Inc Oder TM Sales Training Course NOT FOR

Inc. Oder TM Sales Training Course NOT FOR GENERAL RELEASE Revision E Commercial in confidence Mark Howard Copyright Zettlex 2004 -2016 March 2016 1 BS EN 13980 x BS EN ISO 9001

Contents 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. What is it? How does it work? What are the benefits? What is the USP? What is the competition? What are the applications? What is the track record? Who buys these products and why? How do we identify potential customers? How much does it cost? Questions & Answers. Available documentation, price lists etc. 2 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. What is it? How does it work? What are the benefits? What is the USP? What is the competition? What are the applications? What is the track record? Who buys these products and why? How do we identify a potential customer? How much does it cost? Questions & Answers. 3 Commercial in confidence Copyright Zettlex 2004 -2015 BS EN 13980 x BS EN ISO 9001

1. What is it? q q q “A high precision, angle encoder” “Low profile with a large bore” “Easy to install to achieve high accuracy” 4 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

1. What is it? q q q Zettlex’s main product line An excellent way to promote and advertise A great way to strike up a conversation with customers 5 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

1. What is it? 6 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. What is it? How does it work? What are the benefits? What is the USP? What is the competition? What are the applications? What is the track record? Who buys these products and why? How do we identify a potential customer? How much does it cost? Questions & Answers. 7 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

2. How does it work? q Like a transformer - similar to resolver q DC power in q Absolute, digital* values out q No need for separate electronics q No need for high-precision installation * - can be incremental (Aq. B pulses) or analogue (0 -10 V) but it’s most frequently absolute & digital 8 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

2. How does it work? 3 1. 2. 3. 4. Supply power here Electromagnetic field here Rotor distorts the field Stator senses distortion & processes signals 5. Data output here 4 2 1 5 9 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

2. How does it work? • “Is it the same as an Inductosyn? ” • This is a very good sign • Similar physics but: • No connection to rotor • Much less expensive • Not ITAR restricted • Much larger range of product options 10 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

2. How does it work? • “Is it the same as brushless resolver*? ” • This is a very good sign • Same physics but: • Less bulky • Similar accuracy as ‘A grade’ resolvers • Includes all electronics • Not ITAR restricted * Other terms are slab resolver, pancake resolver, frameless resolver 11 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. What is it? How does it work? What are the benefits? What is the USP? What is the competition? What are the applications? What is the track record? Who buys these products and why? How do we identify a potential customer? How much does it cost? Questions & Answers. 12 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

3. What are the benefits? Non-contact Inductive Absolute Surface measurement Low profile No bearings Big bore Digital output ‘Fit & Forget’ Insensitive to dust, water & temperature No seals No cal step Easy & low cost installation Assists design of host equipment Low cost & reliability Assists design of host Simple* * Resolvers and Inductosyns are difficult to specify and engineer 13 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. What is it? How does it work? What are the benefits? What is the USP? What is the competition? What are the applications? What is the track record? Who buys these products and why? How do we identify a potential customer? How much does it cost? Questions & Answers. 14 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

4. What is the USP? Easy design & installation to achieve good measurement performance Good measurement performance in harsh conditions 15 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. What is it? How does it work? What are the benefits? What is the USP? What is the competition? What are the applications? What is the track record? Who buys these products and why? How do we identify a potential customer? How much does it cost? Questions & Answers. 16 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

5. What’s the competition? q Traditional shaft (optical) encoders q Hengstler, BEI, Sick-Stegman etc. q Accurate but delicate q Inc. Oder wins on ruggedness & shape q Optical ring encoders q Renishaw q High performance (on paper) q Inc. Oder wins on ruggedness & cost 17 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

5. What’s the competition? q Magnetic ring encoders q Renishaw, Honeywell q Robust but lack performance & EMC problems q Inc. Oder wins on performance q Resolvers q Muirhead, LTN, Axsys (Northrop), q Rugged but big, bulky & expensive q Inc. Oder wins on price, simplicity, size & weight 18 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

5. What’s the competition? q Netzer ‘Electric’ (capacitive) Encoders from Israel q q q Most frequent competition Good performance on paper - poor actual performance Netzer has major problems with: foreign matter – condensation q low temperatures q electrostatic charge on rotating shafts – may require earthing q price (typically >50% more than Zettlex) q tight installation tolerances q service q q Inc. Oder wins on price, reliability & service 19 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. What is it? How does it work? What are the benefits? What is the USP? What is the competition? What are the applications? What is the track record? Who buys these products and why? How do we identify a potential customer? How much does it cost? Questions & Answers. 20 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

6. Applications 21 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. What is it? How does it work? What are the benefits? What is the USP? What is the competition? What are the applications? What is the track record? Who buys these products and why? How do we identify a potential customer? How much does it cost? Questions & Answers. 22 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

7. Track Record Form factor; high resolution, low temperature. 23 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

7. Track Record Form factor; high resolution, reliability. 24 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

7. Track Record High resolution; reliability; custom housing and vibration resilience 25 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

7. Track Record Reliability; custom housing; pressure resilience 26 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

7. Track Record Reliability; lightweight; accuracy 27 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

7. Track Record High resolution; form factor; reliability 28 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

7. Track Record Form factor; reliability; resilience 29 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

7. Track Record High resolution; form factor; SPI comms 30 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

7. Track Record Big bore; high resolution; shock resilience 31 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. What is it? How does it work? What are the benefits? What is the USP? What is the competition? What are the applications? What is the track record? Who buys these products and why? How do we identify a potential customer? How much does it cost? Questions & Answers. 32 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

8. Who buys? Equipment Manufacturers Electro-optic & camera gimbals Pan & Tilt systems Antenna systems Weapons systems Robots & Manipulator Arms Surgical Robotics Bomb disposal robots Rotary & Rate Tables Rotary joints Machine tools Packaging Machinery Lab & Test Automation 10 – 500 units/year/contract Instrumentation Users Researchers & developers in universities, commercial R&D departments Test equipment Calibration equipment 1 -5 units total order Not here Focus here Commercial in confidence Copyright Zettlex 2004 -2016 33 BS EN 13980 x BS EN ISO 9001

8. Who buys & why? • Mechanical Designer……. struggling with space or weight or temperature • Electrical Manager……. struggling with measurement performance/cost • • • Electrical Designer ……. who don’t understand resolvers Business Development Manager ……looking to reduce cost, reduce size/weight or improve measurement performance Netzer Customers ……. who have realized capacitive sensors are unreliable 34 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

8. Who buys & why? Top reasons for purchase: 1. Form factor – flat with a big hole in the middle! 2. Price 3. Absolute 4. Measurement performance especially high resolution 5. We offer customization 6. Simple 7. No couplings 8. Robust to muck 9. No bearings 10. No precision installation 11. No maintenance 12. No seals 13. No analogue conversion 35 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. What is it? How does it work? What are the benefits? What is the USP? What is the competition? What are the applications? What is the track record? Who buys these products and why? How do we identify a potential customer? How much does it cost? Questions & Answers. 36 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

9. Identifying potential customers q One or more of the following characteristics q Using rotary joints q Using Netzer q Using slip rings q Using pancake resolvers q Using direct drive motor q Manufacturer of gimbals for cameras, radar, ISTAR, launchers or weapons 37 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. What is it? How does it work? What are the benefits? What is the USP? What is the competition? What are the applications? What is the track record? Who buys these products and why? How do we identify a potential customer? How much does it cost? Questions & Answers. 38 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

10. How much does it cost? 1. Be sure you understand the part numbering system in Product Guide. THIS IS IMPORTANT 2. Build up Part Number 3. Use Product Configurator on web-site 4. OR, Calculate Cost from Price List (Latest on Support on web-site) 5. Apply your discount 6. Quote 7. Usually lead-time is 4 weeks 39 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

10. How much does it cost? 40 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

Questions & Answers 41 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

12. Available Documentation • • See www. zettlex. com Support Partner Area Password = zettpart 42 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001

www. zettlex. com +44 [0] 1223 874444 email: info@zettlex. com “Ours is a simple business ethic: honesty, hard-work & great customer service” Mark Howard, Zettlex General Manager 43 Commercial in confidence Copyright Zettlex 2004 -2016 BS EN 13980 x BS EN ISO 9001