2. 2 Results of the 2008 Business Trends Survey Presentation by: Ed Dailey (GSP-Thyssenkrupp) Business Trends 2008 Panel Members Panel members include: Dan Kapellen (Woodward) Urs Nager (Anderson Power Products) Dirk von Holt (Superior Signals Inc) 2008 ITA Fall Meeting The Fairmont Scottsdale Princess Resort

3. 3 Markets and Models: China Procurement Practices Future Technologies and/or Design Changes ITA Related ITA Related 2008 Business Trend Survey Categories

4. 4 Markets and Models: China 2008 Business Trend Survey

5. 5 I)On a scale of 1 to 10, with 10 indicating a very significant likelihood, what is the likelihood that forklift companies currently manufacturing in the United States will look to China as a potential market in the following ways? (Survey Question 1)

6. 6 1 2 3 5 4 6 7 8 9 10 º ITA II) On a scale of 1 to 10, with 10 indicating a very significant likelihood, what is the likelihood that forklift companies currently manufacturing in the United States will look to China as a potential market in the following ways? (Survey Question 1A) 1 2 3 5 4 6 7 8 9 10 º ITA 1 2 3 5 4 6 7 8 9 10 º ITA2005 20062007 Low High 18 responses A. Exporting US produced products to China 1 2 3 5 4 6 7 8 9 10 º ITA2008 4.3 4.2 3.8 4.7

7. 7 1 2 3 5 4 6 7 8 9 10 º ITA 1 2 3 5 4 6 7 8 9 10 º ITA 1 2 3 5 4 6 7 8 9 10 º ITA20052006 2007LowHigh 18 responses B. Partnering with Chinese forklift mfg to produce trucks in China III) On a scale of 1 to 10, with 10 indicating a very significant likelihood, what is the likelihood that forklift companies currently manufacturing in the United States will look to China as a potential market in the following ways? (Survey Question 1B) 1 2 3 5 4 6 7 8 9 10 º ITA2008 6.7 7.1 6.7 6.9

8. 8 1 2 3 5 4 6 7 8 9 10 º ITA 1 2 3 5 4 6 7 8 9 10 º ITA 1 2 3 5 4 6 7 8 9 10 º ITA2005 2006 2007 High 18 responses C. Seeking parts suppliers in China IV) On a scale of 1 to 10, with 10 indicating a very significant likelihood, what is the likelihood that forklift companies currently manufacturing in the United States will look to China as a potential market in the following ways? (Survey Question 1C) Low 1 2 3 5 4 6 7 8 9 10 º ITA2008 8.9 8.2 8.3 9.1

9. 9 1 2 3 5 4 6 7 8 9 10 º ITA 1 2 3 5 4 6 7 8 9 10 º ITA 1 2 3 5 4 6 7 8 9 10 º ITA2005 2006 2007 High 18 responses D. Building Trucks in China for the Chinese Market V)On a scale of 1 to 10, with 10 indicating a very significant likelihood, what is the likelihood that forklift companies currently manufacturing in the United States will look to China as a potential market in the following ways? (Survey Question 1D) Low 1 2 3 5 4 6 7 8 9 10 º ITA2008 6.9 8.0 8.3 6.7

10. 10 Class 5 Class 4 Class 3 Class 1 VI) On a scale of 1 to 10, with 10 indicating a very significant impact, what will be the impact of Chinese-produced lift trucks on the North American market over the next 5 years by Truck Class? (This includes trucks made by ITA member companies in China and shipped to the North America.) – (Survey Question 2) 19 responses Class 2 Revised in 2008

11. 11 Procurement Practices 2008 Business Trend Survey

12. 12 VII. On a scale of 1 to 10 with 10 indicating a very significant likelihood, what is the likelihood that a continuing weak dollar will result in manufacturing and component sourcing be moved back to the USA from overseas? (Survey Question 3) New in 2008

13. 13 VIII. If it is likely, what types of manufacturing processes and/or component sourcing would be transferred back to the USA? (Survey Question 4) New in 2008

14. 14 IX) With regard to procurement practices and outsourcing, please state the percentage of your business, currently and in five years, which can be characterized in the following ways. (Survey Question 5) A.What percent of your components and subassemblies are you buying? 2008: 66% 2013: 63% 2007: 52%2012: 63% B. What percent of those purchased components and subassemblies are used in other subassemblies (vs. being directly assembled on the truck)? 2008: 33%2013: 34% 2007: 33%2012: 36% 18 responses

15. 15 X) On a scale of 1 to 10, with 10 being very important, how important are these issues which are outside the suppliers control? (Survey Question 6) Revised in 2008

16. 16 XI) On a scale of 1 to 10, with 10 being very important, how important is a suppliers capability to provide the following: (Survey Question 7A) 19 responses in each category

17. 17 XII) On a scale of 1 to 10, with 10 being very important, how important is a suppliers capability to provide the following: (Survey Question 7B) 19 responses in each category

18. 18 XIII) On a scale of 1 to 10, with 10 being very important, how important is a suppliers capability to provide the following: (Survey Question 7C)

19. 19 XIV) On a scale of 1 to 10, with 10 being very important, how important is a suppliers capability to provide the following: (Survey Question 7D) 19 responses 2007 2008

20. 20 XV) On a scale of 1 to 10, with 10 being very important, how important is a suppliers capability to provide the following: (Survey Question 7E) 19 responses Revised in 2008

21. 21 XVI) Will your supplier base substantially increase, substantially decrease, or stay approximately the same over the next five years? (Survey Question 8) 19 responses

22. 22 XVII) Will your supplier base substantially increase, substantially decrease, or stay approximately the same over the next five years? (Survey Question 8) New in 2008

23. 23 Future Technologies and/or Design Changes 2008 Business Trend Survey

24. 24 XVIII) What percent of trucks currently use add on data management systems? (Survey Question 9) New in 2008 % of Market

25. 25 XIX) What percent of trucks will incorporate OEM Produced data management systems in 2013? (Survey Question 10) 19 responses New in 2008 % of Market

26. 26 XX) What percent of trucks currently use electronic horns? (Survey Question 11) New in 2008 % of Market

27. 27 XXI) What percent of trucks will use electronic horns in 2013? (Survey Question 12) 19 responses New in 2008 19 Responses % of Market

28. 28 XXII) What percent of trucks currently use LED lights/displays? (Survey Question 13) New in 2008 19 responses % of Market

29. 29 XXIII) What percent of trucks will use LED lights/displays in 2013? (Survey Question 14) 19 responses New in 2008 19 Responses 19 responses % of Market

30. 30 XXIV) What percent of trucks currently recover energy from regenerative braking? (Survey Question 15A) New in 2008 % of Market

31. 31 XXV) What percent of trucks will recover energy from regenerative braking in 2013? (Survey Question 16A) 19 responses New in 2008 19 Responses % of Market % of market

32. 32 XXVI) What percent of trucks currently recover energy from lowering loads? (Survey Question 15B) New in 2008 19 responses % of Market

33. 33 XXVII) What percent of trucks will recover energy from lowering loads in 2013? (Survey Question 16B) 19 responses New in 2008 19 Responses % of Market

34. 34 XXVIII) On a scale of 1 to 10 with 10 being a lot, how likely is it that there will be a requirement for environmentally friendly hydraulic fluids in lift trucks in 2013? (Survey Question 17) New in 2008 19 responses

35. 35 XXIX) On a scale of 1 to 10 with 10 being highly likely, how likely is it by 2013, increasing sophistication of hydraulic control valve technology will require reduced levels of contamination in hydraulic oil? (Survey Question 18) New in 2008 19 responses

36. 36 XXX) What percent of the total electric truck market will fuel cells have in the following periods? (Survey Question 19A) New in 2008 19 responses % of Market

37. 37 XXXI) What percent of the total electric truck market will fuel cells have in the following periods? (Survey Question 19A) 19 responses New in 2008 19 Responses 19 responses % of Market

38. 38 XXXII) On a scale of 1 to 10 with 10 being the most likely, what is the likelihood that fuel cell powered trucks will be available by 2013? (Survey Question 19B) 19 responses 19 Responses 19 responses

39. 39 XXXIII) On a scale of 1 to 10 with 10 being the most likely, what is the likelihood that fuel cell powered trucks will be available by 2013? (Survey Question 19B) 19 responses 19 Responses 19 responses

40. 40 XXXIV) When do you expect a fuel cell system (including hydrogen sourcing) to show a positive lifecycle cost versus lead acid battery and charger systems? (Survey Question 20) New in 2008 19 Responses

41. 41 XXXV) On a scale of 1 to 10, with 10 being the most import, please rate the importance of the following items as they pertain to fuel technologies? - 19 Responses (Survey Question 21) New in 2008

42. 42 XXXVI) What other energy source technologies (other than lead acid batteries and fuel cells) could be used in 2013 (Lithium Ion, Carbon- Graphite Matrix (FireFly), etc.? (Survey Question 22) New in 2008 14 Responses

43. 43 XXXVII) What percent of the market will be garnered by opportunity charging within 5 years? (Survey Question 23)

44. 44 XXXVIII) With regard to batteries and chargers, what percentage of trucks will use fast charging within 5 years? (Survey Question 24)

45. 45 XXXIX) Is there a need for international standards to be developed for fast charging in the following areas? (Survey Question 25) 19 YES Responses

46. 46 XL) For Engine Powered forklifts, what percent change do you foresee in their use within the next 5 years? (Survey Question 26A) 2008 Percentage of Change Decrease greater than 50%0% Decrease 26 to 50%16% Decrease 11 to 25%20% Decrease 0 to 10%42% No Change11% Increase 1 to 10%11% Increase 11 to 25%0% Increase 26 to 50%0% Increase 50% or greater0% Revised in 2008 19 Responses

47. 47 XLI) For Engine Powered forklifts, what percent change do you foresee in their use within the next 5 years? (Survey Question 26B) Revised in 2008 19 Responses 2008 Percentage of Change Decrease greater than 50%11% Decrease 26 to 50%21% Decrease 11 to 25%42% Decrease 0 to 10%21% No Change5% Increase 1 to 10%0% Increase 11 to 25%0% Increase 26 to 50%0% Increase 50% or greater0%

48. 48 XLII) For Engine Powered forklifts, what percent change do you foresee in their use within the next 5 years? (Survey Question 26C) Revised in 2008 19 Responses 2008 Percentage of Change Decrease greater than 50%0% Decrease 26 to 50%0% Decrease 11 to 25%0% Decrease 0 to 10%10% No Change32% Increase 1 to 10%42% Increase 11 to 25%0% Increase 26 to 50%0% Increase 50% or greater16%

49. 49 XLIV) For Engine Powered forklifts, what percent change do you foresee in their use within the next 5 years? (Survey Question 26D) Revised in 2008 19 Responses 2008 Percentage of Change Decrease greater than 50%0% Decrease 26 to 50%0% Decrease 11 to 25%11% Decrease 0 to 10%26% No Change10% Increase 1 to 10%37% Increase 11 to 25%16% Increase 26 to 50%0% Increase 50% or greater0%

50. 50 XLV) For Engine Powered forklifts, what percent change do you foresee in their use within the next 5 years? (Survey Question 26E) Revised in 2008 19 Responses 2008 Percentage of Change Decrease greater than 50%0% Decrease 26 to 50%0% Decrease 11 to 25%0% Decrease 0 to 10%0% No Change74% Increase 1 to 10%16% Increase 11 to 25%10% Increase 26 to 50%0% Increase 50% or greater0%

51. 51 XLVI) On a scale of 1 to 10 with 10 being the very likely, what is the likelihood that hybrid trucks will be available by 2013? (Survey Question 19D) 19 responses 19 Responses 19 responses

52. 52 XLVII) On a scale of 1 to 10 with 10 being the very likely, what is the likelihood that hybrid trucks will be available by 2013? (Survey Question 19D) 19 responses 19 Responses 19 responses

53. 53 XLVIII) On a scale of 1 to 10 with 10 being very likely, how likely is it that the following types of hybrid trucks will be in use in 2013? (Survey Question 19C) New in 2008 19 responses

54. 54 XLIX) With regard to electro-hydraulic controls for IC and battery 4-wheel trucks, what percentage of each do you anticipate will be using electro- hydraulic controls in 2008 and 2013? (Survey Question 27) IC trucks Battery 4-wheel trucks 18 responses

55. 55 A. Use of fork positioners With hang on fork positioners 19 responses With integral fork positioners XL) On a scale of 1 to 10, with 10 being the most likely, how would you rate the likelihood of future technology changes within specific product areas for new vehicles within the next 5 years? (Survey Question 28A)

56. 56 B. Sideshifting and positioning together With hang on fork positioners 19 responses With integral fork positioners XLI On a scale of 1 to 10, with 10 being the most likely, how would you rate the likelihood of future technology changes within specific product areas for new vehicles within the next 5 years? (Survey Question 28B)

57. 57 C. Use of these technologies in high volume trucks As hang on products 19 responses As integral products XLII) On a scale of 1 to 10, with 10 being the most likely, how would you rate the likelihood of future technology changes within specific product areas for new vehicles within the next 5 years? (Survey Question 28C)

58. 58 XLIII) What percentage increase in the use of integral versus hang on side shifters do you predict for the North American market by 2013? (Survey Question 29) 19 responses vs.

59. 59 XLIV) What percentage of trucks will use single valve technology to control multiple functions in 2008 and 2013? (Survey Question 30) 19 responses

60. 60 ITA Related

61. 61 XLV) On a scale of 1 to 10, with 10 being extremely important how important is participation by Associate Members? (Survey Question 31) 19 Responses 18 Responses

62. 62 XLVI) Please indicate if the following individuals in your company were consulted in answering these questions (check as many as were contacted): (Survey Question 32) 2005200620072008 Chief Marketing Manager1314139 Chief Technical Officer99911 Other1314117

63. 63 Results of the 2008 Business Trends Survey Presentation by: Ed Dailey (GSP-Thyssenkrupp) Business Trends 2008 Panel Members Panel members include: Dan Kapellen (Woodward) Urs Nager (Anderson Power Products) Dirk von Holt (Superior Signals Inc) 2008 ITA Fall Meeting The Fairmont Scottsdale Princess Resort