1. Opportunities in Electronics Distribution

2. CDE Today $80 Million Capacitor Manufacturer
40% of sales through distribution
Largest manufacturer of screw terminal capacitors in North America
Major supplier of aluminum electrolytic, film and mica capacitors to Power Conversion Customers Worldwide

3. CDE Strengths
Industry leader in Power Capacitors (well recognized name, extensive print position)
Local branch support with knowledgeable manufacturer’s reps in all territories
Dedicated Distributor Sales manager
Dedicated inside sales personnel for franchised distributor partners.
Co-op and design registration programs with franchised distributor partners
Distributor portals with access to pricing, competitive cross reference, LT information, etc.

4. CDE Markets, SAM 5 yr trend
This graph shows the current markets we are selling to. The blue bars show the percent of our current (2010) sales that are sold into these markets. For example Power Supplies and Holdup account for roughly 38% of our current sales.
The red bars shows the projected sales (percent of total sales) into the same markets 5 years from now.
A growing percentage of our sales will be in the renewables, HEV and Traction markets in 2015

5. Focus on Growth in Power Electronics
Renewable Energy: (Wind, Solar, Fuel Cell, Geothermal, Tidal)
Energy Efficiency: ( eg: Regenerative drives, energy harvesting)
HEV and Traction
Military and Aerospace
Medical
We see growth in these markets for power electronics markets/applications. CDE is focused on these markets/applications.

6. Focus Market Segments INVERTERS
INVERTERS
Power Supplies
Motor Drives
Industrial
Medical
Military
Electric
Renewable
& holdup
Vehicles
Energy
UPS
Elevator
Welding
MRI
Radar Systems
Buses
Wind
SMPS
Industrial Motor Drives
Lasers
Aircraft Power
Carts
Solar
Flywheel
VSD
Semiconductor Processing
X-ray
Black Box
Trucks
Fuel Cell
Battery Chargers
Trains
At the center of most Power Electronics applications is an the inverter that converts DC power to AC power
Inverters are found in all of these applications/markets
Where there are inverters, there are capacitors. More capacitance is needed at the higher the power levels.
> 50% of CDE capacitor sales are in applications that are power inverter driven

7. Products for the Inverter This is where Power Capacitors are used in the inverter. What other products do you see below that are on your linecard?
-This is a photo of a typical high power inverter.
Major opportunities for DC Link Capacitors
“DC link” or “Bus” capacitors are used for voltage smoothing and ripple filtering
Note the bank of DC Link capacitors. This inverter uses a bank of 24 DC link capacitors as indicated by the number of mounting stud caps.
DC Link caps are typically large screw terminal aluminum electrolytics or large power film capacitors.
Snubber capacitors are also used to protect the IGBT modules. IGBT Manufacturers: Powerex, Semikron, Fuji, IR, Infineon
In addition to capacitors there are many other components, connectors, current sensors, etc that add to the synergistic sell opportunity.
IGBT Power Modules

8. At A Glance Capacitors for Inverter Applications
PRESENTER SHOULD HAVE A PRINTED COPY OF THIS AT A GLANCE PIECE IN HIS/HER POSSESSION TO DISCUSS HOW IT WORKS.
The front side of the Inverter At A Glance piece shows CDE capacitors types that are used in inverter applications. These are all Aluminum and Film capacitors for bus mount and board mount applications.
The back side shows the End Markets and Application where inverters are used. At the top of the back side is a listing of CDE capacitor types. A dot appears in the matrix indicating that that type of capacitor is used in a given application.
There is an electronic version of this At A Glance piece that has hyperlinks to products, app notes, life calculators, etc. It can be ed to the customer/distributor.

9. At A Glance Capacitors for Military / Aerospace
PRESENTER SHOULD HAVE A PRINTED COPY OF THIS AT A GLANCE PIECE IN HIS/HER POSSESSION TO DISCUSS HOW IT WORKS.
The front side of the Military/Aerospace At A Glance piece shows CDE capacitors types that are used in Military/Aerospace applications. These mostly Aluminum, Film and mica dielectric capacitors
The back side shows the end markets and application where our capacitors are used in Military and Aerospace. At the top of the back side is a listing of CDE capacitor types. A dot appears in the matrix indicating that that type of capacitor is used in a given application.
There is an electronic version of this At A Glance piece that has hyperlinks to products, app notes, etc. It can be ed to the customer/distributor.

10. CDE At A Glance
PRESENTER SHOULD HAVE A PRINTED COPY OF THIS AT A GLANCE PIECE IN HIS/HER POSSESSION TO DISCUSS HOW IT WORKS.
One side of this piece shows capacitors for inverter applications. To the left are Power Film Capacitor types and the Market/Applications where used. Features and capabilities of film caps. Competitors and questions to ask. To the right are Screw Terminal Capacitor types, markets and applications, competitors and questions to ask to help find the opportunities.
Similarly, on the opposing side, are capacitors for Military/Aerospace applications. Aluminum flatpacks to the left, mica to the right.

11. Cornell Dubilier Registration Programs
NDR– New Design Registration: Use this for Screw Terminals and Flatpack Aluminum Electrolytics, Power Film types 944U, 945U, 947C and UNL
CDE must be added to the BOM for new customer programs prior to production.
Registration valid for (24) months
Up to 15% discount off of SDC or competitively priced with the market
See NDR Program Guidelines for details.
This slide defines the scope of the New Design Registration (NDR) Program. It is intended to be used for new designs of focused products. The purpose is to protect a distributor (up to 15%) that is responsible for a design win for a volume opportunity.
Program details avaialable upon request.

12. Cornell Dubilier Registration Programs
PR–Product Registration:
New designs for products not on NDR Program
Competitive conversions for all products
Registration valid for (12) months
Up to 10% discount off of SDC or competitively priced with the market
See PR Program Guidelines
This slide describes our Product Registration (PR) Program . This program is designed to protect distributors who find volume opportunities that convert competitive business to CDE. It can also be used for new design opportunities for products that don’t qualify for the NDR program.

13. Opportunities Review accounts Synergy
After reviewing account profiles in the branch territory, determine which customers are targets for capacitors.
- Relationships?
Does the distributor have the relationship?
Are customers already being served by CDE?
Are these customers already being served by distributor with another capacitor supplier?
Synergy
Does the distributor have an IGBT module line?
Where are they selling IGBTs?
Banks of DC Link capacitors (Film or Aluminum) and IGBT snubbers are needed.
Develop focus account list and plan.
This slides is used to assist the sales rep and distributor to jointly formulate and execute a plan for their territory. It requires a discussion of accounts within the territory that are targets for capacitors. The expectation is that a plan will be developed for that territory. One that documented with measurable results.