Product Training for N53: A Comprehensive Overview of Benefits, Features, and Competitive Landscape

1. A-dec 300 on 511 Product Training August 2011

2. Agenda Project Scope What is N53? Benefits/Target Customer Product Positioning Features & Value Nuts & Bolts 511 Exclusionary Feature Installation Review Product Marketing Support Materials Positioning/Competitive Landscape Ordering/Pricing Product Training August 2011

3. PROJECT SCOPE 300 on 511 Product Training August 2011

4. What is N53? A-dec Radius -style Monitor Mount A-dec 372 & 572 Lights A-dec 332/333 Radius-style Controls A-dec 511 Product Training August 2011

5. Package Flexibility (Module Mixing) A-dec 500 System (same as today) AND 500 Support Side 511 Chair New Module Combinations OR Radius-Style Monitor Mount 332/333 Delivery 372/572 Lights Product Training August 2011

6. Package Flexibility (Module Mixing) A-dec 311 mounting constraints: 372 572 Monitor Mount

7. Benefits (Project/Customer) Global solution offering choice and price flexibility Extends product reach in price sensitive markets Leverages A-decs existing platforms to shore up our mid-high price point offering. Targeted Customer: Want A-dec 500, however Prefer a smaller, more nimble delivery Dont require 500 level integration Higher sensitivity to 500 system level price point Product Training August 2011

8. Key Product Launch Dates Start Taking Orders: Globally August 15 th , 2011 Shipments Begin: Week of September 6 th Product Training August 2011

9. FEATURES & VALUE Product Module Product Training August 2011

10. 300 on 511 Features A-dec 511 Dual mounting capability for select 300 modules A-dec 332/333 Radius-style Controls Ability to (single or dual) front mount on A-dec 511 New A-dec 372 & 572 Lights Radius-style front mounted design for single or dual mounting on 511 Local on/off switching on A-dec 372 New A-dec Radius -style Monitor Mount Radius-style front mounted design for single or dual mounting on 511 Based on 7530 design; lower price Product Training August 2011

11. 300 on 511 Features (Differentiation) Features A-dec 500 Powerful and Sophisticated A-dec 300 Compact and Versatile Ancillary Integration 4 Ancillaries 2 Ancillaries Control Block Positions 4-position standard 3 -position standard 4-position optional Continental Whip Positionability Side-to-Side Fixed Traditional Handpiece Holders Individual holder adjustability Fixed Control Brake Handle Dual handles standard One handle standard 2 nd handle optional Quad Voltage Intraoral Light Source Standard Optional System Leveling Arm and Control Control Only

12. A-dec 372 Radius-Style Light New Feature: Local On/Off Switch

13. Design Comparison / Features Features Arm is 5 taller than 531 for improved monitor viewing Allows monitors up to 19 and 20 lbs. No handle or back cover Dual front mount capability A-dec Radius-Style Monitor Mount Radius-Style Monitor Mount 500

14. NUTS & BOLTS Product Module Product Training August 2011

15. RadiusStyle Arm Geometry Comparison A-dec 332/333 Controls (Lower Arms) Height/Angle Differences Control Arm for 311 Control Arm for 511

16. A-dec Radius-Style Lights 372 & 572 Rigid Arm Design

17. A-dec 511 Product Changes Ductile Upper Structure Exclusionary Feature Toeboard Ramp / Cylinder Stop Mounting Hardware Rotation Stop Product Training August 2011

18. A-dec 511 (Exclusionary Feature) Implemented: April 2011 SN D12512 4 Product Training August 2011

19. A-dec 511 (Exclusionary Feature) Product Training August 2011

20. A-dec 511 (chair low point/toeboard angle) 13.5 14.25 Standalone and Single mounted A-dec 500 modules Dual mounted A-dec 300 modules <2 No perceived effect on comfort .75 Difference and 1.5 Product Training August 2011

21. Hardware (Toeboard Ramp and Cylinder Spacer) Cylinder Spacer Toeboard Ramp

22. Ships with Control module Single Mount (unit) If single mount unit, use all parts in the kit Dual Mount Dual mount systems, do not use spacer Hardware (Control)

23. Ships with Light & Monitor modules Single Mount (light or monitor) If single mount light or monitor, do not use cylinder spacer or toeboard ramps Dual Mount Dual mount systems, do not use bolt or bearing cap Hardware (Light & Monitor)

24. Installation (332/333 Control Only)

25. Installation (372/572 Light or Monitor Only)

26. Installation (332/333 Control & Light or Monitor)

27. Installation (Rotation Stop) Required when combined with the A-dec 561 Support Center Product Training August 2011

28. Packaging (300 on 500 modules) (Included with unit) (Ordered as component) (Configured)

29. PRODUCT MARKETING 300 on 500 Product Training August 2011

30. Support Materials (Marketing Publications) A-dec 500 brochure updated to include 300 modules. Catalog Full Version Electronic only (available 8/1) Addendum Electronic and print (order from Customer Service) www.a-dec.com Advertising (ADA News) Product Training August 2011

31. Support Materials (Technical Publications) New install A-dec 300 delivery, light and monitor on 511 chair Less text; more visual New/Updated IUs delivery, assistants, lights and monitors Additional Updates: Product Training August 2011 500 template CAD blocks Pre-install guide 500 service guide Service Solutions DVD Instructions for Use DVD New: 300 on 511 template 300 Service Guide supplement

32. Product Positioning (domestic) A-dec 300/500 Module Mixing ~$22,000 ret.

33. Product Positioning (domestic) A-dec 300/500 Module Mixing ~$24,500 ret.

34. Product Positioning (international) A-dec 300/500 Module Mixing: ~$25,000 ret. Product Training August 2011

35. Product Positioning (300 on 500 configuration) Package Price

36. COMPETITIVE LANDSCAPE Product Training August 2011

37. A-dec 511 with 300 Radius-Style Modules $24,568 / $20,594 Retail / Street Chair (A-dec 511): $11,480 / $ 9,623 Sewn upholstery, floor box, no footswitch Unit (A-dec 332): $6,568 / $5,506 Traditional w/Deluxe TP/IOLS 3 pos. Ctrl Block Std. QD Syringe Silicone 4-hole (x2), Silicone 6 pin Std. Tray Holder 511 Dual Mount Assistant (A-dec 551): $1,430 / $1,199 3 pos. Holder w/ TP Support (A-dec 561): $2,815 / $2,360 Cuspidor, Support Center, Link Arm Light (A-dec 571): $2,275 / $1,907 Chair mounted light (not shown) Product Training August 2011

38. A-dec 511 with 300 Radius vs. Pelton & Crane Chair (3001): $10,300 / $8,331 Unit, Cuspidor & Assistant: $12,005 / $9,710 ( Spirit 2120 with RM 85) Light (LFIISE Ellipse Sys Mt.): $ 3,100 / $2,507 *2011 Retail $ 25,405 / $20,548 Retail / Street * Product Training August 2011 Chair (A-dec 511) : $11,480 / $ 9,623 Unit (A-dec 332) : $6,568 / $5,506 Assistant (A-dec 551) : $1,430 / $1,199 Support (A-dec 561) : $2,815 / $2,360 Light (A-dec 571) : $2,275 / $1,907 $24,568 / $20,594 Retail / Street

39. A-dec 511 with 300 Radius vs. Dental EZ $25,838 / $20,898 Retail / Street * Chair ( J/V Generation ) : $111,978 / $9,688 Unit, Cuspidor & Assistant : $10,570 / $8,549 (Galaxy Magellan L/R) Light (Lumina Light) : $3,290 / $2,661 *2011 Retail Product Training August 2011 Chair (A-dec 511) : $11,480 / $ 9,623 Unit (A-dec 332) : $6,568 / $5,506 Assistant (A-dec 551) : $1,430 / $1,199 Support (A-dec 561) : $2,815 / $2,360 Light (A-dec 571) : $2,275 / $1,907 $24,568 / $20,594 Retail / Street

40. A-dec 511 with 300 Radius vs. Midmark $24,729 / $20,001 Retail / Street * Chair (Elevance) : $11,474 / $9,280 Unit (Procenter LR): $7,420 / $6,001 Cuspidor & Assistant (LR): $3,363 / $2,720 Light (Midmark LR) : $2,472 / $1,999 *2011 Retail Product Training August 2011 Chair (A-dec 511) : $11,480 / $ 9,623 Unit (A-dec 332) : $6,568 / $5,506 Assistant (A-dec 551) : $1,430 / $1,199 Support (A-dec 561) : $2,815 / $2,360 Light (A-dec 571) : $2,275 / $1,907 $24,568 / $20,594 Retail / Street

41. A-dec 511 with 300 Radius vs. Belmont $30,435 / $24,617 Retail / Street * Chair (Quolis 5000): $10,895 / $ 8,812 Unit, Cuspidor, Assistants, & Light (Quolis 5000 #5370): $19,540 / $15,804 *2010 Retail Product Training August 2011 Chair (A-dec 511) : $11,480 / $ 9,623 Unit (A-dec 332) : $6,568 / $5,506 Assistant (A-dec 551) : $1,430 / $1,199 Support (A-dec 561) : $2,815 / $2,360 Light (A-dec 571) : $2,275 / $1,907 $24,568 / $20,594 Retail / Street

42. Competitive Overview High Level Package w/ Radius-Style Modules NOTE: A-dec retail is 2011 pricing, all other packages are as marked. Brand Retail Discount Wholesale Street (32% Margin) Street $ Difference Street % Difference A-dec $ 24,568 43% $ 14,004 $ 20,594 Pelton & Crane $ 25,405 45% $ 13,973 $ 20,548 $ (46) 0% Dental EZ $ 25,838 45% $ 14,211 $ 20,898 $ 305 1% Midmark $ 24,729 45% $ 13,601 $ 20,001 $ (592) -3% Belmont $ 30,435 45% $ 16,739 $ 24,617 $ 4,023 20% Product Training August 2011

43. Ordering/Pricing Catalog Addendum Includes full 300 and 500 sections New 300 on 500 reference page Options and Pricing Affects new and existing product modules Ordering Constraints Product Training August 2011 Review Notes

44. Ordering /Pricing (300 on 500 Package) Changes: New 300 on 500 package reference page at beginning of A-dec 500 section. Shows available modules and where to order (page number). 300 on 500 package Reference page Highlights applicable modules and where to order. PICTURE UPDATE

45. Ordering /Pricing (511 Chair) Changes: Moving floor box (as an option) to the 511 Chair Dual mount capability and affect on chair low point New 400lbs. maximum stated patient weight Chair catalog page Highlight weight, floor box option, dual mounting bullet, and chair low point PICTURE UPDATE

46. Ordering /Pricing (532/533 Controls) Changes: Foundation price for 532/533 based on removal of floor box: 532 std TP = $7570 532 dlx TP = $8380 533 std TP = $8380 533 dlx TP = $9190 Removal of floor box text 532 Controls page Highlight 500 foundation pricing, removal of floor box text PICTURE UPDATE

47. Ordering /Pricing (551/561 Support Modules) Changes: Dealer-Installed, optional 3 Umbilical & Utilities: Remove floor box cover and frame Adjust price to $500 551 Assistants Arm page Highlight 551 optional umbilical price and content change. 561 Support Center page Highlight 561 optional umbilical price and content change. PICTURE UPDATE

48. Ordering /Pricing (572 Light) Changes: New A-dec 572 Radius-Style Light - $2450 Mount included with control or ordered separately for single mount applications 77.1165.00, $330 500 Lights page Highlight 372 Light Module & 511 mount kit PICTURE UPDATE

49. Ordering /Pricing (Monitor Mounts) Changes: New A-dec Radius-Style Monitor Mount - $950 Mount included with control or ordered separately for single mount applications 77.1165.00, $330 ~5 higher based on 7530 design 500 Monitor Mount page Highlight new Radius-style Monitor Mount, 511 mount kit, feature text PICTURE UPDATE

50. Ordering /Pricing (332/333 Controls) Changes: Foundation price for 300 Controls on 500: 332 = $4260 333 = $4660 Mount is included as standard Dealer installed 2 nd Brake Handle Kit 90.1281.00 332 Controls page Highlight 500 mounting option/price & 2 nd brake handle kit PICTURE UPDATE

51. Ordering /Pricing (372 Light) Changes: New A-dec 372 Radius-Style Light - $2300 Mount included with control or ordered separately for single mount applications 77.1165.00, $330 New Local On/Off Switch for all 371 & 372 Lights 300 Lights page Highlight 372 Light Module, 511 mount kit, on/off switch. PICTURE UPDATE

52. Pricing Exercise Form groups of 3-4 individuals Use the provided addendum to correctly price the following packages: Package 2: 511 Chair, Seamless-Black, Contoured Floor Box, No Foot Switch 332 Trad. Control, Std. TP, QD syr., 2 6-pin silicone, 1 4-hole silicone, IOLS Small tray holder 372 Light 551 Asst. Arm, Short, 3 pos. Package 1: 511 Chair, Sewn-Ebony, No Floor Box, Footswitch Radius-style Monitor Mount VERIFY PACKAGE & PRICING

53. Pricing Exercise 561 Support Center/Cuspidor 551 Asst. Arm, Long, 4 pos., auto-electric holders Light Monitor Mount International Package : 511 Chair, Sewn-Parrot, Contoured Floor Box, No Foot Switch 333 Cont. Control, Dlx. TP, 4 th block position/whip, QD Syr., Electric Hdpc., 1 6-pin, 1 4- hole, silicone, Camera VERIFY PACKAGE & PRICING

54. Pricing Exercise Package 1: $_________ Need 511 mount kit, $330 Package 2: $_________ Mount included with control Remember to order the floor box? International Package: $_________ Use 571 Use 561 Monitor Mount VERIFY PACKAGE & PRICING

55. Key Product Launch Dates Start Taking Orders: Globally August 15 th , 2011 Shipments Begin: Week of September 6 th Product Training August 2011

56. QUESTIONS? 300 on 511 Product Training August 2011

58. Light Post for 311 L-Shaped Light Post: For use when mounting a 300 monitor mount and/or 371 & 571-300 Light to a standalone 311 chair. 8-digit part OTC Estimated Retail ~$375-400 Available late August