Key Account Plan ZF Friedrichshafen AG / D – 88038 Friedrichshafen

1. Key Account PlanZF Friedrichshafen AG / D – 88038 Friedrichshafen Key Account Manager: Mark Kohl Version: 01 October 2011

2. Structure Own Position Business Development Customer Analysis Customer profile and key figures Won / loss key projects Top 5 Objectives |strategies | requirements Perception of the customer Domestic Account Team Top 3 objectives and customer projects Market environment IKAM-Team for Customer Procurement strategy Competition environment Market environment Competition environment Relations Enduser / Machine builder Action plan Additional Information History of change

3. 1 Customer Analysis

4. Customer AnalysisProfile | Shareholder | Key Subsidiaries Short business profile • ZF Friedrichshafen AGis a leading worldwide automotive supplier for Driveline and Chassis Technology with 121 production companies in 27 countries. ZF is among the top 10 companies on the ranking list of the largest automotive suppliers worldwide. It is also a decentralized company with divisions and business units that operate independently and respond flexibly to the needs of their customers. However, the Group sets the strategy of divisions and business units, and the Group's overall interests take priority over the individual interests of divisions and business units. The divisions are: Powertrain, Chassis, Commercial Vehicle and Industrial technology. ZF Lenksysteme GmbH (division: steering systems) is a joint venture between Robert Bosch GmbH and ZF Friedrichshafen AG. Shareholder

5. Company structure ZF Friedrichshafen AG Friedrichshafen / Germany C I Divisions: Commercial Vehicle Friedrichshafen /Germany ZF Services Schweinfurt / Germany Powertrain Technology Saarbrücken / Germany Chassis Technology Lemförde / Germany Industrial Technology Passau / Germany C I C I NC UI C I C I ZF Lenksysteme GmbH Schwäbisch Gmünd / Germany Characteristics C I Contact (but not with all subsidiaries) -> color: green in contact. C NC No Contact I Important Unimportant UI

6. Company structure Division: Powertrain Technology Saarbrücken / Germany C I Characteristics Contact C NC No Contact I Important Unimportant UI

7. Company structure Division: Chassis Technology Lemförde / Germany C I Characteristics Contact C NC No Contact I Important Unimportant UI

8. Company structure Division: Commercial Vehicle Friedrichshafen / Germany C I Characteristics Contact C NC No Contact I Important Unimportant UI

9. Company structure Division: Industrial Technology Passau / Germany C I Characteristics Contact C NC No Contact I Important Unimportant UI

10. Company structure Division: ZF Lenksysteme GmbH Schwäbisch Gmünd / Germany C I Characteristics Contact C NC No Contact I Important Unimportant UI

11. Customer AnalysisKey Figures | Top Objectives ZF Friedrichshafen AG Key figures Top 3 objectives / key projects on company level Strategically reorientation “go4ZF!” Expansion in technology leadership Become more independent from the automotive industry

12. Customer AnalysisKey Figures | Top Objectives ZF Friedrichshafen AG Key figures

13. Customer AnalysisMarket | Competition | Purchasing Strategy Market environment The automotive supplier industry will reach new all times high in 2011. In average the turnover will increase up to 12% and the EBIT will increase up to 6.5%. The German automotive industry overtook the American competition in the last decade. “Automotive Industrie Jan.2012” High demand from automatic transmissions and steering especially from USA and the emerging markets. “chairmann Härter Dec.2011” Competition environment Procurement strategy • No centralized purchasing, but also not every plant has its own purchasing department. (only bigger plants) • ZF wants to change over from single sourcing to strategic partnerships, from parts suppliers to system suppliers, from local suppliers to global suppliers. • Reduction and rating of the suppliers (strategical, recognized, outbound…)

14. Relations / Auerbach/Opf. Relations: Most important enduser or machine builder Enduser / Machine builder Technical Specification Responsible for Permission

15. Relations / Passau Relations: Most important enduser or machine builder Enduser / Machine builder Technical Specification Responsible for Permission

16. Relations / Gotha Relations: Most important enduser or machine builder Enduser / Machine builder Technical Specification Responsible for Permission

17. Relations / Schweinfurt Relations: Most important enduser or machine builder Enduser / Machine builder Technical Specification Responsible for Permission

18. Relations / Schweinfurt Relations: Most important enduser or machine builder Enduser / Machine builder Technical Specification Responsible for Permission

19. Relations / Saarbrücken, Espelkamp, Diepholz Relations: Most important enduser or machine builder Enduser / Machine builder Technical Specification Responsible for Permission

20. Relations / Friedrichshafen building automation Relations: Most important enduser or machine builder Enduser / Machine builder Technical Specification Responsible for Permission

21. Relations / ZF Lenksysteme Schwäbisch Gmünd Relations: Most important enduser or machine builder Enduser / Machine builder Technical Specification Responsible for Permission

22. 2 Own Position

23. Own Position/ Auerbach/Obpf.Customer Perception | History Perception of the customer • ZF Auerbach is convinced from VIPA. They think VIPA is placed well. Broad product range. Top support. • They also find that our PLCs are better , smaller and faster. • They like the Performance and the integrated Ethernet-Interface on our Speed7 PLCs. • Only one negative point is highlighted: our quality problems. -> VIPA has to deal better with theese problems. Key projects – historical view

24. Own Position / Auerbach /Obpf.Competition Key competitors

25. Own Position/ PassauCustomer Perception | History Perception of the customer • VIPA is not a standard supplier for their area. • Furthermore they don’t want to add new supplier in their own machine builder area. Key projects – historical view

26. Own Position / PassauCompetition Key competitors

27. Own Position/ GothaCustomer Perception | History Perception of the customer • ZF Gotha tested Speed7 in 2005 without success. However they don’t know the problem, which was in the past. It could be the support of special blocks in the program, but they aren’t sure. • They are open towards a new VIPA test by a suitable project. (stand-alone project / machine) Key projects – historical view

28. Own Position / GothaCompetition Key competitors

29. Own Position/ SchweinfurtCustomer Perception | History Perception of the customer • ZF Schweinfurt has positive experience with VIPA in the small PLC range (like 100V/200V) • VIPA is a flexible company, which produces PLCs in comparison to Siemens. • They are open to get one step further to extend the business. • -> Therefore they are open to fix a contract which is the base for the extension by ZF Friedrichshafen AG. • The own machine builder department don’t want to promote VIPA. • -> It should go out from the maintenance department. Key projects – historical view

30. Own Position / SchweinfurtCompetition Key competitors

31. Own Position/ Saarbrücken / CuroconCustomer Perception | History Perception of the customer • They are partner from Siemens and its really difficult to use VIPA in the future • Maybe VIPA could try to convince the technology partner for transmission testing systems. -> Curocon could decide which Technology will be used in the future at ZF projects. • ZF Saarbrücken only gives us a chance if we have high technology products, which are better than Siemens. Key projects – historical view

32. Own Position / Saarbrücken / CuroconCompetition Key competitors

33. Own Position/ Espelkamp / DiepholzCustomer Perception | History Perception of the customer • Espelkamp: Experience with VIPA is positive. • -> machine builder IWM uses VIPA because of the performance of the SPEED7 PLCs. • Diepholz: Experience with VIPA is negative. • -> They don’t want to give VIPA an approval for PLCs again-> we are blocked right now, because of different problems in the initiation phase. VIPA PLCs are not compatible to Siemens (Transline Programming -> Diagnostic) -> no chance right now! (Additionally: defect PLCs -> They are really angry!) Key projects – historical view

34. Own Position / Diepholz /IWMCompetition Key competitors

35. Own Position/ Friedrichshafen building automationCustomer Perception | History Perception of the customer • Experience with VIPA is negative. • -> we are blocked right now, because of different problems MPI Problems, battery problems, PLC “christmas tree” Ethernet connection problems and so on. They are angry! -> they don’t trust us. • Furthermore VIPA has to prove again, that we have no problems right now. -> than we have a chance in the future but only if our plcs work without failure. Key projects – historical view

36. Own Position / Friedrichshafen building automation Competition Key competitors

37. Own Position/ ZF Lenksysteme Schwäbisch GmündCustomer Perception | History Perception of the customer • Machine builder department: They don’t have any experience with our plcs right now. -> the product range of Vipa has positive surprised. -> Are open to test VIPA in their machines. Key projects – historical view

38. Own Position / ZF Lenksysteme Schwäbisch Gmünd Key competitors

39. 3 Business Development

40. Business DevelopmentTop 1 – Objective – ZF Friedrichshafen AG / General / Already Reached Objective By the beginning of 2012 we will have signed a frame contract to be listed as a supplier for company equipment to extend business with ZF Friedrichshafen AG. (Basis) Strategy Due to business starting points in different plants , we will ask the central purchasing department for a possibility and interest to extend the business at ZF Friedrichshafen AG plants. If there is a chance, we have to negotiate a contract and conditions, which could be used from all ZF plants in Germany. Additionally this could be a door opener for other ZF subsidiaries worldwide. Milestones • 2011-November-15th: Ask for a possibility and interest to extend business • 2012-January-17th: Negotiate Frame Contract and conditions for ZF Germany • 2012-March-01st: Last Meeting to check different points. • 2012-March-26th: Signing of the frame contract with beginning 01.04.2012 Requirements -> frame contract from ZF Friedrichshafen AG must be signed -> better conditions, because of bundling the purchasing

41. Business DevelopmentTop 2 – Objective - ZF Friedrichshafen AG / General Objective By the End of 2012 we will have realized some projects by ZF Friedrichshafen AG plants direct or indirect (machine builder) to increase the turnover. (VIPA material could be components or complete PLC solutions) Strategy • The first Step is to increase the awareness at the ZF plants. Therefore we will visit the different plants and present our Products in front of all relevant contact people to find out, which plants are “open” for VIPA. In these “open” plants we try to find business starting points and analyze their machine builder to place our products where it is suitable. If we find possible starting points we will offer them a lending of the PLCs (components) to get their own experience with VIPA. Milestones • 2012-January-17th: approval for Ditec (Heidelberg) -> future projects for electroplating (Speed7 - Schweinfurt) • 2012-March-01th: approval for Hoffmann (Pfungstadt) -> project Line 5 (300 IOs - Schweinfurt) • 2012-March-07th: First order of DP-connectors and Profibus Hub (Schweinfurt) Requirements • It depends on the plant: High Technology Products, Safety, Profinet. - Listed as a supplier

42. Business DevelopmentTop 3 – Objective – ZF Friedrichshafen AG / General Objective By the year of 2013 we are listed in minimum 2 ZF plants in their site specific-suppliers list with different products. (not general). The aim is to give their machine builders the opportunity to use VIPA as an approval for the ZF plant to indirectly increase the turnover for VIPA. Strategy After the positive experience in different projects with VIPA in selected plants and the signed frame contract, we will ask for the possibility to be listed in the shipping specification list in this ZF plant. Therefore we will get in contact with the important decision maker of the plant and convince them from VIPA. If we have the first approval for different VIPA components, we could use this as an internal reference within the customer organization / plants to help getting the next one. Milestones • 2012-February-10th: Showing willingness to add us in the specification book from the plant in Auerbach but • also dependent from the plant in Schweinfurt. • 2012-January-17th: Showing willingness to add us in the specification book from the plant in Schweinfurt after • more experience with VIPA Requirements It depends on the plant: High Technology Products, Safety, Profinet. - Listed as a supplier

43. Business DevelopmentTop 4 - Objective – ZF Friedrichshafen AG / General Objective By the year of 2013 we will have a reference project (projects) from ZF or their machine builder. We could use this reference for different advertisement within the branch. (e.g. Automotive journals, PLC-Magazine, Homepage, VIPA News) Strategy Due to ZFs or their machine builders good experience with VIPA in a project, we will ask for a possibility of a reference project. If there is a chance to write an article, we would support them. The complete release we will also use as internal reference within the customer organization to increase the awareness. (e.g. other plants). Milestones • … Requirements • Successful realized and interesting projects in ZF plants

44. Business DevelopmentTop 5 – Objective - ZF Lenksysteme GmbH - Schwäbisch Gmünd Objective By the beginning of 2013 we will extend the business with ZF Lenksysteme GmbH (headquarters: Schwäbisch Gmünd) to increase the turnover! Strategy • First of all, we have to increase the awareness of VIPA at ZF Lenksysteme GmbH. Therefore we will present our Products in front of all relevant contact people (machine builder, maintenance, planning department) to convince them and to find business starting points. Then we have to localize a specific machine type or project, where they could test VIPA. If the Test will be successful, we will use that as internal reference within the customer organization and try to place VIPA in this area to increase the turnover. Milestones • 2011-November-18th: Short Presentation of VIPA and product range in front of the maintenance department (car) • 2012-March-02nd: Presentation of VIPA and product range in front of the machine builder department • 2012-March-26th: Call of the lending VIPA 315NET + IOs, Profibus Hub and DP-Connectors (mb department) • 2012-April-05th: Offer of the lending components (mb department) Requirements • Convince the machine builder department, maintenance of the 3 plants in Schwäbisch Gmünd and the planning department (which is responsible for the shipping specifications). • Listed as a supplier

45. Business Development for ZF Friedrichshafen AG / Germany Domestic Account Team Wolfgang Liebner Sales Engineer Plants: Berlin, Brandenburg Wolfgang.Liebner@vipa.de Mobile: +49(0)174-2333633 Mark Kohl Key Account Manager Mark.Kohl@vipa.de Mobile: 0179/2378191 Horacio de Jesus Sales Engineer Plants: Bietigheim, Simmern Technology partner:Curocon in Bensheim Horacio.deJesus@vipa.de Mobile: +49(0)173-1660937 Fritz Dotzer Application Engineer Technology partner: Curocon in Bensheim Fritz.Dotzer@vipa.de Mobile: +49(0)172-8369952 Helmut Sundelin Key Account Assistance Helmut.Sundelin@vipa.de Phone: 09132/744-1755 Heinz Hirtreiter Sales Engineer Plant: Passau Heinz.Hirtreiter@vipa.de Mobile: +49(0)162-1385501 Alwin Faber Technical Sales Plant: Schweinfurt Alwin.Faber@vipa.de Mobile: +49(0)162-8132209 Michael Helmer Sales Engineer Plants: Diepholz, Lemförde, Bremen, Damme, Stemwede Machine builder: IWM in Porta Westfalica Michael.Helmer@vipa.de Mobile: +49(0)162-2153393 Farschid Nikpour Sales Engineer Plants: Saarbrücken, Neunkirchen Farschid.Nikpour@vipa.de Mobile: +49(0)172-8258985 Michael Scherm Area Manager Plants: Gotha, Schweinfurt Michael.Scherm@vipa.de Mobile: +49(0)172-8258984 Jürgen Simmerer Sales Engineer Plant:s Auerbach, Nürnberg Juergen.Simmerer@vipa.de Mobile: +49(0)173-4967078 Holger Engelhardt Area Manager Plant: Friedrichshafen Holger.Engelhardt@vipa.de Mobile: +49(0)172-8347230 Joachim Brendle Sales Engineer Plant: Schwäbisch Gmünd Joachim.Brendle@vipa.de Mobile: +49(0)173-1660937 Marco Roth Sales Engineer Plant: Bielefeld Marco.Roth@vipa.de Mobile: +49(0)162-1382462 Achim Oepen Sales Engineer Plants: Bonn, Bad Neuenahr Achim.Oepen@vipa.de Mobile: +49(0)175-2436565

46. ZF Friedrichshafen AG LKAM Country Name GER M. Kohl Tasks • Discover projects • Research • Project tracking • Build relationship • Analyse Cross-Selling potential • Frame agreement and approval • Increase awareness IKAM Team for Customer NKAM Tasks • To get in contact with the plants and present VIPA products to increase awareness with support of the IKAM team. Optional: Use the signing of the frame agreement with ZF as a door opener to find business starting points.

47. Action Plan ZF Friedrichshafen AG / Auerbach Key actions

48. Action Plan ZF Friedrichshafen AG / Passau, Gotha Key actions

49. Action Plan ZF Friedrichshafen AG / Schweinfurt Key actions

50. Action Plan ZF Friedrichshafen AG / Schweinfurt Key actions