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Terex Aerial Work Platforms Tim Ford, President Aerial Work Platforms

Terex Aerial Work Platforms Tim Ford, President Aerial Work Platforms. Terex Aerial Work Platforms. Articulating Booms. Telescopic Booms. Scissor Lifts. Portable Material Lifts. Terex Aerial Work Platforms. Construction Trailers. Construction Telehandlers. Light & Safety.

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Terex Aerial Work Platforms Tim Ford, President Aerial Work Platforms

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  1. Terex Aerial Work Platforms Tim Ford, President Aerial Work Platforms

  2. Terex Aerial Work Platforms Articulating Booms Telescopic Booms Scissor Lifts Portable Material Lifts

  3. Terex Aerial Work Platforms Construction Trailers Construction Telehandlers Light & Safety Agricultural European Telehandlers Generators Power Buggies

  4. Key Messages • AWP continues to demonstrate long term growth potential…despite short term concerns about the U.S. market • Achieving our growth ambition requires globalizing the business…and we have begun in Europe • Customer needs are evolving…creating opportunity to extend the value proposition beyond products • Lean has long been at the core of our success…and we are “upping” the ante

  5. AWP Growth 2004 – 2007 Revenue ($M) • 2004 – 2005 rapid North American fleet expansion • 2006 – 2007 strong International growth, driven largely by Europe

  6. AWP Operating Profit 2004 – 2007 Operating Profit ($M) • 2004 – 2005 positive pricing and productivity from increased volume • 2006 – 2007 favorable product and geographic mix

  7. Sales By Geography 2006 Through 3Q 2007 More diversified geographic revenue profile

  8. Sales by Product Line 2006 Through 3Q 2007 Positive mix shift

  9. 2008 AWP Market Outlook Dynamics Market Demand • Big booms in high demand • Telehandlers recovering off a lower base • Early order pattern encouraging North America neutral Latin America ++ • Small market but growing EMEAR (1) +++ • Strong rental channel in Western Europe • Middle East white hot • Eastern Europe and Russia emerging Asia Pacific ++ • Australia market consolidated, should be solid • Japan market supplied by “home team” • Korea and ASEAN markets strong, China growing Good market dynamics (1) Europe, Middle East, Africa and Russia

  10. AWP Strategy Maximize revenue and profit from our installed base Extend product offering beyond aerials High Growth, High Margin Contributor To 12 x 12 x ‘10 Globalize the business • Organizational realignment • Manufacturing and supply chain • Global sales and service support • Terex Financial Services • Repair and Remanufacturing • Fleet management services • Increased focus on new products • Cross selling opportunities • New channels Globalize the business and diversify the revenue

  11. Globalization 2007 • Re-organized AWP around regions and product lines • Created European leadership position • Elevated product management to global responsibility • Began producing boom lifts in Italy • Started production of scissors in U.K. • Effort ongoing to identify additional global manufacturing locations

  12. AWP Manufacturing 2010 Local production 50% local production 30% local production Import

  13. Services Recent growth has created a large installed base of equipment… • Equipment must be maintained to ensure safety and “curb appeal” • Customers seeking refurbishment and maintenance solutions • Phoenix Equipment acquisition creates base for N.A. expansion • Europe planning underway 10X Increase in 10 Years Big service opportunity

  14. Extend Beyond Aerials Current AWP Other Products Compact Equipment Big Dirt AWP products represent 23% of rental customer capital expenditures….. • Cross Selling Opportunities • Utility trucks • Backhoe loaders • Scrap recyclers • Compact track loaders…

  15. Taking Lean Beyond The Factory Floor • Use proven tools to resolve problems and improve communication • Help customers improve their business Lean withCustomers for deeper relationships Lean inManufacturing for lower costs and better working capital Lean withSuppliers for better cost and quality Lean for Administrative Processes delivers better efficiency • Lean can help suppliers improve cost, quality and delivery • “Profit” sharing • From Toyota Production System “hardware” to “software” • Standards for how we manage factories • Globalize the production system • Cross functional areas like forecasting and production planning • Customer facing processes such as Billing • HR practices for better TM satisfaction 15

  16. Summary • AWP is, and will continue to be, a growth engine for Terex • We have begun putting the pieces in place to globalize our business, with more to come • As customer needs change, we believe that creates the potential to support them with downstream services • Lean is a “way of life” at AWP, and we believe we can extend beyond the factory floor

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