KALMAR NORTH AMERICA DEALER NEWSLETTER n SPRING, 2015 n VOLUME 4, ISSUE 2

New ways to help you stay competitive ■ Kalmar Rental Program ■ Top Salespeople Recognized ■ In New Roles: Troy Thompson

and Paul Bailey

Unique perspectives from our customers’ standpoint ■ Kalmar Goes Social

Information to help you improve your knowledge and skills ■ Webinars ■ Trade Shows ■ Sales Training Courses

The latest in product innovations and information ■ ECG50-90L Demo Program

A Success ■ Quick Delivery Stock Units

01 SALES 03 CUSTOMERS 04 TRAINING 02 PRODUCT

COUNTER BALANCE

01 SALES

Kalmar Rental Program a Model for SuccessKalmar’s first annual rental program has now come to a close. The success of the program has far exceeded our expectations and we’re proud to announce the continuation of this program for 2016!

Our intention with this program is to allow the dealer rental fleets to plan and budget in advance with the knowledge of Kalmar incentives to help you grow your rental business. Kalmar fully understands the risks and rewards associated with such large capital expenditures and we fully intend on being your partner in this process. By offering additional discounts, extended warranties and other incentives, Kalmar is helping to reduce the burden and share in the risks and rewards.

How it WorksAs an example of the amount of support provided by Kalmar, one dealer ordered a DCG90-6 and received discounts off of the initial purchase price, an extended 2-year / 4,000-hour warranty, and their choice of either 120-day interest-free financing through Wells Fargo or a 500 / 1,000-hour mainte-nance kit totaling $11,450 in additional cost savings.

If you did not have a chance to participate in this year’s program please stay tuned in the months to come for details on the 2016 Kalmar Rental Program.

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Kalmar Honors Award Winners at LaPlaya ResortKalmar is pleased to announce the winners of the 2014 Top Salesmen and 2014 Premier Partner Awards. These outstanding performers will be honored April 12, 2015 at a ceremony at LaPlaya Resort in Naples, Florida.

Top Sales Performers 2014Stephen Young Adobe Equipment Houston LLCJackie Thompson Gregory Poole Equipment LTDGreg Aloia Calumet Lift Truck Service Company Inc.Allen Hathaway Ring PowerBill St. John TowliftScott Toppett DarrRobert Young Adobe Equipment Houston LLCClaude Berlinquette Hewitt EquipmentPhil Neely Adobe Equipment Houston LLCScott Taylor Attica Equipment LtdJim Sheahan Wiese USA Inc.Chuck Ford Adobe Equipment Houston LLCJim Curtis MasonliftAaron Gallyer Quinn LiftDoug Atherton Mid Columbia ForkliftPhil Verspelt Wiese USA Inc.Jim Maeder TowliftJacob Kid Gregory Poole Equipment LtdTrey Edwards Wiese USA Inc.

Premier Partner Award Winners 2014• Adobe Equipment Houston LLC• ASCO• Calumet Lift Truck Service Company Inc.• FMH• Wiese USA Inc.• Towlift

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We will be staying at the LaPlaya Resort in Naples, Florida.

Detailed schedule to be released soon!

LaPlaya Resort / 9891 Gulf Shore Drive / Naples, FL 34108

Premier Partner Award Winners 2014• Be sure to arrive at LaPlaya Resort by 5:00 PM on April 11, 2015 (check-in is at 4:00 PM).

• Welcome reception will be at 6:00 PM at LaPlaya’s North Beach.

• Kalmar Awards Ceremony will be Sunday, April 12, 2015 at 6:00 PM at LaPlaya’s North Pool.

• Plan your departure for anytime on April 13. Check-out is at Noon.

• Kalmar will cover two nights stay + food for two representatives per dealership, plus 1 guest each. Detailed schedule to be released soon!

Top Sales Performers 2014• Be sure to arrive at LaPlaya Resort by 5:00 PM on April 12, 2015 (check-in is at 4:00 PM).

• Kalmar Awards Ceremony will be Sunday April 12, 2015 at 6:00 PM at LaPlaya’s North Pool.

• Plan your departure for anytime on April 15. Check-out is at Noon.

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Quote Incentive• $250 deduction per order received, accompanied by a dealer prepared quote

• Two orders with dealer prepared quotes roughly equal to the cost per user on SRA

• Quote prepared in SRA

OR

• Quote prepared in Kalmar (KIS) system / Kalmar position and SI numbers

• Incentive will be shown on Order Acknowledgements

• Incentive credited upon invoicing

Premium Quality Used Equipment —

The Economic Alternative

If you are looking for a place to sell your pre-owned Kalmar equipment

we have the solution. Kalmar markets pre-owned equipment globally on

www.kalmarusedequipment.com

With search results including location, price, capacity,

year of manufacture, hour of use and pictures, we are sure

to pair the correct buyer and seller on a global market.

If interested in broadening your market for pre-owned

Kalmar equipment, please contact Lyn Shepperd at

lyn.shepperd@kalmarglobal.com for more details.

Dealer Prepared Quote Incentive

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Kalmar Website Redesigned With You in MindThe Kalmar website has just been renovated with a fresh new look and easier, more intuitive navigation. The original URL, www.kalmarind-northamerica.com has been shortened to: www.kalmarusa.com. The home page features a rotating photo gallery and a clean layout putting key resources such as equipment, services and customer support right at your fingertips. You’ll also find the latest corporate and industry news, events and tweets. Be sure to update links on your dealer site to go to the new URL, www.kalmarusa.com today.

KALMARUSA.COM

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In my new role, I am responsible for leading the Ports & Terminals team throughout the Americas. This includes all the Kalmar Products as well as the Kalmar distributors in the Americas region. I have over 25 years of port industry experience, having spent much of that time working with container handling companies around the world. I was president of Cargotec Port Security from 2008-2012 and most recently served as Marketing Director, South America for Kalmar Americas.

Favorite pastimes. I love the water, so I like to spend free time boating at the lake. I also have five daughters between the ages of 14 and 20, so I stay very busy following all of their activities.

What is your vision for the position? As the Senior Product Support Manager Counterbalance Units for The Americas, I oversee product support during the warranty period and a full array of technical support throughout the life of counterbalance (CB) units. Our elite team of highly-skilled technicians has in excess of 125 years of specialized experience in heavy equipment. Team members are strategically located within North,

Central and South America. My vision is that Kalmar Americas become known for the quality of its product support par excellence.

Tell us about your background. Where did you work most recently? I am approaching my 17th year with Kalmar. I returned in December 2013 after a 2 year period with Kone Cranes. Prior to working at Kalmar, I served in the United States Marine Corps for 22 years.

How about family? I am the proud father of three lovely daughters. I recently became engaged to my first wife after a 20 year hiatus.

What are your favorite pastimes? I take pleasure in determining how things work and applying what I learn to creating and fixing various projects. I enjoy active activities like flying, sailing, biking and fishing. Lastly, I am a licensed pilot and nothing compares with flying aircraft.

Paul Bailey, Senior Product Support

Manager, Counterbalance Units for the Americas

Troy Thompson, Vice President,

Ports & Terminals for the Americas

Getting to Know Troy Thompson and Paul Bailey

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02 PRODUCT

It has been proven time and again that customer demonstrations sell Kalmar equipment. The decision to purchase a Kalmar is not made on price alone. Key customer considerations/needs include ergonomic design, serviceability, durability and performance of the equipment. And no proof is more telling than putting a machine into service at a customer’s location. That is why Kalmar has invested in a demo program for the newly-launched ECG50-90L series of electric forklifts.

Demo Program History In the program’s infancy, Kalmar released an ECG70-6 to the North

American market and it has been making the rounds doing customer demonstrations across the west coast with much praise. With over 50% of the Kalmar dealer network enrolled in the demo program (launched at the 2014 dealer meet-ing in Cibolo, Texas), we decided a second machine was necessary and will be delivering an ECG90-6LS to the east coast this month.

Getting Started If you missed out on the opportunity to enroll in the program, it is not too late. The program rules are very simple. The dealer must provide a list of 4–6 targeted

customers, set appointment dates for those customers, and a local sales representative must be present at those demonstrations. The dealer is only responsible for the local freight charges to the customer locations plus a refundable $1,000 deposit upon completion of the 4th customer demo. The dealer must also agree to pass the machine along in good working condition upon completion of the final demonstration. For more details and to enroll in the program, please contact Lyn Shepperd at lyn.shepperd@kalmarglobal.com

or your local regional manager.

Kalmar Introduces Electric ECG50-90L Customer Demo Program

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Kalmar Customer Experience and CO-OP Support

Being able to see, touch and experience the manufacturing process from beginning

to end provides a deeper understanding of Kalmar’s commitment to

precision and quality.

So we’d like you to invite your customers for a

customized personal tour and San Antonio cultural experience. Offer a customized experience based on their preference.

We’re proud of our state-of-the-art manufacturing facility and believe a customer visit can have a positive impact on the outcome of a pending Kalmar sale.

Continued on next page.

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• Inclusive of a factory tour, test drive and ride along depending on the specific product or products that interest your customer.

• We provide local assistance to help with booking hotel, transportation and entertainment.

Kalmar Customer Experience (cont’d.)

• Increase your sales closure rate.

• Kalmar will pay 50% of the shipping costs from Cibolo, Texas to the

customer’s location in North America for the customer who

purchases our stock DRG450-65S5 or DCG140-6BW in Cibolo, Texas.

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Customer Experience MenuSan Antonio River Walk

Family Packages

• Stay at one of the historic downtown hotels or one of the newly-renovated resorts

• Experience the River Walk on a River Boat Tour

• Dine at award-winning food destinations

• JW Marriott San Antonio Hill Country Resort & Spa property

• Most renowned resort in Texas Hill country

• 4-Diamond rating by AAA

• The Lantana Spa & River Bluff Water Park

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Customer Experience Menu (cont’d.)

Ultimate Golf Experience

How It Works

• TPC San Antonio – One of three US courses to sponsor two US Golf Tour events each year

• Lodging at JW Marriott, San Antonio, Texas

• Gather your Customer Menu preferences and available dates

• Contact Jenny Wilson, (210) 218-7046, to solidify your plans

Fine Print• Kalmar will cover up to 50% of the customer’s cost

— Travel, lodging and entertainment

— 2 persons

• Customer visits require approval from your Kalmar Regional Manager

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Quick Delivery Units Exworks Sweden

Quick Delivery Units FOB Cibolo, TX

Trucks for Quick DeliveryCheck out Kalmar’s Stock program.

DCG140-6BW Tier 3 Available NowDRG450-65S5 Tier 3 Available NowDCG150-6 Tier 4i AprilDCG160-12 Tier 4F June

DCG100-6 Tier 4i MarchDCG127-6 Tier 4i MarchDCG160-6 Tier 4i MarchDCG160-12 Tier 4i MarchDCF250-12LB Tier 3 MarchDCF250-12LB Tier 3 AprilDCF250-12LB Tier 3 AprilDCF250-12LB Tier 3 AprilDCF250-12LB Tier 3 AprilDCF250-12LB Tier 3 May

Rules & Restrictions: Only standard pricing applies. The schedule is created on a first-come first-served basis upon presentation of a purchase order. Lead time is dependent on schedule availability and stocking levels. Orders limited to standard specifications. Changes will not be allowed after a firm order has been received.

Kalmar reserves the right to amend, cancel or revoke the program if Kalmar judges any future circumstances warrant such a decision. Kalmar will be the final authority with respect to interpretation of the program rules or to any area of controversy not specifically covered within the rules, including final review for eligibility.

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Tier 4i Update: Limited Inventory RemainingThe supply of Tier 4i is rapidly depleting, so order yours today.

Tier4i engines provide several advantages over the Tier 4, including lower maintenance costs and no DEF fluid required for maintenance.

Thanks to the success of Kalmar’s first annual rental program launched this January through February our supply of Cummins Tier 4i engines (173hp and below) have been reduced to fewer than 10 for DCG100-180 models.

Due to wheelbase constraints a special allotment has been allocated for the DCG90-6 model.

Please note that we are still able to provide Tier 3 engine packages utilizing the EPA TPEM program for DCF180-520 including Reach Stackers and Top Picks.

Model Engine Transmission Emission Standard Horsepower

DCG100-140BW Cummins QSB6.7 ZF3WG161 Tier 3 173 hp

DCG90-6Cummins QSB6.7Volvo TAD572VE

ZF3WG161ZF3WG171

Tier 4iTier 4 Final

173 hp214 hp

DCG100-180

Cummins QSB6.7Cummins QSB6.7Volvo TAD572VECummins QSB6.7

ZF3WG161ZF3WG161ZF3WG171ZF3WG171

Tier 4iTier 4 FinalTier 4 FinalTier 4 Final

173 hp173 hp214 hp225 hp

DCF180-250 Cummins QSB6.7 ZF3WG171 Tier 3 220 hp

DCF280-330 Cummins QSB6.7 Dana TE17000 Tier 3 260 hp

DCF370-520 Cummins QSM11 Dana TE32000 Tier 3 350 hp

DCF80-100E Cummins QSB6.7 Dana TE17000 Tier 3 220 hp

DCF410CSG Cummins QSM11 Dana TE32000 Tier 3 350 hp

DRF100 Cummins QSB6.7 Dana TE17000 Tier 3 220 hp

DRF450 Cummins QSM11Dana TE32000

ZF5WG261Tier 3 371 hp

DRG100 Volvo TAD871VE Dana TE17000 Tier 4 Final 248 hp

DRG450Cummins QSM11Volvo TAD1171VEVolvo TAD1172VE

ZF5WG261ZF5WG261LUZF5WG311LU

Tier 3Tier 4 FinalTier 4 Final

350 hp355 hp382 hp

n Limited Supply

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03 CUSTOMERS

Kalmar’s Gone Social!

Facebook ■ Facebook.com/KalmarUSA

■ Training & Event Announcements

■ Promotional Announcements

■ Photos!

LinkedIn ■ See industry news

■ Kalmar company updates

■ Training & Event Announcements

■ Product updates

YouTube ■ Videos from all Kalmar product lines!

■ YouTube.com/KalmarGlobal

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Continue to Expand Your Kalmar Product Knowledge, Attend a Webinar!Please see link below and make sure to sign up for the Webinar. After registration you will receive a confirmation email containing information about joining the Webinar.

All of the webinars can be accessed from our dealer secure website, www.kalmarusa.com

Please contact your Regional Manager with any questions.

Training Webinars

• Kalmar Parts Training Tues., April 7, 2015 at 10:00 a.m. CDT Register Here

This webinar will outline the features and benefits of C-Parts online inventory and ordering system. We will also cover Kalmar parts shipments, returns, emergency orders, stock orders and warranty information.

View System Requirements

• Container Handling Training Wed., June 17, 2015 at 10:00 a.m. CDT Register Here

This webinar will cover topics surrounding the container handling industry and Kalmar equipment in the container handling industry.

View System Requirements

• Webinars:

04 TRAINING

Sales Training

Dealer Sales Training

May 19–21, 2015Cibolo, Texas

October 13–15Cibolo, Texas

Container Handling

March 24–26, 2015Charleston, South Carolina

Save the date for the next dealer sales training class. Registration details to come.

As always, there are limited seats available for the training and registrations are taken on a first-come, first-served basis.

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• 2015 Trade Shows

Please contact your Kalmar Regional Manager for additional tradeshow details and opportunities.

• The Iron & Steel Technology Conference and Expo — Steel’s Premier Technology Event! Cleveland Convention Center, Cleveland, OH, May 4 –7 www.aist.org/conference-expositions/aistech

• Offshore Technology Conference NRG Park, Houston, TX, May 4 –7 2015.otcnet.org

• Forest Products Machinery & Expo Georgia World Congress Center, Atlanta, GA, June 10–12 www.sfpaexpo.com

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• 2015 Trade Shows (cont’d.)

Please contact your Kalmar Regional Manager for additional tradeshow details and opportunities.

• IANA Intermodal Expo 2015 Ft. Lauderdale, FL, September 20–22 www.intermodalexpo.com

• Breakbulk Americas 2015 George R. Brown Convention Center (Exhibition Hall E), Houston, TX, October 5–8 www.breakbulk.com

• 2015 NHLA Annual Convention & Exhibit Showcase Omni Hotel Downtown Nashville, Nashville, TN, October 7–9 www.nhla.com/convention

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More Kalmar resources are available at:

www.kalmarusa.comwww.kalmarglobal.com

COUNTER BALANCE

Kalmar USA Inc.415 East Dundee Street Ottawa, KS 66067 USA

Phone: +1 785 242 2200Fax: +1 785 242 8573

www.kalmarglobal.comwww.kalmarusa.com

Kalmar CounterbalanceWe invite your input and suggestions.Please address letters to the editor at 2604 N.E. Industrial Dr., #230, N. Kansas City, MO 64117, E-mail: tandersson@proactgroup.com. Letters submitted imply the right to edit and publish. Every effort is made to ensure the accuracy of the information in the offers contained in this magazine. However, printing and typographical errors may occur. These are not intentional and are not the responsibility of Kalmar USA Inc. or the companies or individuals who create, produce and distribute this magazine. Offers and pricing may change at any time without prior notification. The descriptions and specifications in this publication were in effect at the time of approval for printing. Kalmar USA Inc. reserves the right to change specifications without notice and without obligation. Published letters do not necessarily reflect the opinions of Kalmar USA Inc., Industrial & Terminal Americas Region, 415 East Dundee Street, Ottawa, KS 66067 USA. www.kalmarglobal.com, www.kalmarusa.com 2015 Kalmar, Inc. All rights reserved.

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