Toshiba Lighting presentation

Toshiba - Leading innovation in multiple areasCompany profile :

• Established in 1875. • 138 Years history.• 554 subsidiaries in the world• Approx. 210,000 employees• US$62 billions sales

Corporate divisions - FY2012 Sales Results

25%

48%

11%27%

ELECTRONIC DEVICES

DIGITAL PRODUCTS

SOCIAL INFRASTRUCTURE

HOME APPLIANCES

LIGHTING

For convenience only, all dollar figures used in reporting fiscal year 2012 results are valued at 94 yen to the dollar.

Company profile of TLT

President & CEOof TLT - Tooru SHIBUYA

Lighting businesshas started since 1890.

1.8 Billion Euro (Consolidated basis) (Euro=110JPY)

COMPANY NAME Toshiba Lighting & Technology CorporationHEAD OFFICE Yokosuka, Kanagawa pref., JapanDATE OF ESTABLISHMENT April 1st, 1989

CAPITAL (MARCH, 2013) 10 billion JPYEMPLOYEES (MAR, 2013) 6,789 people (Consolidated basis)

ANNUAL SALE (FY2012) 198.9 billion JPY

TLT

Toshiba’s total solution for Intelligent lighting

Semiconductor & Storage Products

Company

InfrastructureSystems Group

CEMS, BEMS,HEMS

LIGHTING CONTROL, COMMUNICATION, SENSOR

FIXTURE, LAMP, LLE

MODULE OF LIGHT SOURCE AND DRIVER OLED

SMD, COB

CHIP SCALE PACKAGELED CHIP

ONSI WAFER

PHOSPHORS

MATERIAL/DEVICE FOR GAN DRIVER

CREA

TING

AN

“LIG

HTIN

G CU

LTUR

E”

FOR

TOM

ORRO

W

History of Toshiba’s Lighting business; over 120 years

1875Two of the Six Great Lampinventions 1921 ： Coiled-coil Lamp1925 ： Inside frosted Lamp

1939TOKYOSHIBAURA ELECTRIC CO. LTD. 1984 TOSHIBA

2008

Announcementof end of productionof incandescentlamps in 2010.

2010

March 2010:End to productionof incandescentlamps

TANAKA SEIZO-SHO

HAKUNETSU-SHA TOKYO ELECTRIC COMPANY

SHIBAURA ENGINEERING

WORKS CO., LTD.

1911Mazda lamp(tungstenfilament lamp)

1940Japan’s firstFluorescentLamp

1989TLT founded

2007E-CORE(LED downlight)

1890Japan’s first CarbonFilament Lamp

Dr. Ichisuke FUJIOKAMet Mr. Edison in 1884.

Mr. Shozo TANAKA

1980World‘s firstbulb-type fluorescent lamp“Neoball“

T L T

2009E-CORE(LED lamp)

Ledification Digitization Servitization

COMPONENTS

LAMPLUMINAIRE

CONTROL/ SENSOR

« LIGHT TO STAY OUT OF DARKNESS »

FUNCTIONALITIES

INDIVIDUALS ANALYSIS EVENTANALYSIS

AMBIANCE ANALYSIS

ENERGY SAVINGS

PEOPLESAFETY

WELL-BEING/ HEALTH

« RIGHT LIGHT IN THE RIGHT PLACE AT THE RIGHT TIME FOR PEOPLE »

SENSORING SOCIAL NEEDS

LAMP

LUMINAIRE

SENSOR

CPU

GATEWAYS

LIGHTING 2.0

COMMUNICATION

FUNCTIONALITIES

SOCIAL NEEDSSENSORING

ENERGY SAVINGS

PEOPLE SAFETY

NATURALLIGHT HARVESTING

20%

MOTION DETECTION60%

EMERGENCY20%

TOSHIBA SMART LIGHTING VISION

COMMUNICATIONSTREETLIGHTS

OUTDOORLIGHTING

More safetyand intelligent

STREET LIGHT SAFTY LIGHTGUIDE SYSTEM

HOME LIGHTINGMore comfortable

and sensitive RETROFIT LAMP TV&LIGHTING CONTROL TRANSPARENT OLED ENTERTAINMENT LIGHTINGCOMMUNICATIONLIGHT

REAL LAMP

FEEL NATURAL LIGHT

OFFICE LIGHTINGMore efficient

and imaginativeAMBIENT LIGHTINGTASK LIGHT

COMFORTABLEINDIVISUAL LIGHTING

MEETING SPACE IN LIGHT WALL

PASSIVE LIGHTING ACTIVE LIGHTING

Tomorrow’s Intelligent Lighting

Toshiba Lighting Europe

Our achievements since 2009

What we have achievedover the past 4 years

- Key player in LED lamp Market- Top Distributors in Europe- Established in +75% of European: - Toshiba Market Share estimated at +10% in B2B Lamp market- Increased our LED product line up: X20- Product produced in Europe: 30%

B2B LED lamp German Market by Manufacturer(Quantity)

Toshiba has 4th position We increase from 4.6% to 9.7% in 1 year

LED Lamps B2B Germany Electro Wholesalers

Sales Units %

© GfK 2013 - All rights reserved | 9/2013

PRJ 135826 - RG 2714700 - RP 14963274 - ID 367885257

Sep11-Aug12 Sep12-Aug13 Jul-Aug 12 Sep-Oct 12 Nov-Dec 12 Jan-Feb 13 Mar-Apr 13 May-Jun 13 Jul-Aug 13

1.646,3 3.081,3 284,0 425,8 583,6 509,7 547,1 472,2 543,0ThousandThousand

7,1

2,4

4,8

3,2

37,8

30,7

10,8

6,9

2,2

9,7

34,4

26,4

13,4

6,5

8,1

2,3

40,6

24,6

10,0

2,2

8,4

2,8

8,3

2,2

35,8

25,7

12,4

13,8

2,5

9,2

32,4

24,9

11,6

3,2

8,3

38,4

27,4

12,7

2,4

3,2

10,3

35,8

27,7

15,7

7,3

2,5

10,7

35,1

23,9

13,5

5,1

11,1

2,7

30,0

28,5

14,7

ELTAKO

GREENLED

LEDXON

LG

MEGAMAN

OSRAM

PANASONIC

PAULMANN

PHILIPS

RADIUM

SAMSUNG

TELESOUND

TOSHIBA

YES

Others

Toshiba No. 4 in

Germany

B2B LED lamp French Market by Manufacturer(Quantity)

Toshiba has 2nd position We increase from 11.8% to 16.4% in 1 year

LED Lamps B2B France Electro Wholesalers

Sales Units %

© GfK 2013 - All rights reserved | 10/2013

PRJ 138383 - RG 3687173 - RP 19256202 - ID 372078833

Sep 11-

Aug 12

Sep 12-

Aug 13 Aug 12 Sep 12 Oct 12 Nov 12 Dec 12 Jan 13 Feb 13 Mar 13 Apr 13 May 13 Jun 13 Jul 13 Aug 13

1.307,7 1.801,3 79,6 106,9 206,2 214,1 181,1 130,1 127,2 135,4 141,6 148,7 157,6 152,4 100,1ThousandThousand

2,4

7,0

6,1

2,9

17,4

47,8

11,8

3,6

2,6

4,1

4,7

7,1

16,0

42,8

16,4

5,5

15,7

52,9

16,1

3,3

2,2

7,2

15,3

49,7

16,0

3,5

7,7

7,8

7,8

13,7

41,3

13,5

2,5

13,3

10,4

6,7

14,0

36,6

12,3

2,5

4,7

6,7

6,3

6,5

18,3

42,1

10,3

3,5

7,4

18,8

46,2

17,8

4,1

2,8

7,9

14,7

48,4

17,5

3,6

2,4

7,9

18,6

46,7

17,3

7,4

2,8

6,9

17,8

40,9

18,9

4,7

2,7

2,8

5,9

15,6

42,8

22,5

3,0

3,6

5,9

7,1

17,2

41,9

17,4

3,1

2,7

4,1

5,1

6,4

14,5

43,2

18,5

2,7

2,7

3,9

5,0

8,2

13,9

40,4

21,5

TOSHIBA

PHILIPS

OSRAM

SYLVANIA

ABI

FESTILIGHT

GE

ARIC

DECLIC

Others

Toshiba No. 2 in France

From lamps to solutions

Light Sources

Lighting Systems

HEMS / BEMS

BOXLIGHT

EM SOFT

MODPLUG

PULSE

STREETLIGHTS DOWNLIGHTS

OFFICE LIGHTS

PLC RECEIVER

2009

2012

2014

OurSolutions

JapaneseInnovativeTechnology

EuropeanDesign

& Production

Toshiba product strategy

Lamps

Smart Indoor

Smart Outdoor

B2B

B2C

Real differentiation by segment market

Product Strategy based on product segment

17

Our targets

2013 2014 2015 2016 2017 2018 2019 2020

Turnover

10%

30%60%

LampFixturessSmart Solution

TURNOVER PORTFOLIO-MIX

Toshiba and Landis+Gyr intelligent public lighting solutions

CENTRAL CONTROL OF LIGHTS

SITUATIONALLIGHTING

ACTIVITY BASEDDIMMINGOBJECT

ILLUMINATION

HIGH QUALITYILLUMINATION

WEATHER BASEDLIGHTING

TLT Factory

Toshiba Lighting Europe

end customers

Electrical installers

Wholesalers (1)

(1) Electrical wholesaler(2) Lighting Specialist

Purchases from TLT Japan

Distributors (2)

100% indirect sales

Long term & strong relationships with our

Partners

Mr. Thompson(P/TEG)

Mr. Ibi(SVP/TLT)

EU Lighting Systems Mr. Seguineau (VP)

Marketing & TechnologyMr. Maikuma (GM)

OperationsAlbert van Huet

Marketing Support, PRChannel MarketingRebiha Sadat

European Lighting AssociationFrancois SeguineauKunio Maikuma

Product PlanningNoel Marciniak

Technology Environment Control Product Control Quality Shiro Ezaki

SalesMr. Seguineau (Acting)

Europe 4Robert Boltendahl

B2C

EUROPE 2Francois Seguineau

(Acting)

FranceBelgium

ItalySpain

EUROPE 1Günter Manske

UKNordics

NetherlandsTurkeyGreece

EU+

GermanyAustria

Switzerland

Europe 3Sebastian Recktenwald

Assitant to VP and GM:Melanie Schulz-Bielemeier

European Toshiba Lighting Contacts

Sales Strategy

Market focus

A global leaderin threemarket segments

OFFICE

HOSPITALITYRETAIL

OUTDOOR

Hospitality & Retail Markets: Today biggest Market –

renovation every 3 to 5 years

Annual burning hours: Hospitality: 5800h, Shop: 3600h

No product differentiation but opportunities for big volume with commodity fixtures

Start to approach directlyOffice & Outdoor Markets: Increasing markets due to strong

energy saving & CO² emission reduction

Annual burning hours: Office: 2750h, Outdoor: 4200h

Strong regulations: Office: RT2012, (50KWh/m²) 20-20-20 target

Differentiation and synergy: Thanks to Toshiba portfolio (L+G, SCD, HVAC, T&D…)

Technical fixtures advance technology

Direct sales

Toshiba market segment focus (Navigation program)

Commercial Market: 4,2B€LED Market: 0,6B€

Estimation based on source: CSIL

OFFICE

SHOP

HOSPITALITY

Shop Target segment

E-core series

PACK omniP.Accent PAR20

Tracklight

Gimbal Track Gimbal recessed

Our targetsWhat:• Non Food:• Boutiques: < 400sqm• Chain• Activity:

• Pharmacy• Telecom• Optical• Hair dress salons • Furniture• book store • Jewel • Cosmetic shop

Who:• Owner• Technical manager• Facility manager

Hospitality Target Segment

PACK omni

E-core series

P.Accent PAR20Bulkhead

PACK omni mini

Our targets

What:Medium size hotel chains3 to 4 stars (20 hotels)

Who:General Manager

Office Target Segment

PACK omni E-core series

Neogrid

Baselight

Panel

Our targetsWhat:RenovationESCO companyReal Estate Facility managementMedium size companies - 20M€ turnover – 200 and 1000 peopleActivities:  • Car dealers• Banks Insurance • Private University Who:Maintenance companies => top 100 maintenance companies by country with the person of charge of lighting.Maintenance/technical/facility manager

Dedicated sales & marketing

organization

Innovative & high quality products by

market

Long term & strong

relationships

Dedicated sales & marketing

strategy

Synergies with other Toshiba

division

Toshiba Commitment