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Presentation on theme: "Motorola Solutions Confidential Restricted May only be shared under the protection of NDA How to sell the Omnii XT15f (Arctic & Chiller) Product Manager:"— Presentation transcript:

1 Motorola Solutions Confidential Restricted May only be shared under the protection of NDA How to sell the Omnii XT15f (Arctic & Chiller) Product Manager: Greg Evans March, 2013

2 Motorola Solutions Confidential Restricted CONFIDENTIAL This is a pre-launch training presentation intended to bring our field sales personnel up to speed on the Omnii XT15f and the cold chain market. It is not intended as a customer facing presentation or something that is sent outside Motorola Solutions. Our Marketing and Training departments will provide finalized materials as part of the product launch, targeted for May 14, 2013.

3 Motorola Solutions Confidential Restricted The cold chain marketplace is some of the most extreme and unforgiving environments for computing hardware. The extreme cold slows displays and drains batteries, but the condensation is even a bigger issue. Condensation is created when a cold chain user goes back and forth from a freezer or chiller to a hot and humid loading dock. These severe and abrupt temperature fluctuations cause normal components to fail. Psion’s freezer rated devices are engineered to work and thrive in these brutal working conditions. Cold chain Key Features, Benefits, and Capabilities Technology Leader Patented “Frost-Free” barcode scanning. Resistance to freezing and condensation caused by extreme temperature fluctuations. Integrated heaters in handheld and VMC products.

4 Motorola Solutions Confidential Restricted TARGET MARKETS The biggest target market for the Omnii XT15f is the “Cold Chain” which is made up largely of food production or pharmaceutical facilities, 3 rd party logistics warehouses, and grocery – just about anybody with a refrigerated warehouse. The need for data capture technology in these segments is growing due to new regulations surrounding food traceability. Various food traceability conferences are also good venues to showcase this technology. http://en.wikipedia.org/wiki/Cold_chain Good additional targets are VARS or independent software providers that specialize in software solutions for the 3 rd party logistics (3PL) market. Some of these companies resell and install the devices themselves. Others partner with a hardware vendor like Psion for the business, and others simply influence the hardware decision. The device also functions well in cold climates where they are used outdoors in similar -20C/-30C environments continually. Northern climate ports and rail yards are good examples of these outdoor use cases where these devices work much more reliably than non-specialized equipment. The Global Cold Chain Alliance is a great resource for finding end customers and partners involved in this industry. This site includes links to the International Association of Refrigerated Warehouses, the World Food Logistics Association, the International Refrigerated Transportation Association and the International Association for Cold Storage Construction. http://www.gcca.org/

5 Motorola Solutions Confidential Restricted OMNII XT15F OverviewCommon Omnii Platform Specifications All the modularity and customizability of the Omnii XT15, with added technology to resist condensation for use in cold, condensing environments. Choice of cost-effective Chiller variant or high performance Arctic variant. >IP67 certified, Multiple 2.0m drops >Fast TI OMAP3 ARM processor @ 800MHz >Windows CE 6.0 and WEH 6.5 >WiFi a/b/g/n >Bluetooth 2.0 + EDR >512MB RAM 1 GB Flash >3.7”VGA color touch transflective display >Accelerometer (Motion Meter), Digital Compass >34 key numeric or 58 key alpha numeric freeze-resistant, field upgradeable keyboards >Highly configurable PsionVu toolset >Choice of Wavelink or OpenTekterm terminal emulation >Full set of accessories

6 Motorola Solutions Confidential Restricted OMNII XT15f Modular Options Overview Specification Overview A modular, industrial handheld computer suitable for cold chain and extreme weather environments. Available in condensing-resistant (Chiller) and condensing-free (Arctic) variants. Built for freezer warehousing, food production, ports, yards, baggage handling and other specialized extreme temperature applications. The Omnii XT15f is easily identifiable from a standard Omnii with a unique blue bezel allowing users to quickly grab the right tool for the extreme job. Same platform specifications as Omnii XT15 with following enhancements: Chiller (condensation-resistant) >Operating environment -20°C/-4°F to +50°C/122°F features a single core heater control logic board that dynamically heats the scan window for frost free scanning. Also features new keyboard that resists ice build up on keys. Arctic (condensation-free) >Ultimate low temp performance, operating environment down to -30°C/-22°F. Features multi-core heater control logic board that dynamically heats scan window, and LCD display. Includes in industry leading low temp optimized battery that performs 300-500% better than standard Omnii battery in extreme temperatures at -30°C. Radio Support 802.11 a/b/g/n (standard) Bluetooth 2.0 + EDR (standard) Imaging/Laser Motorola SE965HP laser Motorola SE1524ER imager SE4600 Long Range imager (Q3 2013) Keyboard 58 Key Alpha Numeric (freeze-resistant) 34 Key Numeric (freeze-resistant) Display Chiller: Extreme duty 3.7” VGA Color/Touch Arctic: Extreme duty 3.7” VGA Color/Touch with Optically bonded heater Battery Chiller: Standard 5000 mAh battery Arctic: 5300mAh optimized for -30°C Unsupported Omnii XT15 Options WAN, GPS Camera Push-to-talk Speaker High Visibility Display RFID Non-incendive rating

7 Motorola Solutions Confidential Restricted Omnii XT15f WLAN Arctic: Operating environment: -30ºC to 50ºC Condensation Free Patented frost-free scanning technology Defogs scan window, ensuring barcode scanning while moving in and out of cold, condensing environments Heater Control Logic: Multiple sensors calculate dew point, driving internal scan window defogger and display heater when required Heated, optically bonded 3.7” VGA color/touch display maintains refresh rate down to -30ºC and eliminates internal display fogging due to condensation Optical bonding eliminates the opportunity for internally fogged displays Heating improves display refresh rates especially below -20ºC XT15f Keyboard is designed and tested to overcome ice build-up. Other standard non-condensing keyboard designs will build up ice between the keys in condensing environments and impact user productivity when the keys freeze. XT15f 5300 mAh (19 Watt hour) Omnii Freezer battery with specialized, proprietary technology is estimated to achieve more than a half shift while used constantly at -30ºC. The Arctic variant should be positioned in all condensing environments – where they move frequently between two temperature / humidity zones – especially between -30C ice cream warehouses and loading docks with no atmospheric controls. Lead with the Arctic version in every account unless there is competitive price pressure or the account has been successful with previous non-condensing or condensing-resistant devices. Device Configurations - Arctic

8 Motorola Solutions Confidential Restricted Omnii XT15f WLAN Chiller: Operating environment: -20ºC to 50ºC Condensing Resistant Patented frost-free scanning technology Defogs scan window, ensuring barcode scanning while moving in and out of cold, condensing environments Heater Control Logic: Multiple sensors calculate dew point, driving internal scan window defogger when required XT15f Keyboard is designed and tested to overcome ice build-up. Other standard non-condensing keyboard designs will build up ice between the keys in condensing environments and impact user productivity when the keys freeze. XT15f 5000 mAh (18.5 Watt hour) standard Omnii battery is estimated to achieve a half shift while used constantly at -20ºC. The chiller variant is great for use on atmospherically controlled loading docks of freezer warehouses or food production facilities above -20ºC. Many freezer warehouses or food production facilities deploy the hand held devices solely on the dock (for staging, loading, and unloading) and use forklift-mounted full or half-screen terminals to move in and out of the freezer sections. Also, we can position the chiller variant when we’re up against lower cost competitive devices that do not carry a condensing resistant rating. We’ll better their performance with frost free scanning and be closer to their pricing if that’s what the customer has budgeted for. It’s important to note that without the additional display heating of the Arctic variant, the XT15f Chiller is positioned as “Condensing Resistant” similar to the MC9190 Condensing resistant model with the addition of a frost free scanner. Device Configurations - Chiller

9 Motorola Solutions Confidential Restricted Omnii XT15f Product Variants Freezer keyboard HCL board Heated, hi-impact display Low temperature battery Frost-free scan window Omnii XT15f Chiller (-20ºC, -4ºF): Condensation-Resistant Baseline Omnii XT15 (no WWAN) Standard battery Standard hi-impact Display Plus: Freezer keyboard Heated scanner window (Patented) Heater Control Logic (HCL) board Omnii XT15f Arctic (-30ºC, -22ºF): Condensation-Free Same as Chiller variant, Plus: Heated, optically bonded hi-impact display New low temperature battery

10 Motorola Solutions Confidential Restricted Positioning the Motorola Freezer hand-helds MC9190-G Condensing Resistant MC9200 Condensing Resistant XT15f ChillerXT15f Arctic Lead with MC91 if : Existing account that is satisfied and you think changing the device will cause disruption with an existing rollout Price sensitive account Main Features: Multiple 5 ft drop IP54 Light weight/small form factor 802.11a/b/g equipped 1D&2D standard range options Pistol grip only Freezer Features: Condensation Resistant using desiccant packs No frost free scanning -20C to 50C List Pricing with alpha keyboard, WiFi, TE client, standard range laser, pistol grip: $2995 Lead with MC92 if : MC91 is the preferred device but any of the following are required: High speed processing 802.11n Path to Android CE 7.0 More onboard memory Main Features: Same as MC9190-G with: 802.11n CE 7.0 More onboard memory Path to Android Freezer Features: Condensation Resistant using desiccant packs No frost free scanning -20C to 50C List Pricing with alpha keyboard, WiFi, TE client, standard range laser, pistol grip: $TBD Lead with XT15f Chiller if : Customer uses devices mainly on the loading dock and is not moving between two temperature zones. Customer is experiencing mainly scanner fogging issues with the MC9190 in moving between temperature zones but will not pay for the XT15f Arctic or you are competing on price. Main Features: Multiple 6.5 ft drop IP67 Standard and long range 1D & 2D options (SE4600 Q3) 802.11n equipped Dual use (Gun + Brick modality) – field replaceable pistol grip Fully modular device (display, keyboard, scanner Freezer Features: Condensation Resistant with frost free scanning Standard Omnii battery pack -20C to 50C List Pricing with alpha keyboard, WiFi, OpenTekTerm TE client, standard range laser, pistol grip: $3969 Lead with XT15f Arctic if : Always lead with the XT15f Arctic in freezer warehouses. It’s the best cold chain logistic hand-held device out there today and will outperform any other device in cold chain applications. Customer moves with the devices between the loading dock and the freezer warehouse (condensing environment) Customer uses the devices below -20C down to -30C (Ice cream, frozen goods, etc) Legacy 7530 freezer customer Main Features: Multiple 6.5 ft drop IP67 Standard and long range 1D & 2D options (SE4600 Q3) 802.11n equipped Dual use (Gun + Brick modality) – field replaceable pistol grip Fully modular device (display, keyboard, scanner Freezer Features: Condensation Free with frost free scanning Standard Omnii battery pack -30C to 50C List Pricing with alpha keyboard, WiFi, OpenTekTerm TE client, standard range laser, pistol grip: $4399

11 Motorola Solutions Confidential Restricted Industrial Range by List Price Functionality List Price$ Condensation Resistant Condensation Free $2,995 MC9190-G Condensation Resistant $4,399 XT15f Arctic $3,694 MX9CS $3,969 XT15f Chiller $3,395 Tecton CS

12 Motorola Solutions Confidential Restricted 7530 G2XT15fBenefits Size and form factor 270 x 100 x 43 mm 225 x 98 x 31 mm Much smaller form factor makes it much easier for the user to carry around continually Weight1185g909g Much lighter form factor makes it much easier for the user to carry around continually System PXA270, 520 MHz, 64 MB ROM, 128 MB RAM, Windows CE 5 OMAP3, 800 MHz, 1 GB ROM, 512 MB RAM, Windows CE 6 or WEH 6.5 Improved system level architecture for modern client applications. WLAN802.11bg802.11abgn More bandwidth for fast data transactions Display3.5”, ¼ VGA Colour/touch 3.7” VGA Colour/touch (Optical Bonding on Arctic) Larger, more readable display which is easier for users to read and interact with and improved direct sunlight readability Data Capture SE1200 standard range laser, SE1524ER long range laser, EV15 1D imager SE965 standard range laser, SE1524 ER long range laser, SE4600 LRI (Q3) The latest scanning and imaging technology enhancing user productivity and modern 2D applications Heated DisplayUn-heatedHeated Ensures fast refresh rates when used continually below -20C/-4F (Arctic only) Key Differences / Improvements 7530 vs. XT15f PAGE 12

13 Motorola Solutions Confidential Restricted A Closer look at keyboards 34 Key Numeric 58 Key Alpha Numeric These specialized keyboards are designed to resist freezing keys when the device is wet from external condensation and is brought back into the cold area, producing ice build-up. Pressing the key simply breaks up any ice around it. No heaters are used, saving additional battery drain. Color-coded, single press function keys make it easy to train and support new users in a market application with high user turnover. The same color coding has been maintained since the early 90’s Teklogix terminals – at customer preference. White numeric, red enter, blue and orange keys also follow this backwards compatible trend, which also resonates well with new accounts using thin client TE applications that are largely function key driven.

14 Motorola Solutions Confidential Restricted OMNII XT15f The Ultimate in Cold Chain Mobile Computing Performance… Seamless operation in the harshest Arctic (-30C/-22F) & Chiller (-20C/-4F) Environments Sensor-driven display and scan window defogging Outstanding low temperature battery performance SPECIFICATIONS Arctic : -30C/-22F to 50C/122F Condensation-Free Chiller :-20C/-4F to 50C/122F Condensation- Resistant TI OMAP3 800MHz processor Windows CE 6.0 and WEH 6.5 3.7” full VGA heated & optically Bonded extreme Duty display WLAN :802.11 a/b/g/n Tri-Sensors SR & LR lasers, (Long range imager Q3,13) IP67 sealing Alpha/Numeric freezer keyboard Multiple 6 ft/2m drop 5300mAh Arctic Freezer smart battery 4 to 6 hours (specialized chemistry for -30C/-22F) 227 x 95 x 54 mm 909g weight with battery, SR laser, pistol grip ACCESSORIES Desktop & Quad docking stations Single/Multi-slot chargers Powered Vehicle cradle Pistol Grip options TARGET MARKETS Industry Vertical Transportation/Distribution Manufacturing Wholesale Trade Application Freezer Warehousing Ports/Yards Air/Rail Transport PRIMARY COMPETITORS Honeywell Tecton CS/MX9 CS KEY DIFFERENTIATORS Fast display refresh rate in low temperature Condensation-free scanner window and display ½ shift runtime at -30C/-22F with active heaters Freezer keyboard New in Q2’13

15 Motorola Solutions Confidential Restricted Selling Against the Honeywell Tecton CS and MX9CS The Tecton CS is a medium sized, light hand-held device but it’s main drawback is battery life in a true freezer condensing environment. The MX9CS is a very large, heavy device for a worker to carry around all day. The Omnii XT15f is similar to the Tecton CS in size, and it outperforms the MX9CS in cold temperature performance, giving our customers the best of both worlds! Tecton CS MX9CS Omnii XT15f

16 Motorola Solutions Confidential Restricted Selling Against the Honeywell Tecton CS Tecton CS Display and scan window heating: Honeywell’s publically available documentation indicates: “Due to the heating elements overlaying the scan aperture, bar code scanning may require the user to move the scan aperture closer to the barcode for good scan results”. The Tecton’s main display screen and scan window utilize “heating elements” similar to a car window defogger. These are visible lines on the display (like you see in your car’s rear window), and depending on the font size used in the application, can interfere with display readability. Because the heating elements are visible also on the scanner window, they can also affect barcode scanning. In contrast, the display used on the Omnii XT15f Arctic uses a technology called “optical bonding”. We have a protective polycarbonate window that protects our display from impact, and we use optical bonding to place it directly onto the display itself. This gives the display impact protection without creating a space between the display and impact layer that can build up condensation creating a fog that the user cannot see through. The heater we use to maintain fast display refresh rates below -20C rests behind the display, so there is no impact to readability. Our scan window heater heats a substrate that covers the entire scan window, so there are no visible “defogger lines” and therefore no impact to scanner read ranges. Display size and resolution: The display used on the Tecton CS is a 3.5” QVGA display. The display is the most important user interface on any computing device, so the larger the display and the greater the resolution, the easier it is to read it day in and day out for a worker – especially the older workers. Omnii’s 3.7” VGA display offers more viewing area (3.7 inches diagonal), with a higher resolution (VGA) and it’s not covered in defogger lines for the heater, impacting readability.

17 Motorola Solutions Confidential Restricted Selling Against the Honeywell Tecton CS Tecton CS Temperature transitions: Honeywell’s publically available documentation indicates… Normal Operation Temperature Ranges In the freezer where temperature ranges between -30C to -18C (-22F to 0F) In the loading dock where temperature ranges between 0C to 5C (32F to 41F) with a relative humidity at 65% Moving between the freezer and a loading/unloading area where the temperature transitions from - 30C to 5C (-22F to 41F) The Cold Storage version is designed to operate normally when reading bar codes and moving from, and into, cold storage warehouses, freezer and vehicles where the temperature may vary between -30C and 5C (-22F and 41F) The Tecton appears to be positioned into applications where the users only move from freezers onto temperature controlled loading docks kept below 5C. In reality for our customers, especially in hotter climates, it can be difficult for them to maintain the loading dock temperature below 5C, with trucks coming and going continually. In many cases, there is no temperature control of the loading dock at all, and the humidity is much higher than 65%; being exposed entirely to the local climate. The Omnii XT15f Arctic was designed to thrive in these temperature transitions. We beta tested the Omnii XT15f at beta sites with high temperature and humidity and no temperature control on their loading docks. The aggressiveness of the heaters in Omnii are actually configurable in two modes (high power and low power). The high power mode will drive the heaters to battle condensation appropriately in these climatic conditions when the user is moving rapidly inside and outside the warehouse.

18 Motorola Solutions Confidential Restricted Selling Against the Honeywell Tecton CS Tecton CS Battery Life: Honeywell’s publically available documentation indicates: Cold Storage Battery Life – minimum 2.5 hours while the unit is roaming, powered on with ambient temperature -10C (14F) or above, Display backlight turned on, Keypad LED backlight on, radio connected to Access Point, and scanner decoding bar codes Cold storage facilities are rarely kept at -10C(14F) or above. The colder the environment becomes, the greater affect to the battery life. If you’re up against the Honeywell Tecton CS with Omnii, have them compare the battery life between the two devices with extended use below -10C. Remember - below -20C, you should be proposing the XT15f Arctic with it’s specialized Freezer battery pack.

19 Motorola Solutions Confidential Restricted Selling Against the Honeywell Tecton CS Tecton CS Function Keys: They’ve got the right idea with single press function keys on the keyboard, but we better them with 6 keys as opposed to their 5. Function keys are used commonly with many terminal emulation applications and Omnii’s 6 th function key can make a productivity difference over time with these devices since they’re used constantly throughout each work day. IP Rating: The Tecton carries an IP65 rating. It’s still a good IP rating (takes jets of water), but the harsher the environment, the more IP sealing makes a difference. The cold chain is one environment that clearly requires an IP67 rating for longevity of the device. As devices move in and out of different temperature/humidity zones, humid air will try to make it’s way inside the device through the process of osmosis. The greater the perimeter seal is, the harder it is for this humidity to enter the device and cause condensation issues. We’ve learned over the years that an IP67 rating is required in these cold chain applications and Omnii’s IP67 rating is the perfect fit. Omnii is also separately tested to meet IP65 to ensure it can handle wash down scenarios. Memory Storage: The Tecton CS is limited to 256 MB RAM and 256 MB SD Flash and can accept 1 GB or 4 GB expansion only. Omnii comes standard with 512 MB RAM and 1 GB Flash, with support for up to 32 MB micro SD cards for storage. WiFi The Tecton is limited to either an 802.11b/g or a/b/g WiFi radio. Omnii is equipped standard with a more modern 802.11a/b/g/n WiFi radio.

20 Motorola Solutions Confidential Restricted Selling Against the Honeywell Tecton CS Tecton CS Omnii XT15f Arctic In conclusion, XT15f Arctic has: Larger, higher resolution display with no defogger lines blocking readability No defogger lines on the scan window impacting scanner performance Greater ability to handle condensation between temperature zones especially in hot climates Longer battery life in most cold storage facilities (below -10C) More function keys to support terminal emulation applications Higher IP rating with better sealing to better hold back moisture intrusion in the device due to osmosis in our climate (IP65 and IP67) More standard RAM and Flash memory, and greater capacity for up to 32 GB micro SD cards. More modern 802.11a/b/g/n WiFi radio.

21 Motorola Solutions Confidential Restricted Selling Against the Honeywell MX9CS MX9CS Display and scan window heating: The MX9’s main display screen utilizes “heating elements” similar to a car window defogger. These are visible lines on the display (like you see in your car’s rear window), and depending on the font size used in the application, can interfere with display readability. In contrast, the display used on the Omnii XT15f Arctic uses a technology called “optical bonding”. We have a protective polycarbonate window that protects our display from impact, and we use optical bonding to place it directly onto the display itself. This gives the display impact protection without creating a space between the display and impact layer that can build up condensation creating a fog that the user cannot see through. The heater we use to maintain fast display refresh rates below -20C rests behind the display, so there is no impact to readability. Display resolution and readability: The display used on the MX9CS is a 3.7” QVGA display. The display is the most important user interface on any computing device, so the larger the display and the greater the resolution, the easier it is to read it day in and day out for a worker – especially the older workers. Omnii’s 3.7” VGA display offers a higher resolution (VGA) and it’s not covered in defogger lines for the heater, impacting readability.

22 Motorola Solutions Confidential Restricted Selling Against the Honeywell MX9CS MX9CS Numeric Keyboard Function Keys: The MX9CS’ alpha numeric keyboard features 10 blue single press function keys as opposed to Omnii’s 6, but the trade-off with this is that the MX9CS is HUGE in size! The numeric version that is most popular in Europe has the same number of function keys as the alpha numeric (10). Omnii’s numeric keyboard was designed in collaboration with one of our European customers, and as a result, features 12 single push function keys on a much smaller and lighter device. XT15f Numeric Keyboard

23 Motorola Solutions Confidential Restricted Temperature transitions: Honeywell’s publically available documentation states… Operating Humidity: 5% to 95% non-condensing. This does not apply to cold storage areas where condensation will appear. This should raise a flag with any freezer warehouse customer. The Omnii XT15f Arctic was designed to thrive in these temperature transitions. We beta tested the Omnii XT15f at beta sites with high temperature and humidity and no temperature control on their loading docks. The aggressiveness of the heaters in Omnii are actually configurable in two modes (high power and low power). The high power mode will drive the heaters to battle condensation appropriately in these climatic conditions when the user is moving rapidly inside and outside the warehouse. Memory Storage: The MX9CS is limited to 128 MB RAM and 128 MB SD Flash and can accept 1 GB or 4 GB expansion only. Omnii comes standard with 512 MB RAM and 1 GB Flash, with support for up to 32 MB micro SD cards for storage. WiFi The MX9CS is limited to either an 802.11b/g or a/b/g WiFi radio. Omnii is equipped standard with a more modern 802.11a/b/g/n WiFi radio. MX9CS Selling Against the Honeywell MX9CS

24 Motorola Solutions Confidential Restricted Size and Weight: Honeywell’s publically available documentation indicates: Length: 9.94 in / 25.2 cm Depth at keypad: 1.78 in / 4.5 cm Configured with battery, scanner, bluetooth, 801.11x radio, trigger handle and stylus: 37.83 oz / 1.072 kg (2.4 lb). Omnii XT15f Arctic: Length: 8.94 in / 22.7 cm Depth at keypad: 1.2 in / 3.1 cm Configured with battery, scanner, bluetooth, 802.11a/b/g/n radio, pistol grip and stylus: 32 oz / 0.909 kg (2 lb). The Omnii XT15f Arctic is smaller overall (closer to the Tecton CS), and almost 6 ounces lighter than the MX9CS. The more compact form factor and lighter weight will be easier for users to carry around through the work day. Omnii XT15f ArcticMX9CS Selling Against the Honeywell MX9CS

25 Motorola Solutions Confidential Restricted Omnii XT15f Arctic In conclusion, XT15f Arctic has: Much smaller form factor and less weight! Higher resolution display with no defogger lines blocking readability Greater ability to handle condensation between temperature zones especially in hot climates More standard RAM and Flash memory, and greater capacity for up to 32 GB micro SD cards. More modern 802.11a/b/g/n WiFi radio. IP65 and IP67 certification MX9CS Selling Against the Honeywell MX9CS

26 Motorola Solutions Confidential Restricted Some notes on demo equipment Demo units have shipped to the Psion and MSI sales teams in the Americas, EMEA and Asia PAC. Please contact sales management and/or those who manage the demo pool in those regions for access to these demo devices. Product management is not tracking the movement of these worldwide All pre-production devices shipped are Arctic variants configured with the SE1524ER long range laser in a mix of numeric and alpha numeric keyboards. The Freezer battery pack is not available for shipment until mass production, so all the demo devices include a standard Omnii battery pack. This battery pack will not last as long as the freezer battery pack when used below -20C. The lower the temperature, the shorter the battery life will be. Keep this in mind while demonstrating the Arctic at these temperature ranges. See the FAQ section of this document for more information on the demo devices, tech support, etc.

27 Motorola Solutions Confidential Restricted Frequently Asked Questions…

28 Motorola Solutions Confidential Restricted May only be shared under the protection of NDA Q: Can I send this package to customers or partners? A: This is a pre-launch information package that should be considered entirely internal and confidential. I pulled a lot of this from publically accessible documentation on the internet. I put this together to give you the best chance in competing in this market previous to the official launch of the product that is planned for May, 2013. You can share the technical info on Omnii XT15f under NDA with a customer, but it’s not a good idea to share the competitive slide material. This information is better to keep in the back of your mind to use only when necessary (like Kung Fu…). Our training and marketing departments are working on the final material that will come at launch. Q: Is there a more detailed technical comparison between the Motorola and Honeywell devices? A: Yes, please see the competitive matrix (excel file) attached to this pre-launch information package Q: I noticed at a customer site recently that the MX9CS also has defogger lines on the scanner window, like the Tecton CS. Why didn’t you mention that in your MX9CS comparison? A: Yes, the MX9CS also has defogger lines, but only their documentation on the Tecton CS mentions the issue around barcode scanning performance being potentially affected. Q: Can I use the snap modules in the freezer warehouse A: The snap modules don’t have an IP rating, so in a normal warehouse they’re usually ok, but they probably wouldn’t last long in a freezer warehouse. Q: Your preliminary price list only has US list pricing. Do you have one with other currencies? A: I threw this package together very quickly. Just apply the same multipliers used in the current MPL to these US list prices and you should be ok.

29 Motorola Solutions Confidential Restricted May only be shared under the protection of NDA Q: Can I sell the Arctic battery for use on the chiller? A: Yes, but both batteries perform virtually the same above -20C, so it would make no difference to the chiller variant which is rated -20C and above. It makes more economical sense for the customer to purchase the Arctic variant, which comes bundled with the Freezer battery and a heated display for best performance moving in and out of cold temperature environments. Q: Is the standard Omnii battery compatible with the XT15 Arctic? A: Yes, but it will not perform as well as the Freezer battery when used continually below -20C. Q: Why is a heated display such a big deal? A: Once the temperature falls below -20C, LCD displays will develop a slow refresh rate. This means the display becomes very sluggish, slowing down the user, making the device frustrating to use. In condensing environments, “fogging” can build up between the display and the protective clear window over it, making it difficult to read. The optically bonded extreme duty display on the Arctic eliminates this spatial layer so no fog can build up there, and the display heater maintains a refresh rate at -30C that’s virtually the same as at room temperature. Omnii’s display is very readable next to theirs.

30 Motorola Solutions Confidential Restricted May only be shared under the protection of NDA Q: My demo device has a clear back cover. Is this what we will ship in mass production? A: No, the clear back cover is to identify it as a pre-production unit, and it is useful in the future as a tradeshow device to demonstrate the modularity of the Omnii. And…I think it’s cool. So do the French. Demo Devices Q: How do I get a demo device? A: Demo units: Demo units have shipped to the Psion and MSI sales teams in the Americas, EMEA and Asia PAC. Please contact sales management and/or those who manage the demo pool in those regions for access to these demo devices. Product management is not tracking the movement of these worldwide. Q: Can we get more demo devices? A: Product management doesn’t manage a demo pool of devices for this purpose, and all available pre-production models have been shipped to the sales organization (Really, I don’t have one). The next available devices will be mass production level, and these are orderable now via Pre-order. In the quick quote tool, the first choice is “Entry Status” with a choice of “Normal Production” or “Pre-order”. Select “pre-order”.

31 Motorola Solutions Confidential Restricted May only be shared under the protection of NDA Q: Who do I contact for technical support on by pre-production demo? A: For technical assistance with the devices please contact Paul Hedley at paul.hedley@motorolasolutions.com or 905-812-6256. paul.hedley@motorolasolutions.com Q: Where can I get a better picture or customer presentation? A: The photography, final spec sheets, training, and marketing materials are being produced and will be ready closer to the launch timeframe mid May, 2013. Everything I have now is in this presentation. Q: How can we demonstrate the device live at a customer site? A: Although the Omnii supports Wavelink TE, the demo devices are not loaded with it. They are however, loaded with OpenTekTerm, Psion’s home-grown TE client, which works great with ANSI, 5250 and 3270 host systems. A document on OpenTekTerm is included in this information package. For further assistance, please contact the local Psion Sales Team’s T.A. or call our help desk at 1-800-387-8898. Q: Can I charge the battery in the freezer? A: No, the chargers, docking stations, etc are not freezer rated and must be used above 5C. Lithium Ion batteries will not take a charge below 5C. Q: Can I use a forklift cradle with the Omnii XT15f chiller or Arctic? A: Yes, the forklift cradle will work as long as you keep in mind it will only charge on the loading dock likely when the temperature is above 5C. In many cases this works quite well depending on the use model of a particular cold storage facility.

32 Motorola Solutions Confidential Restricted May only be shared under the protection of NDA Q: What wearable accessories are compatible with the Omnii XT15f? A: Almost all the wearable accessories are compatible, and there’s a new rubber boot available at launch. An easy way to know is to reference the preliminary pricing on the Prelminary MPL excel sheet attached to this pre-launch package. Everything compatible with the Omnii XT15f is listed there. Also, learn all about Omnii wearable accessories in my video at this link: http://www.youtube.com/watch?v=xp3nZp-GKP0 Q: What makes the freezer battery so special? A: The freezer battery includes proprietary technology (our secret sauce) and software features that enhance its performance below -20C down to -30C. We can’t let this technology be known, otherwise our competitors will discover it and we’ll lose our competitive advantage. Q: Can VARs and customers perform modular services on the XT15F? A: Yes, VARs who are authorized service centers will be able to service it. Customers can be set up as self-service accounts at the discretion of sales / service management. Q: What’s the primary service pricing on the XT15F? A: Primary service pricing on the XT15f is the same as that of the standard Omnii XT15. Q: When can I enter an order? A: You can enter a pre-order for the Omnii XT15f now. In the quick quote tool, the first choice is “Entry Status” with a choice of “Normal Production” or “Pre-order”. Select “pre-order”. Q: What’s a quick quote tool? A: If you want to quote it or enter an order, it’s best to engage the local Psion sales team for assistance with the quote tool, entering the order, information on the product, etc.

33 Motorola Solutions Confidential Restricted May only be shared under the protection of NDA Good luck!


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