© 2007 Ideal Industries 1 of 47 Basics of the IDEAL Tracers IDEAL Test & Measurement IDEAL Industries Marketing and Merchandising Training Test and Measurement Division Our Objective is to be a major supplier to our Defined market for Test and Measurement Tools

© 2007 Ideal Industries 2 of 47 Basics of the IDEAL Tracers Challenges Distributors face Has our test and measurement offering kept up with the changing markets? –Or Are we perusing yesterdays business. What markets do we serve? –Residential, Commercial, Industrial, Utilities. Who is our customer, What is his job, His skill level? –Labor, Trade-men, Journey-men, Master Electrical, Engineer. How do we reach the customer? –Counter area, Inside sales, Outside sales.

© 2007 Ideal Industries 3 of 47 Basics of the IDEAL Tracers Road to Success with T&M To be successful at any thing we must commit ourselves to the task at hand. For Test and Measurement this means: –Understanding the customer Who and Why he buys –Commitment of capital for inventory –Method of Sales Counter, Inside, Outside Sales Training –Sales Tools Merchandising Promotion Support Consolidation, Simplification, Education, Innovative Products

© 2007 Ideal Industries 4 of 47 Basics of the IDEAL Tracers Strategies for Success To be successful we need to make sure we have the right “P”s for the customers that we serve. –Residential –Commercial –Industrial –Utility Having the right product in the right place at the right price at the right time –Product –Placement –Pricing –Promotions

© 2007 Ideal Industries 5 of 47 Basics of the IDEAL Tracers Strategies for Success Product –Select the right products for your market. –Define your key customers Residential Commercial Industrial Utility –Who is your walk-in Traffic… This can very for counter to counter within a Distributor Placement –Best place for Test and Measurement is just behind the counter at eye level. –Products like Receptacle testers and Volt sensors can be placed at end caps or around receptacles or boxes. –Never place product under the counter, Out of sight Out of mine.

© 2007 Ideal Industries 6 of 47 Basics of the IDEAL Tracers Residential –Low Cost, $20 to $120 Simple Test tools –Meeting of Local and NEC codes –Basic Measurement Functions Merchandizing is the Key –Visibility –Placement –Pricing Customer Requirement

© 2007 Ideal Industries 7 of 47 Basics of the IDEAL Tracers Test Glo Circuit Tester Twin lead Volt Tester or EZ Check GFI Circuit Tester or Receptacle Tester or Volt Sensor NCV Tester IDEAL Products for Market One of Top Ten

© 2007 Ideal Industries 8 of 47 Basics of the IDEAL Tracers Products for Market or Automatic Circuit Identifier or Vol-Con & XL Series or Vol-Con Elite “NEW” Split Jaw Electrical Tester IDEAL One of Top Ten

© 2007 Ideal Industries 9 of 47 Basics of the IDEAL Tracers Series Resi-Pro Multimeters, “New 2008” Series Test-Pro Multimeters, “New 2008” Series Clamp-Pro 600Amp, “New 2008” Series Clamp Meter, 400Amp IDEAL Products for Market One of Top Ten

© 2007 Ideal Industries 10 of 47 Basics of the IDEAL Tracers SureTest Circuit Analyzer Family GFCI/AFCI Circuit Tester SureTest Circuit Analyzer SureTest Analyzer with AFCI IDEAL Products for Market One of Top Ten

© 2007 Ideal Industries 11 of 47 Basics of the IDEAL Tracers Commercial –Cost in the Mid Range $75 to $200 Test Tools –Must meet Local, NEC, Regulatory and Customer requirements –General to Multi function, Some special Harmonics, Line monitoring Merchandizing and Promotions are key –Placement –Getting it out on the street to the end User. –Pricing Customer Requirement

© 2007 Ideal Industries 12 of 47 Basics of the IDEAL Tracers Series Clamp Meter Series Platinum Pro Meters Series Digital Clamp Meter IDEAL Products for Market One of Top Ten Number One

© 2007 Ideal Industries 13 of 47 Basics of the IDEAL Tracers Customer Requirements Industrial –Mid to High Instrumentation $100 to $Multi K –Must meet Local, NEC, OSHA, ISO9000, etc.. –Multifunctional tool with wide range of features and functions. Customer Requirements Market to the End User –Direct sells –Inside sells –Promotions

© 2007 Ideal Industries 14 of 47 Basics of the IDEAL Tracers Series High Amp Clamps Platinum Pro Series Meters IDEAL Products for Market

© 2007 Ideal Industries 15 of 47 Basics of the IDEAL Tracers Specialty Products Phase/ & Motor Rotation tester “NEW” pole Earth resistance testers “NEW” Digital Insulation Tester Ground Clamp-On Earth resistance tester

© 2007 Ideal Industries 16 of 47 Basics of the IDEAL Tracers “Focus Products for 2008” TightSight tm Clamp Meters Circuit Breaker Finders Volt-aware Tracers Most active 950 series Circuit Tracers 310 Series Multimeters 740 Series Clamps -Meters SplitJaw tm SmartMeter SureTest  Analyzers

© 2007 Ideal Industries 17 of 47 Basics of the IDEAL Tracers Industrial Clamp Meters w/ TightSight tm Display Features TightSight Bottom Display w/Backlight Tapered jaws w/ Hook tip in 600A/1000A sizes Dangerous voltage indicator on all functions UL Listed to Cat IV-600V / Cat III-1000V Benefits For easier & safer viewing in dark, bright, or tight locations For quicker clamping around conductors in panels and separating wires from a bundle Indicates the presence of voltage even when the dial is set on wrong function Independently tested to the highest safety levels

© 2007 Ideal Industries 18 of 47 Basics of the IDEAL Tracers Industrial Clamp Meters w/ TightSight tm Display How To Sell the Customer Ask if he/she has ever had difficulty clamping onto a single conductor in a congested panel. Ask if he/she has also had difficulty reading the display after being clamped onto a wire. Lock-on the backlit displays on your product sample.* Hold the product up in the air at arm’s length simulating an overhead clamping situation while talking about the tapered jaws with hook tip. Emphasize the inability to see the display and confirm acknowledgement from the customer. Drop the protective rubber boot and watch the reaction while highlighting the large, bold numbers and symbols. Give him/her the tool and re-assure him/her that hese are the best clamps in the world.

© 2007 Ideal Industries 19 of 47 Basics of the IDEAL Tracers Circuit Breaker Finders Features Automatically finds the right breaker High voltage transmitter –(534 model only) UL Listed to Cat III-300V Benefits For quick & easy breaker identification For use on 220V circuits Independently tested to the highest safety levels 532 model has an Analog Receiver 534 has Digital Receiver w/ NCV, High voltage transmitter with GFCI

© 2007 Ideal Industries 20 of 47 Basics of the IDEAL Tracers Test Combo Kit Test Combo Kit. – Vol-Com XL Voltage Tester – Circuit Breaker Finder – Non-Contact Voltage Tester –Savings of 35%

© 2007 Ideal Industries 21 of 47 Basics of the IDEAL Tracers Meter Combo Kit Test Combo Kit. – Digital Multimeter – Amp Clamp –Savings 15%

© 2007 Ideal Industries 22 of 47 Basics of the IDEAL Tracers Clamp Combo Kit Test Combo Kit. – TightSight TM ClampMeter – Phase/Motor Rotation tester –Savings 30%

© 2007 Ideal Industries 23 of 47 Basics of the IDEAL Tracers SureTest TM Circuit Tracers Features Open/Closed Tracer Superior tracing technology inside case Operates from 0–600V AC/DC Rugged hard case UL Listed to Cat III-1000V Benefits Finds shorts, opens, breakers in energized/dead circuits Traces wires behind walls, underground reliably Extremely versatile to handle wide range of industrial applications Organizes and protects components Independently tested Cat III 1000V

© 2007 Ideal Industries 24 of 47 Basics of the IDEAL Tracers SureTest TM Circuit Tracers Three Models : RC-954 Receiver with Red LED Display, –TR-958 Transmitter 0-99 numeric signal strength Peak detecting bar graph and audible tone Four sensitivity modes for accurate search then trace function Energized up to 600V, or De-energized circuits RC-958 Receiver with Super bright OLED Display Rotating display 0-99 numeric signal strength Peak detecting bar graph and audible tone Four sensitivity modes for accurate search then trace function Energized up to 600V, or De-energized circuits. Indicated AC/DC voltage present % of Battery life

© 2007 Ideal Industries 25 of 47 Basics of the IDEAL Tracers SureTest TM Circuit Tracers Three Models : RC-958 Receiver with Super bright OLED Display –TR-958 Transmitter Rotating display 0-99 numeric signal strength Peak detecting bar graph and audible tone Four sensitivity modes for accurate search then trace function Energized up to 600V, or De-energized circuits. Indicated AC/DC voltage present % of Battery life –Inductive Clamp with Battery Pack Induces Signal into a circuit via a I in jaw clamp Powered by it’s own battery power pack

© 2007 Ideal Industries 26 of 47 Basics of the IDEAL Tracers XL Solenoid Testers Features Solenoid tester Low impedance Compact size with over- molded grips Vol-Con XL adds audible continuity Dual, independent circuitry UL Listed to Cat III-600V Benefits Most popular tester of choice Eliminates ghost voltage Fits comfortably in hand and pocket Verifies test leads and checks fuses Shaker and Neon bulb are backup circuits to each other Only solenoid tester that is cat rated for a higher level of safety

© 2007 Ideal Industries 27 of 47 Basics of the IDEAL Tracers XL Solenoid Testers How To Sell the Customer Ask if he/she uses solenoid testers for fail-safe testing. Ask if he/she checks for continuity. Ask if he/she is concerned about price and safety. Talk him/her through the demonstration of the product: - Show the compact size and easy fit into hand and pocket. - Touch the leads together to show Continuity of good leads. - Plug leads into 120V outlet and let them feel the shake. Sell the features & benefits. Stress the quality and service that IDEAL brings to solenoid testers.

© 2007 Ideal Industries 28 of 47 Basics of the IDEAL Tracers SplitJaw SmartMeter Features Automatically senses & displays readings Split jaw design 200A current capability UL Listed to Cat IV-600V / Cat III-1000V Benefits No setup required, dials to turn, or ranges to set For quicker insertion onto cables Fits around 2/0 copper Independently tested to the highest safety levels

© 2007 Ideal Industries 29 of 47 Basics of the IDEAL Tracers SplitJaw SmartMeter How To Sell the Customer Ask how routinely he/she needs to make a quick, basic measurement Ask the level of comfort in using a test tool. Give the SmartMeter to the user and demonstrate the SmartMeter to show the ease-of-use that the automatic function provides: - Touch the leads together or across a spare fuse to show continuity/resistance - Hold the leads to a 9VDC battery - Insert the leads into a 120VAC outlet Point out that you never had to turn a dial or change the leads This SmartMeter functionality is under $100 ($94).

© 2007 Ideal Industries 30 of 47 Basics of the IDEAL Tracers 350 Series DMM’s Features –Auto-ranging –Fast Speed –Compact Size –UL Listed to –Cat III-600V Cat II-1000V Benefits –Extreme ease-of-use…just turn dial to function and measure –Stable reading in less than 2s –Easier to carry and store –Independently tested to the highest safety levels Low Cost Option to compete against the UEI and Sperry units.

© 2007 Ideal Industries 31 of 47 Basics of the IDEAL Tracers 320 Series DMM’s Features Auto-ranging Fast Speed Compact Size UL Listed to Cat IV-600V / Cat III-1000V Benefits Extreme ease-of-use…just turn dial to function and measure Stable reading in less than 2s Easier to carry and store Independently tested to the highest safety levels Best meter series in the market for speed, feature-set, safety, price

© 2007 Ideal Industries 32 of 47 Basics of the IDEAL Tracers 320 Series DMM’s How To Sell the Customer Ask if he/she: - measures voltage and resistance routinely. - concerned about safety in their test tools. - needs a fast-responding meter. - works in harmonic environments. Demonstrate your 324 meter sample while he/she holds it. - show the compact size and simplicity of the auto-ranger. - plug the meter into 120V outlet to show how simple and quick the meter displays voltage. - point out the Cat IV rating above the jacks on the meter. - mention the TRMS feature for high accuracy. 320 is $80, 322 adds TRMS for $120, and 324 adds TRMS, Backlight, Data Acquisition for $140

© 2007 Ideal Industries 33 of 47 Basics of the IDEAL Tracers SureTest Arc Tester Features Compact Size Fast AFCI testing Super-bright LED’s Isolated Neutral test UL Listed Benefits Only AFCI tester that fits conveniently in hand or pocket Advanced circuitry allows cooler testing for repeat testing Indicates wiring status from any angle Verifies safety of ground circuit Verifies AFCI will not trip with normal loads Independently tested to UL 943, 1436 standards.

© 2007 Ideal Industries 34 of 47 Basics of the IDEAL Tracers SureTest Arc Tester How To Sell the Customer Ask if he/she installs/inspects AFCI branch circuits. Hand him/her your sales sample. Demonstrate the product with your breaker test box: - Plug the unit in and note the super-bright LED’s (green is good) - Flip the Reverse Polarity and note the red light error - Show the GFCI function on the test box. - Show the AFCI function on the test box. - Explain the advantage of the Isolated Neutral test. Show the convenient optional carrying case (C-50). Mention the optional alligator clip adapter (61-184) to test lighting circuits. Assure them that IDEAL is the leader in branch circuit testing.

© 2007 Ideal Industries 35 of 47 Basics of the IDEAL Tracers SureTest 160 Series Features Super-bright OLED display High Accuracies Checks for both electrical fire hazards Isolated Neutral Test UL Listed to Cat III-300V Benefits For easy viewing in dark or bright locations Most reliable method for branch inspection Verifies protection from high Voltage Drop & Arc Faults Verifies that AFCI’s will not trip under normal loads Independently tested to the UL standards 61010, 943, 1436

© 2007 Ideal Industries 36 of 47 Basics of the IDEAL Tracers SureTest 160 Series How To Sell the Customer Ask if he/she installs/inspects branch circuits for fire safety and performance. Hand him/her your sales sample. Demonstrate the product with your breaker test box: - Plug the unit in and note the super-bright display - Step through the menu using the functions of the test box - Reference your SureTest Quick Sheet for explanations of tests Mention the optional alligator clip adapter to test lighting circuits. Assure them that IDEAL is the leader in branch circuit testing and that this is the only tool to confidently verify the performance and safety of a branch circuit.

© 2007 Ideal Industries 37 of 47 Basics of the IDEAL Tracers Earth Testers Ideal Ground resistance Clamp –Ground Resistance –Ground Leakage Current –Auto ranging –Audible indication < 40 ohms –Open jaw indication –Data hold

© 2007 Ideal Industries 38 of 47 Basics of the IDEAL Tracers Strategies for Success Merchandising –Wide Selection of Merchandiser –Profit Centers New Residential PCs New Commercial PCs –Glass Case –Static Display Counter Displays Promotion display For the new Mini-Me Vol- Tester

© 2007 Ideal Industries 39 of 47 Basics of the IDEAL Tracers Strategies for Success Full Color Catalog –Highlights key features to quickly differentiate each model –Wide Selection of Products Packaging –Differences among models are easily identified –Simplifies product selection Cross Reference Material –Allows easy comparisons of competitive product –Electronic program or printed guide

© 2007 Ideal Industries 40 of 47 Basics of the IDEAL Tracers Strategies for Success Promotions Promotion In a box Launch for 2005 Has a Direct Mailings Co-Op Mailings with disty Local Promotion have always had the best results One of the best promotions that I have seen was a counter display “ Special “$59.95” on a $59.95 trade price product.

© 2007 Ideal Industries 41 of 47 Basics of the IDEAL Tracers Strategies for Success Image Advertising –Enhances IDEAL brand of test instruments Product Ads –Calls out unique features of product –Copy has a call to action

© 2007 Ideal Industries 42 of 47 Basics of the IDEAL Tracers 4Ps + Distributor Training Distributor Training Program –Video, Pocket Guide, PowerPoint Presentation Basic Electricity Digital Multimeter Basics Clamp Meter Basics Specialty Meters –Hands-on Applications Branch training kit with a hands on approach

© 2007 Ideal Industries 43 of 47 Basics of the IDEAL Tracers Commitment To Growth IDEAL Commitment to your Commitment to growth u (In 4 years we have grown to #2 in the Electrical Channel as one of the leading T&M Supplier) u Broad Product offering, u Testers, Meter, Camps, Analyzers, Specialty tools, etc. Create End User Awareness and Demand –Adverting, Merchandizing Become source of info – Provide training for partners and End users Pursuit of acquisitions

© 2007 Ideal Industries 44 of 47 Basics of the IDEAL Tracers Unsurpassed Service Outstanding Warranty Policy –Lifetime Limited Warranty on ALL digital metering equipment –Over-the-counter warranty exchange policy Safety – Quality Built In Every Product –UL Listed to 3111 –Category rated: CatIII-600V, CatII-1000V

© 2007 Ideal Industries 45 of 47 Basics of the IDEAL Tracers Unsurpassed Service Powerful Website Tester Toll-Free Hotline ( )

© 2007 Ideal Industries 46 of 47 Basics of the IDEAL Tracers Profitability Hassle-free returns policy Merchandising and sales support materials at no cost Outstanding service throughout Innovative New Products add to profitability Sales growth due to pull-through strategy –Training, new products, promotions, field support Listed as a T&M stocking distributor on

© 2007 Ideal Industries 47 of 47 Basics of the IDEAL Tracers Why Choose IDEAL T&M IDEAL will help you sell more product and make more money by creating a demand for IDEAL T&M. Branding Merchandising Innovative Products Field Sales Engineers Trade Shows Advertising Website Promotions NJATC Training