 Exploring Export Development Opportunities Practical Strategies for Success and Compliance Presented by Cathy Rocheleau Rocheleau Tool & Die Co., Inc.

Rocheleau History 1938: Founded by Leopold A. Rocheleau, producing cutter grinding fixtures, sliding swivel indicator bases, and general machining 1960s: Manufacture plastic molding machinery 2000s: Manufacture auxiliary equipment for trimming and automation 2003: Manufacture blow molds 2012: Molding Today: Steven Rocheleau is the current president 3 rd generation ownership and management team 4 th generation continuing the family tradition

Our Products -Prototype product design and testing services -Coordination with engineering for turnkey plant operations -Molding of plastic containers and parts -Worldwide service and technical support by RTD technicians -Manufacture -blow molding machinery -molds -trimming and automation equipment -Leak testers

Exporting & Sales Export Sales Since 2010, export sales have ranged from 27% to 58% of total sales, with an average of 39% -RTD has been exporting since the late 1960s; 1st export was to Mexico -RTD has sold equipment to customers in over 40 different countries -RTD’s primary export market is Latin America, with more than half of Latin American sales to Mexico END MARKETS SERVED: Food Packaging – Dairy Bottles – Pharmaceuticals – Housewares – Personal Care Bottles – Industrial Containers and Products – Cosmetics – Medical – Automotive SALES CHANNELS: -Direct sales from our manufacturing facility by RTD inside sales staff -Representatives: Mexico, Latin America, Columbia, Chile, Indonesia & Thailand -Sales to machinery dealers and to representatives for resale

Marketing Strategies Trade Shows INCLUDING: – NPE – Plastimagen – Pack Expo –International Dairy Show – Plastic & Rubber Indonesia – Expo Plastics Monterrey – SPE Blow Molding Conference Translation Services: Rocheleau Tool & Die utilizes our outside sales representatives and other local translation services. Translate operator interface terminals on machinery and operator’s manuals. RTD web site is available in English and Spanish. RTD product brochures and sales promotion material are available in English and Spanish. Advertising in Industry Trade Journals (in print or on-line) -IDFA (International Dairy Foods Association) -Tecnologia del Plastico -Plastic News Marketing Activities Through Direct Sales Staff and Representatives: -Website – -Mail - -Telephone

Business Development Customer Plant Visits FOR SERVICES INCLUDING: Sales – Engineering – Technical Support – Training – Maintenance -Society of Plastics Industry Blow Molding division and the Committee of Equipment Statistics and Machinery Safety Standards of SPI -Society of Plastics Engineers -Plastics Advisory Board at the University of Massachusetts, Lowell -Rocheleau Blow Molding Lab at the University of Massachusetts, Lowell -Manufacturing CEO Forum of the N. Central MA Chamber of Commerce -Advanced Manufacturing Advising Committee at Mount Wachusett Community College -Machine Technology Advisory Committee at Montachusett Regional Voc. Tech. School -MA Export Center Compliance Alliance -Associated Industries of Massachusetts -Participate in panel discussions at AIM, MassDevelopment and MA Export Center Events Trade, Business, & Community Involvement

Best Practices Use Resources Available to Exporters Massachusetts Export Center – U.S. Export Assistance Center Massachusetts Export Center MassDevelopment U.S. Export Assistance Center “Doing Business In” Guides Screening Lists trade/aes/ Automated Export System (AES) Schedule B Numbers Countries Requiring ISPM 15 Certified Wood Packaging Material Export Administration Regulations Travel Advisories Personal AssistanceSeminars & WebinarsOn-line Resources

Challenges, Solutions & Outlook CHALLENGES GENERAL: -Ensure compliance with Export Administration Regulations (EAR) -Free Trade Agreements -Documentation So many details… too little time! SPECIFIC: -Language Barrier -Routed Shipments -AES / POA: Foreign customers don’t know US Regulations -Registering a Sales Representative for Indonesia -Letter of Credit with 360 Day Usance Draft OUTLOOK FOR RTD: -Software upgrade for inventory control and order management -Purchased a building for additional manufacturing space -Manufacture RTD machinery lines for molding / production showroom -New representatives in foreign markets. STAY INFORMED: - updates -Webinars & seminars MAINTAIN RELATIONSHIPS: -Massachusetts Export Center -U.S. Export Assistance Center -Bank -Freight Forwarder

Thank you! Blow molding is our heritage, 3 rd generation owned and operated, with 4 th generation and an extended family of employees to offer expertise for your blow molding solutions.