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™. Sales Training Presentation. Switch. Sales Presentation. Otis Elevator Company – Restricted and Confidential. Introduction Product o verview Marketing strategy Sales Strategy MarComm Summary Service guidelines. Agenda. Introduction. What is Gen2 Switch ™ ?.

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  1. ™ Sales Training Presentation Switch Sales Presentation Otis Elevator Company – Restricted and Confidential

  2. Introduction Product overview Marketing strategy Sales Strategy MarComm Summary Service guidelines Agenda

  3. Introduction What is Gen2 Switch™? 230V single phase battery powered Gen2® elevator • A new Gen2 product • Max 21m rise / 7 stops / up to 630kg 8P / 0.63 to 1mps variable speed/ Max 90 starts per hour • For mature and emerging markets • Europe / India / South East Asia / South America • Premium residential segment • Low rise NE & BEX • Premium class A

  4. Introduction Increased Gen2 value • Gen2 standard green features: • ReGen®drive • LED lighting • Standby mode • VDI Class A • Gen2 Unique MRL belt technology: • Space saving • Comfort • Otis quality • Reliability Core product Actual product Augmented product • Gen2 Switch technology: • Non stop service / with battery power operation • Plug and run with single phase • Reduced installed power

  5. Product overview Normal operation mode - Motoring Battery power with 230 VAC 0.5 kW Motor powered with 28 VAC 2.2 kW • Battery is charged continuously from a single phase power outlet • An intelligent battery charging system ensures that battery charge is maintained at optimal levels [53 volts] for long life. • The battery powers the drive, which powers the Gen2 PM gearless machine

  6. Product overview Normal operation mode - Regenerating Battery power with 230 VAC 0.5 kW Smart energy recyling Motor powered with 28 VAC 2.2 kW • When the car moves in the direction of the unbalanced load (i.e. empty car in up direction) the motor generates electricity into the ReGen drive • The ReGen drive then recharges the batteries

  7. Product overview Black out operation mode Battery is not charged anymore Motor powered with 28 VAC 2.2 kW • The battery stores energy for up to 100 trips • In case of power shutdown the system continues operation – Passengers will not notice the outage. • The system runs until the battery is discharged • When the battery is discharged the system stops at the nearest landing, where it’s doors remain open

  8. Product overview Compatible with green energy sources Gen2 Switch 230V single phase technology makes it 100% ready for alternate energy sources like solar panels or wind turbines They are in customer scope

  9. Product overview How Gen2 Switch compares with other systems?

  10. Product overview Variable speed • Otis innovative and patented control system • Improves efficiency of the flight time while reducing waiting time • Optimises performance by varying the speed dependent on the car load • Passengers benefit from Gen2 ride quality Example: 630kg / 18m rise / 5stops

  11. Speed Load Graph

  12. Product overview Codes and certifications • Gen2 Switch is compliant with: • Internal: WWJSSS & 51628 OTIS standard • External: ECM 2004/108/CE, 95/16 CE, EN 81-70, EN 81-1 A3 • Local codes to be verified by each country • Gen2 Switch is designed to reach • VDI Class A

  13. Product overview Gien Gen2 Switch description Low Voltage Architecture Battery pack installed in the hoistway Otis Low Voltage Drive installed in the hoistway E&I panel (controller) integrated in landing door column = non visible from landing

  14. Product overview High quality new components • Low Voltage Machine • Specific green power arrangement • Synchronous permanent magnet motor • Arrangements for two and three belts • Low Voltage Drive • Regenerative drive developed by OEC-Berlin • Based on Ultra Drive Technology

  15. Marketing strategy Building technology for the real world Otis Gen2 Switch is single phase powered, battery operated, green elevator Simple All you need is single phase power supply No three phase power. Sustainable ReGen energy goes right back into the battery – Energy stays within the system and ready for the next run. Also, solar energy enabled Safe Switch has a battery, so it works even when the power doesn’t.

  16. Marketing strategy Gen2 Switch value proposition Consequence Increases & markets assets value Tenants Safety and convenience Increased handicapped access Energy regeneration into battery Satisfied decision makers Reduced installed power Consequence Optimizes costs and payback Architectural flexibility for both new and existing buildings Developers/ Contractors Plug & Go easing installation

  17. Sales strategy A unique promotion on the market Product image Green evolution Unique product Premium Premium product for residential market segment Safety Reliability Quality Belts  ReGen drive  Advanced Standby  Reduced Power Belts with gearless + Pulse + ReGen drive + Battery Customer Value

  18. Sales strategy Key selling propositions over competition • Industry innovation • For the first time, the main elevator in the building with single phase power supply • That too with belt technology with PM and ReGen • Safe • Operates even when there is no power in the building • Faster ROI • Saves initial cost on three phase power cable and meter installation • No need of ARD/Gen set/UPS to operate the elevator during no power situation • Gives up to 80% savings in energy billing • European product • Designed and manufactured in Gien, France

  19. Sales strategy Sales arguments Gen2 platform Bringing belt technology benefits and Gen2 quality Variable speed Efficient flight times with optimised performance and great ride quality Energy Regeneration No wastefulness, you keep the regenerated energy. Gen2 regenerates into the battery Less power, good performance Reduced installed power makes it even more green Plug and run 230V single phase concept optimizes installation time, costs and reduces interface with other trades Safety and convenience With battery rescue power management, no passengers trapped during a power cut. Gen2 elevator availability is increased Enhanced handicap access Handicapped people mobility 100% of the time, even during power cuts Battery powered Non stop service even during power outages, up to 100 runs with batteries. Proven and reliable battery providing UPS-like service

  20. Marketing collateral Product brochure

  21. Communication strategy Two-tier Approach: Global Brand / Local Placement • Maximize launch to maximize communications opportunities • Leverage Otis’ global strength to create global hit • Supported with fact sheet, press release, brochure Global Press Release Feature Story Exec. Talking Points Online / Web Global Stakeholders Social Media Area / Country • Press Release • Customer Communications • Trade Advertising • Local Stakeholders • Social Media Cadence Amplifies Awareness

  22. Service guidelines Service Sales Strategy Service Contracts Features Battery maintenance under Otis contract (labor, batteries, recycling) Customer Benefits Peace of mind with OEM service Otis Benefits - Customer satisfaction improvement - Increased maintenance pricing

  23. Thank you Otis Elevator Company – Restricted and Confidential

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