1. Road show rev 1.2 1...get 580 existing and potential customers from all over Europe - to sit down quietly - listening to a Silcon DP300E product demonstration - for 60 min. ???? And not paying them for it! How did we... - in 1998

2. Road show rev 1.2 2 The Answer...

3. Road show rev 1.2 3 Target groups... Facility Managers at large end-users Consulting & Specifying Engineers Power Specialists & High Power Partners APC employees

4. Road show rev 1.2 4 Road Show Evaluation for 1998  580 visitors over 22 weeks  9 countries in Europe visited Potential Customers 30% Existing Customers 70%

5. Road show rev 1.2 5 What did we get… Consultants 26% PS / HPP 33% End User 41% Segmentation of visitors 1998 Direct registered orders:  1 x DP360E  2 x DP340E  5 x DP320E  6 x DP310E  10 x DP10E  2 x Service Bypass  1 x Service contract

6. Road show rev 1.2 6 Objectives for the Silcon DP300E European Road Show  Generate high quality leads  Close pending projects  Train and motivate PS’s, HPP’s, Consulting Engineers and facility managers  Increase awareness of APC as high kVA vendor  Work with Consulting Engineers to make them recommend delta-conversion

7. Road show rev 1.2 7 The European Tour 1999...

8. Road show rev 1.2 8 Truck Specifications...  All logo’s and messaging up- dated to APC  IVECO Daily 3.5 tons  12m 2 presentation room  2 m 2 storeroom and technical installations  Ceiling height 2.3 m  Air condition / oilfired heater

9. Road show rev 1.2 9 We provide...  Driver  Set-up of truck and product demo assistance at customer site  Silcon DP310E with 3-phase input  4 demo load types  NT Network + Workstation  Scope  Overhead projector  Whiteboard  Chairs for 6-8 people

10. Road show rev 1.2 10 Your responsibility...  Plan on target audience and activities  Teamwork between APC and PS’s and HPP’s  Invitations  Follow-up on invitations and meeting arrangements  Appointments at customer site  Sales presentation  Follow-up on leads and projects  Evaluation

11. Road show rev 1.2 11 The Road Show Slogan... Product demonstration - on your location makes life more easy...

12. Road show rev 1.2 12 End of presentation Sign-up