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Distribution Channels Study Questionnaire

Section A Inputs
1.1 Please indicate the name of your company (optional)

1.2 Please specify your region:


Americas (North and South America) EMEA (Europe, Middle East and Africa) APAC (Asia and Pacific)

1.3 Please specify your country code (please check the international country code list attached). Example: Australia: AU International Country Code: 1.4 Please indicate your type of activity (you can select multiple cases):
End user Rental company Other Specify:

1.5 Please indicate the following information about your company:


Less than 10 10-100 More than 100 Less than 1 million 1-20 million More than 20 million Less than 10 million 10-100 million More than 100 million Less than 10 10-20 More than 20

Number of employees Amount of capital stock $ Annual sales $ Number of years in business

1.6 Please identify: a) The type of product brand you use (multiple products are possible). b) For each brand you may use, what kind of Manitowocs distribution channels are utilized to serve your company. If, for a given brand you are served by more than one type of distribution channel, please select (mark with an x) more than one box.
Brands Manitowoc
(crawler cranes)

Potain
(self erecting and top slewing cranes)

Grove
(all terrain and rough terrain cranes, industrial cranes)

National Crane
(truck and truck mounted cranes)

Shuttlelift
(industrial cranes)

CraneCare
(service, technical support, training, parts)

Manitowoc Direct Sales Force Dealer Sales Representative

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Section B Costumer Satisfaction


2. For each of your Manitowocs distribution channel type which serves your company, please evaluate its performance and way of doing business. If you are served by a single distribution channel type, just simply fill out the corresponding table. 2.1 Distribution channel type: Manitowoc Direct Force Sales:
Statement I am satisfied with the responses I get to the commercial queries/tenders I ask for I am satisfied with the way that my commercial orders are dealt I am satisfied with the way my Manitowocs distribution partner is organized I consider the lead time (between my order confirmation and equipments reception) to be reasonable I am satisfied with the pricing policy applied to my company I am satisfied with the discount policy applied to my company My Manitowocs distribution partner has a good experience in the crane business My Manitowocs distribution partner has a good technical knowledge about the crane product and service My Manitowocs distribution partner provides all the technical support I need (training, technical-commercial, etc) I am satisfied with the service quality level provided to my company My Manitowocs distribution partner offers me all the crane products and service solutions I require to do my business My Manitowoc distribution partners way of doing business is adapted to the local/national legislation It is important that my Manitowoc distribution partners way of doing business is adapted to the local/national legislation My Manitowoc distribution partners mentality is adapted to the local/national mentality It is important that my Manitowoc distribution partners mentality is adapted to the local/national mentality My Manitowocs distribution partner can easily adapt to environmental/economical shifts I share with my Manitowocs distribution partner a good relationship level/friendliness I have a low level of conflict with my Manitowocs distribution partner I feel committed towards my Manitowocs distribution partner Strongly disagree Strongly agree

2.1.1 2.1.2 2.1.3 2.1.4 2.1.5 2.1.6 2.1.7 2.1.8 2.1.9 2.1.10 2.1.11 2.1.12 2.1.13 2.1.14 2.1.15 2.1.16 2.1.17 2.1.18 2.1.19

2.2 Distribution channel type: Dealer:


Statement I am satisfied with the responses I get to the commercial queries/tenders I ask for I am satisfied with the way that my commercial orders are dealt I am satisfied with the way my Manitowocs distribution partner is organized I consider the lead time (between my order confirmation and equipments reception) to be reasonable I am satisfied with the pricing policy applied to my company I am satisfied with the discount policy applied to my company Strongly disagree Strongly agree

2.2.1 2.2.2 2.2.3 2.2.4 2.2.5 2.2.6

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2.2.7 2.2.8 2.2.9 2.2.10 2.2.11 2.2.12 2.2.13 2.2.14 2.2.15 2.2.16 2.2.17 2.2.18 2.2.19

My Manitowocs distribution partner has a good experience in the crane business My Manitowocs distribution partner has a good technical knowledge about the crane product and service My Manitowocs distribution partner provides all the technical support I need (training, technical-commercial, etc) I am satisfied with the service quality level provided to my company My Manitowocs distribution partner offers me all the crane products and service solutions I require to do my business My Manitowoc distribution partners way of doing business is adapted to the local/national legislation It is important that my Manitowoc distribution partners way of doing business is adapted to the local/national legislation My Manitowoc distribution partners mentality is adapted to the local/national mentality It is important that my Manitowoc distribution partners mentality is adapted to the local/national mentality My Manitowocs distribution partner can easily adapt to environmental/economical shifts I share with my Manitowocs distribution partner a good relationship level/friendliness I have a low level of conflict with my Manitowocs distribution partner I feel committed towards my Manitowocs distribution partner

2.3 Distribution channel type: Sales Representative:


Statement I am satisfied with the responses I get to the commercial queries/tenders I ask for I am satisfied with the way that my commercial orders are dealt I am satisfied with the way my Manitowocs distribution partner is organized I consider the lead time (between my order confirmation and equipments reception) to be reasonable I am satisfied with the pricing policy applied to my company I am satisfied with the discount policy applied to my company My Manitowocs distribution partner has a good experience in the crane business My Manitowocs distribution partner has a good technical knowledge about the crane product and service My Manitowocs distribution partner provides all the technical support I need (training, technical-commercial, etc) I am satisfied with the service quality level provided to my company My Manitowocs distribution partner offers me all the crane products and service solutions I require to do my business My Manitowoc distribution partners way of doing business is adapted to the local/national legislation It is important that my Manitowoc distribution partners way of doing business is adapted to the local/national legislation My Manitowoc distribution partners mentality is adapted to the local/national mentality It is important that my Manitowoc distribution partners mentality is adapted to the local/national mentality My Manitowocs distribution partner can easily adapt to environmental/economical shifts I share with my Manitowocs distribution partner a good relationship level/friendliness I have a low level of conflict with my Manitowocs distribution partner Strongly disagree Strongly agree

2.3.1 2.3.2 2.3.3 2.3.4 2.3.5 2.3.6 2.3.7 2.3.8 2.3.9 2.3.10 2.3.11 2.3.12 2.3.13 2.3.14 2.3.15 2.3.16 2.3.17 2.3.18

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2.3.19

I feel committed towards my Manitowocs distribution partner

2.4 Please evaluate, from a global point of view, the Manitowocs distribution channels configuration that serve your company:
Statement I trust on my Manitowocs distribution channels I am globally satisfied with my Manitowocs distribution channels I would be willing to change my Manitowocs distribution channels I would be willing to promote Manitowocs crane products and service to a third party Strongly disagree Strongly agree

2.4.1 2.4.2 2.4.3 2.4.4

Section C Brand Perception


3. Please indicate how you perceive the different brands 3.1 Manitowoc branded products
Statement Emotional Value 3.1.1 Provides to me what I expect from it 3.1.2 I feel reassured because it will provide what I need 3.1.3 Give me satisfaction to use it 3.1.4 Make me want to use it 3.1.5 Easy to use Perceived quality 3.1.6 Be reliable 3.1.7 Be durable 3.1.8 Be high quality Brand awareness 3.1.9 I can recognize this brand among competing brands 3.1.10 I am aware of this brand 3.1.11 I can quickly recall the symbol or logo of this brand Brand image 3.1.12 Have good reputation 3.1.13 Be prestigious brand Brand loyalty 3.1.14 I am loyal to this brand 3.1.15 This brand is my first choice among competing brands Purchase intention 3.1.16 I intend to buy this brand frequently 3.1.17 I plan to buy this brand more often Strongly disagree Strongly agree

3.2 Potain branded products


Statement Emotional Value 3.2.1 Provides to me what I expect from it 3.2.2 I feel reassured because it will provide what I need 3.2.3 Give me satisfaction to use it 3.2.4 Make me want to use it 3.2.5 Easy to use Perceived quality 3.2.6 Be reliable 3.2.7 Be durable 3.2.8 Be high quality Brand awareness 3.2.9 I can recognize this brand among competing brands 3.2.10 I am aware of this brand 3.2.11 I can quickly recall the symbol or logo of this brand Strongly disagree Strongly agree

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Brand image 3.2.12 Have good reputation 3.2.13 Be prestigious brand Brand loyalty 3.2.14 I am loyal to this brand 3.2.15 This brand is my first choice among competing brands Purchase intention 3.2.16 I intend to buy this brand frequently 3.2.17 I plan to buy this brand more often

3.3 Grove branded products


Statement Emotional Value 3.3.1 Provides to me what I expect from it 3.3.2 I feel reassured because it will provide what I need 3.3.3 Give me satisfaction to use it 3.3.4 Make me want to use it 3.3.5 Easy to use Perceived quality 3.3.6 Be reliable 3.3.7 Be durable 3.3.8 Be high quality Brand awareness 3.3.9 I can recognize this brand among competing brands 3.3.10 I am aware of this brand 3.3.11 I can quickly recall the symbol or logo of this brand Brand image 3.3.12 Have good reputation 3.3.13 Be prestigious brand Brand loyalty 3.3.14 I am loyal to this brand 3.3.15 This brand is my first choice among competing brands Purchase intention 3.3.16 I intend to buy this brand frequently 3.3.17 I plan to buy this brand more often Strongly disagree Strongly agree

3.4 National Crane branded products


Statement Emotional Value 3.4.1 Provides to me what I expect from it 3.4.2 I feel reassured because it will provide what I need 3.4.3 Give me satisfaction to use it 3.4.4 Make me want to use it 3.4.5 Easy to use Perceived quality 3.4.6 Be reliable 3.4.7 Be durable 3.4.8 Be high quality Brand awareness 3.4.9 I can recognize this brand among competing brands 3.4.10 I am aware of this brand 3.4.11 I can quickly recall the symbol or logo of this brand Brand image 3.4.12 Have good reputation 3.4.13 Be prestigious brand Brand loyalty 3.4.14 I am loyal to this brand 3.4.15 This brand is my first choice among competing brands Purchase intention 3.4.16 I intend to buy this brand frequently 3.4.17 I plan to buy this brand more often Strongly disagree Strongly agree

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3.5 Shuttlelift branded products


Statement Emotional Value 3.5.1 Provides to me what I expect from it 3.5.2 I feel reassured because it will provide what I need 3.5.3 Give me satisfaction to use it 3.5.4 Make me want to use it 3.5.5 Easy to use Perceived quality 3.5.6 Be reliable 3.5.7 Be durable 3.5.8 Be high quality Brand awareness 3.5.9 I can recognize this brand among competing brands 3.5.10 I am aware of this brand 3.5.11 I can quickly recall the symbol or logo of this brand Brand image 3.5.12 Have good reputation 3.5.13 Be prestigious brand Brand loyalty 3.5.14 I am loyal to this brand 3.5.15 This brand is my first choice among competing brands Purchase intention 3.5.16 I intend to buy this brand frequently 3.5.17 I plan to buy this brand more often Strongly disagree Strongly agree

3.6 CraneCare branded products and services


Statement Emotional Value 3.6.1 Provides to me what I expect from it 3.6.2 I feel reassured because it will provide what I need 3.6.3 Give me satisfaction to use it 3.6.4 Make me want to use it 3.6.5 Easy to use Perceived quality 3.6.6 Be reliable 3.6.7 Be durable 3.6.8 Be high quality Brand awareness 3.6.9 I can recognize this brand among competing brands 3.6.10 I am aware of this brand 3.6.11 I can quickly recall the symbol or logo of this brand Brand image 3.6.12 Have good reputation 3.6.13 Be prestigious brand Brand loyalty 3.6.14 I am loyal to this brand 3.6.15 This brand is my first choice among competing brands Purchase intention 3.6.16 I intend to buy this brand frequently 3.6.17 I plan to buy this brand more often Strongly disagree Strongly agree

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