Stephen Devine Advanced Solutions

From “Glenrothes” To “A Division” Leading the Industry Contracting with global depots (Regenersis & Non Regenersis) 2012/2013: A year of change

2012/13 (a year of change) Break out Technical & Business Development Resources Build an Industry Leading Advanced Solutions team by adding key global resources focused on Technical Innovation and Solutions Selling. Build Partnerships and People Networks that …… Accelerate our Time to Market. Retain Primary Client Relationship. Avoid Operational Investment Build Contract Longevity Develop Acquisition Routes

Advanced Solutions Plan (Aug 2012/13) Focus on Home Entertainment Systems Technology and User Interface Supporting where required…… B2B, Notebook, Tablet & Mobile

Planning

Set Top Boxes

Advanced Solutions STB Proposition 6.5M boxes in 4.8M homes Field Technicians Central Service Depot Screen & Clean Regional Service Depot STB Cross Dock Current Process Example 1.2 MILLION BOXES TRANSPORTED TO DEPOT SCREEN & CLEAN, COSTS $30M PA CIRCA 600,000 WILL LOOSE HARD DRIVE CONTENT

Advanced Solutions STB Proposition 6.5M boxes in 4.8M homes Field Technicians Central Service Test & Repair Regional Service Depot STB Cross Dock REDUCES VOLUME TRANSPORT TO THE DEPOT BY 70% REDUCES OPERATIONAL COST BY 40% SAVES 90% OF NFF SUBSCRIBER CONTENT

Advanced Solutions Timing IP Income Geographical Expansion Stable and Strategic Client Relationships Labour, Equipment and License Contracts Skills Investment Improved Profitability Enterprise Value Technology Road Map Marketing Launch Zone Selling Labour Manual Processes Limited USP and no IP Risk Contracts Low Capital Investment Tactical Client Relationships

Advanced Solutions STB Sales Pipeline Summary

Advanced Solutions USA Development Plan Key Actions Presence (Tactical) – Local Office Complete – Local Contracts & Invoicing Complete – Sales Resources 2 Off In Progress ( 1 June Hire, Other Tba) – Engineering Resources 2 Off In Progress ( 1 July Transfer 1 Other Tba ) Presence (Strategic) – Dallas – Mexico – Find Test System Manufacturing Source – Marketing Plan

STB Deployment by State & OEM Cisco Motorola There are a total of 2.3M STB’s returned to the depot including postal returns. These pass through 11,630 Technicians and 374 regional garages We must win Motorola accreditation Cisco Service Agreement Concluded Trial Florida Based (Cisco) Texas & California account for 50% of volumes AT&T North America

AT&T Extension To Garage Test System Trial (Carolinas Followed By Southern California) Presentation To Exec Leadership In July Contract & Announce Q4 North American Roll Out Plan Partners To Cover Additional States Technical Resource Assignment To The Usa Develop “Cut & Paste” Test System And Process Reporting Suite

Technology Led One click user interface Field Service with Regenersis Test Equipment & Parts Develop Phenomenal Television Service Proposition

Service Proposition Tactics Retailer Led Starts at the Purchase decision Protected Technology Service Proposition Challenges OEM’s want to own the user OEM’s want to own service Reliance on OEM parts and Accreditation

Televisions Proposition Field Service for TV Leading Edge portal for Retailers & End Users Ability to Liquidate returns In Home & Remote TV Test Growth – Current Clients, Acquisition (Trojan) Accreditation ( Samsung, Sony & Panasonic are critical)

Budget Headlines Sales £23.2M HOP £3.8M (16.4%) Europe£1.0M Sales (HOP -£10K) USA £1.5M Sales (HOP 451K) Advanced Solutions/Depot Solutions Split is WIP We have the numbers now….. Our Behaviour and Teamwork will determine if we achieve them and position us for growth in 2013/14 FY 12/13 Budget

1. Must deliver IFT Units 1150 off Support Plan Reporting New Style Account Management 3 Year Contract Signature 2. Must Win Volume deal with AT&T Garage/Depot Systems Sales Interface Reporting Local System Assembly Contractor FY12/13 Budget Critical Dependency

3. Must win share of UPC European RFQ Local Hubs Central EDC Hub Test Systems In Country Support Plan FY12/13 Budget Critical Dependency

Additional Television Proposition Remote Notebook Test Business Development Resources (UK, USA, Europe) Web Portal for Consumer Electronics Field Service for TV

1.USA Presence 2.TV Penetration UK & Migration to USA & Europe 3.Sales & Marketing Development. Transformational

The USA is more than another step “A Super Mario Leap ” It is a lot more difficult than we first thought to dislodge lower level competitors in UK Consumer We should have done it sooner and attacked it more aggressively Lessons Learned