CASTROL & MANPARTNERS IN PERFORMANCE

MAN & CASTROL – GLOBAL BRANDS WORKING TOGETHER TO MUTUAL BENEFIT

WORKING TOGE THERCONTENTS

Our partnership is a

superb opportunity for

both of us, taking our

joint skills and strengths

into the global markets

‘‘ ‘‘

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MAN and Castrol have recently signed a long term global partnership

of mutual cooperation building on our current highly successful

collaboration. This new agreement enables MAN dealerships to

leverage the benefits of working in partnership with the world’s

leading lubricants brand by exclusively recommending Castrol

products through their parts and services operations.

This partnership agreement goes way beyond the “traditional deal”

and is a truly global collaboration bringing together our joint

expertise in product development, technology and marketing to

deliver more value to MAN dealers and truck owners.

By working closely together, we will create a robust platform

for business success, developing joint initiatives, exploring and

responding to future mobility scenarios and strengthening aftersales

performance in dealerships.

Castrol’s strong brand and sponsorship of motorsport including truck

racing and the world’s major footballing competitions helps to create

demand for premium truck lubricants.

‘‘

Dr. Frank HillerDirector Marketing, Sales & ServiceMAN Truck & Bus AG

We benefit from a competent partner, with whom we want to share the role of pioneer and technology leader.

Product development will be as much a part of this cooperation, as will be integrated marketing concepts and the development of new ideas and services for the transport industry of the future.

This cooperation will also greatly benefit our customers.

MAN AND CASTROL WORKING TOGETHER

CASTROL PRODUCTS

HELPING yOU BUILD A STRONGER BUSINESS

STRENGTHENING AFTERSALES

BUSINESS SUPPORT

CASTROL – A GLOBAL SUPERBRAND

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By working closely with the MAN Engine Technology department,

Castrol has dedicated lubricant solutions designed specifically to

deliver better performance and protection for MAN vehicles and

stronger after sales support.

CASTROL ENDURON LOW SAPS 10W-40

• Better engine wear protection using Castrol’s Clean Performance TechnologyTM

• Extended service intervals meaning less unproductive time off the road

• Reduced overall oil consumption

CASTROL ELIxION LOW SAPS 5W-30

• Up to 4% fuel savings under certain conditions, using Castrol’s Low Friction Technology

• Reduced emissions• Increased performance

A BETTER OILA BETTER OIL FOR yOUR CUSTOMERS IS BETTER FOR yOUR BUSINESS

Castrol Elixion Low SAPS 5W-30, Castrol Enduron Low SAPS 10W-40,

Castrol Syntrax Long Life 75W-90 and Castrol Syntrans Z Long Life 75W-80

are the only engine oils, axle and transmission fluids recommended by

MAN. Castrol offers a full range of workshop products to complement

these MAN endorsed engine oils and transmission fluids.

All workshop products represent an opportunity for additional

dealer margin.

• GEAR OILS

• ANTIFREEzE

• COOLANTS

• GREASES

A FULL RANGE OF WORKSHOP PRODUCTS

Jointly developed engine

oils and transmission

fluids contribute to

MAN’s overall Uptime

Principle to minimise off

the road downtime.

‘‘ ‘‘

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“There is huge benefit to

MAN and its customers

in our technology

departments working

together in a long term

collaboration.

‘‘ ‘‘

Castrol also engineers manual transmission fluids for MAN delivering

excellent wear protection to extend component life and reduce

downtime and servicing costs.

CASTROL SyNTRAx LONG LIFE 75W-90 AxLE FLUID

CASTROL SyNTRANS z LONG LIFE 75W-80 MANUAL TRANSMISSION FLUID

• Fuel savings and reduced emissions due to balanced viscometrics• Optimal anti-wear and extreme pressure performance• Superior low temperature fluidity pumpability ensures

optimum protection at start up under all conditions• Excellent thermal and oxidative stability

• Excellent frictional characteristics with carbon, sinter bronze and molybdenum synchronisers provides improved shift quality and extends component life

• Excellent low temperature performance provides improved shift quality• Extended drain intervals reducing downtime and repair costs• Provides protection to components under high loads

CASTROL ENDURON LOW SAPS 5W-30

• Extreme and sustained long-distance engine protection between oil drains

• Exceptional cold start protection and low temperature lubricating performance

• Improved engine protection and less filter blockage using Castrol’s Clean Performance TechnologyTM

DELIVERING MOREDELIVERING MORE ACROSS THE VALUE CHAIN

Our global partnership is strongly focussed upon ensuring a high

level of customer satisfaction amongst MAN owners and drivers.

A strong business to consumer proposition and delivery is critical to

the health of the business to business relationship as we work to build

our businesses together.

A STRONGER BRAND PROPOSITION

• Joint marketing activities to support the business and encourage customer loyalty

• Strategic technology collaboration to develop best in class lubricants• Dedicated key account management delivering exceptional customer service• Strong understanding of MAN’s brand and adherence to MAN’s corporate

propositions and vision

A STRONGER MAN

HEADQUARTERS

This is a true long term partnership helping us to deliver a better end product to MAN drivers and owners and stronger margins to MAN dealerships

‘‘ ‘‘

BETTER SUPPORT FOR IMPORTERS

• Shared best practice from around the world and professional reporting on the development of the business

• Best in-class key account management support• Strong support in sales and marketing programs• MAN approved training and coaching to upskill staff and build sales confidence• Promotional and marketing incentive schemes to reward exceptional

performance built around globally exciting motorsport and football events

MORE PROFITABLE IMPORTERS

Castrol’s support and expertise has strengthened my relationships with MAN and its dealers

‘‘ ‘‘

MORE MARGIN OPPORTUNITIES

• Premium margins on the sale of premium Castrol products• Specialist advice on optimising product mix and improving workshop

margins and profitability• Customised and specialist training support in sales techniques and

lubricants ‘know how’ endorsed by MAN headquarters• Excellent point of sale and merchandising materials • Financial, workshop design and equipment support where appropriate

MORE PROFITABLE

DEALERS

Castrol have helped me to identify ways in which I can improve my margins right across my aftersales business

‘‘ ‘‘BETTER ENGINE

PERFORMANCE AND PROTECTION

• Co-engineered products delivering outstandingly consistent engine performance

• Dedicated lubricants solutions to deliver better protection for MAN vehicles

HAPPy CUSTOMERS GETTING THE MOST

OUT OF THEIR VEHICLE

I love the way my MAN drives. The engine feels great and I know that I’m getting good fuel economy

‘‘ ‘‘

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STRONG AFTERSALESMAN & CASTROL – BUILDING A STRONGER AFTERSALES BUSINESS CASTROL PROGRAMMES TO INCREASE DEALER MARGINS

Castrol recognises the critical importance of aftersales and the workshop

to overall dealer profitability. We offer a comprehensive package

delivering real and measurable value to MAN and its dealers. It helps

dealers at three levels:

INCREASED PROFITS FROM SALES OF LUBRICANTS

INCREASED PROFITS FROM SALES OF PARTS AND LABOUR

INCREASED CUSTOMER SATISFACTION

TOP UP

MAN dealers are in the perfect position to educate their customers

and help them optimise the performance of their engine. Customers

look to them for proactive advice and this is an opportunity to

increase trust and satisfaction by providing a top up pack as an

integral part of the service. Increased sales of top up packs can have a

significant effect on aftersales profitability.

TRADE UP

Most owners and drivers, and perhaps especially MAN drivers because

of MAN’s strong branding, have a greater emotional relationship with

their vehicle. They take pride in looking after their vehicle and are

keen to feel that they are maximising its performance.

Castrol provide a full range of sales tools, incentive mechanics and

promotional merchandising communications to assist MAN dealers

in demonstrating the benefit of upgrading to a higher performance

lubricant. We also provide sales training and sales incentivisation to

assist and motivate frontline staff in opening and successfully closing

upgrade discussions with MAN owners.

The incremental performance benefit experienced by customers is

matched by the incremental margin benefit to dealerships.

PROGRAMMES

PEOPLE

PEOPLE: Dedicated key account and relationship managers

Delivering value beyond lubricant sales.

PROGRAMMESMarketingConsultancyTraining

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PRODUCT: Co-engineered products exclusively endorsed by MAN

Specifically designed for MANengines and exclusively sold through MAN dealerships

Delivering better margins PRODUCTS

INCREASE MARGINSCASTROL PROFESSIONAL PROGRAMMES TO INCREASE DEALER MARGINS

CASTROL ONLINE TRAINING

Castrol provides an excellent online training capability to enable sales

advisers to talk more confidently about lubricants, explain the benefit

to truck owners of ensuring that their engine is always topped up with a

high quality lubricant and handle frequently asked questions.

CASTROL RED CARPET

Castrol Red Carpet is a training programme designed to equip MAN

service managers and sales advisers with the skills and capabilities to

enhance the customer experience. Two separate on-site programmes

are available for both Service Advisors and Service Managers.

CASTROL MAN SERVICE PROFIT+ PROGRAMME

Castrol’s MAN Service Profit+ is a coaching programme aimed at

increasing the sales of parts and labour in MAN workshops. It identifies

and sells to the potential for repairs, the sale of accessories and increasing

customer satisfaction from within existing daily service business.

The programme is delivered by a professional consultant with substantial

experience of workshop business. It is developed and delivered as an

in-house coaching programme and contains a balanced mix of analyses

and on and off the job training.

It has been specifically developed for MAN workshops.

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Castrol’s global experience

of best online practice has

been packaged up into

professional onlne training

courses for MAN dealers.

‘‘ ‘‘

“This partnership with

Castrol will deliver

benefit to MAN dealers

way beyond the global

supply of top quality

lubricants. It will help

to increase the value of

our overall after sales

business.

Lars Essman,Senior Vice PresidentAftersales, MAN Group

‘‘‘‘

MAKING IT VISIBLE

We want the world to know about our partnership and we want

them to appreciate the value that it can deliver to them.

Castrol offers a range of endorsement and promotional materials

for display in-dealership and works closely with MAN’s marketing

professionals to develop joint branded marketing campaigns in

support of key objectives.

WORKSHOP MERCHANDISING

Castrol provides a wide range of permanent and temporary

merchandising in support of its products and promotional campaigns.

CAPITAL DECISIONSHELPING WITH CAPITAL EQUIPMENT DECISIONS

Castrol has huge experience from around the world in understanding

how to specify, commission and finance capital equipment for workshops.

We are always ready to discuss ways in which MAN dealerships could

tackle these issues and look at the options available to them. These

might include financing the equipment over a period as part of lubricants

pricing or assistance in gaining financing at advantageous rates.

CASTROL HAS HUGE

ExPERIENCE FROM

AROUND THE WORLD‘ ‘

MAN RECOMMENDS

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Point of sale in cab

Engine & service stickers

Posters / advertising

Literature

Service handbook

‘

‘MAN RECOMMENDS CASTROL

TRUCK RACING

A GLOBAL BRANDCASTROL – A GLOBALLy RECOGNISED BRAND

The fame of our brand stretches back over 100 years to the original

foresight of our founder, Charles Wakefield who supported the

early pioneers and speed record breakers on air, sea and land

recognising the benefits that sponsorship would bring to his fledgling

Castrol brand.

Castrol has continued to work hand in hand with pioneering aviators

and motorists as we have continued to test and push our lubricants

to the limits of endurance and celebrated the indomitable human

spirit to go further and faster and achieve more.

Today Castrol is heavily associated with the support and sponsorship

of motorsport including sponsorship of Truck Racing, Moto GP, the

World Superbike, Dakar Rally, WRC, 24h Le Mans, and Supersport

championships.

In recent years, we have sought to expand the breadth of our

consumer appeal and become a major sponsor of the 2010 and

2014 FIFA World Cups™, UEFA EURO 2008 and 2012™ and the FIFA

Confederations Cup.

Castrol works hard to promote itself and to stimulate consumer demand for our products. We operate in over 140 countries around the globe and are the outright market leader in lubricants in many of those countries.

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‘‘ ‘‘Castrol’s brand is

recognised as a symbol

of quality and leadership

in lubricants across

the world.

Castrol (UK) Ltd Wakefield HousePipers WaySwindonWiltshire SN3 1RETel. xxx xxx xxxwww.castrol.com/uk

CASTROL .THE ONLy OIL RECOMMENDED By MAN