM) Annual price increase based on current list price All sales to any integrator MUST go through Riverdale Riverdale will not accept an order where we cannot directly identify a ship-to location of a pre-defined specific account No access to CF products outside of pre-defined specific account 21 © CAMFIL FARR The Awkward Dance

Clean air solutions RFQ received by Riverdale Customer Service from Grainger Does RFQ list a verified ConAgra address as ship to? Reply to RFQ according to standard procedures with agreed to pricing Reply: Decline RFQ using language below and suggest requestor contact the appropriate Camfil distributor based on end user address who is copied on . My office provides quotations and services to Grainger exclusively for ConAgra Foods. Our local Camfil distributor near end user listed below may be able to assist with request, and I have copied them on this . Please contact Mr. Mike Burt directly at Air Filter Solutions Inc. in Denver, CO at

Clean air solutions 23 © CAMFIL FARR © CAMFIL FARR Quarterly report National News 2.National Account Online Link 3.Commitment from the group to communicate with the local sales partners. New Ways We are Communicating

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Clean air solutions We are in this together! Communication is a two way street ! We need your Help!