PT. ALTRAK 1978_Product Presentation_MEWP Background & Applications.pptx

JLG altrak

1. Caesar Tanquingcen June, 2017 MEWP – Industry Background & Applications

2. 2 topics What are MEWPs? What are the Different Kinds of MEWPs? Key Specs and Terms Estimated Industry Size in Asia Boom Applications Different Types of Customers 2016 – Introduced the 1500AJP, the world’s highest reaching Articulated Boom Lift

3. 3 Reminder Please keep all the information you are about to see confidential. This is for PT Altrak Personnel Only. Distribution to Customers will need consent from JLG

4. What are mewps ?

5. Mewps – m obile e levating w ork p latform (Old name AWP – A erial w ork P latform)

6. Different kinds of mewps

7. 7 MEWP’s – The Different Categories

8. 8 Booms – The Different Types

9. 9 Booms – The Different Types

10. 10 Booms – The Different Types

11. 11 Booms – The Different Types

12. 12 Booms – Terms Chassis Turn Table Boom Structure Platform Jib Power Track

13. 13 Scissors – The Different Types

14. 14 Scissors – Terms Chassis/Frame Arm Stack Platform

15. 15 Verticals – The Different Types

16. 16 Verticals – Terms Outriggers Tower Mast Platform All Verticals are for Indoor Use Only

17. 17 The Different Players

18. Key specs & terms

19. SAMPLE SPEC SHEET

20. KEY SPECS PLATFORM HEIGHT - Scissors Platform Height or Max Platform Height. Working Height is Simply Adding 2 meters to the Platform Height

21. KEY SPECS PLATFORM HEIGHT – Booms (Straight) Platform Height or Max Platform Height. Working Height is Simply Adding 2 meters to the Platform Height

22. KEY SPECS PLATFORM HEIGHT – Booms (Articulating) Platform Height or Max Platform Height. Working Height is Simply Adding 2 meters to the Platform Height

23. KEY SPECS UP AND OVER– Booms (Articulating ONLY) This is the Up and Over Height that you will see on Spec Sheets of Articulating Booms

24. KEY SPECS PLATFORM CAPACITY - Scissors The Maximum Weight You can load onto this platform, People + Material

25. KEY SPECS PLATFORM CAPACITY - Booms The Maximum Weight You can load onto this platform People + Material, will depend on where your platform is based on the zone restrictions Restricted Capacity is Always Higher than Unrestricted Capacity

26. KEY SPECS GRADEABILITY Gradeability is the percentage of grade of an incline that the unit can drive up or down whilst in the stowed position (fully lowered and retracted )

27. KEY SPECS GRADEABILITY TABLE

28. There are other important specs, but these are the key

29. Estimated market size for mewps

30. 30 Market Opportunity

31. Boom applications

32. Industries & application 32 Industry Specific Application Construction Industrial Facility Construction Infrastructure Construction Commercial Establishment Construction Energy & Utilities Construction Residential Construction Maintenance Industrial Facility Maintenance Commercial Establishment Maintenance Logistics Facility Maintenance Energy & Utilities Establishment Maintenance Maritime Ship Building Aerospace Aircraft Maintenance & Repair

33. construction

34. Indonesian construction - outlook 34 Source: Construction Intelligence Center

35. Indonesian construction - outlook 35 Source: Construction Intelligence Center

36. Industrial construction Self propelled booms are designed to cope with a variety of site conditions From erection of the first steel through to final building inspection self propelled boom lifts form an integral part of the construction process Principle users when structure is still open include: Steel Erectors Roofers & Cladders Plumbing & Pipework Contractors Mechanical & Electrical Contractors Fire & Security Contractors Painters Combustion powered models are predominant during the early stages of build 36

37. 37 Different factors such as fumes, noise and environmental impact need to be considered as structures become enclosed Boom lifts provide solutions where reach and clearance over obstructions are required but share some tasks with scissor and vertical lifts. Principle users when structure is enclosed include: Mechanical & Electrical Contractors Plumbing & Pipework Contractors Fire & Security Contractors Door & Window Contractors HVAC Contractors Machinery Installation Contractors Painters Battery and hybrid powered models are predominant during these latter stages of build Industrial construction - indoor

38. 38 HIGHWAYS, BRIDGES & RAILWAYS Ever increasing demands for the creation of new highways coupled with need for repair and maintenance of roads and bridges are expected to drive expansion in this sector Principle users include: Surveyors and Inspectors Plating & Welding Contractors Shot blast and Coating Contractors Plumbing & Pipework Contractors Mechanical & Electrical Engineers Painters Mix of requirements from long stay site work to short stay tasks spread over extended distances Infrastructure construction

39. 39 Energy & utilities construction This sector covers a wide range of chemical processing, oil refining and related activities including storage Due to hazardous potential some operating areas are regulated by statutory zone classifications Principle users include: Mechanical & Electrical Contractors Plumbing & Pipework Contractors Fire & Security System Contractors Plant & Machinery Service Engineers Painters Some requirement for modified machines to comply with specific conditions in designated work areas

40. Industrial Plant/logistics center maintenance

41. Indonesian port activity data

42. 42 Industrial plant maintenance The Industrial sector covers a wide range of applications from manufacturing, beverage and food processing through to warehousing, distribution and logistics centres Although predominantly indoor some plant and buildings require outdoor attention Principle users include: Mechanical & Electrical Contractors Conveyor & Handling System Contractors Plumbing & Pipework Contractors Fire & Security Contractors HVAC Contractors Plant & Machinery Service Engineers Painters Cleaners This is considered a major end user sector where there are higher volumes of machine ownership

43. maritime

44. 44 shipbuilding This is almost exclusively a self propelled boom sector with increased demand for larger machines as vessels grow in size Principle users include: Plating & Welding Contractors Shot blast and Coating Contractors Crane & Hydraulic Engineers Propulsion Engineers Painters High operating hours with multiple users in an extremely aggressive environment requires enhanced service and protection packages SHIPYARDS & DRYDOCKS

45. Other applications

46. 46 Although this is a global sector it is concentrated in regional clusters many of which are positioned in remote locations AWP usage includes wide variety of tasks from surveying and blast area preparation to construction as well as machinery inspection and maintenance Principle users include: Surveyors Drilling & Blasting Contractors Equipment Service Crews Electrical & Mechanical Engineers Security Personnel This sector is expected to flourish in line with a global forecast of expansion Mining & quarry

47. 47 Increasing legislation compels architects to consider maintenance within building design Full complement of building and maintenance trades require machines Principle users when structure is complete and operational include: Mechanical & Electrical Contractors Plumbing & Pipework Contractors Fire & Security Contractors Door & Window Contractors HVAC Contractors Machinery Installation Contractors Painters Additional challenges for machines include space restrictions, floor loading and environmental considerations Building maintenance

48. 48 This sector comprises aircraft manufacture and maintenance as well as airport and related facility maintenance Principle users include: Ramp Engineering Supervisors Airframe Inspectors & Engineers Engine Maintenance Crews Electrical & Mechanical Engineers Facility Maintenance Contractors Plane Washing Crews Aircraft maintenance & repair

49. 49 Entertainment & media This sector covers a broad range of activities from television and media through to leisure centres, exhibition and concert halls, events and theme parks In general little adaption of standard machines is required but some specialist changes can be demanded including colour schemes, lighting and camera mounts Principle users include: Rigging & Formwork Contractors Mechanical & Electrical Contractors Signage & Display Contractors Camera technicians Painters & Cleaners Diversity of tasks and locations where work is required result in multitude of product types

50. Commercial establishment maintenance

51. 51 Commercial establishment maint . This sector includes shopping malls, supermarkets and small arcades Principle users include: Maintenance personnel Mechanical & Electrical Contractors Plumbing & Piping Contractors Fire & Security System Contractors Plant & Machinery Service Engineers Painters & cleaners Signage & Display contractors

52. 52 Boom lift applications GOVERNMENT & MILITARY This sector includes equipment purchased for a wide spectrum of government departments including all areas of military Majority of equipment purchased to meet a specific need therefore machine types and specifications are seldom uniform Principle users include: Mechanical & Electrical Engineers Facility Maintenance Contractors Airframe Inspectors & Engineers Plumbing & Pipework Contractors Painters & Cleaners Procurement process is tender driven with limited opportunity to present features and a tendency to be slow and elongated

53. scissor applications

54. construction

55. 55 construction Rough Terrain scissor lifts are primarily a construction tool, used for: Structure and steelwork Insulation and first fit mechanical Building façade such as brick/block laying, succo , cladding, glazing R oofing installation H eavy duty tasks such as HVAC, Plumbing and Sprinkler installation Combustion & Multi-Powered models are predominantly used during the early stages of the build and provide rough terrain capability

56. 56 Indoor / slab scissor lifts offer narrower designs with higher maneuverability and are primarily a construction tool, used for: Mechanical & Electrical Contractors HVAC contractors Plumbing & Pipework Contractors Fire & Security Contractors Machine installation contractors Glass/ windows/ doors contractors Drywallers and Painters Factors as fumes, noise and environment need to be considered as structure becomes enclosed Construction – on-slab (or paved)

57. Industrial/Plant maintenance

58. 58 scissor lift applications INDUSTRIAL MAINTENANCE Industrial sector covers wide range of applications from manufacturing, warehousing, distribution and logistics centres Although predominantly indoor some plant and buildings require outdoor attention

59. 59 Industrial facility maintenance Principle users include: Maintenance personnel and Millwrights Mechanical & Electrical Contractors Conveyor & Handling System Contractors Plumbing & Pipework Contractors Fire & Security Contractors Inventory control- order Pickers Plant & Machinery Service Engineers Painters & C leaners This is considered a major end user sector where there are higher volumes of machine ownership

60. Commercial establishment maintenance

61. 61 Commercial use/retail I ncludes shopping malls, supermarkets and small arcades Principle users include: Maintenance personnel Mechanical & Electrical Contractors Plumbing & Piping Contractors Fire & Security System Contractors Plant & Machinery Service Engineers Painters & cleaners Signage & Display contractors

62. Different types of customers

63. 63 Types of Customers (or Users)

64. Key differences between the 2 types Product Attributes Rental Company End User Durability High High Reliability High High Flexibility to work in Diff Sites High Med Customization Low High Serviceability (M & R) High Med Ease of Operations High High Resale Value High Med

65. Key rental company kpi’s

66. Rental Asset Performance Dashboard 66 Category Units Total Acquisition Cost Rolling 12 Months Rental Invoice Financial Utilization Time Utilization Forklifts 51 $ 1,379,715.00 $ 688,716.00 50% 75% Excavators 33 $ 1,257,890.00 $ 529,992.00 42% 90% Generators & Light Towers 57 $ 581,412.00 $ 677,489.00 117% 85% Aerial Work Platforms 15 $ 554,370.00 $ 213,000.00 38% 65% Air Compressors 33 $ 291,075.00 $ 61,897.00 21% 45% Concrete Equipment 27 $ 74,760.00 $ 45,350.00 61% 97% Total 216 $ 4,139,222.00 $ 2,216,444.00     Formulas: Financial Utilization = Rolling 12 months of Invoices (Or 12 months projected invoices)/Acquisition Cost Time Utilization = Annualized # of Days On Rent/Potential # of Days Machine can rented in a year Mechanical Availability = # of Hours Machine is Down/720 Hours Cost Per Hour = Cost of Operations Maintenance and Repair/Hours Machine is on Rent Insight Dashboard Provides: Which group of equipment are over-performing and which group are under-performing Which decision-making processes do these insights support: Which group of equipment to invest in Which group of equipment to divest What short-term marketing and sales campaigns to run How to set rental rates

67. Rental ROI 67 Which one of these can we influence?

68. 68 Responsiveness to customer needs and expectations Good record-keeping Strong Rental Operations Processes Maintenance and Repair Preparing the equipment for rent Off-renting the equipment Clear strategy and targets Roll-in Strategy Roll-out Strategy Fleet Performance Regular tracking of fleet performance against targets Access to different Used channels (End users, brokers, int’l traders, auctions, etc.) In Summary, the CSF’s to a Successful Rental Business

69. End users

70. Key Questions to ask end users Indoor or outdoor application? At what height is the work area? Improved or hard surface vs. soft/muddy surface? How much weight will be in the platform (People + Tools + Material)? Is this work area open or confined (i.e., narrow aisle ways)? How many people will be working in the platform? What kind of work will they be performing? Will they need power? Do they need racks? Would a Workstation help? Does the application require vertical, horizontal and/or up-and-over reach capability? These Questions, while harder to answer if you’re selling for a customer like a Rental Company, however, it is still worth asking what their typical customer applications are

71. Last photos of mewp applications

72. Boom application montage 72

73. scissor application montage 73

74. Others 74

75. Others