1. ITA Business Trend Survey 2013 1 Welcome to The Industrial Truck Association 2013 Business Trends Survey ITA 2013 Annual Meeting The Greenbrier White Sulphur Springs, WV

2. 2013 Business Trends Survey Task Group Dick Davidson, Thombert, Inc. Chairman Jeff Mueller, MCFA Jeff Leggett, The Raymond Corporation Mike Kelly, DFK America, Inc. Ken Sanders, East Penn Manufacturing Aurelio Carinci, GNB Industrial Power Jim Pacetti, GNB Industrial Power Ed Artuso, Bolzoni Auramo, Inc. Blake Dickinson, AeroVironment, Inc. Mike Polanis, Superior Signals, Inc. Kevin Kreiter, Cascade Corp. Mary Nicodemus, Arrow Material Handling ITA Staff ITA Business Trend Survey 2013 2

3. 3 2013 Business Trends Survey Panel Members Brian Butler (Linde Material Handling North America) Jay Gusler (MCFA) Moderator Jim Pacetti (GNB Industrial Power)

4. Survey Sections Section 1:Markets and Models Section 2:Procurement Practices Section 3:Future Technologies and Design Changes ITA Business Trend Survey 2013 4

5. 5 1. On a scale of 1 – 6 with 6 indicating the greatest growth and 1 indicating the least growth which global market do you see with the greatest potential for lift truck economic growth in the next three years? Europe split by Western and Eastern countries, and the rest of South America were added for 2013 Survey

6. ITA Business Trend Survey 2013 6 2A. On a scale of 1 to 10, with 10 indicating very important, and 1 indicating not important at all, please rate the importance of India as a market to US Forklift Manufacturers in the next three years, in the following way: As a location for local forklift manufacturing for the local India marketplace?

7. ITA Business Trend Survey 2013 7 2B. On a scale of 1 to 10, with 10 indicating very important, and 1 indicating not important at all, please rate the importance of India as a market to US Forklift Manufacturers in the next three years, in the following way : As a location for parts suppliers?

8. ITA Business Trend Survey 2013 8 3A. On a scale of 1 to 10, with 10 indicating very important, and 1 indicating not important at all, please rate the importance of South America as a market to US Forklift Manufacturers, in the next three years, in the following way: As a market for US Exports?

9. ITA Business Trend Survey 2013 9 3B. On a scale of 1 to 10, with 10 indicating very important, and 1 indicating not important at all, please rate the importance of South America as a market to US Forklift Manufacturers, in the next three years, in the following way: As a location for local forklift manufacturing partnerships (forklift production in Brazil)?

10. ITA Business Trend Survey 2013 10 3C. On a scale of 1 to 10, with 10 indicating very important, and 1 indicating not important at all, please rate the importance South America as a market to US Forklift Manufacturers in the next three years, in the following way: As a location for parts suppliers?

11. ITA Business Trend Survey 2013 11 3D. On a scale of 1 to 10, with 10 indicating very important, and 1 indicating not important at all, please rate the importance of South America as a market to US Forklift Manufacturers in the next three years, in the following way: Brazil as a location for local forklift manufacturing for the local South American marketplace?

12. ITA Business Trend Survey 2013 12 4. On a scale of 1 to 10, with 10 indicating very important, and 1 indicating not important at all, please rate the influence of the following factors on the continuing trend of the lift truck fleet size reduction:

13. ITA Business Trend Survey 2013 13 5. On a scale of 1-10, with 10 indicating Very Significant Impact, and 1 indicating No Impact. Do you foresee the duties imposed on imported US Manufactured forklifts being eliminated in the next three years? Europe China South America 2013

14. ITA Business Trend Survey 2013 14 6. On a scale of 1 to 10, with 10 indicating Very Significant Impact, and 1 indicating No Impact. With the current value of the US Dollar do you expect increased exports of US Manufactured forklift trucks? 2011 2012 2013

15. ITA Business Trend Survey 2013 15 7. Do you anticipate changing the source of the following items TO North America or FROM North America in the next three years? Mast & Attachments

16. ITA Business Trend Survey 2013 16 8. On a scale of 1 to 10, with 10 indicating very important, and 1 indicating not important at all, please rate the following criteria for their importance in supplier selection.

17. ITA Business Trend Survey 2013 17 9. Has the lift truck industry in North America experienced any counterfeit components? 33% of the Yes respondents said that there is not a process in place to address this issue

18. ITA Business Trend Survey 2013 18 10. What percentage of the North America industry forklift shipments currently use fleet data information……………

19. ITA Business Trend Survey 2013 19 11. On a scale of 1 to 10 with 10 indicating very important and 1 indicating not important at all, please rate the importance of implementing optical or visual aids in fork lift trucks in the next three years….

20. ITA Business Trend Survey 2013 20 12. In the next three years, of total fuel cell powered forklift shipments, what percent will be…? 2012 33% or Less – 100% 2013

21. ITA Business Trend Survey 2013 21 13. On a scale of 1 to 10, with 10 indicating very important and 1 indicating not important at all, please rate the importance of the following factors regarding the success of fuel cell technology.

22. ITA Business Trend Survey 2013 22 14. In the next three years, what percent of the industry will utilize the following Partial State of Charge methods in new Green Field (New Facilities) ?

23. ITA Business Trend Survey 2013 23 15. In the next three years, what percent of the industry will utilize the following Partial State of Charge methods in new Brown Field (Existing Facilities or Expansions of Existing Facilities) ?

24. 24 16. What sources of energy technology (other than lead- acid batteries) will be used in forklift trucks in the next three years? (in order of potential usage)

25. ITA Business Trend Survey 2013 25 17. On a scale of 1 to 10, with 10 indicating very likely and 1 indicating not likely at all, what will be the market demand for the following types of IC-powered forklifts in the next three years?

26. ITA Business Trend Survey 2013 26 18. On a scale of 1 to 10, with 10 indicating very likely and 1 indicating not likely at all, please rate the likelihood of the following types of hybrid- powered forklift trucks being available for sale in the next three years?

27. ITA Business Trend Survey 2013 27 19. On a scale of 1 to 10, with 10 indicating very likely, and 1 indicating not likely at all, what form of social media network do you see becoming more influential as a communication and marketing tool to reach out to the customers within your organization in the next three years?

28. ITA Business Trend Survey 2013 28 2013 Business Trend Survey Thank You For Your Attention And Participation. ITA 2013 Annual Meeting The Greenbrier White Sulphur Springs, WV