Consulting

h-p-s-consult GmbHIntralogistics + Project Management Consulting

Official Partner

Planning Implementing

Project Planning

Project Management

Project Controlling

System Integration

>>> Excellence in Intralogistics <<<

Modern Professional Solutions

Core Competence Implementation

Driven by Experience

Date: 25.07.2013 h-p-s-consult GmbHIntralogistics + Project Management Consulting

Company Presentation h-p-s-consult GmbH Presenter: Hans-Peter Schwemler

Date: 25.07.2013 h-p-s-consult GmbHIntralogistics + Project Management Consulting

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Introduction h-p-s-consult GmbH Driven by Experience / Contact Person

Partnership h-p-s-consult GmbH / Dematic Motivation / Value Added

Introduction Dematic Worldwide Market Leader / Brief History / Organization / Business Segments

Introduction h-p-s-consult GmbH Service Portfolio

Consulting + Proposal Preparation

Project Implementation

Customer Support / Key Account

References

Summary / Highlights

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3

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TABLE OF CONTENTS

Date: 25.07.2013 h-p-s-consult GmbHIntralogistics + Project Management Consulting

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INTRODUCTION

• h-p-s-consult GmbH offers modern integrated project management solutions with cross-functional characteristics. Not longer required interfaces to other functions and the generation of synergies reduce project management efforts significantly and increase efficiency.

• Project success is not determined by processes. Project success is determined by the quality of the project manager.

• h-p-s-consult GmbH takes over for Dematic the role of key account and is available as responsible contact person for customers from quoting through implementation to a successful project completion at all times.

• Unlike the prevalent consulting and planning practice h-p-s-consult GmbH looks upon each approach to a solution through the perspective of feasability and practicability considering as well to be expected problems throughout the implementation process.

• Only the frequently lived through painful completions of special solutions and beta sites permit a sound assessment of risk potential and valuation of possible preventive measures. Sales and planning specialists do not posses knowledge and experience in that field and tend to suppress risks which is always leading to cost overruns and delays for all parties involved eventually followed by a long lasting loss of confidence.

Driven by Experience h-p-s-consult GmbH

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Date: 25.07.2013 h-p-s-consult GmbHIntralogistics + Project Management Consulting

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INTRODUCTION h-p-s-consult GmbH

• Master Degree in Electrical Engineering

• 13 years international Plant Engineering and Construction as Automation Engineer and Project Manager

• 2 years Head of Division for Electrical Machinery for a

German Entrepeneurs Association

• 12 years Intralogistics with Leadership Functions in Engineering / Project Management and Finance

• many years of Leadership Experience • outstanding Market Knowledge in Intralogistics • extensive experience of Working Abroad • experience in Crisis and Change Management • Project Director • pragmatic and results oriented • intercultural experience (please see references)

Contact Person

Hans-Peter Schwemler

Phone: Mobile: Car: Email:

+49 (6187) 470 9107 +49 (173) 609 6285 +49 (173) 547 4102 hans-peter.schwemler@h-p-s-consult .com

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PARTNERSHIP

• As former Project Director and Europeanwide Responsible for Project Controlling for Dematic h-p-s-consult GmbH disposes of consistent Insider-Knowledge in Engineering and Finance as well as Purchasing and contributed substantially to the developement and design of the Dematic process environment in those areas.

• Solution Engineering and Product Development of Dematic is compared to competitors extremely innovative delivering a high net value added.

• The available Engineering Competence especially in Controls and IT as well as the unequalled Product Quality make Dematic worldwide Market Leader in Intralogistics.

• With an annual turnover of worldwide more than 1 Billion Euro and above 100 Million Euro operational profit Dematic stands out compared to all competitors being highly profitable and follows a steady growth plan.

• h-p-s-consult GmbH is even after the recent change of ownership perfectly linked up with all Dematic Decision Makers and has a sustainable relationship of trust and appreciation to managerial staff as well as to employees.

• h-p-s-consult GmbH is the ideal addition for Project Management and Key Account Management perceived as such as well within Dematic.

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h-p-s-consult GmbH / Dematic Motivation

Date: 25.07.2013 h-p-s-consult GmbHIntralogistics + Project Management Consulting

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PARTNERSHIP

• Intensive and committed Customer Support through introduction of a consistent Key Account Management. Preparation of inquiries and proposals as well as implementation of customer projects until successful completion remains in one hand (One Face to the Customer). A strict separation of sales and project execution is removed with the involvement of h-p-s-consult GmbH.

• More efficient perparation of inquiries and full account of customer requirements. As independent company h-p-

s-consult GmbH is not tight up into all Dematic process standards and can react and take action to customer needs much more target oriented. Short decision making simplifies and accelerates cooperation considerably and increase customer satisfaction.

• Full contribution of h-p-s-consult GmbH Implementation Experience into consulting and planning work. The decision for the appropriate concept is influenced by many determining factors. Apart of pure investment costs the implementation time plays a more and more significant role. Especially delays resulting in higher costs for all project parties can be widely excluded through committing to an appropriate solution and a competent risk evaluation together with potentially required measures to keep the probability of occurrence low.

• Application of Modern Project Management Methods to project implementation. Project management without having profound knowledge in project controlling as well as system integration is to be seen as a leftover of past days and loses its full impact with concentration to technical aspects only. As developer and co-creator of the project management as well as project controlling processes within Dematic h-p-s-consult GmbH can contribute a crucial share to project success.

• Combination of h-p-s-consult GmbH Project Management Quality with Dematic Engineering and Solution Finding

Competence. The project history of h-p-s-consult GmbH is characterized through many successful missions as crisis manager as well as the implementation of complex new developments and solution concepts. Leading highly competent Dematic expert teams each and every problem could be solved so far. Project success however is largely determined by the quality of the project manager and exactly here lies the determinative value added for Dematic and the customer.

h-p-s-consult GmbH / Dematic Value Added

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INTRODUCTION

• Dematic is one of the leading Full Range Suppliers of Intralogistics, Warehouse Automation and Material Flow with a focus on delivering turn key systems.

• The existing competitive pressure needs a concentration to sophisticated complex projects with challenging requirements on picking performance and IT.

• With more than 50 locations Dematic is one of the few worldwide operating intralogistics provider. After the integration of HK Logistics in the US Dematic employs currently around 4.000 people of which about 1.400 work in Europe.

Dematic

International Experience: Worldwide more than 4.000 successfully installed systems

Worldwide Production Sites: Germany, Spain, USA, Australia, China, Italy

International Expert Teams: More than 4.000 employees worldwide

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Worldwide Market Leader

Date: 25.07.2013 h-p-s-consult GmbHIntralogistics + Project Management Consulting

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INTRODUCTION

• Especially in the last 10 years Dematic has gone through a dramatic change from a widely regionally shaped to an internationally managed company.

• After having been sold from Vodafone to Siemens the former Mannesmann Engineering Division Atecs of which Dematic represented a major part was merged to the Siemens Division Production + Logistics receiving the corporate name SiemensDematic.

• 2005 SiemensDematic disappeared, now fully integrated into the Siemens structure as corporate division Logistics + Assembly Systems comprising Postal Automation, Airport Logistics, Distrubition Logistics and Electronic Assembly Systems with altogether more than 11.000 employees.

• In the course of the Siemens restructuring process under the CEO Klaus Kleinfeld in 2007 the Distribution Logistics with about 5.000 people was sold to a Private Equite Company called Triton starting to operate again under the name Dematic.

• Many organizational changes and replacements in the executive board have made Dematic appearing unstable. Introducing and establishing the Dematic Europe Organization comprising all European Subsidiaries such as Germany, UK, Spain, France, Italy and Brazil with the entire South American Market (Mercosur) late 2010 the seeked for sale of Dematic was initiated.

• End of calender year 2012 the sale of Dematic as a whole to the American-Canadian Group AEA Investors and Canadian Teachers Fund was formally put into effect.

Dematic Brief History

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INTRODUCTION Dematic Organizational Structure

Dematic Group (Luxemburg)

Ulf Henrikson (CEO) Rustom Jilla (CFO)

North America (Grand Rapids)

J. Baysore (CEO) D. Killeen (CFO)

USA

Canada Mexico

Europe (Frankfurt)

W. Sill (CEO) R. Staaf (CFO)

Germany Austria Switzerland Russia Poland Hungary Czech Republic Spain France Italy Portugal Brazil (South America) Great Britain

Ireland Denmark Sweden Netherlands Belgium Middle East

Asia and Pacific Region

(Sidney)

A. Bradley (CEO) J. Creeley (CFO)

Australia

Asia China

Brazil Sao Paulo

Spain Madrid

France Paris

Germany Offenbach

Italy Milan

England Banbury

Owner: AEA Investors Canadian Teachers Pension Fund

Total Sales 2012: EbitDA 2012: Employees 2012:

1.000 M€ 110 M€ 4.000

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Date: 25.07.2013 h-p-s-consult GmbHIntralogistics + Project Management Consulting

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INTRODUCTION Dematic Business Segments / Service Portfolio

Integrated Logistics Solutions (Integrated Systems)

Planning

Simulation

Engineering

General Contractor

Systems and Components (Product Solutions)

Pallet + Miniload Cranes (Rapidstore)

Pallet + Tote Conveyors

Sortation + Picking Systems

Dematic Multishuttle (Roaming / Captive / Gen2)

Dematic AMCAP

Logistics IT

Warehouse Management Systems

Oder-Fulfillment-Solutions

SAP-Connection (Subdriver)

RFID

Tracking + Tracing

Customer Services

Spare Parts

Hotline

Operation + Repair Service

Inspection + Maintenance

Modernization + Upgrade (Extensions)

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Date: 25.07.2013 h-p-s-consult GmbHIntralogistics + Project Management Consulting

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INTRODUCTION

• Unlike the prevalent consulting and planning practice h-p-s-consult GmbH looks upon each approach to a solution through the perspective of feasability and practicability considering as well to be expected problems throughout the implementation process.

• Only the frequently lived through painful completions of special solutions and beta sites permit a sound assessment of risk potential and valuation of possible preventive measures. Sales and planning specialists do not posses knowledge and experience in that field and tend to suppress risks which is always leading to cost overruns and delays for all parties involved eventually followed by a long lasting loss of confidence.

Service Portfolio h-p-s-consult GmbH

Statements / Differentiation Range of Services

Specials

Additional Services (in cooperation with high-performance partner companies)

• Mechanical Installation • Electrical Installation

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Dematic Partner

Key Account

interims management

pragmatic consulting

results oriented solution proposals

calculation of profitability

feasability studies

detail planning

preparation of RFQs / ITTs

tender assessment

supplier selection

project controlling

system integrationproject management

site management

Date: 25.07.2013 h-p-s-consult GmbHIntralogistics + Project Management Consulting

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CONSULTING + PROPOSAL PREPARATION

• Consulting from the perspective of a secure implementation. Innovative and complex installations are admittedly many times aimed for. However, the realization of such projects carries quite often considerable risks. Experience has shown that for highly complex planned systems simplifications to ensure a sound and stable operation of such installations have almost always been required at a later stage. Having to maintain cost and schedule targets a simple standard solution is always to be perferred to a complex or innovative alternative.

• Preparation of Proposals is as far as possible carried out by h-p-s-consult GmbH. h-p-s-consult GmbH as an independent company is not tight up into Dematic process standards and can react and take action to customer needs much more target oriented. Short decision making ease and accelerates cooperation considerably and enhance customer satisfaction. For required detail planning and engineering as well as the simulation of solution alternatives the full Dematic engineering workforce can be made available.

• Contents and Scope of Quotes. To simplify the evaluation of quotations contents and scope are fully adjusted to

customer requirements and are not subject to extensive internal standards. In coordination with Dematic only a minimum extent has been agreed to. Overloading with spacious product or solution descriptions is to the greatest possible extent avoided. Depending upon the total project volume refering to the Dematic standard proposal structure can be recommended.

• Responsibility for Quotes. h-p-s-consult GmbH is fully responsible for the contents and details of quotes. In a regular coordination process Dematic is updated about the respective status of quotations. Suggestions and recommendations are included into the further works. The long time established realtionship of mutual trust makes a permanent review and an extensive approval process unnecessary.

• Contract Negotiation and Contractor. Contract negotiations are carried out by h-p-s-consult GmbH autonomously. In particular cases however a participation of Dematic representatives can be required. A placed order will be entirely booked under Dematic as contractor. Drafting of a contract with the contractor Dematic until undersigning and if required further is fully supported by h-p-s-consult GmbH.

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PROJECT IMPLEMENTATION (PROJECT EXECUTION)

• Continuity . After having been awarded a contract project management is carried out by h-p-s-consult GmbH. There is no disconnect between Sales and Implementation resulting in a loss of knowledge and relationship. Especially for projects with a tight time schedule it comes out as a considerable advantage. Avoidable delay times are ruled out completely. A built up and established relationship of confidence and trust is carried on without any transition time.

• Competence. h-p-s-consult GmbH disposes of utmost project management competence and stands out by far above the average Dematic project management level. As the only Dematic Project Director Hans-Peter Schwemler has in his Dematic time taken over the most difficult projects even for other Dematic subsidiaries and always completed them successfully. Hans-Peter Schwemler enjoys an outstanding reputation and recognition in Germany as well as abroad.

• Process. Project implementation in h-p-s-consult GmbH is based upon a lean project management process with a few mandatory quality gates to secure substantial project requirements. Especially engineering and acceptance phase need particular attention and accuracy. Planning and engineering mistakes can be rectified at a later stage only with extraordinary efforts and always with additional costs and delays for all parties involved. Appropriate acceptance processes and test procedures ensure a reliable production start and ramp up. Experience shows that extensive and overly detailled process descriptions lead to operator confusion rather than providing guidance.

• Quality. The quality of project implementation and with it the quality of project management expresses itself in a simplified way through the delivered system performance in terms of throughput and availability. Maintaining given budget and time schedule limitations is of secondary importance only and will be largely suppressed by not complying to the core criteria throughput and availability. Competence and quality of the project manager are directly related to the quality of the project. The combination h-p-s-consult GmbH / Dematic offers for projects of all sizes and volumes the maximum possible quality and certainty.

• Project Results. Project success is not determined by processes. Project success is always determined by the quality of the project manager. Application of modern project management methods can influence such quality positively. However, crucial remains to be the individual competence of the nominated person.

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CUSTOMER SUPPORT / KEY ACCOUNT

• Business Model Intralogistics Provider. The common business model of practically all well known intralogistics provider is construed upon a rigid separation between new business and after sales activities. Such structuring might be sensible through a pure commercial view on the entire business. For customers however a tremendous confusion is unnecessarily created in terms of responsibility and to whom to refer to. A consistent customer support without loss of information is not provided and obviously not intended.

• Introduction Key Account. Against the common practice h-p-s-consult GmbH would be able to close the obvious gaps and disconnections between sales and implementation and further between new business and after sales. As already described in the previous slides there is no further action required for sales and implementation due to the partnership agreement between h-p-s-consult GmbH and Dematic. All other requirements and requests, such as e.g. spare parts provision or maintenance and hotline contracts will be processed through h-p-s-consult GmbH as interface to Dematic as well. Having set this up each customer feels himself in a much more comfortable situation with a very clear allocation of responsibilities as there is one specific contact only.

• Nomination and Duties. As an independent company h-p-s-consult GmbH does not require any nomination and can act freely as Key Account for selected customers. The available insider knowledge of the Dematic organization as well as the acceptance and recognition together with the extensive network into all Dematic managerial levels allow h-p-s-consult GmbH to provide support regarding all subjects and issues. Regular meetings and talks with key account customers will ensure a smooth and prompt support.

• Customers Value Added. Apart of significant time savings especially regarding downstream requests and a clear and distinct allocation of duties with one specific contact person for all sales and implementation subjects the development of a solid relationship of trust seems to be of particular interest and importance.

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REFERENCES

MEXX

Sainsbury`s

Dansk Supermarked

DHL McGregor

BLG DC North (Tchibo)

Sainsbury`s

TAM Iran Khodro

OSEM (Nestle)

DHL O`Neill

BLG HRL 3 (Tchibo)

Zimmer

Bigler AG

Migros Aare

Suttero

Zimmer Extension

Bell AG

Tempo (Heineken)

apparel

groceries

groceries

apparel

mail order

groceries

automotive

groceries

apparel

mail order

medical engineering

meat

groceries

meat

medical engineering

meat

beverages

Voorschoten/Holland

London/England

Aarhus/Denmark

Waalwijk/Holland

Bremen/Germany

London+Birmingham/England

Teheran/Iran

Tel Aviv/Israel

Willebroek/Belgium

Bremen/Germany

Freiburg/Germany

Bern/Switzerland

Bern/Switzerland

St. Gallen/Switzerland

Freiburg/Germany

Luzern/Switzerland

Tel Aviv/Israel

Customer Industry Location

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SUMMARY / HIGHLIGHTS

• Implementation Experience. 25 years in plant engineering and construction with 12 years in intralogistics provide the experience to carry out sound assessments of subjects and requirements in the selling process as well as in implementation of projects. Of priority is for all considerations feasability and practicability. Simplifications and standard solutions are always to be preferred.

• Core Competence. Project management including project controlling together with system integration are distinctive core competences of h-p-s-consult GmbH. The successful implementation of challenging international large projects is proven in above list of references. As Project Director and Crisis Manager Hans-Peter Schwemler disposes of a far above average project management quality.

• Partnership. The partnership h-p-s-consult GmbH / Dematic provides for every customer the excellent implementation experience and project management quality of h-p-s-consult GmbH combined with the engineering competence and product diversity of Dematic as a premium package, which cannot be made available by all other competitors.

• Key Account. With the introduction of a true key account management by h-p-s-consult GmbH all interfaces into Dematic are reduced to a minimum and a consistent integrated customer support for all possible subjects is provided at all times.

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Driven by Experience

Core Competence Implementation