Business Development and Marketing Plans

1. Introduction to Composite Vision
Andrew Harvey
August 2011

2. Who we are, what we do
� Composite Vision specialises in Business
Development & Consultancy, aimed at supporting
companies, in the composites industry, looking to
grow their business and deliver market leading
products.
� Utilising the latest approaches/business skills,
combined with an in-depth knowledge and network
of contacts in the Wind Energy, Marine, Transport
& Infrastructure markets, Composite Vision is
ideally positioned to support companies focused on
exploiting new products, markets and technologies.

3. Business & Marketing plans

4. Marketing Plans
� Marketing plans define new Market Overview ASP Range
Market Overview Segmentation $xx.xx – xx.xx
ASP Range
product/service opportunities Description
Description
Market
Value ChainMarket Segmentation
Value Chain
Brief description of the
($MM TAM)
100%
($MM TAM)
$xx.xx – xx.xx
3
5 4 4 4
target segment
Brief description of the 7
100% 12
3
Resin supplier 5 xxx
22
4
17 4
xxx
4
OEM
target segment 25 1 10 7
Competition & Differentiation Ideas
80
Resin supplier xxx xxx 22 OEM 17
17
12
5
based on customer or market
25 1 10
Competition & Differentiation Ideas
80 23 17 5
2
Description • xxx • xxx • xx 21 • xxx
Competition 60 Value Proposal
32 1 23
2
Description • xxx • xxx • xx 21 21 • xxx
3
Milestones Weaknesses Value Proposal
Competition 60 37
& Needs 1
32 1
21 <=12"
3
16
Comp/Product Strengt hs /
Milestones Weaknesses & Needs
37
3
40 14"
• Describe Your Initial Ideas on a Differentiated
1
Macro Trends Comp/ Product 8 16
15" <=12"
Milestones – Last 90/Days
St rengths Needs Value Prop 47
3
3
40 5 14"
• Describe Your Initial Ideas on a Differentiated
Influence on N/AProduct
#1 Comp/ +Strength Med or 8
Low, High Low, Med or High 12"W
Low, Med or High
Macro Trends 40 15"
needs.
Milestones – Last 90 Days Value Prop 47 Needs
3
• Xxxx buying decision 20 +Strength 26
Influence on N/AProduct 5 33 • Describe Your Initial Ideas on a Differentiated
13"W
12"W
• Xxxx
• Xxxx
#1 Comp/
buying decision Milestone -22
20 Impact & Team
+Strength
Weakness MedOwner
Low,
+Strength 26
or High Low, Med40Status
Value High
or Prop Low, Med or High
14"W
33 Timing • Describe Your • AreaIdeas on a Differentiated Remove
Initial Where Help Is Needed to
15"W 13"W
• Xxxx
• Xxxx
• Xxx
Competencies • Xxx Xxx
•
Milestone
0
4
Impact & Team
- Weakness
Milestone -22 Xxx 5
•
Q2'05- 4Weakness 5
• Xxx Xxx
• Q3'
Month
Value Prop
Status
incl. Industry design,
5 •
Value Prop • CloseProcess
• System design, Q2'06 5
YTD
analysis
>=17"14"W
Weakness Name 4 • System•integration,StatusTrend Ideas on aor Accelerator the Assessment
Owner 4Describe Your Initial
Timing Barriers in Differentiated
• Area Where Help Is Needed to R
Team
15"W
Impact 05 Name Q4'05 4 Mechanical•integration,Sales• InitialBarriers inaor Accelerator the Assessment
to market on Differentiated
Q1'06 4Describe Your Trend analysis
Ideas
emove
#2 Comp/ Product
Milestone +Strength
Milestone Name MonthMonth Status Status >=17"
• Xxxx Competencies • Xxx
• Xxx 0 • Xxx Mass production design, • CloseProcess
incl. Industry $MM
Value Prop Sales to market
• xxxx ($ MM) • Xxx Q3'05
Impact Name Q4'05 Mechanical design,Q2'06• IncludeTeam
#2 Comp/Milestone +Strength
Product Q2'05
+Strength Name services Q 1'06 YTD Key Decisions and Consequences Last Review Now
• xxxx
• xxx Xxx Milestone
• • xxx Xxx
- Weakness •
($$16
MM)
+Strength
Insight s • xxx
Value Prop EURMonth Status
PAC AMR Month production $MM
Mass
services
Status Global Marketing GPC & Technology
• Xxx Include Key Decisions and Consequences Last R
• F – xx% eview F – xx%Now
Relative
Milestone - Weakness
- Xxxxx
Insights
$14 $16
Milestone - Weakness High
Value Prop
• xxx Milestone - Weakness Name PAC AMR Month Status
Name Month EUR Status
• Xxx Xxx Name
Potential Customer Benefits
Milestone +Strength $14 System TargetMonth Status Low, Med or High• Name
$12 Name Low, Month High Attributes Status
• •
Global Marketing
• Name Current Performance C – xx%
GPC
• Name
GPC &C – xx%
Technology C – xx%
F – xx% F – xx%
C – xx%
#3 Comp/ Product High- xxxx Low, Med orName
CM Low, Med or - Xxxxx
Med or
xxxx GPC
Relative $10 • Xxx Xxx Name
GEP • •
Potential Customer Benefits • Name
CM Low, Med or
+Strength $12 System Target or High Status Low, Med or High CTQ’s Target • GEPName
= Differentiator
#3 Comp/ Product High- xxxx Low, Med or Name • xxx
Milestone +Strength High Med Attributes
Low, • Xxxx
Month • xxx Comp 1 • NameCurrent Performance Comp 1 Comp2
•
Name GEP
� Working closely with customers to
• xxx xxxx
How to - Weakness$10
$8 = Differentiator • Xxxx GEP
Comp Xxx • Name
•
• Xxx 2 • Name
+Strength • Xxxx
Influence to
How - Weakness • xxx
GE Confidential
$6 $8
• xxx• xxxx • xxx Comp 1 IP Attorney
April 25 2007 CTQ’s Target • GEP (Now)
(Last)
Name GEP Comp 1 Comp2
Influence
Milestones – Next 90 Days
- Weakness • Xxxx
xxx
• xxx Xxx 2
•
Comp
Xxxx xxx Technologyxxx
xxx(Last) (Now)xxx xxx
- Weakness xxxx
GE Confidential • xxxx April•25 2007 IP Attorneyxxx
Milestones$4 Next 90 Days
– $6 • xxx Name Xxxx Xxxx • Name
xxx xxxxxx xxxxxx xxxxxx xxxxxx
Technology
Milestone $2 $4 Name Month Status xxx • Name
xxxx • Name Xxxx xxxxxx xxxxxx xxxxxx xxxxxx xxxxxx
Xxxx • Name
$0 $2 • Name
Milestone
Milestone NameName MonthMonth Status Status FieldXxxx xxx • xxx Name xxx xxx xxx
GE Confidential Y2 April 25 2007
Milestone $0 Y1 Name Y3
Month Status Status Field
• Name
Milestone Name
GE Confidential Month • Name 25 2007
April
ASP $x.xx Y1 $xx.xxY2 $xx.xx Y3
Milestone
Milestone NameName MonthMonth Status Status GIB Target Month: xxx
• Name
produce targeted Marketing Plans,
ASP $x.xx xxxx$xx.xx x.x% $xx.xx xxx • Name
TAM ($MM) x.x% x.x% • Name Target Month: xxx
GIB
Milestone
Milestone NameName MonthMonth Status Status • Name
TAM ($MM) x.x% Confidential x.x%
GE xxxx x.x% xxx
Milestone
System Cost Model Status
Name Month
• Name April 25 2007
Val. Customers GE CostGEP Rank
SystemIndustry Comp1 Comp2
/ Confidential Model Customer Benefits
April 25 2007
Val. Customers / Industry Rank Customer Benefits Other
#X Logo $/kg #X Logo
ASP xx GEP Comp1 xx
xx Comp2 • Xxxx
• Xxxx Other
#X Logo $/kg #X GE Confidential xx
ASP Logo xx xx • Xxxx
• xxxx
• April 25 2007
Name
Mtl cost / unit xx GE xx xx • Xxxx • Name 25 2007
#X Logo #X Logo Confidential
that map your chosen markets
• April
Name
Processcost / unit
Mtl cost xx xx xx xx xx xx • xxxx • Name
#X Logo #X Logo • Name
• Name
• Name
Process cost xx xx xx
Other cost xx xx xx • Name
GE Confidential April 25 2007
Other cost xx xx xx
System Cost xx xx GE Confidential
xx
April 25 2007
System Cost xx xx xx
determine your competitive GE Confidential
GE Confidential
April 25 2007
April 25 2007
position and identify opportunities
to increase sales and grow your
business.
“ Identifying Opportunities to Support
Business Growth”

5. Business Strategy & Development

6. Business Strategy & Development
� Business Planning & Strategy
Series of on-site workshops, using the
latest thinking & tools, to deliver the
business plan and strategy.
� Provide an NPD process that leads
to effective innovation and
market success.
�Tools
Latest processes and tools to support
your business and new product/service
developments.
“ Delivering Strong Business results by using the very
latest thinking, processes, and tools to develop,
communicate and implement the business strategy ”

7. Summary
� Business Development.
�Can provide support in identifying and developing new
business
� Value added by Composite Vision:
� Clear understanding of approach & tools used by
large global companies to develop business strategies.
� In depth knowledge and large network of contacts in
the composite industry, giving a clear picture of the
market segments and providing validation of new
product/service developments.

8. Composite Consultancy

9. Composite Consultancy
� Can provide full consultancy service from part design to
manufacture & testing for both prototyping and series
production
Prototyping Design
Materials &
Equipment
Materials
Evaluation &
Pattern/direct
mould
Part
Manufacture
Full scale
component
Procurement Qualification manufacture & Assembly tests
Series Materials & Pattern/ Part
NDT &
Production Design Equipment mould manufacture
Quality tests
Procurement manufacture & assembly
� First consultation will be free of charge (excluding
expenses)
� Offering will be tailored to customer needs
�Composite Vision can provide a total end-to-end solution
for composite part manufacture
“ Delivering products that meet Customer expectations”

10. Design
Working closely with designers to ensure that the composite parts
do not only meet the performance requirements but are also easy to
manufacture and use the most cost effective materials.
Range of design services include:
� Conceptual design studies including
materials selection, part manufacture routes
& cost estimates.
� Laminate design & specification .
� Finite element Analysis.
� 2D and 3D modelling
� Defining mechanical & analytical tests to
qualify or validate the performance of the
composite structure
“The best designs integrate products with processing
route to deliver performance that meets customer needs”

11. Materials/Equipment Procurement
� Composite Vision has established
relationships with a large number of
material suppliers from polyester
systems to high performance epoxy
systems and can source materials at the
lowest possible price.

12. Materials Evaluation/Qualification
� With expertise in composite materials, Composite Vision can
act as liaison with classification societies and define/perform
mechanical, analytical and environmental tests to validate the
performance of composite materials and structures.

13. Pattern/mould manufacture
� Composite Vision have a clear
understanding of the latest technology
and materials required to produce high
quality patterns and moulds in the shortest
possible time.
� Working in association with subcontract
tooling companies and equipment
suppliers, Composite Vision can deliver
high quality patterns & moulds designed
to meet the most demanding customer
needs.
“Accuracy, quality and speed of manufacture are the key
drivers when considering producing a pattern or mould”

14. Composite Part Manufacture
� Composite Vision work with the best
composite manufacturers in the market to
deliver high quality, cost competitive parts.
� Utilising a range of composite materials
and manufacture routes we are guaranteed
to deliver a solution that meets customer
requirements.
Manufacturing routes include:
� Vacuum Infusion
� Resin transfer
� Hand Lay
� Injection moulding
� Spray laminating
� Prepreg & SPRINT
“Using the latest technology and materials to deliver high
quality and high performance composite parts, that meet
customer expectations, is key in today’s competitive markets”

15. Testing
� Define test programmes and produce test
panels to ensure that materials selected meet
the design allowables.
� Benchmarking & characterisation of competitive
materials.
� Range of tests include:
� DSC – Tg & degree of cure
� Rheometers – viscosity & flow
� Fire testing
� Mechanical testing – tensile, flex, shear
� Hardness testing – cure & machinability
�Toughness testing – fatigue and impact.
� Environmental testing – weathering & exposure
to chemicals
“Testing of composite materials to validate performance and
processing characteristics is essential when manufacturing
composite parts”.

16. Quality
In today’s demanding markets, having a reputation for high
quality enables a company to be differentiated from it’s
competitors and charge a premium for it’s products.
� Quality control and consistency is essential in creating
competitive advantage, gaining customer loyalty and
ensuring that products meet the performance that the
designers expect
� Composite Vision can help to
define tests & processes to meet
both internal (Quality Management
System, six sigma) and external
(ISO 9001) requirements.
“Don’t let quality come down to chance”

17. Summary
� Composite Consultancy
� Can provide a total end-to-end solution for composite
part manufacture.
� Value added by Composite Vision.
� Procurement – securing the most competitive pricing
on materials based on market/supplier knowledge.
� Benchmarking of competitive products identify the
most suitable product for the application.
� Processing - Extensive experience on the processing
of large composite structures.
� Training - Experience in providing training on the use
and processing of composite materials.
� Quality - Trained on the implementation of
ISO9001:2008