January 25-29, 2021

KubotaNOW TelematicsCommercial Launch Briefing2021 Kick-Off

• General Program Update (~7 Minutes) – Josh

• Models, Pricing, Dates, Mobile App Update

• Installation and Activation (~8 Minutes) – Elli

• Activation Form, K-Warranty Overview, K-Service App

• Fleet Management Demo (~8 Minutes) – Elli

• Demonstrate connection and use of ZTR and Cellutrak

• Why Telematics is Important (~7 Minutes) – Josh

• Sales focused topics – how to position and talk about telematics

• Questions and Answers (Balance of Time)

• Helpful Links and Resources

TABLE OF CONTENTS

Key Points• 1 – KubotaNOW Telematics Program Update• 2 – Activation and Provisioning Process Overview• 3 – Demo of myKubota and 3rd Party Telematics Integrations

Action Item• Understand Commercial Telematics Details • Understand telematics value proposition• Understand administrative process of setting up telematics• Functional understanding of telematics integrations available to

dealers

KubotaNOW ProgramUpdate

Rollout and PricingRollout Details and Pricing

• Telematics associated to machine like a warranty.• Full term included (no monthly recurring charges).

Launch for Dealer Owned andDealer Rental Fleet Machines

All Customer Availability Begins

Jan2021

KubotaNOW Components Retail D-NET

DCU6700 Telematics Modem $395.00 $300.20

Machine Specific Wiring Harness $130.00 $98.80

Total $525.00 $399.00

Supported Models

SVLSSV R Series KX Series U Series

RTV 900/1100

M4 Series M7 & M8M5 Series M6 Series

myKubota

1.View Kubota Equipment Resources

2.KubotaNOW Telematics Integrated

3.Detailed Equipment Data

Get Kubota equipment alerts on your

wearable device.

myKubota

4.Setup Geofence Alerts

5.Disable Re-start Functionality

6.Push Alerts to App and Watch

OPEN ENDED QUESTION

•What is your favorite mobile app and why is it myKubota?

Promotional Materials

• KBT is adding KubotaNOW Telematics to Product Brochures

• Dedicated KubotaNOW and myKubota brochure in the works

Build My Kubota

KubotaNOW Telematics are now options in the Build My

Kubota Tool

Installation and Activation

DefinitionsModem: the black box installed on the machine that is used to process data and send it to KubotaNOW servers

Also Known As: DCU (Data Collection Unit)

Unique Identifier: IMEI (International Mobile Equipment Identity)

Installation

During the telematics installation:• Take a picture of the modem’s

white label and the machine PIN plate.

Activation

To access the submit a Machine to Modem Pairing:• Go to K-Service Web• Click Support Programs• Click link For KubotaNOW

Telematics Activation form

SummaryDuring Installation, take a picture of modem label with machine PIN plate

Use K-Service Web link to go to Activation form.

Submit KubotaNOW Telematics Activation form and await response.

K-Warranty

Primary Email Id

COMING SOON:K-Service App Telematics Installation

Machine Telematics InstallDuring Telematics Kit installation:

Open the K-Service App and login.

Click Support tab at the bottom of the screen.

Click Machine Telematics Install button to begin.

Machine Search

Search for the machine you are installing telematics on.

Search using the Enter Machine Serial and Enter Machine Model fields, or the Scan Machine Serial Number option.

Unit Scanned

Once you have located your machine, you should be at the Unit Scanned screen.

Click the Step 1: Scan IMEI Barcode button

Scan IMEI Barcode

Take the modem you are installing, and cover the top and bottom barcodes with your fingers. Only the IMEI barcode should be visible.

Use your phone camera to scan the IMEI barcode.

Covered

Covered

Once scanned, you can see if the modem has reported yet.

NOTE: To have your modem report:

1. The telematics harness should be fully installed2. The modem should be plugged into the telematics harness3. The machine battery should be charged and connected4. The machine should be in an open outdoor space to allow

for cellular connection to be made.

When ready, click Step 2: Commit Machine/DCU Pairing button

Scan Complete

Once you get a Success message on the K-Service app, you can verify the data on K-Warranty.

Lookup the machine inventory record. On the Related tab, scroll to Major Components.

You should see a Telematicstype record with the IMEI number you associated.

Confirmation

Fleet Management Providers

Integrator Option: by

Initial pricing for importing a KubotaNOW asset into One i3 would be $1.99 per month, per asset.

Contact ZTR’s team for more details: support@ztr.com

Integrator Option:

Initial pricing for importing a KubotaNOW asset into the Cellutrak platform would be free through March 2021.

Contact Cellutrak’s team for more details:

Edward WolofskyTerritories: East West & Southern CoastTel: 1-888-901-8725 ext. 232edward@cellutrakca

Lea RezkoTerritories: Central & MidwesternTel:1-888-901-8725 ext. 225lea@cellutrakca

What do you think will be the number one dealer use case for telematics?

● Open Ended Question

Key Points

Integrators can be contacted directly to answer questions regarding their platforms and integration options.

Your username and password will be provided by you to your integrator to access your data. Setup varies by integrator.

Sources of Telematics Value

• Opportunities based on knowing key events and thresholds throughout a product's life.Usage Based

• Opportunities based on analysis of customer profile, ie. full range of equipment, accessories, trade in cycles, for a given customer or customer type enables targeted marketing and sales efforts.

Customer Profile or Persona Based

• Using large datasets from equipment to determine trends, forecast parts demand, identify major economic trends, predictive modeling, etc...

Macro Data Analysis

• Single targeted use cases for specific issues like theft recovery and managing lease-end experience.

Specific Targeted Use Cases

Most direct approach to revenue.

More complex, less direct, but high value.

High value, but needs time and population.

Telematics Value Life Cycle

Hours

Years

500 1000 1500 2000 2500

1 2 3 4 5

1st Majo

r Ser

vice

2nd

Major S

ervic

e

3rd Majo

r Ser

vice

4th Majo

r Ser

vice

5th Majo

r Ser

vice

1 st2-Year Service

2 nd2-Year Service

Trade In Opportunity

2 ndOwner Relationship

Pro-Active Maintenance Opportunities

Warranty Over

New Machine Risk

1st Service

2nd Service

2 Year Service

Trade In

3rd Service

Second Owner Relationship

4th Service

2nd 2-Year Service

5th Service

Cumulative Revenue Opportunities

9+ Revenue Opportunities

Telematics Value Life Cycle

Process for Usage Based OpportunitiesEvents

● Service Interval● Fault Code● Warranty End● Trade In Age● New Accessory● New Model● Etc...

Offer and Action•Prescribed Action for Dealer

•Prescribed Action for Customer

Dealer pro-actively contacts customer.

Coordinated Direct to Customer Communication / Promotion

Order – Pay -Shipment

Restart

Value Increases with Time and Population

0100200300400500600700

0-500 Hours 501-1500 1501-2500 2501+

Machine Age

Quantity

You want as many as you can get over

here.

● Next Steps for Dealers1. Just Start

• Like compound interest, earlier is better2. Connect with DBS Provider, or3. Connect with Fleet Management Provider

• ZTR Onei3 Platform is an excellent, modern interface• Cellutrak is promoting free trials through March 2021 for Kubota

Dealers

● MULTIPLE CHOICE• Where can dealers get KubotaNOW information and

help?• K-Service Web• Showroom• Facebook• What is KubotaNOW?

THANK YOU