The European Road Transport Show 2005

A Thermo King Publication. Issue No. 34 (October 2005) The European Road Transport Show 2005 14-22 October, RAI, Amsterdam. Visit us at Deltahall Stand 10.020

2 Dear Reader, Welcome to the latest issue of TTC Magazine. As always, over the next few pages you will find a number of new and interesting articles from the world of Thermo King. Since the last issue Thermo King has exhibited at two of the industry's major trade shows, the CV Show in the UK and Solutrans in Lyon, France. The focus of these events was on our extensive dealer and service network, which continues to grow from strength to strength. Turn to page 6 to read our show reviews and see how the stands looked. Also included in this issue is news of Thermo King's success in Germany, winning the award for Best Brand (Refrigeration Units) 2005 as voted by 10,000 readers of the country's top three transport magazines. Plus on pages 4 and 5 we have news about the Thermo King Dealer Principal Conference in Portugal. Visit our website at www.thermoking.com Yves Pollé Vice-President Sales WELCOME In October we will be exhibiting at the European Road Transport Show at the Amsterdam RAI where we will once again be displaying a selection of our world leading temperature controlled transport products. But don't take our word for it, come and see for yourself and sample our usual hospitality. We hope you enjoy reading this issue of TTC and, as always, we welcome your comments. Yves Pollé Vice President Sales, Transport Solutions ESA. IN THIS ISSUE... Page 4 Dealer Principal Conference Page 6 Showtime Lyon & CV Show 8 Page 7 CO 2 Technology Page 9 Traffic Office Page 10 Cheeseline Belgium TTC Issue No. 34, 2005 Editor: Annick Van Oosterwijck, Thermo King. Managing Editor: Fiona McLoughlin, Campaign. Content: Emma Want, M1 Marketing. Designed and produced by Campaign. Published for customers, suppliers and dealers in the transport refrigeration industry by Thermo King. Thermo King Europe NCI Building - 4th Floor, Culliganlaan 1B, 1831 Diegem, Belgium. Tel: +32 2 7145711

3 THERMO KING VOTED NUMBER 1 BY GERMAN TRANSPORT MAGAZINE READERS Thermo King has won first place in a Best Brands 2005 reader vote organised by publishers ETM-Verlag. For the ninth year in a row Germany's commercial vehicle professionals were called upon to give their opinion. This year for the first time, the readers not only voted for the best commercial vehicle, but also for the 'Best Brand' in a total of fourteen categories. One such category was Refrigeration Units and Thermo King scooped the first prize. More than 10000 readers of the German transport magazines Lastauto Omnibus", "Fernfahrer" and "Trans aktuell" participated in the vote. Accepting the award at a ceremony on the 29th June, Alexander Zankl, Sales Director for Thermo King Northern Alexander Zankl, Sales Director for Thermo King Northern region, Winning a vote of this kind pleases me immensely. region said: Winning a vote of this kind pleases me immensely. The award not only reflects the reliability of our products and organisation, but also in particular the involvement of our sales partners, dealers and workshops. The aspect of a reader vote gives this award even more weight. Instead of the decision being made by a small group of people, it was made by the ten thousand participating readers that use this equipment in their daily working lives. This makes Thermo King's award of exceptionally high value. In Germany, Thermo King has a sales and service network consisting of seven main dealers and fifty-five authorised service centres enabling them to stay in close contact with their customers. When it comes to the transport of perishable and temperature sensitive goods, fleet operators, both large and small, put their trust in Thermo King. From small vans to multi-temperature trailers, Thermo King offers tailor made solutions for all commercial vehicles. Thermo King Sales Director Alexander Zankl accepts the prize from ETM's Jörg Mannsperger (left) and Werner Bicker (right).

4 THERMO KING COMMUNITY: TRUST - PRIDE - POWER As part of Thermo King's constant effort to improve and develop its products and services, this September saw the 2005 Thermo King dealer conference take place in Portugal. The conference is an annual event and this year a total of 138 attendees from across Europe, made up of Thermo King dealer principals and their partners, gathered together for three days of business and leisure activities. Reflecting the company's uniqueness, the theme of this year's conference was the Thermo King Community: Trust - Pride - Power, focusing on the trust among dealers and management, the pride of being part of a strong community and the power of the TK brand and of working together, aligned as a team. The theme was linked together with the baseline 'The Rhythm of Success'. This was a constant throughout the whole conference and was demonstrated in music, team building and entertainment. Workshops and team building exercises were used to discuss Thermo King's continuous development and a range of presentations were given by senior executives, including Randy Smith, who retired as President of IR Climate Control Technologies on 1st October, Steve Shawley, successor to Randy Smith as President of IRCCT, and Didier Teirlinck, who was introduced as the new President for IR Climate Control Technologies ESA. The conference is the ideal forum for dealers to exchange success stories and learn how to implement them in their own dealerships. In addition the following dealers were honoured as the best performing dealerships in 2004 and received a Dealer of the Year award: - Cailotto - Italy (Parts) - Frigicoll - Spain (HVAC) - Termoport - Romania (Direct Drive) - Grenco South-Africa (Truck) - Euram - Germany (Trailer) - Transportkälte Vertrieb - Germany (Solutions) - Overall Dealer of the Year 2004: TT-Thermo King (Poland) At the end of the three days it was concluded that the Thermo King Community is alive and well. This strong sense of community was identified as the factor which differentiates Thermo King from its competitors and other networks, and ultimately what leads to providing its many customers with the best products, the best brand and the best service. Thermo King award winners.

5 THERMO KING DEALER PRINCIPAL CONFERENCE 2005

6 SHOW TIME! CV SHOW - UK AND SOLUTRANS - LYON In April of this year Thermo King was present at two of the transport industry's major exhibitions, the Commercial Vehicle Show in Birmingham, UK and Solutrans in Lyon, France. The Commercial Vehicle Show 2005 Held at the Birmingham NEC, the Commercial Vehicle Show is an annual event and, for UK professionals in the transport and logistics sector, it is the most important trade show in their calendar. The show is mainly aimed at the national UK market and all of the major players in the industry are present. With a large central seating area to accommodate visitors, Thermo King's stand was located in the Cool 2005 hall, dedicated solely to the refrigerated transport industry. Exhibiting under the motto 'One Team' the stand highlighted the benefits and experience of Thermo King's extensive UK and Ireland service network. A number of interactive displays were featured on the stand. R:Com, the automated RF monitoring and downloading network, was connected to the new Thermo King Data Logger Range to demonstrate the greater flexibility and choice it offers while visitors were also treated to demonstrations of Trac-King, Professor Kool and the SR-2 controller. Other products displayed on the stand included the MOPACC, the SL- 400e, the C-Series, a V-300 Max and the TS Spectrum. As an added attraction, visitors were given the chance to win a complete model trailer and tractor unit in their own livery - a prize worth around 1,800. To enter they simply had to drop a business card into the entry box provided. The winner of this prestigious prize was announced at the end of the show as Paul Martin, director of David Price Food Services based in Wallsend, Newcastle. He has recently been presented with the scaled down model mounted in a glass case. SOLUTRANS 2005 Solutrans is held every 2 years at the Eurexpo in Lyon, France and is the most important trade show for the French transport market. The idea behind this year's Thermo King stand was to "Take a Fresh Look at Climate Control". With a bright, clear, open and fresh design the stand featured a spectacular water fountain, a MOPACC unit mounted on an orange turn-table, a caricaturist sketching portraits of visitors and catering with a different theme for each day of the show. In the parking area nearby there was also a brand new Renault Magnum truck equipped with the MOPACC system for live demonstrations. Interactive displays were also available for visitors to view. These included a touch screen SR-2 demonstration, an online Total Kare demo and a Telematics presentation. Representatives were on hand from all of the French Thermo King dealers and visitors were able to view a wide range of products such as the MOPACC, SL-400e, TS Spectrum, V-700 and the Cool Station. The CV Show stand was based on the motto "One Team". Solutrans is the most important trade show for the French transport market.

7 CO 2 TECHNOLOGY PROVES ITS WORTH AT WOLF GMBH The controversial problem of pollution caused by airborne particles requires the use of new technologies. The key to tackling this issue is to reduce soot particle emissions from diesel engines and diesel-powered units. Thermo King is taking an active step towards improving the situation with its CO2-based cryogenic system. The first company in Germany to test this new technology in practice is Wolf GmbH, based in Schmölln, Thuringia. The meat and sausage producer is currently using four 'hybrid' systems, which combine a diesel-powered refrigerating unit and a cryogenic unit. For transport between towns and cities, the refrigeration provided by the diesel unit is sufficient to keep the temperature at the correct level. For deliveries for which the doors are opened frequently, it is crucial that the temperature in the cargo area is kept as constant as possible, or that the set point is reached again as rapidly as possible after the doors are closed. The particular characteristics of cryogenic technology are an advantage here as the cooling capacity does not depend on Pulldown and temperature recovery are achieved up to four times quicker than with diesel technology the ambient temperature. Pulldown and temperature recovery are achieved up to four times quicker than with diesel technology, and even at high ambient temperatures, the cargo area temperature fluctuates very little, including when the doors are opened. Alongside its hybrid units, Thermo King also produces units based one hundred percent on CO2 cryogenic technology. The environmental aspect has most definitely been pushed to the fore: the CO2 used to produce the refrigeration is a waste product from industrial processes and is thus already available. This means that no additional greenhouse gas is released into the atmosphere through the use of CO2 in the cryogenic units. Indeed, this saving on diesel consumption reduces total CO2 emissions as well as soot particle emissions. Other significant benefits of CO2 cryogenic technology include the extremely quiet operation of the units - a definite bonus in the case of night-time deliveries in built-up areas and the complete withdrawal of the much more destructive halogenated greenhouse gases. Also, since the units have few moving parts, they are more reliable and have a longer operating life resulting in correspondingly lower maintenance costs. The operating principle of the cryogenic units is simple: liquid carbon dioxide (CO2) is the refrigerant used, and it is kept under pressure in a tank beneath the truck. Unlike other cryogenic systems, the Thermo King units are closed units. This means that no CO2 gets into the cargo area. Instead, the liquefied gas is guided through an evaporator coil, which cools down rapidly as a result. Fans then distribute the cold air into the cargo area. The evaporated gas is channelled to the outside. The Norwegian chemicals producer Yara works in partnership with Thermo King to supply the liquid carbon dioxide and to provide suitable tank equipment. The meat and sausage producer Wolf GmbH, with its head office in Schwandorf near Nuremberg, has been using four TS-300 hybrid units and a CO2 tank from Yara at its Schmölln operation since 2004 and to date their collaboration with Thermo King has been highly successful and rewarding. Wolf GmbH is the first company in Germany to test the new Thermo King CO2-based cryogenic system.

8 THE THERMO KING STERLING: LOW COST OPERATION FOR TRAILER APPLICATIONS When choosing a new temperature controlled transport refrigeration unit, operators take a number of factors into consideration: is it up to the job, what kind of after-sales service does it come with and, most importantly, how much will it cost me? The Sterling offers superior performance, low life-cycle costs and valuable operational information access. For a high performance, low cost unit that more than satisfies all of these requirements, operators need look no further than the Thermo King Sterling. The Thermo King Sterling fully satisfies both chilled and frozen requirements, boasting a superior airflow, with specially designed fans circulating the air without restriction. When the doors are closed, this provides an air velocity far better than competitors can offer and it ensures an exceptional cooling performance with temperature variance throughout the load kept to an absolute minimum. The Sterling is up to thirteen percent more efficient than its closest rival which translates into significant fuel savings. It is also up to 160kg lighter than its nearest rival which means less wear and tear on the tractor or trailer, and again leads to cost savings through reduced fuel consumption and, of course, better payloads. On top of that, the Sterling also comes with Thermo King's 3000 hour Extended Maintenance Interval (EMI 3000), double the offering of its nearest rival. The EMI not only means more uptime, as the vehicle is able to spend more time on the road, but it can also cut operating costs by reducing clean up and disposal costs, reducing environmental impact with less spillage and less waste and extending the engine life with improved, highly efficient filtration. Telematics In addition, the Sterling is available with Thermo King's famous Data Acquisition System (DAS), the industry's most powerful independent data recorder. DAS protects profit as well as cargo by providing full documentation of temperatures during transport. It is also able to verify the set point temperature, unit alarm codes, and door openings. The system works together with Thermo King's new externally mounted printer, the TK DPS which uses the latest thermal printer technology to provide printouts of unit setpoint and cargo temperatures in delivery ticket or journey format. For extra peace of mind, the Thermo King Sterling, along with the DAS and TK DPS systems, comes with standard warranty cover which is far superior to its nearest competitor. The complete unit is covered for 12 months, and major components, including compressor, engine, clutch, standby motor, battery and even belts are covered for 24 months. So, with its superior performance, low life-cycle costs and valuable operational information access, nothing can rival the Thermo King Sterling. Professional operators value the costs savings it brings and the valuable benefits it adds to their business services. For leasing and rental companies it is by far the wisest investment.

9 A DAY IN THE LIFE: TRAFFIC OFFICE EXPERIENCE FOR THERMO KING TEAM It is a well known fact that in order to provide the best possible service, a manufacturer must fully understand the needs of the customer. In practice however this is not always the case. In order to stay ahead of the field, Thermo King is concentrating on this very issue. Over the coming weeks, Thermo King staff, along with the dealer sales teams of the UK and Ireland will be sent out to some of the busiest professional operators to experience first hand a couple of days in the life of customer. Graham Eames, Sales Director for the UK and Ireland, explains the aim of the scheme: We want to get our entire team working alongside traffic operators in the industry. Our staff will experience the dynamics of a traffic office, witnessing how it is run and identifying the typical stresses and strains that are faced on a daily basis. Once they have a better understanding of the environment our customers work in, our staff will identify with their problems and needs and be able to tailor their support and professional solutions accordingly. He goes on to say: I am particularly pleased with the support offered from we were able to stress the importance of a quick response to technical difficulties the industry. We've been able to place our people in seventeen of the host companies that offered places and a big thank you must go out to them for their help and support. Thermo King sales man Michael Cummings has already spent two days at G&S International in Glasgow. Colin Kerr, Commercial Manager at G&S International, explains how he thinks the visit will benefit the company: "We are a large European operation and time is of the essence to us. When Michael came we were able to stress the importance of a quick response to technical difficulties, as we are penalised if we miss a deadline. From watching our operation in action Michael could also see why we are keen on pricing to help us stay competitive. He could also grasp a better understanding of why we spec a trailer the way we do and this may help him give recommendations in the future. It's not the case that he didn't know these things before, but by spending a day looking at them from an operators working environment it becomes easier to comprehend." Simon Thompson, Transport Manager at Grocontinental Ltd, adds: "The initiative has enabled us to get more acquainted with our contact at Marshall Thermo King. This means that in the future when we call him we can feel confident that he is aware of our problems and needs as he has spent some time getting to know our operation. Thermo King is already renowned for its extensive service network, providing a fast and efficient response to end users all over the world. A sales team with onsite customer experience is another illustration of the company's vision to deliver customer focused solutions to the Climate Control industry. Langdons Traffic Officer James Lacey (left) with Steve McCue of Thermo King. Thermo King's Michael Cummings (left) with Colin Kerr, Commercial Manager at G&S International.

10 CHEESELINE OPTS FOR THERMO KING Cheeseline N.V. is the transport wing of cheese importers Kaasimport Jan Dupont N.V., Belgium's largest importer and distributor of cheese and recent addition to Belgian dairy cooperative Milcobel. It supplies and distributes cheese to some 1,300 clients a week, including retail, bulk and institutional consumers in Belgium, the Netherlands, northern France and Germany's Ruhr region. In total, Jan Dupont offers a range of around 800 different cheeses, imported from the most renowned cheese-producing countries of Europe, and distributes some 1,100 products. Some of the cheese is processed into products such as cheese slices and pre-packaged cheese at the company's own rapidly growing slicing and packaging facility in Bruges. Cheeseline N.V. has at its disposal a fleet of 22 vehicles suitable for the transport of dairy products and the company previously employed a fifty-fifty policy for its refrigeration units, with fifty percent of the necessary units supplied by Thermo King and the remainder by another major Cheeseline intends to equip its entire vehicle fleet with Thermo King TS-200 and SL-200e units. player. However the business recently decided to change its procurement policy and now intends to equip its entire vehicle fleet with Thermo King TS-200 and SL-200e units. Jan Maertens, Equipment Manager with Cheeseline N.V. and Kaasimport Jan Dupont N.V., lists a series of reasons for this approach: First of all, I am impressed by the efficiency and reliability of the Thermo King units. This reinforces my belief that the three-cylinder diesel motors used in Thermo King units are the best choice for the job as they run flawlessly. In addition, Thermo King's new TS-series units are outstanding pieces of machinery that give us exactly the cooling capacity we need. A third major argument is the excellent service provided by Thermo King which is one of the very best Original Equipment Manufacturers of refrigeration units for utility vehicles, not only in terms of regular maintenance, but also in terms of its emergency breakdown service. TRANSPORTS DU VIVARAIS CHOOSE THERMO KING I chose Thermo King on account of its reputation for providing reliable and durable equipment. We have not experienced any major trouble whatsoever with our Thermo King units in the fourteen years we have been using them, affirms Thierry Gruat, Managing Director of Transports du Vivarais. Based in the Rhône valley, Transports du Vivarais knows what temperaturecontrolled transport is all about. In a region which can often experience scorching summers, there can be no glitches whatsoever in the refrigerated transport process. This is especially the case for deliveries destined for the Mediterranean Basin, Spain or the south of France. Our clients are based in the south of France, in southern Europe and in the Benelux countries. With such distances to cover, we had to make sure that our transport equipment was reliable and easy to use. In choosing Thermo King units, we found exactly the right solution from the word go, adds Thierry Gruat. We have twenty-five units in total, comprising SL-400, TS-500 and SB-III models, and they couldn t be easier to use. This advantage is greatly appreciated by all of our drivers who use them on a daily basis. In this day and age in particular, we really owe it to them to make their job easier. For servicing purposes, Transports du Vivarais has a shared workshop for both vehicles and units. And when servicing on a larger scale is required, the Thermo King centre is conveniently located just a stone s throw away. The Thermo King units have all the advantages that a haulage company is entitled to expect from a refrigeration unit: ease of use, easily serviced, support close to hand, but also low running costs and a guarantee of a long life. No-one but Thermo King can offer advantages such as these, concludes a satisfied Thierry Gruat.

11 ALL UNDER CONTROL: SL-400 WITH THE SR-2 CONTROLLER Davie Malcolm, owner of Davie Malcolm Transport has purchased his third Thermo King SL-400e refrigeration unit with SR-2 controller as, he says, they are the best available on the market. The unit, fitted to a Gray and Adams trailer, is being used to transport meat from Scotland and Ireland to a production facility in France. As Davie explains, This kind of transportation is both temperature and time critical and we need to provide full traceability. Our Thermo King equipment allows us to do this and gives us total reliability. Our customers have even remarked on how delighted they are with the quality of the product when it reaches them. Based at Castle Douglas near Dumfries, Scotland and Hythe in Kent, Davie Malcolm already has another Thermo King SL-400e and Sterling on order. He chose his first SL-400e after a visit to Thermo King's award winning manufacturing headquarters in Galway, Ireland. After detailed discussions with Thermo King's technical engineers, we were convinced the SL-400e and SR-2 controller were the perfect products for the job, says Davie. The units have so far met our expectations - and more. The SL-400e is Thermo King's top of the range trailer unit, using a highly efficient evaporator and condenser blowers to offer the best temperature pull-down and recovery performance in the industry. It now comes with the Thermo King Smart Reefer 2" (SR-2) as a standard feature, setting an industry benchmark in ease of use. The SR-2 boasts the industry's largest and clearest temperature display with critical temperature data readable from over 10 metres away, day or night. On-screen text is used to explain key functions and alarm codes - and with a choice of over 20 languages, understanding and ease of use is dramatically improved. Clear and unambiguous directions make every driver operation simple and accurate, while hot-keys save time by activating defrost and Cycle-Sentry (stop-start operation) with one touch. In addition, understanding and responding to alarm codes quickly is critical to protecting temperaturesensitive loads and the SR-2 not only displays alarms with text descriptions, but, while still logging all alarms, it can also be configured to show only critical alarms, virtually eliminating nuisance alarms. Recognising the prime objective of load protection, the SR-2 also offers a number of special features. For example, the keypad can be locked to prevent interference. For units equipped with electric standby, diesel/electric auto-switching can be activated to ensure continuous temperature control by starting the diesel engine in the event of an interruption in electricity supply. In addition, auto phase correction automatically prevents reverse rotation of the electric motor. The SR-2 controller comes with the CargoWatch" data logger as standard. 23 YEARS ON THERMO KING IS STILL THE NUMBER ONE CHOICE FOR MARSHALLS We continue to choose Thermo King as their products are of top quality and we get 100% back up from our dealer, Marshall Thermo King in Spalding says Jim Thackray, Transport Manager at Lincolnshire based Marshalls of Butterwick. The fresh vegetable producing company has recently purchased four new Thermo King Sterling units, fitted to Gray and Adams trailers, to join its existing fleet of 45 refrigerated trailers. Jim Thackray goes on to explain: 23 years of only buying new Thermo King units fitted to Gray and Adams trailers proves our belief in the products. In all the years we have been using Thermo King we have never needed after sales support, as Marshall Thermo King has always taken care of everything for us. Marshalls delivers quality produce to its customers' requirements, guaranteeing to deliver on time, and to whatever temperature is stipulated. Its fleet is able to deliver anywhere in the UK and Europe, offering delivery from Spain and Italy in less than 72 hours to ensure products arrive at their destination with extra freshness. Marshalls adds four new Sterling units to its existing fleet of 45 refrigerated trailers.

12 INGERSOLL-RAND FINANCIAL SERVICES OFFERS COMPETITIVE FINANCING TO THERMO KING CUSTOMER This August, IRFS, the financing arm of Ingersoll-Rand, sealed a competitive deal to finance 17 trailers for a large Thermo King customer in Scandinavia. The deal provides one hundred percent financing for each vehicle, complete with Thermo King refrigeration units, telematics and accessories including service and maintenance. With a competitive monthly rate, aggressive residual value and quick response time, IRFS and Thermo King were able to secure the customer's business and, in all, the total amount of finance provided to the customer was 1.26 million Euros. The offer to finance the whole package (the refrigeration unit together with accessories and services) at a fixed monthly price, gives customers the flexibility to help maintain and manage their cash flow while taking full advantage of Thermo King equipment. This also makes it easier to budget and allow for unplanned purchases. IRFS is responsible for third party financing on behalf of the Ingersoll-Rand group of companies and is experienced in putting together attractive financing schemes for both refrigerated transportation and retail businesses in Europe. IRFS and Thermo King are proud to offer customers this service and both parties have established financing programs on behalf of Thermo King dealers. This cooperation now covers Western Europe and is currently being developed in Eastern Europe and the Russian Federation. For more information on how Thermo King's financing solutions can help you please contact Gayatri Chaturvedi, Business Director Financial Solutions & Telematics on +32 2 714 57 32 or email her at gayatri_chaturvedi@eu.irco.com FROM FARM TO FORK: A JOURNEY THROUGH THE COLD CHAIN Earlier in 2004 Thermo King joined forces with Koxka and Hussmann, market leaders in refrigeration equipment for retail chains, to operate under a single management structure within the climate control technologies division of Ingersoll-Rand. Together these three leading brands can ensure that wherever in the world your food may come from, their combined resources enable it to complete its journey to your fork as fresh as the day it left the farm. The portfolio of the three companies includes refrigeration equipment for trailers, trucks, vans and marine containers as well as supermarket cases, refrigeration packs, heat exchangers, walk-in coolers, self-contained coolers and HVAC systems for bus and rail applications. For road transport and logistics, Thermo King refrigeration systems cater for every operational requirement focusing on fuel efficiency, cooling performance, reduced noise emission, light weight, operational ease and service back-up - key criteria, which have been fine-tuned to keep customers ahead of their field while keeping costs down. Further along the cold chain, Hussman and Koxka are world leaders in selling, installing and servicing merchandising equipment and refrigeration systems in over 80 countries worldwide. Primarily serving the retail sector with in-store display cabinets, they also design, manufacture and install bespoke storage and handling systems for the food production and industrial sectors. Through close cooperation with customers, IRCCT continues to innovate. From Thermo King's environmentally friendly, state-ofthe-art cryogenic systems and ground breaking advances in telematics to the new Koxka ICE range for flexible and functional floor planning, Ingersoll-Rand Climate Control Technologies will carry on providing customers with optimum, integrated solutions to suit their individual requirements. For more details regarding IRCCT, Thermo King, Hussmann, Koxka please see: www.irco.com www.thermoking.com www.hussmann.com www.koxka.com