Corporate speaking engagement in Boston, July 2006

1. The Role of the Industrial Distributor in the US Market Tom Clawser, Sales & Marketing Manager Brown Transmission and Bearing Company Lancaster, Pennsylvania, USA Lenze AG Country Managers Meeting, Boston: July 2, 2006

2. Agenda Origin of the Distributor in the US The Distributor in the Supply Chain Distributor/Manufacturer Relations

3. Origin of the Distributor in the US Agenda

5. Bridging the Gap: The Evolution of the Distributor Origin of the Distributor in the US PRODUCTS FOR HOME & FARM, HARDWARE General Store c. 1800’s GENERAL LINE INDUSTRIAL SUPPLIES Mill Supply c. 1890-1955 PRODUCT LINE LIMITED BY CATEGORY Specialist 1955-current

8. Origin of the Distributor in the US The Distributor in the Supply Chain Agenda

11. Entry-point Services The Distributor in the Supply Chain Local Inventory Technical Support Delivery Services Product Application Line of Credit Distributor Industrial Consumer

12. Value-Added Services The Distributor in the Supply Chain Sub-Assembly Kit Building VMI Installation Repairs Distributor Industrial Consumer

13. Premier Services The Distributor in the Supply Chain Energy Audits Training Predictive Maintenance Storeroom Mgmt Distributor Industrial Consumer Process Improvement

16. Origin of the Distributor in the US The Distributor in the Supply Chain Distributor/Manufacturer Relations Agenda

21. Thank you