1. 1 Product Portfolio CTIS # 29958 Prepared By John Yurtin Updated 2-18-2005 Connection Systems Training

2. 2 If a customer is looking for a connection system, exceeding their expectations would be knowing immediately if you have the right product, and having a knowledge of the product. This training should help you understand the complete portfolio of products we offer and know our strategies for each. In addition, you will know where and how to get specific detailed information on each product. Excellence Performance Goal: Do it right the first time, every time Focus: Your Customer

3. 3  The Connection Systems Portfolio is simply a complete listing of all Delphi Connection Systems products in one place.  The Portfolio places the products into four categories (Develop/Introduce & Grow/Maintain/Exit) each with a specific strategy.  The Portfolio is used as the base for the Toolbox with each product hot linked to additional information Including: –Presentations –Test Data –Technical Information –Sample Procurement –Competitive Information What Is The Connection Systems Portfolio?

4. 4 Connector Families Pack-Con I Pack Con II 56 Series 58 Series 59 Series Com Pack I, II, & III Edge board Connectors (Fork, ECM & Bow Types) 188 Series (4.7mm) Twin Lock Connectors ACT Series ES-Kontakt 0.64mm Buchsenkontakt Connector Types Pin Grip Connectors Application Specific Battery Terminals Ignition Connectors OBD-II Connectors 0.64 Saturn Sensor Connectors. Grommets Clips and Clamps Remote Battery Posts Connector Types IDC (1.5mm and Larger) Fuse and Relay Holders Edgeboard Connectors (Pack-Con Types) Connector Families Weather-Pack Metri-Pack 150 to 630 Micro-Pack 100 &100W Ducon 9.5 Ring / Spade Terminals Micro-Timer DS Series DFK Series HVF & HVFII Series VF Series Modu IV SF Series Pack Con III AF Kontakt Mil-C-28840 Connectors. Bulls-Eye Conns. MRS Connectors AFI Connectors C-21 Connectors Connector Seals Cavity Plugs Capillary Action Preventer Remote Battery Conns. Bee-Line Connectors USCAR Connectors Lamp Sockets Connector Types Fiber Optic Connectors Splice Savers High Current Pin & Sleeve PLCC Sockets Battery Holders & Conns. HC QuickMate Clip H8 Connectors 2mm Hard Metric Conn. Systems DIMM & DDR DIMM Sockets IEEE 1394 Serial Bus Conns. AGP Connectors Futurebus Connectors Serial ATA Board Conns. Lever-Lock Connectors 1mm Pitch Connectors.050” & 0.80” Pitch Conns..100” Pitch Connectors SCA-2 & Fiber Channel Conns. USB/Mini USB Conns. SCSI Connectors Compression Connectors FPC/ZIF Connectors Shunts.100” & 2mm PGA Sockets Connector Families Micro 64 GT Connectors Slim Line Connectors Gold Dot Connectors 800 Maxi Connectors 800 Metri-Pack DHD Heavy Duty Conns. ATS/ ACS Series CTS 1.2, 1.5 & 2.8mm MTS 064 Terminal 187 Series Power-Pack Connectors High Value Connection DSQ Terminal BTS 1.5 & 2.8 090 II Series 070 Series YESC 040 III Series 250 Series Hac-Pak Connectors HDPC Connectors W Series Connectors Application Specific Dock-n-Lock Connectors Doors-Off Connectors Connections To Glass Flex Circuit Connectors Shock & Strut Connectors Maxi-Fuse Connectors Airbag (Squib) Conns. Harsh Environment Fiber Optic Connectors Individual Cable Seals Multiple Cable Seals Connector Families ZRT Zero Resistance Term Waferized Conn. Systems Compliant Pins Micro 050 Series 2.8 & 6.3 PCB Terminals 1.5 & 2.8 ETS Terminals 0.64 MTSB Terminal Micro HVT 1.2.5 mm Blade-On-Beam.8 mm Blade-On-Beam Application Specific Multi Drop Connectors Smart Connectors Connector Types IDC (1mm and smaller) RF/ Coax Connectors 42 Volt Connectors High Current Pin & Sleeve High Current Flat Blade DevelopIntroduce and GrowMaintainExit Delphi Connection Systems Portfolio The Connection Systems Portfolio places Delphi’s connection systems into categories. Each category has a specific strategy and objective which should be understood. Detailed strategies, objectives and technical information is available in the Connection Systems Toolbox on the Delphi intranet.

5. 5  The Portfolio is accessible from the Delphi-P Home page by opening the Connection Systems Toolbox or the Connection Systems Catalog.  The Portfolio is also accessible from the internet within the e-catalog. Where To Find The Portfolio

6. 6 “Click” 1 “Click” 2 “Click” 3 Result after 3 clicks! 3 Clicks to Any Information

7. 7 Connector Families Pack-Con I Pack Con II Com Pack I, II, & III Edge board Connectors (Fork, ECM & Bow Types) 188 Series (4.7mm) Twin Lock Connectors ACT Series ES-Kontakt 0.64mm Buchsenkontakt Connector Types Pin Grip Connectors Application Specific Battery Terminals Ignition Connectors OBD-II Connectors 0.64 Saturn Sensor Connectors. Lamp Sockets Remote Battery Posts Connector Types IDC (1.5mm and Larger) Fuse and Relay Holders Edgeboard Connectors (Pack-Con Types) Connector Families Weather-Pack Metri-Pack Micro-Pack Ducon 56 Series 58 Series 59 Series Ring / Spade Terminals Micro-Timer DS Series VF Series Modu IV SF Series Pack Con III AF Kontakt Multiple Cable Seals Connector Seals Cavity Plugs Capillary Action Preventer Remote Battery Conns. USCAR Connectors Connector Types Fiber Optic Connectors Splice Savers High Current Pin & Sleeve HC QuickMate Clip Lever-Lock Connectors Connector Families Micro 64 GT Connectors Slim Line Connectors Gold Dot Connectors 800 Maxi Connectors DHD Heavy Duty Conns. ATS Terminal MTS 064 Terminal 187 Series DSQ Terminal 2.8 BTS Terminal 090 II Series 070 Series 040 III Series 250 Series W Series Connectors Power-Pack Connectors Mixed Family Connectors Application Specific Dock-n-Lock Connectors Doors-Off Connectors Connections To Glass Connector Families ZRT Zero Resistance Term Micro 050 Series 1.5 & 2.8mm CTS Term. 2.8 & 6.3 PCB Terminals 1.5 & 2.8 ETS Terminals 0.64 MTSB Terminal GT 100 High Value Connection Application Specific Multi Drop Connectors Smart Connectors Connector Types IDC (1mm and smaller) 42V Connectors High Current Pin & Sleeve High Current Flat Blade RF Connectors DevelopIntroduce and Grow Maintain Exit Delphi Connection Systems Portfolio (Automotive) The Connection Systems Portfolio places Delphi’s connection systems into categories. Each category has a specific strategy and objective which should be understood. Detailed strategies, objectives and technical information is available in the Connection Systems Toolbox on the Delphi intranet.  The Portfolio can easily be reformatted to a specific product segment e.g. Automotive (shown), Commercial, Terminals, etc. Automotive Portfolio

8. 8 The information in this category is confidential. Although it may be presented to customers, it is not to be distributed electronically or in hard copy. Present it - don’t leave it! Objective:SOLICIT FUTURE SALES Strategy:PRESENT TO CUSTOMER AND GET FEEDBACK. Use these products to demonstrate Delphi’s latest developments and technologies. Listen to the “Voice of the customer”. Focus on customer and market needs (not what you think the needs are) and communicate this information to the development teams. Develop Strategies And Objectives

9. 9 Objective:SELL AND KEEP UP-TO-DATE. Strategies:Promote Delphi’s latest “on-the-shelf” connection systems to grow revenue in this fast growing segment. Educate the customer on the technical advantages of these products compared to competitive products. Identify new opportunities for sales, and keep up-to-date on these fast expanding product lines. Introduce & Grow Strategies And Objectives

10. 10 Objective:SELL Strategy:Sell these connection systems on their performance history as well as the breadth of product availability. To do this you must understand the strength of these connection systems so that you can make the right decision for appropriate use. Maintain Strategies And Objectives

11. 11 Objective:DO NOT SELL Strategy:No new sales! Existing business may be maintained but replacement connection systems should be recommended to customers. Eliminating products in this category will help Delphi Connection Systems to become more cost effective. Exit Strategies And Objectives

12. 12 Our connection system products fall into categories. These can sometimes be confusing if not clearly understood. Connector Families (GT, Micro-Pack, Micro64, Weather-Pack …) Application Specific Connections (OBD-II Connectors, FAKRA Connectors, Airbag “Squib” Connectors …) Connection Types (Printed Circuit Connectors, IDC Connections, High Current Connections…) Supporting Products (Clips, Clamps, Grommets, Seals…) Direct Replacements (YESC, DFK, VF, …) Categories Of Connections

13. 13 Connector Families Product families like GT can include multiple sizes, sealed and unsealed, headers, device connections. Product families can also be found in Connection Types like IDC or Application Specific like Doors-Off. Generally however, the basic design and performance is common allowing these to be “sold” on the family features and performance and breadth of product availability. Connector Families

14. 14 Application Specific These connection systems are designed for specific applications like “FAKRA” Connections, OBD-II or Airbag Inflator “Squib” connections. These connections often must meet some National or International standards. Since these are often standard designs, look for opportunities to replace competitor parts usage. Target sale of these products to OEM’s and tier suppliers.

15. 15 Connector Types Connections targeted at specific processes or specific technologies e.g. IDC Connections or Fiber Optic connections. IDC connections could be almost any family or used for different applications. You should be aware of the basic technology behind the types of connections. A good example is the difference between High Current connections and High Voltage connections.

16. 16 Supporting Products These are the Clips, Clamps and other products that everybody needs, and Delphi has. Familiarize yourself with these products and present them to the customers. These are supporting components that every wiring supplier needs, so target customers may be the tiers and wiring manufacturers.

17. 17 Direct Replacements The strategy on these is to replace competitors connections. When doing wire harness studies, replace all purchased competitor products with Delphi equivalents. Familiarize yourself with the product offering in this group, and approach wiring harness suppliers to educate them on Delphi’s replacement offerings and potential cost savings. Direct replacements can be clones, terminals that fit into competitors connections, or similar parts that can replace competitors based on features and performance.

18. 18 Product Presentation Agenda  Develop  Introduce & Grow  Maintain  Application Specific Products  Alternatives (Competitor Replacements)  Exit  Supporting Products  Legacy Products