1. 02.10.2015MARKET INFORMATION RATIO Entwicklungen GmbH Ludwig-Erhard-Strasse 18 Hamburg, 20459 Germany www.ratio.de RATIO America 5332 Shirley Ave Racine. Wisconsin 53496 USA www.ratio.de

2. 02.10.2015MARKET INFORMATION What is the AEC market Architectural Engineering Construction Also covers technical Repro business

3. 02.10.2015MARKET INFORMATION How is the market situation in AEC 40% of AEC market is still analogue > 10.000 units p.a. In USA and Europe Ready to be replaced by Color MFPs

4. 02.10.2015MARKET INFORMATION How is the market situation in AEC 90% of AEC output volume is LED Ready to be replaced by Color MFPs LED Digital 45% Color 10% LED Analogue 45%

5. 02.10.2015MARKET INFORMATION How is the printing behaviour in AEC market Print one drawing on Inkjet Copy many on analogue copier Print drawing for presentation on Inkjet Print drawings for production on LED Print single drawing on Inkjet Print complex collated sets on LED

6. 02.10.2015MARKET INFORMATION What is the reason for this behaviour LED copiers are multifunctional LED copiers are easy to use LED engines offer full AEC functionality such as set collation, folding, stamping… LED’s come with comprehensive software solutions LED is cheaper than Inkjet (market opinion)

7. 02.10.2015MARKET INFORMATION What are the market trends The market goes MFP The market moves to decentralized printing The market demands cost transparency The market asks for complete solutions

8. 02.10.2015MARKET INFORMATION How can we increase color in AEC market Offer MFP color product Offer full engineering solutions Offer comprehensive cost accounting (showing how cheap color is) Offer centralized print management for decentralized printers Offer complete solution out of one hand

9. 02.10.2015MARKET INFORMATION Speed up conversion from b&w to color Move print volume from LED to Inkjet Offer color MFP for the AEC market Offer comprehensive solutions for the AEC market Compete against LED engines RATIO’s offer to dealers of WF equipment

10. 02.10.2015MARKET INFORMATION Next step We invite you to qualify as a RATIO partner We offer free training on how to enter new business areas We offer free sales support for qualified RATIO partners We offer free tech support for qualified RATIO partners